Founder Stack-SaaS Curriculum

2:48 - 3:19 : What are the problems customers face? 

4:05 - 6:05 : The problem with Data silos and how CleverTap addressed it 

8:52 - 10:35 : Identifying the ideal customers 

12:15 - 12:57 : Pricing structure 

15:16 - 15:43 : Updating pricing every year is not a bad idea 

15:57 - 17: 28 : Who isn't your customer 

20:19 - 22:10 : How to validate your product idea 

22:24 - 24:03 : Once you do have a product, how to get your customers

4:11-6:11 : What does PMF feel like?(Part 1) 

6:12-8:25 : What does PMF feel like?(Part 2) 

9:00-10:00 : Unicorns have a lot of things messed up

10:01-11:27 : Dichotomy of the market dynamics 

11:30-13:30 : Do you have a desirable product?(Part 1) 

13:31-15:33 : Do you have a desirable product?(Part 2) 

34:04-36:10 : Product Validation 

36:11-38:11 : What might delay PMF?(Part 1)

38:12-40:12 : What might delay PMF?(Part 2) 

40:13-42:49 : What might delay PMF?(Part 3)

47:48-48:32 : Product Market fit doesn't guarantee success

5.45 - 6.30 : Who is the customer 

13.25 - 15.35 : The 666 roadmap rule

18.45  - 19.03 : Ship value, not code

26.39 - 27.10 : Getting your team in front of customers

4:04 - 5:45, 6:37 - 7:30 : How hard is enterprise software business?

9:11 - 12:10 : Large Market

12:45 - 15:12 : Use-Case

17:50 - 22:00 : Market

24:50 - 29:30 : Culture

29:30 - 30:40 : Purpose

38:38 - 40:00 : Resource allocation

40:00 - 41:30, 43:13 - 45:20 : Top Priority

45:20 - 46:40 : Product Marketing

46:40 - 49:25 : Outsource Product design?

49:25 - 51:51 : Delight driven Culture 

51:51 - 53:40 : Ownership Mindset 

54:20 - 57:42 : GTM

57:42 - 59:50 : Automate 

59:50 - 1:03:31 : Hiring

1:03:35 - 1:06:36 : Feedbacks

1:06:36 - 1:08:58 : Learning

1:10:00 - 1:11:10 :  Being Simple is genius 

1:11:10 - 1:14:35 : Optionality

1:14:36 - 1:17:33 : Communicate is key

1:17:33 - 1:20:11 : OKR

1:20:56 - 1:26:07 : Financial Prudence

1:26:07 - 1:28:35 : Outcome Framework

1:28:35 - 1:32:55 : Avoid Traps

1:34:35 - 1:36:53 : US GTM Strategy 

1:36:53 - 1:37:37 : How to reach Markets

1:45-3:22 : Knowing the Prime Moving force in an Enterprise 

8:45-9:35 : Focusing on Ambition and Demand at par with Pain and Need 

15:34-17:05 : On Customer Mapping 

17:08-19:15 : Thinking about your customer's customer 

19:20-21:40 : Knowing who you're selling to 

23:25-24:28 : Who's the Fox? 

24:30-25:30 : Relationship building 

25:32-26:12 : Selling as high as possible 

37:50-40:05 : Evaluating your business case 

 41:49-42:47 : Business Pitch

‍

1:49-3:49 : Key focus during first 5-6 months of starting up

8:45-11:27 : Rational v/s Emotional Attack

18:30-20:05 : Approaching a customer conversation 

20:10-21:54 : Identify the Ideal Customer Profile 

22:00-24:14 : Setting up a Demand Gen Engine

27:47-29:15 : Importance of Customer Success teams

13.28 - 16.06 : The content framework

21:30 - 23:10 : Biggest mistake Freshworks did in terms of marketing 

23:23 - 25:48 : SEO and strategy for fresh sales 

Measuring content

• 26:10 - 27:46 : User behavior 
• 28:03 - 29:00 : Engagement 
• 29:01 - 30:00 : SEO Outcome 

39.01 - 40.07 : A clear understanding of what your churn is :

42:43 - 43.53 : Paid marketing tactics 

43:54 - 47.06 : Paid Marketing Measurement 

47.09 - 49.20 : Measurement of performance for paid ads 

50.02 - 52.09 : Digital Marketing team in your company 

52.10 - 55.47 : Content marketeer or Growth hacker. Who should you hire? 

