Article · ~12 min read

Entering a New Market as a SaaS Business and Finding First Customers

Ajay Sethi · SeedToScale (Accel India) Free Intermediate India

Zenoti and MindTickle founders on validating at home before expanding, and on finding a handful of customers willing to build with you rather than chasing volume. A direct answer to whether to prove it in India first.

• You do not need 50 customers in a new market: 5 to 10 prospects, a handful of customers, and one good success story (Mohit Garg, MindTickle).
• Garg sold the first 50 deals himself rather than scaling outreach.
• Zenoti deliberately stayed in its own backyard, Hyderabad and Seattle, before expanding.
• Pick first customers in a new market who will co-create, meaning they have the need and will give feedback.