What should be the ratio of sales to Engineering?
As high as possible. 10:1 is plausible. For every $1 of effort in making the product, there should be $10 in selling it. Includes founders time, software purchase, external resources. This is true for SaaS and Consumer companies.
A lot of focus in Tech startups is on getting the product right, hence expanding the product or engineering team is the most intuitive thing to do. Yet, a lot of startups that are successful have a not-so-beautiful product, with not many fancy features. Naukri.com, JustDial, Indiamart, Makemytrip and many such have been…
Scene: A startup in a large market is growing 5–10% week on week. The startup founder wants to grow faster. For this he needs to convince suppliers beyond the organic pull.
Problem: The suppliers don’t trust him because he is relatively new. Hence, they are asking for a minimum revenue guarantee. The founder is good at creating a product but not very good at selling, so he is not able to convince the potential suppliers.
Potential Solution: The founder thinks if he has enough money in the bank, he can offer minimum revenue guarantee to suppliers and that should be…
In India, most consumer internet brands have used discounts as a hook to lure in users. If your service is good, those users will stick. If not, they will go to the next brand that gives discount. Discounts are good to drive consumption, change habits and make people use your app to indulge in the newly formed habit.
For B2B, discounts are not a sustainable way to create new marketplace.
Reproduced from Grow With Refrens blog.
Tell a freelancer or service agency about our dead simple invoicing tool. They will forever be thankful to you.
One the many freedoms that freelancing brings is the choice of work place. Because you do not have a fixed team, you don’t need to have a fixed office place. Freelancers still struggle with finding the right place to work. We will look at the options for freelancers and the best place to work.
I gave a talk on effective product communication at Webengage’s Engagemint Confrence in Dec’18. Here’s the video from that. The adjoining slide deck is also attached.
Originally published at Naman Sarawagi.
There is a lot of debate lately about the right business model for news content. Ad supported models are failing for various reasons and some publications are seeing success with paid subscriptions. Here I have categorised various forms of content based on why it is consumed and how best it can be distributed and monetized. Please see the chart below. The rest of the article only tries to advocate the chart.
When we built version 1 of Freecharge, it was targeted at first time online transacting users. The transaction flow had more explanations regarding “Why” a certain info was required and “How To”. We even had to explain things like we are safe to transact. The media coverage helped. We did succeed but the flow was slow for repeat users.
In 2011–12 when Paytm was becoming popular they were particularly attracting the power users. Faster flows, coupon screen could be skipped, maintain wallet, recharge over IVR. The users who only wanted a clean and fast recharge moved to Paytm.
Hotstar was the first and fastest 100MN download app from India. Indian women were a major contributor to this. They are the bread buyers of the family so it make perfect sense for media companies as well.
Stay at home women in Indian households are major consumers but they are also considered a major reason for low growth of Indian economy. The social structure does not allow enough freedom to go out of home for standard work hours.
I am particularly talking about educated women in urban Indian family. …
Kingfisher recently launched Radler in Gujarat. It’s an aerated beverage, similar to Sprite or Mountain Dew. They promote it as 0% Alcoholic Drink. There are atleast 5 more “0% Alcoholic Beer” drinks sold in Gujarat. Branding the product closer to beer allows it to differentiate it from “soft drinks” and also keep a premium pricing.
In software products when you are making a category defining product for your market you have to choose your “tags” well. Is Slack replacing team emails or improving chat? Is Airtable a smarter Excel or a faster built custom app.
At my last startup, FindYogi…
We discussed the basics of coupons earlier. Here is a look into common pitfalls and the best way to do coupons for the elite audience. Elite here means an audience that has some value for its time and generally has a high spending capacity. Typical desirable audience for first world hospitality and services industry.
The Problem with regular coupons: