The Pavilion Podcast
The Pavilion Podcast

Episode · 7 months ago

Ep 231: The Startup Scene in Bangalore w/ Deepinder Dhingra


The Startup Scene in Bangalore w/ Deepinder Dhingra

Part of the "Is This A Good Time?" series hosted by Brandon Barton.

Hello everyone, and welcome back to the pavilion podcast. I'm your host, Brandon Barton, and you are listening to is this a good time? The show? I put pavilion members on the hot seat for fifteen minutes. We taught here their incredible stories. Shows are on on Thursday, so hit subscribe and he will not miss hearing from our experts. So today's guest is depender Dingra. He is the CEO and founder of red shore and we talked about the whole startup seeing in Bangalore, as well as him founding his new REVOPS company. So it's some interesting stuff there. This episode is brought to you by reprise, the only complete demo creation platform that go to market teams turn to when they need to create live and guided demo experiences. All right, let's go do this episode one thirteen. Is this a good time? All right, everyone, I am here with depender Dingra. He is the CEO and founder of Rev Shore, Multi Time entrepreneur out of Bangalore, India. Thank you so much for being here, depender. Well, thanks random very excited to be here. Thanks for having me. Yeah, good man. Well, I'll me no filler looks. Let's jump right in with the question. So I would love to tell us a little bit about Rev stures, what repture is doing to start. Yeah, so, rip, sure you know we are a revolts visibility and analytic solution and essentially, you know the talk process I had as I was talking to many, many of revolfs folks. So the past here I've found that there's a lot of uncertainty around revenue funnel conversations in VB SASS companies right because the GT emotion is very complex. There so many systems and tools and many, many questions go on answer. So my perspective was, can I build an analytics and an insights and intelligence solution that helps be to be SASS companies reduce the anxiety around revenew funnel conversations? And so that's how, you know, you know the the process and the thought process around rep shore got started and the way we do that, as we do that by connecting data and analytics and insights beyond the CR and... that's what resshore does. Wow, and you and this is a new company. How long have you been around? We got incorporated last year in November and we started full time operations in January. So we are very, very early. We are just so wow. Or fourth month of operations. Yeah, who are you selling to? Like, who's who's your prime kind of customer? Yeah, so our ICP is b tob SASS companies across the US, Europe and even, you know, India. Anyone who's greater than twenty million dollars of a rr So, you know, it could be ten, fifteen to about three hundred twour hundred million dollars of are are? They have a GTM theme across marketing, sales, customer success. They have a mix up inbound, outbound product Lib sales, right marketing emotions. So that would be our ideal customer profile. Wow, okay, cool. And and just give us a sense. Has it been going good? It's great. I mean we, you know, making very, very fast progress across the attack, the team, early design, partner and customer engagement. So it's kind of looking, looking very good. We are kind of on to kind of do a public launch. We are still kind of stealth. You can see a website of what we kind of the paint points we're trying to address. Previous still stealth and you probably launched in publicly in the August time frame. So keeping fingers cross for that. Wove it, love it, and this is not your first. You know, this is not your first startup that you found it. You've been a founder before. What you bring us through some of the some of the steps along the way here to, you know, to founding web short. Yeah, so what was interesting is that, you know, abvious day I've been working for twenty years. I started my career in the US. You know, I did a master's there. You know, was be born and brought up in India, did my engineering, then went to the US to do a master's and then started working in the enterprise software space in the late two thousand just before the tech bubble burst. If people remember that technic bubble, yes, verst so with a company coaling technologies. Are once supply chain planning software company, right, and where...

