Join us for an insightful conversation with Sarthak Shrivastava, co-founder of Floworks, as we explore the revolutionary role of AI in transforming the B2B sales landscape.
In this episode, Sarthak shares the inspiration behind Floworks, the challenges of launching an AI-driven platform, and the critical importance of investing in technology for sales teams.
Discover how AI is not only simplifying the sales journey but also enhancing relationships and driving results.
[00:00:09] [SPEAKER_01]: Welcome to another episode of the Do Big Podcast, where we delve into tech and innovations that are transforming industries.
[00:00:16] [SPEAKER_01]: Today, we're zooming in on a revolutionary approach that is reshaping the sales landscape in India through AI-powered solutions.
[00:00:26] [SPEAKER_01]: In a country where the sales sector is booming, as we all know, everyone is growing and everybody needs more sales,
[00:00:33] [SPEAKER_01]: the challenges of scale and efficiency are more prominent than ever.
[00:00:36] [SPEAKER_01]: Indian businesses are increasingly seeking ways to enhance productivity without compromising on quality.
[00:00:44] [SPEAKER_01]: The traditional model of sales is being outpaced by the need for speed and precision,
[00:00:50] [SPEAKER_01]: demands that AI can meet with remarkable efficiency.
[00:00:53] [SPEAKER_01]: I'm your host Sheetal Chowkshi and joining me today is Sarthak Shrivastava, co-founder of FlowWorks,
[00:00:59] [SPEAKER_01]: a platform at the forefront of this transformation, promising to revolutionize how businesses manage sales.
[00:01:08] [SPEAKER_01]: With FlowWorks, companies can empower their sales teams with AI tools that automate critical tasks such as lead generation,
[00:01:16] [SPEAKER_01]: email responses, booking your meetings and of course CRM updates.
[00:01:22] [SPEAKER_01]: Today, we will explore how FlowWorks is enabling the shift and what it means for the future of sales in India.
[00:01:28] [SPEAKER_01]: Before we get started on the conversation and discover how AI is turning the traditional sales model on its head,
[00:01:36] [SPEAKER_01]: let me introduce my guest, Sarthak Srivastava.
[00:01:39] [SPEAKER_01]: Sarthak is a seasoned entrepreneurial manager with a robust background in e-commerce, logistics and financial services across India, Singapore and the Philippines.
[00:01:50] [SPEAKER_01]: He is the visionary behind FlowWorks, a SaaS platform designed to streamline business software usage for employees.
[00:01:58] [SPEAKER_01]: With a track record of enhancing e-commerce operations for major brands like M&S, Gap and Laplace with OmniRio
[00:02:06] [SPEAKER_01]: and spearheading credit and operations at ZoomTale, Sarthak has more than demonstrated a consistent ability to drive innovation and growth in every venture he's been a part of.
[00:02:17] [SPEAKER_01]: Welcome, Sarthak to the Dubic podcast. An absolute pleasure having you here today with us.
[00:02:22] [SPEAKER_00]: Thank you, Sheetal. That was a great introduction and I'm really happy to be here. A big fan of your podcast.
[00:02:30] [SPEAKER_01]: Thank you so much. You know, Sarthak, I just want to get onto the journey part of it.
[00:02:36] [SPEAKER_01]: Really what got you started with FlowWorks?
[00:02:40] [SPEAKER_01]: I know when I read on your website you said it was personal frustrations around things.
[00:02:48] [SPEAKER_01]: I just want to get a sense of what those frustrations are which led to this start up being formed.
[00:02:53] [SPEAKER_00]: I think it's the typical frustration that every middle manager who's trying to do sales or operations in the world is facing.
[00:03:03] [SPEAKER_00]: When you are basically a resource less than an associate, you get into this idea that my job is to do ops,
[00:03:13] [SPEAKER_00]: my job is to do sales, get revenue in the company, whatever I'm doing right now.
[00:03:19] [SPEAKER_00]: Why is there such a high need of maintaining a CRM on an ERP?
[00:03:24] [SPEAKER_00]: Or what is the extra work, the side work as to what we call in FlowWorks?
[00:03:30] [SPEAKER_00]: What's the need of that? You don't realize the importance of that, you don't really skip over that.
[00:03:38] [SPEAKER_00]: The proof is in the pudding. You have a sales force which comes out and says that up to 92% data in sales force is not completed.
[00:03:47] [SPEAKER_00]: It's basically incomplete or it's stale.
[00:03:50] [SPEAKER_00]: Then you basically have a similar system like SAP where processes are mismanaged like nowhere ever before.
[00:04:01] [SPEAKER_00]: That goes deeper when you essentially become a manager because now when you're a manager,
[00:04:07] [SPEAKER_00]: you suddenly realize that those CRM activities that you are not updating,
[00:04:13] [SPEAKER_00]: your colleagues, your associates are also doing the same thing and suddenly you realize why they were so needed,
[00:04:18] [SPEAKER_00]: why you cannot run such a huge organization with all these different operations inefficiencies.
[00:04:25] [SPEAKER_00]: That is the core gist of it. I personally had that journey and was frustrated to the core of trying to find a solution.
[00:04:35] [SPEAKER_00]: People say basically a person who is just seeing everything from the outside will say,
[00:04:41] [SPEAKER_00]: trying to solve the problem that sales force has created.
[00:04:44] [SPEAKER_00]: But no, sales force has not created the problem SAP has not created the problem.
[00:04:48] [SPEAKER_00]: It's just that the operations in every company is so unique, so difficult and so time consuming
[00:04:55] [SPEAKER_00]: that at times in today's landscape, employees are not able to do their core job where they were hired to do,
[00:05:03] [SPEAKER_00]: but rather are just stuck in doing all these extra side jobs.
[00:05:07] [SPEAKER_00]: That created flow works simply.
[00:05:10] [SPEAKER_01]: That's interesting and how do you, how does FlowWorks help resolve this issue?
[00:05:18] [SPEAKER_01]: Because all of us hate doing the side job. Let's be honest.
[00:05:22] [SPEAKER_01]: It doesn't matter what level you are at, everyone hates that additional bit.
[00:05:26] [SPEAKER_01]: That sits on their plate and you know you have to do it till systems and processes are put into place
[00:05:31] [SPEAKER_01]: which says till you don't do this, you cannot, whatever.
[00:05:34] [SPEAKER_01]: And if it's your salaries, it gets done. Otherwise, it doesn't get done.
[00:05:38] [SPEAKER_01]: All of us know that flow. How do you solve for this?
[00:05:43] [SPEAKER_00]: Well simply we don't make you do it. We get an AI system to do it for you.