57.05 - 58.52 : Sales Ops person. A neutral party for the sales and marketing team

30:10 - 31:20 : Consciously losing local customers to tread onto a global terrain 

31:25 - 32:25 : Choosing the right market 

32:30 - 33:48 : Approaching the US Market/Mistaking the product to solve for a global market 

33:55 - 35:24 : PMF and MindTickles's Anecdote of getting it right 

35:30 - 37:28 : GTM over product  

37:35 - 38:06 : 80% emphasis on GTM; 20% on product 

38:07- 40:06 : Finding the right hires for Sales+Marketing

40:14 - 40:35 : “Make your endgame your start game(GTM)"

40:50 - 42:49 : Cultivating a deep understanding of the terrain 

47:20 - 49:20 : Anecdote of creating a good funnel via cold Outreach 

1:02:46 - 1:04:15 : Importance of a Good website

1:04:15 - 1:05:24 : Winning the Customers Trust 

1:06:25-1:07:40 : Safeguarding an early adopter of your product 

1:10:20 - 1:12:20 : Initial Positioning 

1:19:25-1:21:20 : Traits of a good salesperson in a new market 

1:22:52 - 1:24:05 : Co-Founder-ish first hire in new market 

1:27:13-1:27:44 : Promoting a healthy cross border organisational culture

20.11 - 21.30 : How do you test a market 

30.26 - 32.11 : On taking the leap to US

33.04 - 35.23 : Getting your first 5 customers 

52.47 - 53.30 : Hiring your first sales team 

54.52 - 56.45 : Differences in selling in India vs US

8.00 - 10.01 : Be aware of the competitors but don’t be obsessed with them 

18.51 - 19.50 & 32.20 - 33.18 : Find the right prospect/ customer 

20.06 - 22.09 : Why we should choose digital first over digital transformation 

36.25 - 38.10 : How to score your next meeting? 

42.23 - 43.21 : Crafting mails and connection requests based on the prospects 

47.55 - 49.04 : 3 pillars for selling 

58.08 - 1.01.00 : Always bet on your product’s exclusivity and learn to say ‘No’ to certain deals

1.05.29 - 1.07.15 : A Co creation analogy (Vitamins & Painkillers) 

1.07.31 - 1.08.47 : How to Co create with your customers (Book my show story) 

1.12.51 - 1.13.33 : What is customer success for early revenue stage startups

10.55 - 11.25 : On choosing a target persona as an early stage startup 

16.27 - 17.45 : On user vs buyer persona 

26.40 - 27.02 : On MVP 

31.01 - 32.17 : On PMF Strategy

‍

8:05 - 9:30 : Anecdote of an ideal website for Enterprise Sales Workday

10:50 - 12:30 : When is Inbound Marketing applicable? 

15:24 - 16:59 : When is Outbound Marketing applicable? 

18:05 - 18:50 : Importance of Events/Seminars etc. for Lead Generation while using Outbound Marketing 

20:20 - 21:30 : Basis of Product Marketing 

21:36 - 23:30 : Importance of having a good Product Marketer 

25:05 - 25:34 : Matrix to use for Initial Positioning 

25:45 - 27:40 : Treating your website as a product 

33:00 - 35:46 : Prelaunch Product Marketing Checklist

36:20 - 39:00 : Post launch Product Marketing Checklist 

44:10 - 45:44 : Adoption Metrices to Validate for Product Marketers 

45:46 - 47:00 : Importance of building a brand even as a startup 

15.07 - 16.07 : An authentic lie 

22.22 - 24.16 : A 12 lac car analogy.(Stating how to identify features of your product that makes you stand out among your competitors)  

34.20 - 35.50 : Metrics doesn’t matter when you’re just starting out 

43.40 - 45.40 : Align your plans with your milestones

4:40 - 8:50 : When to go for funding 

11:05 - 12:52 : Preparation 

15:47 - 18:08 : The Pitch 

21:48 - 24: 39 : Pitching target list

24:39 -27:00 : Importance of connection

27:05 - 29:50 : Do's and don'ts of first meeting

2:48 - 3:19 : What are the problems customers face? 

