Podcast · 90 min listen

2X SaaS Founder: How To Sell Global Tech Products From India

Siddhartha Ahluwalia with Sharath Keshava Narayana · The Neon Show Free Intermediate India

2X SaaS Founder: How To Sell Global Tech Products From India

Sharath has built two enterprise companies (Observe, Sanas) with engineering in India and buyers in the US, and is direct about founder-led sales being non-negotiable for the first customers. Good on what actually has to move to the US and what does not.

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It answers 8 questions

  1. I am a founder in India and my buyers are in the US. How do I get a stranger twelve time zones away to reply?
  2. Should my outbound team sit in India while my buyers are in the US?
  3. We are an Indian company selling to global buyers. How do we position so that being from India reads as an asset rather than a question mark?
  4. How is GTM different before product market fit versus after?
  5. Inbound has dried up. Leads are down two quarters running and nobody knows why. What do I do?
  6. We sell in India, the US and the Gulf. How much should the messaging actually change per market?
  7. How do the best companies run pricing as a standing function instead of an argument they have once a year?
  8. US buyers hesitate when they learn we are an India based team. How do I handle that in our messaging?

Read with it

  1. Podcast · ~60 min How Khadim Batti Built Whatfix Into a ~$900 Million Global SaaS Leader Khadim Batti
  2. Compares direct sales, channel and marketing-led entry for an Indian company going abroad, and makes the case that the US may... Inc42 Article · ~12 min read Indian SaaS And The Art Of Going From Local To Global Sandeep Chawda
  3. The index page for Accel India's five-part masterclass series with operators from Freshworks, Chargebee and CleverTap. Start... SeedToScale by Accel Article · short read SaaS Playbook: Learning from the Practitioners and Building a Community Rachit Parekh
  4. A sitting CIO explains how he actually finds and evaluates startup vendors, including that roughly 80% arrive through outbound.... The Neon Show Podcast · 62 min How Startups Can Sell to Big Companies ft. Karthik Chakkarapani, Zuora Siddhartha Ahluwalia
  5. Five GTM bets from an Indian founder who reached $600M+ ARR, including spending $45k early to find which inbound channel would... SaaStr Article · ~10 min read Building A Global SaaS Empire: 5 Bets That Paid Off with Freshworks Founder CEO Girish Mathrubootham Girish Mathrubootham
  6. Zoho's answer to the being-from-India question is local teams, local offices and local pricing rather than louder marketing,... diginomica Article · ~10 min read Zoho talks up 'transnational localism' as key to success Chris Middleton
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