[00:05:49] [SPEAKER_00]: That's it. Like the promise of the AI world was,
[00:05:54] [SPEAKER_00]: hey can the AI system do the manual labor that I was supposed to do
[00:05:59] [SPEAKER_00]: and I can then be focused more on doing my core job.
[00:06:04] [SPEAKER_00]: Let's say if I take the quintessential example of chat GPT,
[00:06:08] [SPEAKER_00]: right now chat GPT gets used by a lot of creating people.
[00:06:13] [SPEAKER_00]: Let's say copywriters. Earlier their job was to obviously research
[00:06:18] [SPEAKER_00]: but also make those copies, make the multiple drafts
[00:06:22] [SPEAKER_00]: and ultimately present them to basically a team
[00:06:25] [SPEAKER_00]: or whoever the client was, let's say whoever the internal customers
[00:06:29] [SPEAKER_00]: whoever it was and finally when the final version was there
[00:06:32] [SPEAKER_00]: then do the final edits, make it presentable.
[00:06:35] [SPEAKER_00]: Suddenly chat GPT came in. Now what you can do is do all those extra manual work
[00:06:41] [SPEAKER_00]: by just providing the idea to the system and the system did extra legwork for you
[00:06:46] [SPEAKER_00]: be it research, be it even I'll say creating those drafts
[00:06:51] [SPEAKER_00]: and that's it. Suddenly your job which was essentially eight hours of manual slogging
[00:06:56] [SPEAKER_00]: came down to half an hour of creative thinking, half an hour of prompting
[00:07:00] [SPEAKER_00]: and that's it. Now my question or the question that Klobox asked was
[00:07:05] [SPEAKER_00]: how can we make the same thing or same kind of leap for other employees
[00:07:10] [SPEAKER_00]: where employees had to do much more than just do research
[00:07:15] [SPEAKER_00]: and talk with the computer? It was like what if there are employees
[00:07:21] [SPEAKER_00]: for example sales employees where they actually have to do
[00:07:24] [SPEAKER_00]: deliver these results in the real world
[00:07:27] [SPEAKER_00]: where they actually have to talk to prospects, customers, clients
[00:07:30] [SPEAKER_00]: and one of the most important things that essentially we found out was missing
[00:07:34] [SPEAKER_00]: across the field in the global air landscape was the ability to do tool usage
[00:07:39] [SPEAKER_00]: Now when I talk about a bit of tool usage for the viewers
[00:07:43] [SPEAKER_00]: tool usage basically means the tools that I talked about here
[00:07:47] [SPEAKER_00]: Salesforce, SAP, Gmail for example
[00:07:51] [SPEAKER_00]: if you think about what you are doing in your daily job
[00:07:55] [SPEAKER_00]: you'll realize most of the time you are completing your work
[00:07:59] [SPEAKER_00]: using these different kinds of tools and there are processes systems
[00:08:03] [SPEAKER_00]: already set up in these tools. You just have to have the ability to use
[00:08:06] [SPEAKER_00]: utilize these tools in a judicious way. Ultimately for example
[00:08:11] [SPEAKER_00]: let's say I'll take an example of what we directly solve one of the things
[00:08:15] [SPEAKER_00]: that we do. Let's say the AISDR Alisha
[00:08:18] [SPEAKER_00]: Now what's an SDR? SDR is a sales development trip
[00:08:21] [SPEAKER_00]: These are in B2B companies traditionally these are people who do emails
[00:08:25] [SPEAKER_00]: link messages, phone calls as well to do the prospecting job
[00:08:29] [SPEAKER_00]: basically getting a large set of customers interested in
[00:08:33] [SPEAKER_00]: hearing about the product, hearing about the prospect
[00:08:37] [SPEAKER_00]: like what are the product details so that the sales can be done
[00:08:41] [SPEAKER_00]: Earlier this was a very manual hard process because similar to
[00:08:45] [SPEAKER_00]: the creative guys example they have to do a lot of research
[00:08:48] [SPEAKER_00]: I have 50-100 prospects that I need to reach out today
[00:08:52] [SPEAKER_00]: I'll do a research of those 50-100 prospects, go down their socials
[00:08:57] [SPEAKER_00]: figure out what they are talking about then strike up a conversation
[00:09:00] [SPEAKER_00]: by sending over an email, LinkedIn message and so on
[00:09:04] [SPEAKER_00]: All this was actually happening on Gmail and LinkedIn ultimately if you think about it
[00:09:08] [SPEAKER_00]: now suddenly if I have an AI system that knows that it has to do this thing
[00:09:13] [SPEAKER_00]: which is research the job and create emails and send over
[00:09:16] [SPEAKER_00]: and it also has the ability to use LinkedIn for the research part
[00:09:20] [SPEAKER_00]: and sending out emails using Gmail part
[00:09:23] [SPEAKER_00]: suddenly it's now the same job is converted into
[00:09:27] [SPEAKER_00]: putting a list of prospects which is the first half an hour that I had discussed
[00:09:31] [SPEAKER_00]: in the creative guys life and the next half an hour of putting the prompts in
[00:09:35] [SPEAKER_00]: like what should the email tone be like, what should the email be sent out
[00:09:39] [SPEAKER_00]: for times and everything else apart from that
[00:09:42] [SPEAKER_00]: suddenly if you think about it I can break down the job of an SDR into an
[00:09:47] [SPEAKER_00]: AI do-able job or an AI employees job and that's what we do
[00:09:51] [SPEAKER_00]: we provide different AI employees for the companies to utilize
[00:09:55] [SPEAKER_00]: with their sales teams the SDS still are doing the
[00:09:59] [SPEAKER_00]: initial manual of which is the human touch what we call which is still finding out
[00:10:03] [SPEAKER_00]: these are the bomb leads that we should be trying to reach out to
[00:10:07] [SPEAKER_00]: but the remaining 80-90% of the operational job can be taken up by
[00:10:11] [SPEAKER_00]: AI which makes their lives much easier
[00:10:15] [SPEAKER_01]: Fascinating tell me today and I know that there's always
[00:10:19] [SPEAKER_01]: this debate between is AI a luxury or is AI a necessity in our
[00:10:23] [SPEAKER_01]: businesses that's a conversation that keeps happening right and what you're
[00:10:27] [SPEAKER_01]: telling me seems like it's transcending from that having
[00:10:31] [SPEAKER_01]: you know it's good to have AI versus I must have AI
[00:10:34] [SPEAKER_01]: that seems to be the space I just want to understand
[00:10:38] [SPEAKER_01]: how a sales team empowerment point of view
[00:10:43] [SPEAKER_01]: what is it that you think should
[00:10:47] [SPEAKER_01]: happen or how quickly can AI empower the teams
