GTM Learnings For US-India B2B Martech Startups

This episode goes in-depth into building a US-India marketing tech startup. We cover everything from finding & engaging with 0-to-1 design partners, building MVPs, using Indian customers as a springboard to global markets, US GTM best practices & case studies, how to differentiate against global competition including the value of product craftsmanship, org. design, pricing, and finally, learnings from VC fundraising.

Joining me for this discussion is Srikrishna Swaminathan, Co-founder and CEO of Factors.ai, a go-to-market intelligence & automation platform backed by Elevation, Stellaris, and Emergent. Before this, Sri was Vice President at InMobi, an IIM Calcutta alumnus, and, overall, has more than a decade of experience in monetization.

TIME STAMPS:

(01:17) The "InMobi" startup mafia

(04:23) Finding 0-to-1 design partners 

(07:43) Nailing down your ICP 

(11:36) The importance of product craftsmanship

(15:24) Using Indian customers to springboard into global markets

(23:32) Acquiring early US customers

(26:00) [CASE STUDY] How is Chennai-based RevenueHero competing with Chili Piper?

(29:15) GTM motions for US-India martech

(32:41) Importance of RevOps in converting demand into actual pipeline

(35:11) [CASE STUDY] How Everstage leverages intent-based outbound and RevOps

(41:59) Org. design for US-India startups

(50:31) Pricing approaches for US-India martech

(58:11) Learnings from VC fundraising

Connect with Srikrishna - https://www.linkedin.com/in/srifactorsai/ and follow him on X - @swamikrish2001

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Check out "An Operator's Blog" (https://operator.blog/) for weekly posts on Startups, Investing, and Life.

I am a venture investor focused on the US-India corridor. Feel free to reach out on LinkedIn (https://www.linkedin.com/in/soumitrasharma5/) and follow me on X (@soumitra_sharma).