The Exchanges

Q And Kadim, one thing is there that you built Watfix over a period of 10 to 15 years. Do you think founders today have luxury, uh, of, of that kind of a time? Because the ecosystem first is nobody first believed in digital adoption, right? So first it was first five or eight years, what about surviving? And then it was about growth.

A Yeah. So it's, it's been 11 years for us now. Uh, I took four years to get to million dollar. I think the longer you take to get a million dollars, the better company you'll win. No, but today, if you probably, if you take million dollars, four years to get a million dollar, most of the visits will write you off, right? So, so you see, but a lot of variables have changed, right? Uh, if, if I start today, probably I will have a hundred or 200 companies as a potential design partners. If I can get to and convince three or five of them, I can validate and get to PMF very quickly compared to what Uh, at that point, when we started, nobody believed we can do enterprise sales in US. Uh, everybody used to ask the question, okay, which category this is? What's the budget or time of that category? Whose appraisal gets impacted with this particular category, right? Like questions were asked with somebody who's going to pay a hundred dollars for this. Right? So now that conviction of building a category, conviction of selling large ticket size to US, playbook's been established, so probably that, that, uh, majority of the ecosystem also helps you to cut down a couple of years, probably, right? Because you don't have to, uh, relearn everything. So because of that also, the patience has gone down, right? Like even VCs or even the founders, if they don't get to, let's say, a million dollars …

AI assessment note: “today, if you take four years to get a million dollar, most of the VCs will write you off”

Q And I was asking like what, what you have known Vijay, right? For a long period of time. What are the things that you admire about Vijay? One thing that you would like to change about Vijay?

A It's a couple of things for sure, actually, right? So one, uh, uh, from WatFix experience, uh, I've learned, uh, Whatever we could do so far, because it was one way, new category. So new category, you have less competition, but there are other challenges, so you can enter and get those deals and all. But when we are going into that multi-product, some of the new products, what we are building is existing categories and really admire, uh, going behind the large ITSM category, right? Like, and so, uh, aggressive there, similarly, like what Girish did for, uh, uh, desk support and all. So that part definitely like to pick his brain, like how do you go behind existing category, large category and make a dent there actually, that, uh, definitely. And second, serial entrepreneur. Uh, he's done a successful exit.

AI assessment note: “really admire, uh, going behind the large ITSM category”