[00:10:50] [SPEAKER_01]: and how quickly will organizations see results because one of the big
[00:10:55] [SPEAKER_01]: things especially in our country is if I put
[00:10:59] [SPEAKER_01]: money and invest in anything AI I need
[00:11:02] [SPEAKER_01]: to see ROI and I'm just trying to get a sense of how do you make
[00:11:06] [SPEAKER_01]: this a necessity and the cost how do the costs work for
[00:11:11] [SPEAKER_01]: it to become important for an organization
[00:11:15] [SPEAKER_00]: Definitely so I think very important term
[00:11:18] [SPEAKER_00]: that we generally discuss with our customers is leverage
[00:11:22] [SPEAKER_00]: or efficiency like you know what kind of you know efficiency can my system
[00:11:26] [SPEAKER_00]: bring into your organization is very simple right if you are running a very small
[00:11:30] [SPEAKER_00]: org which in India no one does by the way
[00:11:34] [SPEAKER_00]: and that's a good thing for us by the way right if you're running a very small org you still
[00:11:38] [SPEAKER_00]: have that human factor you know coming in a lot
[00:11:42] [SPEAKER_00]: and you know you still think about the quality of people hey I am the CEO
[00:11:46] [SPEAKER_00]: of that company I should do all my sales great that's fine that's definitely
[00:11:50] [SPEAKER_00]: is or should be the way but whenever you basically transcend
[00:11:54] [SPEAKER_00]: or basically become a large in a which is basically over 10 people
[00:11:58] [SPEAKER_00]: in sales especially you start realizing that
[00:12:02] [SPEAKER_00]: a lot of these inefficiencies start adding up and that's
[00:12:06] [SPEAKER_00]: where the need for AI just comes in now what is AI doing ultimately
[00:12:10] [SPEAKER_00]: is removing the parts and bits of the human
[00:12:14] [SPEAKER_00]: intervention that was needed with by the way humans or employees in your company did not
[00:12:18] [SPEAKER_00]: want to do any way to start right you are just replacing
[00:12:22] [SPEAKER_00]: those with machines essentially think about the same way as you think about
[00:12:25] [SPEAKER_00]: the industry revolution right machines got in
[00:12:29] [SPEAKER_00]: people protested people were against it because they were like hey you know this will take away my job
[00:12:34] [SPEAKER_00]: but no that was not the case it was just machine was just taking
[00:12:38] [SPEAKER_00]: up the job with the humans did not want to do and was repeatable
[00:12:41] [SPEAKER_00]: right and that's the same thing AI is basically a machine which has
[00:12:46] [SPEAKER_00]: consciousness not consciousness but still you know imitation of consciousness
[00:12:49] [SPEAKER_00]: is possible in a right that's basically ultimately the
[00:12:53] [SPEAKER_00]: now if you think about really
[00:12:58] [SPEAKER_00]: obviously first of all it's a need because why is it
[00:13:01] [SPEAKER_00]: because ultimately you are not if you're not evolving it's not the
[00:13:05] [SPEAKER_00]: same that it's not this it does that don't say that your competition is not in fact they are
[00:13:09] [SPEAKER_00]: moving much more faster because everyone in this market wants a competitive edge
[00:13:13] [SPEAKER_00]: especially and well I cannot say this enough for my
[00:13:17] [SPEAKER_00]: fellow entrepreneurs the biggest competitive edge is sales if you have
[00:13:22] [SPEAKER_00]: better sales than your competition hey you are winning because
[00:13:24] [SPEAKER_00]: it suddenly becomes a flywheel effect more customers know about you
[00:13:29] [SPEAKER_00]: they talk more about you and you get basically more and more customer and becomes
[00:13:33] [SPEAKER_00]: winning machine ultimately if you think about flipkart versus napdane flipkart
[00:13:37] [SPEAKER_00]: one because of that simply put and similar to that
[00:13:41] [SPEAKER_00]: essentially if you are not investing in AI you essentially are right now
[00:13:45] [SPEAKER_00]: thinking about you know not maybe investing in
[00:13:49] [SPEAKER_00]: one of the core technologies kind of things you know it's like you will
[00:13:53] [SPEAKER_00]: lag behind in the race but the problem with this
[00:13:57] [SPEAKER_00]: whole thing is because AI industry globally is moving so fast
[00:14:01] [SPEAKER_00]: that if you are not catching up with it as well with the newer
[00:14:05] [SPEAKER_00]: updates that are coming up you actually do not have the luxury of waiting for
[00:14:09] [SPEAKER_00]: three months because ultimately whoever adopts the technology first will start
[00:14:13] [SPEAKER_00]: eating the lion's share of the market right so that's somewhat
[00:14:16] [SPEAKER_00]: and finally I'll say if you talk about the ROI that's the best part about flow works
[00:14:21] [SPEAKER_00]: we started with ROI in mind I am a typical
[00:14:25] [SPEAKER_00]: you know entrepreneurial sales guy I knew that I want to
[00:14:29] [SPEAKER_00]: basically you know have something that I would use personally myself
[00:14:32] [SPEAKER_00]: I will tell you I love being on sales calls but I hate
[00:14:37] [SPEAKER_00]: sending out emails that basically was my is my entrepreneurial
[00:14:41] [SPEAKER_00]: thing I hate prospecting so like let's first of all get
[00:14:45] [SPEAKER_00]: this prospecting water ready so that you and we can use it and that's the best part
[00:14:49] [SPEAKER_00]: proof is in the pudding as I said flow works has amazing sales
[00:14:52] [SPEAKER_00]: and has zero SDRs in the team
[00:14:57] [SPEAKER_00]: so we actually utilize our own on product and that's the same thing right all our
[00:15:01] [SPEAKER_00]: customers when you look at typical also when you talk about
[00:15:05] [SPEAKER_00]: this SDR landscape or you know sales automation landscape there's different
[00:15:08] [SPEAKER_00]: kinds of tools which are available in the market there's sales automation tools
[00:15:12] [SPEAKER_00]: which is typically the companies like instantly
[00:15:16] [SPEAKER_00]: which do repetitive you know outreaches
[00:15:20] [SPEAKER_00]: they typically have point two five percent conversion which is extremely low
[00:15:25] [SPEAKER_00]: but when you think about you know the cost that they are
[00:15:28] [SPEAKER_00]: asking for you to incur it's also very very low so it kind of balances out
[00:15:32] [SPEAKER_00]: but it eats up your you know addressable market very very quickly
[00:15:36] [SPEAKER_00]: that's the problem secondly then you have you know employees
