Article · ~10 min read

7 lessons from building an India-based global SaaS business

Vishnu Prasad · The Works (Freshworks) Free Beginner India

Girish Mathrubootham built a Nasdaq-listed company from Chennai, and the lesson about betting on people rather than pedigree is the one that shapes how Indian GTM teams get hired. Encouraging for anyone breaking in without the right logos on their CV.

  • Freshdesk began in 2010 out of Girish's anger at a shipping company's customer service over a damaged TV.
  • Its break came when Zendesk changed pricing and Freshdesk offered to match angry customers' remaining contracts for free.
  • He pitched at TechCrunch in 2011 with 1,500 dollars and a borrowed blazer, and hired early people off a GitHub project rather than pedigree.
  • The rule he repeats: sell to the world from day one, and act like a global company at a team of 10.
Open on freshworks.com ↗

It answers 2 questions

  1. I want to start a GTM career in India but I have zero sales experience. What is the realistic first job?
  2. How did Freshworks build a global sales team out of Chennai when that talent did not exist yet?

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