Moonshot

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Show Them the Magic: Vymo’s Playbook for Enterprise Sales

Moonshot

Launching a new software product and successfully driving user adoption and retention is a challenge for many startups. According to sales engagement platform Vymo’s co-founder and CEO Yamini Bhat, the secret is to ‘go live’ quickly and show users their return on investment. On this episode of Moonshot, we take a peek into Vymo’s playbook to learn about some of the key product and sales design choices the startup’s team made to attract and retain users across large enterprise customers. Show Notes: The problem statement thesis: “Sellers hate any tool that is given to them.” [6:30] Use the challenger sales approach to build credibility [11:33] Narrow your focus: Look for indicators to hone in on a specific market [18:29] Take a DIY approach and allow for the customization of your product [22:39] Adapt to different cultures when launching your product internationally [30:04] “Why not the US?: Weighing up which market to break into first [36:38] Communicate the magic of your product and ‘go live’ quickly [39:24]

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Groww: Increase Product Velocity by Empowering Decentralized Teams

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"If you are deciding everything, then you are limited by your own speed". That’s a belief Groww co-founder and CEO, Lalit Keshre, keeps front and center as he and his co-founders scale the investment platform. Keshre believes that by having a decentralized structure, team members are empowered to make quicker decisions around products. On this episode of Moonshot, we chat with Lalit Keshre and Ashish Agrawal, Managing Director at Sequoia India, about key design choices Groww made to take on a market with strong incumbents. Show Notes: Financial services is a basic human need [01:16] When engineering and finance converge [05:20] Set up a decentralized structure and empower your teams to make quicker decisions [14:03] Taking a pull-driven approach to building an investment platform [18:12] Bake customer-centricity into every product decision [ 21:44] Don’t sell, educate instead [23:43] Pursue long-term success over short-term gains [26:04] Attract talent by offering purpose, autonomy, and growth [28:16] Trust in your own convictions [30:35]

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Zetwerk: Digitizing India’s Manufacturing Supply Chain

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India's manufacturing sector, which contributes 18% of the country’s GDP, is on the cusp of change. This highly labor intensive sector, which is plagued with logistical and technical issues, is undergoing a transformation as workers upskill and companies start to digitize their processes to improve efficiency. In 2018, Amrit Acharya, Srinath Ramakkrushnan, Vishal Chaudhary, and Rahul Sharma launched Zetwerk, a B2B manufacturing network that offers companies manufacturing solutions across a wide variety of products. On this episode of Moonshot, we speak with Amrit Acharya, Co-Founder and CEO of Zetwerk and Shailesh Lakhani, Managing Director at Sequoia India, about how the startup is taking a bold bet to bring a centuries-old industry into the digital age. Show Notes:  Fall in love with unsolved problems (5:40) “We built exactly what you wanted.”: The challenges of selling software in India (9:40) The answer to how you pivot your startup lies in user behavior (11:15) Taking on a centuries-old industry (16:28) Finding opportunity in adversity (20:24) Taking a software approach to building hardware (among other things) (23:39) Running an international business without an overseas footprint (27:30) “Done is better than perfect.” (29:30) Showcasing India’s manufacturing potential (33:28) Paying it forward with Zetwerk Build (34:34)

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CoinSwitch: Taking the FUD out of crypto

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In 2017, a group of hackers in India figured out a way to get the best prices on cryptocurrencies at any point in time by aggregating data from all the crypto exchanges. That was the origin of CoinSwitch, a startup with a mission to ‘make money equal for all’. The platform gained traction, went through a few pivots and soon became one of India’s largest cryptocurrency trading apps. On this episode of Moonshot, we chat with CoinSwitch co-founder and CEO Ashish Singhal and Sequoia India Managing Director Shailesh Lakhani about how the startup is taking crypto to the masses by differentiating itself from its competitors, educating users, and tracking user gains to improve their product. Show Notes: Start by solving a problem that you’ve encountered (1:36) If mom can use it: The CoinSwitch differentiator [06:03] Build user confidence: Educate them on how to use your product (9:10) Go-to-Market strategy: Web3 vs Web2 (12:11) Bear markets make you work harder for your users (14:52) Track user gains to improve your product (17:23) Be frugal, be focused (20:08) Know that there’s a right time for your idea (23:05) Give yourself two chances at success (28:15)