[00:15:39] [SPEAKER_00]: we already discussed about the problems of employees you know you bring them in six months of training
[00:15:43] [SPEAKER_00]: anyway you know you're losing on six months plus these are very expensive people any human
[00:15:48] [SPEAKER_00]: resource typically in every company is the most expensive or human resources
[00:15:51] [SPEAKER_00]: departments are most expensive department for humans are the most expensive ones
[00:15:55] [SPEAKER_00]: so what we did and they essentially you know with humans as well you typically are able to
[00:16:00] [SPEAKER_00]: because of a lot of inefficiencies get around one percent
[00:16:04] [SPEAKER_00]: of conversion rates conversion rate when i mean here it's basically meeting
[00:16:07] [SPEAKER_00]: the sets and out hundred prospecting i get one prospecting out of it that's what
[00:16:12] [SPEAKER_00]: typically this humans can do
[00:16:14] [SPEAKER_00]: the interesting thing that we found out with us was from week two onwards
[00:16:19] [SPEAKER_00]: because first week is training we actually also take up your data and train the system
[00:16:24] [SPEAKER_00]: week two onwards customers of flow works are already getting
[00:16:28] [SPEAKER_00]: three percent to five percent conversion rate which is three
[00:16:31] [SPEAKER_00]: x more than a human to start off why does it happen
[00:16:35] [SPEAKER_00]: simply because system is a machine it's not faulting
[00:16:39] [SPEAKER_00]: on the places like you know it replies in under a minute whereas
[00:16:42] [SPEAKER_00]: replying to every email by human being you know can take up to an hour and there's you know
[00:16:47] [SPEAKER_00]: sixteen x reduction in you know conversion because
[00:16:51] [SPEAKER_00]: whenever that happens so it's very simply put if we are
[00:16:55] [SPEAKER_00]: following the right aspects we already get three to five percent you know
[00:16:59] [SPEAKER_00]: conversion rates of sales meetings which essentially
[00:17:03] [SPEAKER_00]: is already three hundred percent you know ROI to start off if we would have
[00:17:07] [SPEAKER_00]: been costing at the price of a human labor
[00:17:11] [SPEAKER_00]: but that's the second beautiful part of work because this is an AI system
[00:17:15] [SPEAKER_00]: well it is much more cheaper than the human being so it's you know five
[00:17:18] [SPEAKER_00]: cheaper than the human being so suddenly you are like oh my god i have fifteen
[00:17:22] [SPEAKER_00]: fifteen x leverage over a human being and
[00:17:26] [SPEAKER_00]: that is it right like i what i tell my
[00:17:30] [SPEAKER_00]: customers is hire one great sdr and
[00:17:34] [SPEAKER_00]: they will essentially get you the job of done of fifteen
[00:17:38] [SPEAKER_00]: great sdrs which is low off that's it so you suddenly
[00:17:42] [SPEAKER_00]: start getting a lot of sales sales calls and ultimately
[00:17:46] [SPEAKER_00]: better revenue that's my pitch and that works out for all of us
[00:17:50] [SPEAKER_01]: all my customers so that's really interesting because you also said that this is
[00:17:54] [SPEAKER_01]: about large organizations and then you said ten big sales people i'm just trying
[00:17:58] [SPEAKER_01]: to get a sense of when you say large organization and ten sales people
[00:18:02] [SPEAKER_01]: is your target audience or addressable market the small medium
[00:18:06] [SPEAKER_01]: enterprises or is it the large enterprises where does flow works
[00:18:10] [SPEAKER_00]: best yeah i meant larger than
[00:18:14] [SPEAKER_00]: a typical seed-safe funded company
[00:18:18] [SPEAKER_00]: so if i give you ten employees in a typical b2b
[00:18:21] [SPEAKER_00]: sales environment ten employees basically means
[00:18:25] [SPEAKER_00]: basically means pre series a series a plus companies
[00:18:29] [SPEAKER_00]: that's where basically we start typically selling in India
[00:18:33] [SPEAKER_00]: globally it's a different story in the u.s there are actually
[00:18:37] [SPEAKER_00]: smaller companies that require our solution but in India
[00:18:41] [SPEAKER_00]: we go series a or pre series a plus and then the beauty
[00:18:45] [SPEAKER_00]: of the solution is as i said the more inefficiency in the system
[00:18:48] [SPEAKER_00]: actually gets introduced with more number of people so the large
[00:18:52] [SPEAKER_00]: organization the bigger the bigger they the problem is and they would want
[00:18:56] [SPEAKER_00]: us more but yeah that's basically what we target right now anyone
[00:19:00] [SPEAKER_00]: series a plus in India globally anyone can come in depends
[00:19:04] [SPEAKER_00]: on you know what kind of you know outreaching you are doing
[00:19:09] [SPEAKER_01]: okay so i'm sure sales pitch is for you must be
[00:19:12] [SPEAKER_01]: very very interesting you know a you're pitching a new concept
[00:19:16] [SPEAKER_01]: be you're trying to explain to people that they will need less people and get
[00:19:20] [SPEAKER_01]: more efficiencies etc but i'm quite sure that at the sales
[00:19:24] [SPEAKER_01]: pitch you must be coming across certain
[00:19:27] [SPEAKER_01]: questions which you know all clients ask or some clients
[00:19:31] [SPEAKER_01]: ask there must be some myths around ai
[00:19:35] [SPEAKER_01]: what are those interesting questions that you're often faced
[00:19:40] [SPEAKER_01]: with when you go for a pitch
[00:19:43] [SPEAKER_00]: so typically works in two ways either i get
[00:19:46] [SPEAKER_00]: a decision maker where the value prop is very clear
[00:19:49] [SPEAKER_00]: if it's not a decision maker the first biggest question that everyone has that i need to
[00:19:54] [SPEAKER_00]: start off by you know addressing is that by the way
[00:19:57] [SPEAKER_00]: also you you know basically misunderstood is that i'm not asking you to
[00:20:01] [SPEAKER_00]: fire anyone or i'm asking you to think about this tool as
[00:20:06] [SPEAKER_00]: assistant that essentially gets your team to do
[00:20:09] [SPEAKER_00]: you know 5x or 10x more it's a step jump essentially in your sales team
[00:20:13] [SPEAKER_00]: so that's the first you know non-question question that
[00:20:17] [SPEAKER_00]: i see on their faces that hey if i get this at this sound school this is
[00:20:21] [SPEAKER_00]: such an amazing and the demo is amazing oh my god i can't do this job even
[00:20:25] [SPEAKER_00]: if i tried on my team right but should i do it
[00:20:29] [SPEAKER_00]: should i utilize is it like a you know basically a