I was developing the deploying advance, infantry planning, reconnational planning, merchandise planning solutions for CPG companies, because they go back of groups, companies in retail of the cross us in Europe. So I was an early developer. Did you know develop all of those solutions. We were using the latest map of that error, which was econometric models and operations research models. Then I had a chance to work with a couple of startups. You know, I was based in the Boston area. Cambridge was my first office location, and then Walter and Arlington. All of these places I work for. A startup for Demantra, trade promotions optimization software company, and other company called Squat Fire, a visual analytics platform company, where I truly first time work, although had worked and start off with the founder and very closely interactive the leadership team. And that's where you know founders name was Christopher all book and I got really inspired by him and that's what kind of inspired my entrepreneurial journey. And then thousand and nine are relocated. I want to be closer to family. are relocated back to the in Bangalore. I was just lucky to find my way into another company called Mu Sigma, which was a fledgeling analytics start up at that time. And so from two thousand and nine to two thousand and seventeen, I was part of the leadership team and we built one of them most successful analytics companies, the data analytics companies and the most profitable Unicorns of those times out of Bangalore, India, and we were serving over fortune finder clients across US and Europe. So that was kind of pretty, you know, excited about doing that. And I've always been like a trooper of sorts, like try to always can explore the unknown. So I've done product I've done presales, customer engagement's, New Market Development, investor relationships, MNA. You know, it was always about whatever moves of business forward. I didn't care, and so, you know, not sure if that was a good thing or a bad thing. You know, at some point my peers used to call me the Ceao, the chief ad hoc officer of the company, because I had a eve into anything that was there under the Sun. But that's what you know, that's what gave me the excitement and that's what I think, you know, contributed to up to my entrepreneurial journey. So before Rep...

Short, I founded another startup called Sam out or ai, and that was my first start up that I co found it, although I had cought a early stage midstate red starch companies and we were an enterprise. Ai Is as solution helping CPG companies unlocked revenue growth and, you know, s a quare funded statter. We exited that last year and I was always fascinated by because I've been the big data analytics ai space, using data and math. As I was exiting my prevous start up, I got fascinated by the box because I saw this I always try to find. Seem to find these triangles rights. Rebofs is the intersection of sales, marketing, customer success stops and my previous start up, which is a completely different industry, I was looking at the triangle of sales and distribution, inventory and pricing and promotions, and I looking at, you know, reposer. That here's another, you know, Golden Triangle, which seems to be a boomer a triangle because you know, all of you know the different incentives and different processes and different metrics and silo behavior. You know reboss sales off, marketing off, customer succel STOXIC Apprott, the injured of revenue growth. But because the Philo behavior, etc. They end up being the Boma Triangle of Revenewe dakage and I said, okay, I can apply my analytics and Big Gate, our lateral perspective to the space. So that's how I got to Ref shure and it's been a great, great right a low yeah, yeah, I mean I you know, hear you saying, Hey, I've always done a lot of different things and I think that that's exactly why you landed in Rebos, which is its like a dissipline, that is, that is the formation of, you know, three to five different disciplines within organization, I mean marketing, sales, customer success, and you know, it's it makes a lot of sense now. You mentioned they are kind of you know, moving back and finding Musima as an moment of luck. I mean, tell us about that. I mean, you know, tell us about how did you find this position as a director of innovation and move? Yeah, so, see, the first tennis...

...of my career I was doing a lot of enterprise software and, you know, my that's my grounding and you know, I've always been, you know, around the business of enterprise software and now the business of me to be Sass right, and I was as I was looking to relocate, I happened to meet the founder of new SIGNA and at that time it was a you know, analytics will just getting started. There was this whole movement on competing on analytics, and it we are article by Tom Davenport and its spotfied, my previous company, also be used to kind of talk about that and as I met the founder, you know, at that time, you signal was almost like this, you know, analytics, talent, habit rust play, and what we wanted to do is build a man machine ecosystem, you know, bringing you know, human beings as well as give them the iron man suit so that, you know, every human we can try like iron man. And so my background being in enterprise software and building products and, you know, conceptalizing, what's the right value proposition, etc. How would you build the right ascids? That's why I got into new sigma, because then I relocated actually back to be in back look, because that was the brain center, Bangors, the Bin Center of Musigma and many, many analytics startups of that error. And so that's here. Yeah, very cool. And tell us go into a little bit for those that are listening that don't understand what's going on in the India startup scene. Tell us a little bit about, you know, the the culture, the feeling around it, the engineering talent, the investment that's coming. I mean your last startup was invested in by sequoia, Right Square India. So yes, you give people a little taste of what it's like in terms of the the startup scene. I think it's just exploded. I think Banglore and India Today are probably the third largest startup ECRE system right. Well, so, no wonder, because the amount of funding that's coming globally into India, but also into the text because India produces some of the largest engineering talent basis in us. Right. So, whether you know and if you think about silicon value, probably ten fifteen years ago, or probably maybe seven year to eight to feels with that engineering talent...

