Imagine you’re pitching your cyber security software to a large Indian bank. You’ve prepared a detailed ROI  analysis, cost-saving calcu

The Rough Guide to Building an Enterprise SaaS Dhandha in India

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2024-11-29 03:30:03

Imagine you’re pitching your cyber security software to a large Indian bank. You’ve prepared a detailed ROI analysis, cost-saving calculations, and competitive landscape.

But the CIO barely glances at it. Instead, she asks about your educational background, why you started the company, your recent Forbes article on security incidents, and if you’ll personally be available when something blows up.

Building a SaaS business in India isn’t about adapting the Silicon Valley playbook; it’s about writing a new one. The Indian SaaS landscape is demanding, from navigating the complex buying process to building a capable sales team. As Bharat Kumar (CTO of Periskope) mentioned in my tweet about building a SaaS business in India — It’s like playing on the hard mode. And they are correct.

This article is the second in our series on building a SaaS business in India. (Check the footnotes for our first article on selling SaaS in India).

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