[00:20:33] [SPEAKER_00]: am i basically you know killing my own career by bringing this thing in
[00:20:37] [SPEAKER_00]: and by the way that's another problem that you might be seeing across the board
[00:20:41] [SPEAKER_00]: if you look at the sentiment of well so to say sdr
[00:20:46] [SPEAKER_00]: influencers globally everyone for some reason are
[00:20:49] [SPEAKER_00]: you know like i've never seen this much hate coming across as a industry
[00:20:54] [SPEAKER_00]: or any industry as a matter of fact by the influence
[00:20:57] [SPEAKER_00]: they were like you know just against this concept they're like oh it does not work out
[00:21:01] [SPEAKER_00]: you know it's removing the human touch well they're not even to define the human touch
[00:21:05] [SPEAKER_00]: and people are still buying more and more right so there should be something that they are not
[00:21:09] [SPEAKER_00]: figuring out so that's the first question that i always start by answering it's not
[00:21:13] [SPEAKER_00]: taking away your job in a subtle way by saying that hey it is just
[00:21:17] [SPEAKER_00]: making you 10x more efficient it's basically doing the same thing that
[00:21:21] [SPEAKER_00]: charge you for you know copyright very simple like nothing
[00:21:24] [SPEAKER_00]: gets removed from your plate and secondly it also comes down
[00:21:29] [SPEAKER_00]: to okay with any AI system and by the way this
[00:21:33] [SPEAKER_00]: is one of the biggest problems that has been playing in the last two years in the AI industry
[00:21:36] [SPEAKER_00]: which is security we are right now with this solution dealing with
[00:21:41] [SPEAKER_00]: customer data basically customer communications
[00:21:45] [SPEAKER_00]: directly and as in is prospecting communications everything
[00:21:49] [SPEAKER_00]: so the first question comes down is how reliable is the solution
[00:21:53] [SPEAKER_00]: and that's the biggest problem that as i was talking about
[00:21:57] [SPEAKER_00]: AI industry has been facing across the board there's something called hallucinations
[00:22:01] [SPEAKER_00]: that you whenever you see or you know discuss what
[00:22:05] [SPEAKER_00]: are the problems with chat gpt like third or fourth point or second point everywhere will be hallucinations
[00:22:09] [SPEAKER_00]: now to explain a bit of what is hallucinations it's basically
[00:22:13] [SPEAKER_00]: the system dreaming up of solutions which are not there
[00:22:17] [SPEAKER_00]: right essentially if you think about how chat gpt or any kind of
[00:22:20] [SPEAKER_00]: LM works basically you give it a prompt
[00:22:25] [SPEAKER_00]: and system is trained to complete the sentence so it's
[00:22:29] [SPEAKER_00]: basically you're trained in something like okay sun rises from dash and then
[00:22:33] [SPEAKER_00]: it until the time it says east it's not taken to
[00:22:37] [SPEAKER_00]: you know the next set of trends and what it means is
[00:22:40] [SPEAKER_00]: when you provide these kind of you know this kind of prompt or question
[00:22:44] [SPEAKER_00]: sun rises strong you know and system can essentially put in any kind of thing
[00:22:48] [SPEAKER_00]: which was in the training setting and that is really makes the whole life you know
[00:22:52] [SPEAKER_00]: much challenging for a team like us to use chat gpt
[00:22:56] [SPEAKER_00]: now what happens is think about this scenario
[00:22:59] [SPEAKER_00]: you want to send out some kind of you know email to your prospect
[00:23:03] [SPEAKER_00]: and you know it should have sounded right I looked at the preview
[00:23:08] [SPEAKER_00]: it sounded right it looked right I sent it out but suddenly every fifth
[00:23:12] [SPEAKER_00]: email system is randomly sending out some random information which was not even a part
[00:23:15] [SPEAKER_00]: of the training set that becomes a problem because again
[00:23:19] [SPEAKER_00]: you know I'm losing one-fifth of my customers that's cool
[00:23:23] [SPEAKER_00]: but even those 20%
[00:23:27] [SPEAKER_00]: emails are right now out there which can you send you know go on my internet
[00:23:31] [SPEAKER_00]: go on basically you know like social media and can turn on my company's reputation
[00:23:35] [SPEAKER_00]: so that becomes a huge challenge which is hallucinations and it's an unsolved problem
[00:23:39] [SPEAKER_00]: it was an unsolved problem and then flow works came
[00:23:42] [SPEAKER_00]: now why we are special is because we actually trained our own model
[00:23:47] [SPEAKER_00]: now this model is not a large learning model we actually it's actually a mixture of
[00:23:51] [SPEAKER_00]: agents is what we call and the biggest
[00:23:54] [SPEAKER_00]: advantage of this over other tools or other you know
[00:23:59] [SPEAKER_00]: models it does not hallucinate it basically a mixture of multiple
[00:24:03] [SPEAKER_00]: agents which are made to self correct themselves
[00:24:07] [SPEAKER_00]: much more cheaper it's much more cheaper than you know the state of the art models
[00:24:11] [SPEAKER_00]: it's much more accurate but the biggest advantage is it has 100% reliability
[00:24:15] [SPEAKER_00]: whereas the best reliability available right now which was with
[00:24:18] [SPEAKER_00]: GPT-4 turbo was 80% so 20% straight away jump
[00:24:22] [SPEAKER_00]: is what you basically get from this and that's also a big problem
[00:24:27] [SPEAKER_00]: that these customers are having is it reliable so the answer is yes
[00:24:30] [SPEAKER_00]: this is the only reliable SDR that is available please try it out
[00:24:34] [SPEAKER_00]: if you find anywhere unreliability we'll pay you back no don't pay us
[00:24:38] [SPEAKER_00]: we will pay you back if you find any unreliability so that's the second most
[00:24:42] [SPEAKER_00]: important question and thirdly I think the most important question that comes down out of that was
[00:24:46] [SPEAKER_00]: how much does it cost and they're generally very happy with the price
[00:24:50] [SPEAKER_01]: that is true for our listeners all of you who
[00:24:54] [SPEAKER_01]: heard Sarthak talk about why their LLM is better
[00:24:58] [SPEAKER_01]: they have a very very interesting page where they compare
[00:25:02] [SPEAKER_01]: their LLM to the others and I think it's a very interesting read
[00:25:06] [SPEAKER_01]: because they put in a lot of data there they've told you exactly why
