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Amit you were working for massive organizations before you work for you said 10 years for PWC. And then for Australia NewZealand bank as well. I'm sure you must be getting comfortable salary every month, you know, but why did you leave all those Comforts and plunge into entrepreneurship? See what I realize is that first of all, if you want to do something of your own as time passes by it becomes more difficult. Well then easy because once you become more and more senior than you as you said you start getting Comforts of a corporate life your salary becomes code and hence the opportunity cost of every month. You not working becomes really high, but I always wanted to do something of my own and it somehow happened Me, Akhil or Saurav. We co-founders came together at that point of time and we felt that this is a huge opportunity which is missing in the market and this customer problem should be solved and then it came to the point whether we should take this plunge or not and I felt that if you don't do it now, then we press very late and we should give you should take some risk. So as I said in the start of our conversation that you miss hundred percentage of the shots, you don't take and basically I told myself that if it doesn't work out for two years, I can always go back to the job. It takes sense to take some risk in life. You have taken the risk. So how did you come up with your co-founders? How did you meet them? So my co-founders are basically my Collegemates so saurabh is basically my batch mate from IIM ahmedabad and Akhil is Saurav's batchmate Junior from IIT Bombay. So all three of us are from iit's and IIMs. So, hence, we knew each other and we share this passion. So we started if you're starting out today, how would you pick a co-founder? I think the most important thing earlier if you had asked me this question five years back. My answer would have been a somewhere around intellect and about about how good that guy is in terms of his technical knowledge and how committed he is and so on so forth. But now if you ask me now the only criteria which I would use to pick a co-founder as well as any top employee is the passion. So the question which I asked in any of the interviews also now is what is it in your life that you have done with lot of passion. Is there was their sport that you pursued like crazy, even when your grades were in danger. Was there a girl with whom you want to marry? And you defied all the odds against doing that? What is the one thing that you pursued with lot of passion? So what I realize is that people are either passionate or they are not you can't make a person passionate. You can only provide a passionate person a breeding ground for Independence and freedom to use his passion in something. So I think the only thing which I would look in a co-founder is passion passion if he's passionate about idea if he is generally life is passionate then that's it. Everything else will be sorted the lack and Technical knowledge. We can always be replaced with some person who can fill it up. Everything else can be sorted but lack of passion can never be replaced. Wow, great advice for people who are listening budding entrepreneurs as well. So again, how big is your team now? We are now 200 people and that's across four cities, right? Yes. So but our office in only one city, you don't have any few tons T because our entire methodology is very very scalable. So we don't have office in each single city everybody working through emails and handling customer through phone. Okay, so Going back in time again. So when you get the idea and I'm sure you have picked your co-founders by then. But how did you get the money to get started? Did you put some of your own money or did you borrow some so in the initial one-year, we basically all of us pulled in from our savings and it was a difficult time because not only was all of us basically have kids we are married and hence you a lot of liabilities We have taken home loans for our for the house that I have bought and hence. Not only are we not earning anything but we're also spending a lot in terms of building the business. So those were the cash depletion days and the cash was depleting very fast. So the first one here we put in our own money and but what kept us going was that we keep upon seeing even with very low marketing Budget on a daily basis compared to the top players in this industry or well-funded you're able to get a disproportionately high number of customers. So you feel like this is something good. This is what huge customer wanted after one year. So when we started many investors told us that know this Market is very competitive and their large players and it's your yes, your ideas disruptive but disruptive idea doesn't mean all in the big players can also be disruptive and let's see, but after a year, I think they started seeing that on many of the counts were able to beat the top most player in the country. Our marketing budget was I think 1000 Of the top player, but in Bombay city were able to beat the top player in terms of the owner listings. I think there's a day when everybody basically all the investors from stood up and notice this and then we got funded from sap partners and Falcon Ventures after year. I mean did you approach them? Were they approached you? So they approached us because you could see that lot of traction is happening. They approached us and then we start talking and then they feel that this is the felt that Do the right Founders to back? We hope that the decision works out to be well for them as well as for us. Okay, so they approached you and I go I believe you got the you go to define the terms as well. No, no it never have I think it never happens one way because investors also basically have a lot of choices. I think it was a marriage of equals. What's your what's your advice for budding entrepreneurs? for people who are just starting out, right? What's your advice for to raise funds or go for investors? So I would say my advice is twofold one is in terms of when you