hits and misses in building capillary
TRANSCRIPT
Intelligent Customer Engagement™ Suite
Hits and Misses in Building Capillary
Techcircle SaaS Forum 2015
Right Channel, Right Message. Right Now
Aneesh Reddy@AneeshBReddy
Co-Founder, Capillary
Major Focus•MARKETING AUTOMATION SOLUTION FOR RETAIL• ENTREPRISE SAAS FOCUS IN ASIA• CLOUD, DIGITAL, MOBILE, SOCIAL AND BIG DATA
Global Expertise
Private and Confidential 05/03/2023
ABOUT CAPILLARY
RAISED $75 MILLION+ IN
FUNDING TILL DATE
RuahaACQUISITIONS AND INVESTMENTS
200+ Enterprise Customers
20,000+ Stores powered
30+ Countries, through 10 offices
150 MILLION Shoppers on Platform
600 Employees Worldwide
7 Years of startup ups and downs
WHERE WE ARE KEY CUSTOMERS
LOOKING BACK ON OUR TOP LEARNINGS…
DEFINE CORE & CONTEXTDon't build everything yourself, Partner
ALWAYS DIFFERENTIATEGo sufficiently deep - Vertical SaaS
QA AUTOMATIONFocus as early as you can
SCALING PRODUCT/ PLATFORM..
FUNCTIONAL FOLKSCan excel in Product Management
PRODUCT MANAGEMENT..
PRODUCT ROADMAPSDon’t go from Zero Days to 6 months
HIRING….
Hire as many as you can onboard
Don’t Ramp up Overnight
Invest insanely in feedback & onboarding
100 day plans
Continue Hiring people who thrive on ambiguity
LOVE CHAOS
SENIOR HIRING….
Don't hire individuals for the next 5 years
HIRE FOR 18 monthsRun that function yourself for a couple of months
BEFORE YOU HIRE SENIOR FOLKS
Private and Confidential 05/03/2023
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SCALING SALES…
IMPROVE SALES PRODUCTIVITY WITH INSIDE SALES FOR LEAD GEN
ROTATE SALES GUYS FOR GREATER SUCCESS
Private and Confidential 05/03/2023
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SCALING SALES…IN NEWER MARKETS
CORE TEAM SHOULD CLOSE 4-5 DEALS IN EVERY MARKET AND FOR EVERY
PRODUCT
PARTNERS CAN COME IN NEW MARKETS AFTER FIRST COUPLE OF DEALS ARE DONE
Private and Confidential 05/03/2023
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THE NEW A-LIST OF MARKETING MANAGEMENT
NON-US MARKETS ARE
VERY DIFFERENT!
INNOVATION MANDATORY
CUSTOMER PROGRAMS AND
CONTENT MARKETING IS
THE NEW SUCCESS
MARKETING
Private and Confidential 05/03/2023
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GOING GLOBAL
PICK YOUR MARKETS RIGHTTIMING IS VERY IMPORTANT
INTERNATIONAL CUSTOMERS ARE NOT FORGIVING
IDENTIFY TWO THINGS THAT DRIVE VALUE TO YOUR
CUSTOMERFOCUS ON CHURN!
Private and Confidential 05/03/2023
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TEST-SCALE-TUNE
JUGAAD DOESN’T SCALE BEYOND A POINT
TOO MUCH OR TOO LITTLE, LINK TO KPIs
BALANCE FOCUS: AS A PRODUCT STARTUP, YOU ARE YOUR OWN SAP AND INFOSYS
TICKETSBRDsSPOCs
DAILY STAND-UPSRCAs
CHECKLISTSWEEKLY CALLS
PyramidsLAYERS
Looks Familiar?
Private and Confidential 05/03/2023
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Of Managers & Management..
UNFORTUNATELY, A GROWTH STAGE REALITY..
Of Meetings & Pre - Meetings..
WHAT HAS WORKED WELL FOR US
SIMPLIFY EVERYTHINGCOMMUNICATE WELL
AGGRESIVELY REWARD STRONG IMPLEMENTATIONS & COOPERATION AN IDEA IS ONLY GOOD AS ITS IMPLEMENTED
SMALL SELF-FUNCTIONAL TEAMS ARE SUPER EFFICIENT EVEN AT SCALE
Entrepreneur’s Organization
FINANCE NEEDS ATTENTION! IT WILL BECOME YOUR WEAKPOINT
COMPLIANCETAXATIONAUDITS
A-TIP: USE CONSULTANTS WELL!
FILINGSCASHFLOWCOLLECTIONS
USE FINANCE TO YOUR ADVANTAGE
BUSINESS FINANCE, NOT ACCOUNTINGMETRICS WILL DEFINE YOUR GROWTH
Aneesh ReddyCo-founder
These are EARLY DAYS FOR SAAS IN INDIA
Take any advice with a pinch of Salt
http://www.slideshare.net/aneesh.boddu