[00:25:09] [SPEAKER_01]: their LLM is better than the other so go out there and read it because I had fun
[00:25:14] [SPEAKER_01]: reading it and I'm not from the space of bank so
[00:25:19] [SPEAKER_00]: do go to the other side
[00:25:22] [SPEAKER_00]: I told my team that keep on rewriting it till
[00:25:26] [SPEAKER_00]: I understand what it means and I'm not a techie so yeah it should basically appeal
[00:25:30] [SPEAKER_00]: to every non-techie person as well because hey my customers are non-techie
[00:25:35] [SPEAKER_01]: correct which is why I was reading it to see how tech
[00:25:38] [SPEAKER_01]: was it and would I understand it or not so it was quite easy
[00:25:42] [SPEAKER_01]: you touched upon this point as one of the questions
[00:25:46] [SPEAKER_01]: that always comes up in conversations and
[00:25:49] [SPEAKER_01]: continues to and I come from the world of retail and e-commerce
[00:25:52] [SPEAKER_01]: so no part of the answer but I don't know fully
[00:25:56] [SPEAKER_01]: everybody talks about sales as relationship driven
[00:25:59] [SPEAKER_01]: and I remember that when we were in retail and evaluating e-commerce that was one of the biggest things
[00:26:04] [SPEAKER_01]: that was asked of us saying that how can you replace
[00:26:08] [SPEAKER_01]: a sales guy on the shop floor because he's the one who
[00:26:12] [SPEAKER_01]: permits you on the sales but how do you
[00:26:16] [SPEAKER_01]: and we've seen this in e-commerce we've seen the efficiency in e-commerce
[00:26:21] [SPEAKER_01]: where not having a sales person but having
[00:26:24] [SPEAKER_01]: technology sell to you has worked Amazon
[00:26:27] [SPEAKER_01]: for example all of us continue to buy like maniacs
[00:26:32] [SPEAKER_01]: how do you balance the need but
[00:26:35] [SPEAKER_01]: so I'm just trying to understand that that's really B2C sales
[00:26:39] [SPEAKER_01]: but in the B2B space which is where you are operating
[00:26:42] [SPEAKER_01]: how do you balance the need for personal touch
[00:26:45] [SPEAKER_01]: with the automation that AI brings in and that's the beauty
[00:26:51] [SPEAKER_00]: of by the way AI is I think mentioned in one of the previous
[00:26:54] [SPEAKER_00]: e-commerce that AI is very good at emulating
[00:26:58] [SPEAKER_00]: the consciousness of a human being it's
[00:27:02] [SPEAKER_00]: fairly undetectable in single one or two example
[00:27:05] [SPEAKER_00]: kind of your systems it will not be able to understand if this was AI written
[00:27:09] [SPEAKER_00]: it's now becoming fairly undetectable if this was AI or human being
[00:27:13] [SPEAKER_00]: and that's the key answer to this whole thing so in B2B
[00:27:18] [SPEAKER_00]: sales things do run a little different than B2C sales
[00:27:22] [SPEAKER_00]: B2C sales has now I'll say you know much more towards
[00:27:26] [SPEAKER_00]: value discovery than relationship driven sales for a lot
[00:27:30] [SPEAKER_00]: of people and that's why we are seeing e-commerce
[00:27:33] [SPEAKER_00]: growing so fast in fact quick commerce is doing much better now
[00:27:37] [SPEAKER_00]: and that's a testament even beyond that now people
[00:27:41] [SPEAKER_00]: at least I thought that I wanted to see the description of
[00:27:46] [SPEAKER_00]: a product and look at the comments and everything
[00:27:49] [SPEAKER_00]: but quick commerce is essentially you're not looking at any of those
[00:27:52] [SPEAKER_00]: you're just looking at fastest delivery get me the product right
[00:27:56] [SPEAKER_00]: B2B sales also is in a similar way having a paradigm
[00:28:00] [SPEAKER_00]: shift in the last I'll say one decade as we have
[00:28:04] [SPEAKER_00]: seen right and so yeah in basically 2010s
[00:28:08] [SPEAKER_00]: 2015s you would have had much more involvement of
[00:28:12] [SPEAKER_00]: sales driven approach you know me
[00:28:16] [SPEAKER_00]: pushing a product to a customer then in 2024 now our
[00:28:19] [SPEAKER_00]: 2024 actually is looking like is a typical buying journey for a customer
[00:28:24] [SPEAKER_00]: is that they first of all want to get educated about the
[00:28:28] [SPEAKER_00]: product without the pressure of a sales person
[00:28:32] [SPEAKER_00]: so that's the most important thing that the nuance that teams now need to
[00:28:36] [SPEAKER_00]: understand that you know it's not just about doing the sales
[00:28:39] [SPEAKER_00]: but still about you know giving or delivering the value to the customer
[00:28:43] [SPEAKER_00]: getting the customer to know about you is the most paramount
[00:28:47] [SPEAKER_00]: thing right now and if the product has value they will be educated
[00:28:51] [SPEAKER_00]: and they will come and buy from it they're okay to test out multiple products
[00:28:56] [SPEAKER_00]: ultimately they want to make that decision on their own rather than being
[00:28:59] [SPEAKER_00]: sold so that's the most key thing that we figured out plus
[00:29:03] [SPEAKER_00]: apart from that obviously the channels of B2B sales or marketing
[00:29:07] [SPEAKER_00]: are not that much as much as B2C sales if you think about B2C sales you know have
[00:29:13] [SPEAKER_00]: this tens and tens of different
[00:29:15] [SPEAKER_00]: based that I can market my product versus B2B it's fairly limited
[00:29:19] [SPEAKER_00]: so what it comes down to is that you need to get the message
[00:29:22] [SPEAKER_00]: to your customer that hey this is something I sell and this is what I do
[00:29:27] [SPEAKER_00]: and you also need to figure out what channel are they okay to
[00:29:31] [SPEAKER_00]: basically receive this kind of message on and the answer is simple
[00:29:35] [SPEAKER_00]: emails number one great LinkedIn number two okay
[00:29:38] [SPEAKER_00]: I can accept that phone calls me but that's it nowhere else
[00:29:42] [SPEAKER_00]: I want me to be sold a B2B product and
[00:29:46] [SPEAKER_00]: suddenly you now have to start thinking about what can or how can
[00:29:50] [SPEAKER_00]: I as a company look at doing my sales
[00:29:54] [SPEAKER_00]: in these three different channels where I actually
[00:29:58] [SPEAKER_00]: can automate a lot of the part of reaching out to the customers
[00:30:02] [SPEAKER_00]: in a fairly process oriented way while also not
[00:30:05] [SPEAKER_00]: incurring a lot of operational expenses on the company
[00:30:09] [SPEAKER_00]: that's basically the gist of how companies think
[00:30:13] [SPEAKER_00]: the ones who are doing really well or the companies are not doing that well should think