...was really value. That's where Bangalore is today. So like when I started my career in two thousand, engineering talent was not that much value it because, you know, the economy was still opening up in India. But now the amount of investment, amount of innovation, the kind of startups across that take finteck be to be. You probably heard of fresh works, which is now just went IPO, which is one of the probably the biggest success stories, and B Tob Sass out of India right. And the amount of talent, amount of innovation, the start up ecosystem is amazing right. And and idea we're finding a lot of companies trying and a lot of talent coming to India from many millions across the world, whether that's UK, Australia, are us who want to kind of be part of the SECOL system. But the amount of innovation, if you think about the digital transactions, if you think, you know, forty percent of the world's digital transactions are actually happening in India. You know, the payment Willcox in the EX sector. India leads the way a lot of technologies around digital transactions and digital payments. We have something called the UPI payment methodology where you can active transfer money across to bank accounts to very fast in terms of payments, and that's an in reading innovation. So the innovation that's coming out of India is really something that, especially in the payments world, in the you know, the digital financial transactions world, is something that's reading the world problem. Yeah, you explain to people at UPI is I was just reading about this. A friend wrote an article about it. But essentially, I mean this is the way to eliminate all the friction between between between banks and payments and stuff, right, is exactly. Yeah, it's essentially what we call the unified payments interface. So you can essentially get a if you have a bank account, you can get a UPI ID and essentially you can transfer you can transfer payment from one bank account to another back account, right, and essentially that is direct right. So you could pay for your and this is kind of, you know, done by the government, right. And so you could kind of pay for anything,... like you do shopping an Amazon, like in the US you do a lot of red card or, you know, apple paying exeter. You could actually use UPI payments. And so a lot of companies like Google, likes and many other like how to pay, phone pay, support the UPI standard and that has increased the, you know, the velocity of transactions like many, many, for that's incredible. I appreciate you going into that. Well, let's get back to you. Yeah, you're you know, your seven, you know five, five to seven months into your startup. Now tell us you know, from your perspective, what's going to be the most important sales or marketing tactic that you're using to get attention? There's a lot of companies in the RENOV space right now. Yeah, what's I mean? Without giving us your secret sauce here? Yeah, so, see, I think I'm you know, I love the early stage. I love this phase of the company is as either to one face and I think the real to one phase. The you know, the best marketing and sales tactic is how do you how do you get your target audience, in your targets, take holders, to feel the same Aha that you felt right when you were thinking about, you know, what a bust right. And you know, I spent about three hundred hours before starting up. I probably spent about three hundred two pound it. I was just doing customer discovery, talking to revolves guys across the US, in India, and I've met incredible people and so understanding their pay, you know, day in the lives and the pain points. So my perspective is that you need a very provocative gap based messaging right, which engages, you know, people in a conversation right, whether the channels I found because my early years were an enterprise software, so I found that I'm very comfortable with direct meetings and email, reach out and linkedin messages because I kind of do that myself. Even now. I'm starting to appreciate more and more over the past few years, you know, the content marketing and distribution and the whole inbound you know, the inbound can of motion, which is very, very exciting. But you any any channel you take, you have to figure out how do you engage your customers, capture their imagination and engage them in a conversation which is a mix of provocation, like how do you can get them out of this day to suggest, let us go evangelization.

