A presentation given at the National Stock Exchange (NSE) of India to a group of young, first-time entrepreneurs on how to begin thinking about a global focus.

1. G O G L O B A L O R G O
H O M E
2 5 T H J U LY 2 0 1 4

2. W H O A M I
• 12+ years on Wall Street (technology & operations in
hedge funds).
• Moved to India in 2007 to start an offline/online
marketplace for domestic and unskilled labor.
• Failed.
A N G E L P I C T U R E B Y R AY D U M A S - H T T P S : / / W W W. F L I C K R . C O M / P H O T O S / R T D P H O T O G R A P H Y / 2 9 7 9 8 7 7 7 7 7 / I N / P H O T O L I S T- 5 X J D R 4 - 6 Y 9 U U 2 - A K B R N - 4 V S A K 7 - 8 M P J 3 I - 4 LT X R X - 5 W 4 S J O - U V S 8 N - C K R L 1 B - 9 7 N T E N - O 9 P D 2 G -
Z W 1 P R - 6 R 5 A S M - 8 2 I N J K - E D W E N D - 9 O H 9 T C - 5 D B Z 5 Q - C 5 9 U N Y- 8 9 S Q 2 L - 4 Q P W 1 I - 7 J Y I A R - C B Y H L - 6 B I P D A - 4 I V R E M - D Q U 2 6 K - 5 D 1 C V Q - 8 N E J Q 8 - 7 J C E 1 Y- 4 Y I Y X E - E 6 E 8 Z L - 4 U G D T S - C L E C C O - X Y P N M - 7 T B B D R - 7 S J U S O - C A D G K Y-
D R 4 I P B - 7 F U V 1 2 - 6 G N Z L 8 - O J 2 X P 7 - 5 A B R A W - 5 A X Y P X - AV 5 V H M - C B Y T P - D R 4 I O J - 7 Q Y 2 B T- 7 K W R D S - 7 N Q 4 D G - M L F L X Z - 7 P V 5 1 B

3. Why go global?

4. Because you have a product solving
a problem for people everywhere.

5. J O E - H T T P S : / / W W W. F L I C K R . C O M / P H O T O S / 4 3 8 7 7 0 6 3 @ N 0 5 / 5 3 6 2 2 1 0 9 6 5 / I N /
P H O T O L I S T- 9 A Q U K K - 9 A Q R W K - 9 AT T V N - 9 A U U H 3 - 9 ATA Z M - 9 AT W H C - 9 A Q W Y I - 9 A Q C T N - 9 AT H RY- 9 AT V 3 5 - 9 AT U J A - 4 O A 8 K 2 - 9 AT R H W - 9 AT P Y O - 9 AT Q H S - 9 AT Q E
U - 9 A Q J V C - 9 AT W 9 M - 9 AT C U L - 9 A U 8 X S - 9 AT L M H - 9 A Q E M A - 9 A Q K 9 X - 9 A Q F O V- 9 AT P H S - 9 AT U R 9 - 9 A Q E 9 P - 9 AT K H H - 4 O A 8 P B - 9 AT X Q F - 9 A U 2 5 9 - 9 AT Z G W - 9 A U 3 H Y- 9
AT Y C D - 9 A U 1 LY- 9 A U 2 O S - 9 A U 1 2 5 - 9 A Q S A Z - 9 AT K 6 B - 9 AT T D A - 9 A Q U P 2 - 9 A Q W 5 X - 9 A Q T 3 G - 9 A Q B 7 4 - 9 A Q Q F C - 9 A U 2 A H - 9 A Q U Q D - 9 A Q Y 9 R - 9 A Q V R P - 9 A U 7 W 9
Where Do I Start?

6. At Home!

7. T H AT ’ S C O U N T E R I N T U I T I V E
• Yes. But not really.
• India is seeing tremendous growth in online activity.
• “Mobile first” is becoming a reality with 150M
smartphones.
• It is still a more forgiving place to test your product
and experiment with customer acquisition strategies.

8. “BUT, Indians don’t pay.”

9. Indians also didn’t buy books, or
clothes, mobile phones, or
groceries online just a few years
ago.

10. Times are changing.

11. Understand your market and start
building, testing and selling to that
market immediately.

12. • Consumer (apps, social, content, etc)
• B2B (SaaS, enterprise, content, etc)

13. B2C is tough. Organic growth only
goes so far.

14. Hack the system.

15. H A C K T H E S Y S T E M
• Use social media (Twitter, Facebook, