Why and Why now?India was not considered a viable market so far due to lack of tech awareness or focus among enterprises as well as other challenges like enforceability of contracts , price problems, collections issues etc. All of these made the already small TAM even more unattractive.
Post COVID things seem to have changed a lot.Enterprises seem to be investing in tech a bit more professionalism is seeping in the ecosystem. Lot of On-premise,inhouse implementations are finally moving to SaaS / Cloud. Second, third gen entrepreneurs of SMEs are more tech savvy. The AI wave generated by chatGPT is creating FOMO among the ICPs.
This makes India not only a viable market but an attractive one that is demonstrated by many India first Businesses like Capillary, Leadsquared, Darwinbox, PeopleStrong, Bizom, Cleartax, Vyapar etc. Also large multinationals like Salesforce, Hubspot are now strategically investing more in India
WhatThis session will aim to help entrepreneurs
crack the India SaaS code through a practitioner's playbook. It will be a session where the speakers from successful startups will share their practical tactics and actual org designs and processes to crack the GTM in India.
We will try to cover following cross sections during the conversations
- India SME GTM motion
- India Enterprise GTM motion
- How to compete and succeed against giants like Salesforce and Hubspot
- Practical Channel strategies
- Pricing sensitivity of Indian buyers
- Feature bloat, scope creep and customisation challenges wrt India specific buyers
- Collection challenges
HowWe will have 3 speakers Sumit from Vyapar, Archit from Cleartax and Adarsh from Hubspot who will cover these topics. Sumit on SME, Archit on Enterprises and Adarsh on winning against the Goliaths. All of them can cover other India specific challenges like channels, pricing etc in their own purview.
20 minutes each presentation followed by 15 minutes of common QnA.
The presentations will be very detailed, data driven and actionable (no generic gyan).
Here is an example of what worked in the past