4:05 - 6:05 : The problem with Data silos and how CleverTap addressed it 

8:52 - 10:35 : Identifying the ideal customers 

12:15 - 12:57 : Pricing structure 

15:16 - 15:43 : Updating pricing every year is not a bad idea 

15:57 - 17: 28 : Who isn't your customer 

20:19 - 22:10 : How to validate your product idea 

22:24 - 24:03 : Once you do have a product, how to get your customers

4:40 - 8:50 : When to go for funding 

11:05 - 12:52 : Preparation 

15:47 - 18:08 : The Pitch 

21:48 - 24: 39 : Pitching target list

24:39 -27:00 : Importance of connection

27:05 - 29:50 : Do's and don'ts of first meeting

4:11-6:11 : What does PMF feel like?(Part 1) 

6:12-8:25 : What does PMF feel like?(Part 2) 

9:00-10:00 : Unicorns have a lot of things messed up

10:01-11:27 : Dichotomy of the market dynamics 

11:30-13:30 : Do you have a desirable product?(Part 1) 

13:31-15:33 : Do you have a desirable product?(Part 2) 

34:04-36:10 : Product Validation 

36:11-38:11 : What might delay PMF?(Part 1)

38:12-40:12 : What might delay PMF?(Part 2) 

40:13-42:49 : What might delay PMF?(Part 3)

47:48-48:32 : Product Market fit doesn't guarantee success

4:04 - 5:45, 6:37 - 7:30 : How hard is enterprise software business?

9:11 - 12:10 : Large Market

12:45 - 15:12 : Use-Case

17:50 - 22:00 : Market

24:50 - 29:30 : Culture

29:30 - 30:40 : Purpose

38:38 - 40:00 : Resource allocation

40:00 - 41:30, 43:13 - 45:20 : Top Priority

45:20 - 46:40 : Product Marketing

46:40 - 49:25 : Outsource Product design?

49:25 - 51:51 : Delight driven Culture 

51:51 - 53:40 : Ownership Mindset 

54:20 - 57:42 : GTM

57:42 - 59:50 : Automate 

59:50 - 1:03:31 : Hiring

1:03:35 - 1:06:36 : Feedbacks

1:06:36 - 1:08:58 : Learning

1:10:00 - 1:11:10 :  Being Simple is genius 

1:11:10 - 1:14:35 : Optionality

1:14:36 - 1:17:33 : Communicate is key

1:17:33 - 1:20:11 : OKR

1:20:56 - 1:26:07 : Financial Prudence

1:26:07 - 1:28:35 : Outcome Framework

1:28:35 - 1:32:55 : Avoid Traps

1:34:35 - 1:36:53 : US GTM Strategy 

1:36:53 - 1:37:37 : How to reach Markets

1:45-3:22 : Knowing the Prime Moving force in an Enterprise 

8:45-9:35 : Focusing on Ambition and Demand at par with Pain and Need 

15:34-17:05 : On Customer Mapping 

17:08-19:15 : Thinking about your customer's customer 

19:20-21:40 : Knowing who you're selling to 

23:25-24:28 : Who's the Fox? 

24:30-25:30 : Relationship building 

25:32-26:12 : Selling as high as possible 

37:50-40:05 : Evaluating your business case 

 41:49-42:47 : Business Pitch

‍

1:49-3:49 : Key focus during first 5-6 months of starting up

8:45-11:27 : Rational v/s Emotional Attack

18:30-20:05 : Approaching a customer conversation 

20:10-21:54 : Identify the Ideal Customer Profile 

22:00-24:14 : Setting up a Demand Gen Engine

27:47-29:15 : Importance of Customer Success teams

14.30 - 14.55 : T shaped founder 

17.38 - 18.02 : Problem solution fit and framing your problem 

25.55 - 28.35 : Hierarchy of B2B Needs 

31.23 - 32.18 : Selling the right thing at the right level

45.13 - 46.17 : Features, benefits and value/ Right Messaging

13:40 - 14:05 : Horizontal Product v/s Vertical Product  

24:14 - 25:00 : Importance of Buyer & Competitor analysis

25:10 - 26:03 : Being aware of the Inflection point

27:00 - 27:57 : Solving for Market as a whole v/s fixating on your segment

29:48 - 30:30 : How to expand market size effectively?

31:35 - 32:56 : Churn & LTV in SaaS companies

33:00 - 35:00 : Anecdote of Sidekick by HubSpot- How personas in the same pocket perceived it differently

‍

13.28 - 16.06 : The content framework

21:30 - 23:10 : Biggest mistake Freshworks did in terms of marketing 

23:23 - 25:48 : SEO and strategy for fresh sales 

Measuring content

• 26:10 - 27:46 : User behavior 
• 28:03 - 29:00 : Engagement 
• 29:01 - 30:00 : SEO Outcome 

39.01 - 40.07 : A clear understanding of what your churn is :

42:43 - 43.53 : Paid marketing tactics 

43:54 - 47.06 : Paid Marketing Measurement 

47.09 - 49.20 : Measurement of performance for paid ads 

50.02 - 52.09 : Digital Marketing team in your company 

52.10 - 55.47 : Content marketeer or Growth hacker. Who should you hire? 