should start in second in terms of raising point. So the first one is that although it nowadays, it seems very glamorous to start something of your own but I must tell you that the journey is pretty hard and the moment to declare that you're going to start something of your own you will get hundred phone calls congratulating you that you have to the right thing and I we wish we could also have done the same thing, but those calls will die very soon and you will be sitting alone in your Room trying to basically build something which nobody has built before and they will be moments of doubts also that you will keep on getting so this is a hard journey and you should be sure that you want to pursue this and it's not just because you don't like your job today. That's how you want to start something of your own. So there's some practical advice second thing is that in terms of raising funds. It depends whether the business is capital intensive or not. And whether how much fund do you have depending on that? It's whether you approach the angel investors or whether Approach the institution funds we took a mixture of cold call approach as well as trying to connect with friends or friends to mix approach. I think that approach makes sense. If you know a friend through a friend try to approach him. Otherwise, it's there's no harm in even writing a cold call email the investors many of the investors will say no to you, but the trick here is that you don't need 20 investors. You just need one. So let 19 investors say no to you. And if your idea is good and if you could see that customers are seeing your idea is good and just keep on trying and 20th guy is enough for you awesome keep on trying built a great startup solve a bigger problem. If your idea is good. You sure you'll get investors created wise and what kind of support did you get from your family and friends you did mention a few things about your family there. Yeah, so basically you see I'm married and I have two kids so it's very is extremely important that if you are as an entrepreneur you are married you have a full support of your spouse because the journey is going to be tough and it's not only just about raising funds once you've raised funds when once has established office is responsible for so many more people and they will always be a question of the company going on you keep on getting more funding it's not a sprint it's a marathon And it's a long marathon and used have to have the full support of your spouse. So that's the first thing to first of all manage that both of you are basically on the same page and second is in terms of your friends. What you will soon discover as entrepreneur is that out of the hundred friends. There will be three or four would be really on your side. All of them might not say that you are doing the right thing, but they will be on your side and beat good times or bad times will support you. So the thing is to identify who those four friends are by the way awesome. You need a great family support especially if you're married, you need support from your spouse or something while you're building this startup. I'm sure you are building a great start up here in this case right Amit. I'm at so you must be getting lots of ideas or your team must be suggesting new features to the system. How do you stay focus and also, Because you are in the ecosystem already. You must be getting loads of you know, new ideas. You could solve other problems when you get this ideas. Do you pass them on to someone else or or do you write them out and then say okay. I might do it at some point in the future. So basically what happens is that some of the ideas are really good, but you need to see whether this going to diffuse you from your current path. So you need to put them on the right time scale. That's the first thing so that's the first filter which we generally use whether this is idea which matches with our current focus of this month of this quarter or this is something which is looks exciting but not on the right time scale. Second is lot of ideas are really good, but they're not scalable. There are small good ideas. We shouldn't be As entrepreneur and I want to waste my time on those non-scalable ideas. So second thing is everything that you think about should be scalable. It was not scalable is not worth your time. And third is it in terms of your ideas in team ideas as entrepreneurs, you will soon realize that you can't make this company big alone. You have to support of everybody in that team and many a times you might have not agree with their ideas, but perhaps you are wrong. So the trick is to not be a big corporate. But a nimble starter just try those ideas if that idea is right on the timescale if they idea is scalable, even if you agree or don't agree just try it out. So try our try more ideas fast fail and then revert and then again try because nobody knows answer. So the trick is to filter them correctly in then keep on trying keep on trying awesome try and fail fast and learn fast awesome great and if it's not scalable, it's not worth your time. Great advice. Amit with my Last question on the business side of things. What is the best advice you have ever received the best as my advice which have received is that for entrepreneur? What is most important is to have the right mix of macro and micro so you which basically the person who gave me was my ex-boss what he meant. Was that while you need to know the big picture that how this industry will unfold and what are the big trends? That you should be very sure about whether I will not be able to build a scalable and time persistent business, but you should also be really good at micro thing that what if the customer clicks on this button. What if the color of the button is not red, but green. You also need to know that so a real good combination is a combination of thinking both and macro as well as micro level. I think that's easier said than done. But that's really the Crux. You need to be good at both or So you need to be good at both macro and micro level thinking created was you got there a myth?