[00:30:17] [SPEAKER_00]: about you know sales process in today's landscape in the B2B
[00:30:21] [SPEAKER_00]: side of things and suddenly you get struck by this
[00:30:24] [SPEAKER_00]: kind of apples to apples comparison that what happened to B2C
[00:30:29] [SPEAKER_00]: space was that we started creating automation systems
[00:30:34] [SPEAKER_00]: and that's what we are doing as well as flow works that's what Apollo did
[00:30:37] [SPEAKER_00]: with sales automation which was sending out the same message across the world
[00:30:41] [SPEAKER_00]: but suddenly people realized or like it's the truth of the world
[00:30:45] [SPEAKER_00]: that all the same emails across the world do not cater it because those
[00:30:48] [SPEAKER_00]: emails are boring so suddenly it was required that
[00:30:52] [SPEAKER_00]: I need to send out personalized emails and personalized emails are being sent out by humans
[00:30:56] [SPEAKER_00]: how can I make those hyper personalized emails sent by machines
[00:31:00] [SPEAKER_00]: and that's an ASJS in people. So you suddenly have to start
[00:31:05] [SPEAKER_00]: thinking of processes instead of humans and you start realizing that
[00:31:09] [SPEAKER_00]: this all makes sense, this is how the industry is going to be
[00:31:12] [SPEAKER_00]: and in fact industry is not still in the infancy space
[00:31:15] [SPEAKER_00]: we are now getting more and more different systems where you can get better understanding
[00:31:20] [SPEAKER_00]: of the product. In fact one of the very very core things that we are told when we were in YC
[00:31:24] [SPEAKER_00]: that think about G2 or Gartner Sports
[00:31:27] [SPEAKER_00]: reviews of customers are very important across the world. So like
[00:31:32] [SPEAKER_00]: how in eCom was in 2015, 2010, 2020 right now as well
[00:31:35] [SPEAKER_00]: you expect your customers to ask great reviews
[00:31:39] [SPEAKER_00]: out for you. We are asking our customers or B2B customers
[00:31:43] [SPEAKER_00]: to do the same thing over LinkedIn and G2 and so that's the thing
[00:31:47] [SPEAKER_00]: it's basically B2C cycles are now getting replicated in the B2B sign of things
[00:31:51] [SPEAKER_00]: but just in a little different way and that's what it is like so
[00:31:54] [SPEAKER_00]: relationship wise you still follow the same process
[00:31:58] [SPEAKER_00]: but the relationship ultimately comes afterwards when the customer has said yes
[00:32:03] [SPEAKER_00]: so yeah I know this is something which I need now let me see
[00:32:07] [SPEAKER_00]: what kind of relationship I can try and relationship becomes still very important
[00:32:11] [SPEAKER_00]: you have to still get the customer to realize that you know you care about
[00:32:15] [SPEAKER_00]: their problem and you will be supportive of them, you will basically be there
[00:32:19] [SPEAKER_00]: to solve out or help them out in the problem of need. That comes in the sales
[00:32:23] [SPEAKER_00]: journey which is afterwards which is basically after the prospecting is done
[00:32:27] [SPEAKER_01]: when you get into the first sales call. It's also very fascinating because that's the
[00:32:31] [SPEAKER_01]: consumer is changing right I think ultimately a B2B consumer
[00:32:35] [SPEAKER_01]: or a B2B person is also a consumer. What's happening is that
[00:32:39] [SPEAKER_01]: slightly older generations still wanted that one on one
[00:32:43] [SPEAKER_01]: conversation and ability to converse etc but I see that the next generations
[00:32:47] [SPEAKER_01]: are very happy not having a conversation it's like can we finish
[00:32:51] [SPEAKER_01]: this on WhatsApp, can we finish this on mail. They don't really
[00:32:55] [SPEAKER_01]: seek the absolute personal relationships that
[00:32:59] [SPEAKER_01]: maybe the GenXers and you know that generation
[00:33:03] [SPEAKER_01]: wanted, my generation if I may say it wanted right.
[00:33:07] [SPEAKER_01]: We were used to having somebody we could call and speak to and
[00:33:11] [SPEAKER_01]: resolve an issue. Today's generations just very happy getting
[00:33:15] [SPEAKER_01]: into you know solving it on their own or using tech interventions to get their
[00:33:19] [SPEAKER_01]: problem solved. That in itself also reduces
[00:33:23] [SPEAKER_01]: kind of dependency one has on human interaction
[00:33:26] [SPEAKER_01]: and allows for AI to take over some of the
[00:33:30] [SPEAKER_00]: tasks. I would say people
[00:33:34] [SPEAKER_00]: are changing more towards the social proof
[00:33:39] [SPEAKER_00]: paradigm than you know basically this one to one conversation
[00:33:42] [SPEAKER_00]: because hey what has happened is sales
[00:33:46] [SPEAKER_00]: I can't stress more like sales has been
[00:33:50] [SPEAKER_00]: on all these levels always but there have been
[00:33:54] [SPEAKER_00]: cases of misselling across the world
[00:33:57] [SPEAKER_00]: we promised the world to the customer and when we go and deliver it's maybe
[00:34:01] [SPEAKER_00]: nothing even compared to that and that
[00:34:06] [SPEAKER_00]: becomes the biggest problem. That insecurity and obviously
[00:34:10] [SPEAKER_00]: negative examples always get
[00:34:14] [SPEAKER_00]: better limelight than positive examples
[00:34:17] [SPEAKER_00]: that essentially kind of insecurity has been
[00:34:21] [SPEAKER_00]: a part of I will say the mindset of consumers
[00:34:25] [SPEAKER_00]: for the longest of time now and now what they are looking for is more
[00:34:29] [SPEAKER_00]: social validation that this thing works. That's what reviews
[00:34:33] [SPEAKER_00]: are all for. Ultimately I go on when I'm going
[00:34:37] [SPEAKER_00]: to a restaurant, I go on Google to search which
[00:34:41] [SPEAKER_00]: food items should I buy in this restaurant because way I don't know and
[00:34:45] [SPEAKER_00]: I don't maybe trust the waiter that much. Its masses are better than
[00:34:48] [SPEAKER_00]: a single human being telling me something. So that
[00:34:52] [SPEAKER_00]: kind of thing has removed the requirement
[00:34:56] [SPEAKER_00]: of relationship building a lot and that's why you see a lot of
[00:35:00] [SPEAKER_00]: tools, B2B tools right now doing prosumer or I'll say
[00:35:04] [SPEAKER_00]: bottom up sales which is basically just get
[00:35:08] [SPEAKER_00]: signed up on my website start using the solution thing and if you like it pay
[00:35:13] [SPEAKER_00]: cool. So it makes the lives of