57.05 - 58.52 : Sales Ops person. A neutral party for the sales and marketing team

30:10 - 31:20 : Consciously losing local customers to tread onto a global terrain 

31:25 - 32:25 : Choosing the right market 

32:30 - 33:48 : Approaching the US Market/Mistaking the product to solve for a global market 

33:55 - 35:24 : PMF and MindTickles's Anecdote of getting it right 

35:30 - 37:28 : GTM over product  

37:35 - 38:06 : 80% emphasis on GTM; 20% on product 

38:07- 40:06 : Finding the right hires for Sales+Marketing

40:14 - 40:35 : “Make your endgame your start game(GTM)"

40:50 - 42:49 : Cultivating a deep understanding of the terrain 

47:20 - 49:20 : Anecdote of creating a good funnel via cold Outreach 

1:02:46 - 1:04:15 : Importance of a Good website

1:04:15 - 1:05:24 : Winning the Customers Trust 

1:06:25-1:07:40 : Safeguarding an early adopter of your product 

1:10:20 - 1:12:20 : Initial Positioning 

1:19:25-1:21:20 : Traits of a good salesperson in a new market 

1:22:52 - 1:24:05 : Co-Founder-ish first hire in new market 

1:27:13-1:27:44 : Promoting a healthy cross border organisational culture

20.11 - 21.30 : How do you test a market 

30.26 - 32.11 : On taking the leap to US

33.04 - 35.23 : Getting your first 5 customers 

52.47 - 53.30 : Hiring your first sales team 

54.52 - 56.45 : Differences in selling in India vs US

8.00 - 10.01 : Be aware of the competitors but don’t be obsessed with them 

18.51 - 19.50 & 32.20 - 33.18 : Find the right prospect/ customer 

20.06 - 22.09 : Why we should choose digital first over digital transformation 

36.25 - 38.10 : How to score your next meeting? 

42.23 - 43.21 : Crafting mails and connection requests based on the prospects 

47.55 - 49.04 : 3 pillars for selling 

58.08 - 1.01.00 : Always bet on your product’s exclusivity and learn to say ‘No’ to certain deals

1.05.29 - 1.07.15 : A Co creation analogy (Vitamins & Painkillers) 

1.07.31 - 1.08.47 : How to Co create with your customers (Book my show story) 

1.12.51 - 1.13.33 : What is customer success for early revenue stage startups

10.55 - 11.25 : On choosing a target persona as an early stage startup 

16.27 - 17.45 : On user vs buyer persona 

26.40 - 27.02 : On MVP 

31.01 - 32.17 : On PMF Strategy

‍

8:05 - 9:30 : Anecdote of an ideal website for Enterprise Sales Workday

10:50 - 12:30 : When is Inbound Marketing applicable? 

15:24 - 16:59 : When is Outbound Marketing applicable? 

18:05 - 18:50 : Importance of Events/Seminars etc. for Lead Generation while using Outbound Marketing 

20:20 - 21:30 : Basis of Product Marketing 

21:36 - 23:30 : Importance of having a good Product Marketer 

25:05 - 25:34 : Matrix to use for Initial Positioning 

25:45 - 27:40 : Treating your website as a product 

33:00 - 35:46 : Prelaunch Product Marketing Checklist

36:20 - 39:00 : Post launch Product Marketing Checklist 

44:10 - 45:44 : Adoption Metrices to Validate for Product Marketers 

45:46 - 47:00 : Importance of building a brand even as a startup 

15.07 - 16.07 : An authentic lie 

22.22 - 24.16 : A 12 lac car analogy.(Stating how to identify features of your product that makes you stand out among your competitors)  

34.20 - 35.50 : Metrics doesn’t matter when you’re just starting out 

43.40 - 45.40 : Align your plans with your milestones

2:20 - 4:00 : Purpose of startup 

10:00- 10:58 : The importance of Research 

1:00 -12:22 : IPO-able Company 

14:20 - 17:20 : What makes an IPO-able company

7:30 - 19:15 : Example of Zendesk (Explaining the basic jargon ) 

24:16 - 26:16 : Formula 

26:54 - 29:16 : Definition of problem statement

30:40 - 32:35 : Locating Problem (Assignment) 

42:05 - 44:17 : Revenue Growth

44:20 - 47:00 : TAM and other jargon

49:38 - 52:00 : Blue ocean vs Red Ocean 

55:10 -56:50 : Primary research

‍

5.45 - 6.30 : Who is the customer 

13.25 - 15.35 : The 666 roadmap rule

18.45  - 19.03 : Ship value, not code

26.39 - 27.10 : Getting your team in front of customers