What your building and education right, and so you know, that is how I personally try to do it and you know, sometimes it works and hopefully a love it, love it. Yeah, any any key positions you're hiring for? So right now we are hiding for sales, so as we are launching publicly in August and we've been working with many early design partners and we've got great feedback from them. So we're trying to hire our first builder sales rep who can help us, can of whose can of comfortable with ambiguity, understands how to, you know, sell to revolve stickfolders, understands analytics intelligence a bit, but is it able to learn work with the product team, with the marketing team right and then kind of take on, and this has the early stage rushare it? Because you have to be a comfortable with ambiguity, right, because not everything is figured out yet. Yeah, love that. Love that well, and and it would that be based anywhere specific or anywhere in the world. I think the sales rep they're go looking for is in the US. Yeah, okay, in the US. And Yeah, good. And and talk to me about some of the people that are have inspired you along the way, that you follow and kind of appreciate what they're putting out in the world, the content they're putting out. Yeah, I like in the SAS space I follow a lot of the blogs from Sammy and Dula. I think he's with blossom street venture and Toma's tongue goes. If I got the pronunciation right, apologize it right. He's, I think, at with red point venture. So that's on the SAS space. Obviously, the SASTAR podcast in the saster block, Jason Lincoln obviously is a not time favorite. And then in the revop space, and then recently I got introduced to the Kelly blog from, you know, Dave Kellog, and he's got some of the best insights and sales and marketing right that one could find. And so I kind of follow that pretty pretty closely and very eagerly. And then the revolf space, you know, the podcast from pavilion, you know, with goes without saying, the revenue engine podcasts from Roslyn, Santa Elena, and then some of the Indian ecosystem podcast. I mean there's a...

...huge SASS scene here's at the the SASS boomy community, those podcasts, as as talks podcast and India is one of the crucibles of great great revolves talent today, whether that's companies like fresh works, charge, we publow etc. A Cross with there's some great talent that's coming up cold. Love it, man. That's great. I'm sure it's some new names of people that are listening. Awesome. And then, of course, very important to me, I hope you can give me some place local where we eating when I'm coming visit you. Ah, so, I love this Asian Japanese place called Bobbi Sabi in Bengaluru. It's probably Sally okay, I should check it out. It's a great place to, you know, go with family and friends, great evening, you know, because of the Bangluru weather, you know it's never too hot, right. So when you know there's a couple of months back or it's last month when there was a heat wave in north India. It was actually raining and it was cold competitively in in Bangalore. So a great place to, you know, get some Sushi and I love this drink which is called Hatchi Muti, which is kind of a warm drink cinnamon and Netmerg Netmeg and line. It's great. So that's the good. Well, we're going there when I come visit. God knows when that will be, but man, I want to some people who listen the show forever know that I worked at one of the more famous Indian restaurants in New York and Oh always wanted to go and spend time eating my way through India. It is just a credible if you want to look for, you know, south Indian food in Bangalore, then there's some great places in obviously you want to kind of try the local food and look at food like, you know which is south Indian, like Brahmin's Cafe and you know, places like MPR etc. We been very, very authentic south Indian Bang you or Bengalulu food. Yeah, good, you're taking me on a turbum where they're depender. Thank you so much for me on the show and and excited to just follow along as you continue to innovate and grow with this, with this new thing, a... for you and launch man perfect. Thank you, thank you, grandd was great, great being here. All right, that's our show. Thank you so much for listening. If you love a show right and review the apple podcast, spotify APP, send it to friends, make sure to smash it subscribe. But this episode was brought to you by reprise. reprise is no code enterprise ready demo creation platform that gives go to market teams of power to control the narrative of their demos and deliver custom product experiences without developer involvement. I had so much one today. I hope you did too. Now get out and car shows. Numbers.

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