[00:35:17] [SPEAKER_00]: entrepreneurs much easier now you just have to focus on a great
[00:35:20] [SPEAKER_00]: experience and a tool but that being said
[00:35:24] [SPEAKER_00]: when you go to larger organization because this always be
[00:35:28] [SPEAKER_00]: it's a bunch of people, it's different kinds of people, decision makers, what they are so
[00:35:32] [SPEAKER_00]: you'll always have some people who want the relationship value. So you still want
[00:35:36] [SPEAKER_00]: to deliver that value of relationship to the consumer so that they feel
[00:35:40] [SPEAKER_00]: confident. So it's basically a mix of it. Ultimately the customers or the
[00:35:44] [SPEAKER_00]: businesses that thrive the most for us as well and by the way
[00:35:49] [SPEAKER_00]: larger y-computer batch as well the company that is doing the best
[00:35:52] [SPEAKER_00]: were the companies who are doing a better job of mixing both the approaches
[00:35:56] [SPEAKER_00]: which is relationship driven at the point where you realize
[00:36:00] [SPEAKER_00]: this is a huge customer or there's a customer opportunity that I want to invest in
[00:36:04] [SPEAKER_00]: plus having the salesor mode as well so that you can have
[00:36:08] [SPEAKER_00]: multiple more people trying to solution out without having the
[00:36:11] [SPEAKER_00]: operator overhead on your side and you know
[00:36:15] [SPEAKER_00]: distracting them to try out by themselves on their side as well
[00:36:20] [SPEAKER_01]: That's really interesting. So as my last question
[00:36:23] [SPEAKER_01]: I want to ask you this that entrepreneurs were inspired
[00:36:27] [SPEAKER_01]: to make it big in the B2B space. What advice would you give
[00:36:32] [SPEAKER_01]: them especially when it comes to building a
[00:36:36] [SPEAKER_01]: scalable tech driven business? Okay, number one
[00:36:39] [SPEAKER_00]: sign up for FlowWorks. Most important
[00:36:44] [SPEAKER_00]: but that being said
[00:36:47] [SPEAKER_00]: yeah I think the most important thing that we as entrepreneurs
[00:36:51] [SPEAKER_00]: at times forget is that we are doing this for a customer
[00:36:55] [SPEAKER_00]: so talking to customers is I think it's
[00:36:59] [SPEAKER_00]: everyone says that it's important everyone like even I
[00:37:03] [SPEAKER_00]: said it's important throughout my non-entrepreneurial career but we started
[00:37:07] [SPEAKER_00]: talking to customers very late and that's the number one thing
[00:37:11] [SPEAKER_00]: stock talking to so whereas a customer this is basically
[00:37:15] [SPEAKER_00]: potential customer potential users of your product. Number one thing to do
[00:37:19] [SPEAKER_00]: before doing anything before taking any call is just
[00:37:23] [SPEAKER_00]: go talk to a few people who you think will be able to pay for this
[00:37:27] [SPEAKER_00]: and just listen honestly if they want to basically
[00:37:31] [SPEAKER_00]: get the solution and then only invest in basically
[00:37:35] [SPEAKER_00]: anything that you're trying to build. Secondly
[00:37:38] [SPEAKER_00]: AI is one of the most interesting
[00:37:42] [SPEAKER_00]: times in my lifetime I think I'll ever see
[00:37:47] [SPEAKER_00]: because this suddenly is now making machines
[00:37:52] [SPEAKER_00]: think or act similar to our human beings
[00:37:54] [SPEAKER_00]: we suddenly are creating beings is what
[00:37:59] [SPEAKER_00]: we call it. We interestingly in FlowWorks have started calling
[00:38:04] [SPEAKER_00]: Alicia the AISDR as her instead of you know it
[00:38:07] [SPEAKER_00]: because it feels that you know she can talk to us like
[00:38:11] [SPEAKER_00]: a human being does and suddenly you have to realize that it's
[00:38:15] [SPEAKER_00]: a great opportunity right now it feels like wild wild best
[00:38:18] [SPEAKER_00]: it is very challenging to look at
[00:38:22] [SPEAKER_00]: sometimes it's also very interesting you know motivating as well to a lot of people
[00:38:27] [SPEAKER_00]: so this is the right moment to journey into
[00:38:31] [SPEAKER_00]: the tech world if you're trying to build something starts. Think AI
[00:38:35] [SPEAKER_00]: think what processes were there in the last
[00:38:39] [SPEAKER_00]: two decades that were created that were part of businesses that now can be
[00:38:43] [SPEAKER_00]: disrupted using this new technology and if you find
[00:38:47] [SPEAKER_00]: a great white space talk to consumers with right just get into
[00:38:51] [SPEAKER_00]: it I'm sure you'll find something amazing hidden at the end of the
[00:38:55] [SPEAKER_00]: road which mostly for my
[00:38:59] [SPEAKER_00]: friends I've meant great companies
[00:39:02] [SPEAKER_00]: great businesses that they have found in the last few years.
[00:39:06] [SPEAKER_01]: As a researcher this sounds just perfect for me because
[00:39:10] [SPEAKER_01]: we always tell every business that you have to do
[00:39:14] [SPEAKER_01]: research you have to understand it and for startups you often tell
[00:39:18] [SPEAKER_01]: them that you know what problem of the consumer are you solving do you
[00:39:22] [SPEAKER_01]: even know that if you can test that as a concept you know whether
[00:39:26] [SPEAKER_01]: you're in business or not so I think you're absolutely right if you don't know
[00:39:29] [SPEAKER_01]: your customer you don't know what his pain points and what his needs are
[00:39:33] [SPEAKER_01]: how are you going to address it to begin with so as a researcher I completely resonate with
[00:39:38] [SPEAKER_01]: them. Sartak thank you so much for being on this podcast today
[00:39:41] [SPEAKER_01]: it was absolutely a fun conversation
[00:39:46] [SPEAKER_01]: and thank you so much for throwing light on how
[00:39:49] [SPEAKER_01]: your systems allow for
[00:39:52] [SPEAKER_01]: sales people to be empowered to do what they're supposed
[00:39:56] [SPEAKER_01]: to do which is self and you know take away all
[00:40:00] [SPEAKER_01]: of the boring stuff at the back end so thank you so much and absolutely pleasure
[00:40:04] [SPEAKER_00]: it was a pleasure here as well Sheetal for the great conversation and
[00:40:08] [SPEAKER_00]: yeah I am looking forward to your more episode as a big fan
[00:40:12] [SPEAKER_00]: so looking forward to you know who you cover next and hopefully
[00:40:16] [SPEAKER_00]: I get a great ton of people to start up their company
[00:40:20] [SPEAKER_00]: so that I can get more customers great
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