Podcast with 100X Entrepreneur

Here is my podcast with Siddhartha Ahluwalia. From the intro:

Do you know about the most interesting headline of all Indian business newspapers on 30 November 1999? It was India’s most prominent Internet deal at the time – a $115Mn acquisition of IndiaWorld, founded by our guest Rajesh Jain.

After this successful acquisition; Rajesh started Netcore. Yes, the same company is responsible for 75% of India’s email traffic and 50% of Asia’s email traffic through its Cloud network.

During the episode, Rajesh explains how they’ve been one of the Proficorns at Netcore, all his learnings and experiences over the last two decades, and much more.

A YourStory brief.

Thinks 409

Abhisek Mukherjee: “The real hard work on M&As starts after the transaction is closed…Transactions are good, but the euphoria is short-lived. The hard work comes after. Boards, CEOs, and shareholders benefit only when the long-term investment rationales are achieved.”

FT speaking to T Rowe Price’s Bill Stromberg on culture: “Culture is essential to employee retention, and more fragile than many managers realise. It only takes one bad boss to disenchant a team full of talent. “Reputations are built very slowly over time, but they can deteriorate very quickly if management doesn’t walk the walk,” he says. Good culture does not happen by accident. If companies want a special culture, Stromberg says, that requires “hiring with culture in mind, promoting people with culture in mind, and firing people with culture in mind.””

Karen Lamb: “A year from now you will wish you had started today.” [via Shane Parish]

Thinks 408

Do Kown of Terra, which is building a new financial system: “I think building a real economy on the internet is something that is of value. And the reason why I think this is of value is because while reality is constricted by physical laws, and admittedly, this is part of what makes reality beautiful, but at the same time is what makes reality broken. The only thing that limits us on the internet is human ingenuity. So the types of things that we are able to build on the open web are going to be significantly more sophisticated, significantly more value-additive than the things that we can construct in reality.”

The Generalist on Telegram.

Aldus Huxley (decades ago): “There will be, in the next generation or so, a pharmacological method of making people love their servitude, and producing dictatorship without tears, so to speak, producing a kind of painless concentration camp for entire societies, so that people will in fact have their liberties taken away from them, but will rather enjoy it, because they will be distracted from any desire to rebel by propaganda or brainwashing, or brainwashing enhanced by pharmacological methods. And this seems to be the final revolution…A really efficient totalitarian state would be one in which the all-powerful executive of political bosses and their army of managers control a population of slaves who do not have to be coerced, because they love their servitude.” [via Atanu Dey]

Email 2.0 — for FTLOE Thursdays

I did a presentation and Q&A for the first episode of Season 2 of FTLOE (For the Love of Emails) Thursdays on Email 2.0. I covered 5 topics: Atomic Rewards, AMP, Ems, Hooked Score and Progency.

I have written previously on many of the themes discussed in the video:

Thinks 407

2030 by the Numbers: from Subscribed.com. “Total global population in 2030: 8.5 billion. (It’s currently 7.9 billion, and is expected to stop growing entirely by the end of the century). Fastest growing demographic: the elderly, with the population of people over 65 years old at 1 billion by 2030. Percentage of the world’s population living in cities in 2030: over 60%.”

Manish Sabharwal: “India’s Constitution, political parties and civil service created the world’s largest democracy on the infertile soil of the world’s most hierarchical society. But the steel frame of India@0 has become the steel cage of India@75 because of a human capital regime that prevents the identifying, nurturing, and flourishing of civil service equivalents of IPL cricketer Rishab Pant, Maharani series actor Huma Qureshi and Flipkart founder Sachin Bansal. They represent the magic of meritocracies; applying their lessons to a new civil servant HR regime will accelerate our India@100 goal of putting poverty in the museum it belongs.”

Via Shane Parish: “Rarely do we stop to ask ourselves questions about the media we consume: Is this good for me? Is this dense with detailed information? Is this important? Is this going to stand the test of time? Is the person writing someone who is well informed on the issue? Asking those questions makes it clear the news isn’t good for you.”

Thinks 406

The Seven Rules of the Metaverse: Tony Parisi. “There is only one Metaverse. The Metaverse is for everyone. Nobody controls the Metaverse. The Metaverse is open. The Metaverse is hardware-independent. The Metaverse is a Network. The Metaverse is the Internet.” And Aaron Frank: How to Explain the ‘Metaverse’ to Your Grandparents. “The Metaverse is the internet, but also a spatial (and often 3D), game engine driven collection of virtual environments.”

