Goodreads: Navigating through the Digital Marketing Universe

An Indian HR tech company built a ₹5 crore ARR, selling to startups and SMEs at ₹999–₹4,999 per month through self-service trials. Sales cycles were 2–3 weeks, CAC was ₹25,000, and the founder closed most deals. After hitting a plateau, they tried to move upmarket. Prices were raised to ₹50,000/month, two enterprise sales hires were […]

An Indian B2B SaaS startup built an excellent HR automation platform for SMEs. After 14 months of development and an investment of ₹1.2 crore, they launched with generic LinkedIn ads, pricing copied from US competitors (₹4,999/month), and positioning targeting “all Indian businesses.” Result: 2,100 website visits, 43 trial signups, 2 paying customers in three months. […]

Indian startups are building stronger products than ever before. Founders understand their customers, solve real problems, and often reach early signs of product-market fit. Yet growth stalls far earlier than expected. CAC spikes, conversions remain stubbornly low, and revenue fails to scale in proportion to user interest. In most cases, the problem isn’t the product. […]

A SaaS founder recently shared a costly mistake. They launched an enterprise product using tactics that worked for their previous consumer app. They optimised for viral growth, emphasised emotional benefits, and priced for individual impulse purchases. Six months later, they had thousands of individual sign-ups generating minimal revenue and zero enterprise traction. The product was […]

Launching a product successfully in India is not just about having a good idea or even a well-funded marketing campaign. A strong Go-To-Market (GTM) strategy is critical to ensuring that a product reaches the right audience, delivers value, and scales sustainably. Yet, according to market research, approximately four out of five new market entries fail, […]

In India, go-to-market strategy discussions usually begin too late or too shallow. Many teams jump straight into ads, partnerships, or sales hiring without clearly defining who the product is for, what problem it solves uniquely, and how trust will be built at scale. This confusion becomes more expensive in India than in mature markets. The […]