Vik Malhotra: “Great CEOs are bold. You can be bold regardless of context. Or you can be bold within that context. If you’re not bold in that first year, you’re not going to move the needle. That is the crux that’ll actually let you conquer any context and any situation around failing. That is your one safeguard against failure.”

15 Self Nudges for Growth: by Vishakha Singh. Among them: “1. To write better, read more. To read better, write notes. 2. A subtle change of a word brings in a substantial effect, both in written and spoken language. And, stay away from negative words. 3. You cannot fight time. Accept it. Good time, bad time, beginning time, end time nothing is in your control. The only thing you can do is accept as it comes and act as judiciously as you can at that moment. “

The US B2C Martech Opportunity (Part 6)

Winning – 3

Here are some more factors for Indian companies to craft a winning strategy in the US mid-market:

Pricing: Competing on price is always a possibility, and can help get initial customers. They may be at the lower end of the mid-market, but they can help Indian customers work through the full model of successfully selling, servicing and retaining US customers. Price should be used selectively since it can also create the impression that the product is an inferior knock-off. Once the initial foothold is established and success stories with testimonials are available, the use of lower pricing as an entry strategy can be discontinued.

Marketing: For B2B SaaS companies, marketing plays a critical role in success, and it is also one of the hardest functions to get right. Companies tend to focus a lot on the product, and realise the importance of marketing only when it is too late. While spending money and being aggressive on marketing is always a possibility, the digital customer journey of prospective B2B buyers lends itself to smart marketing. Every B2B company must now think of itself as a media company and create a content factory. Good content is the foundation for SEO, SEM, SDR and ABM activities. The goal must be to general pull (inbound) as a much more cost-effective alternative to push (outbound).

Targeting developers: Companies like Twilio and Sendgrid have shown the way to winning developers and using that entry to drive growth. In a present where “software is eating the world”, developers can open the door into many brands. As Twilio CEO Jeff Lawson puts it, “In today’s digital economy, it’s the companies that figure out how to build great software that are able to win the hearts, minds, and wallets of customers. And so that means unleashing the talent who builds software.” Winning developers means creating products which can be integrated easily via APIs, the documentation is such that no human interaction is needed, and the entry pricing is small enough that a developer could just pay via a credit card.

Free tools and utilities: Offering free utilities is another interesting way to attract inbound interest. One of the best examples of this is Hubspot’s Website Grader. Netcore created Grade My Email in a similar vein. These utilities come with a “happy to help” approach and are excellent for lead generation.

Cross-selling: The cross-selling team is an important team in a company because this is the one which can drive the expansion after the landing. It is cross-selling which helps maximise the revenue from a brand. For this, the team will need to understand the brand’s business well, build deep relationships, and then offer solutions at the right time. A cross-selling index can measure the success of this team.

Changing the narrative: One of the hardest but most powerful ideas is to create a new narrative. This can create a lot of inbound interest and positions the company as a thought leader. A couple themes that I have been working on for the past few months are around the coming martech era and how email2 can energise engagement.

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Taken together, these ideas executed well can help Indian companies open up the vast US mid-market for B2C Martech. This must be the next horizon after expansion into emerging markets. The developed markets of the US and Europe are the next frontier. Just as companies like TCS, Infosys and Wipro pioneered the offshoring model in IT services, Indian B2C Martech companies have a great opportunity to build the next-generation of hybrid SaaS companies: big in their home markets and also successful globally.

Thinks 405

NYT on the mRNA vaccines story: “Even as the Omicron variant fuels a new wave of the pandemic, the vaccines have proved remarkably resilient at defending against severe illness and death. And the manufacturers, Pfizer, BioNTech and Moderna, say that mRNA technology will allow them to adapt the vaccines quickly, to fend off whatever dangerous new version of the virus that evolution brings next. Skeptics have seized on the rapid development of the vaccines — among the most impressive feats of medical science in the modern era — to undermine the public’s trust in them. But the breakthroughs behind the vaccines unfolded over decades, little by little, as scientists across the world pursued research in disparate areas, never imagining their work would one day come together to tame the pandemic of the century.”

Anticipating the Unintended: “Every time the government interferes with the price system, the information residing in the price gets diminished. The real-world implications of this loss are all too familiar — price caps lead to shortages and poor quality, price floors lead to wasteful expenditure. Distorting prices costs lives.”

Shane Parish: “Curate your information diet to be rich and diverse. Follow people who think differently than you. Read old books. Remember that what you put into your mind today is the raw material you have to work with tomorrow.”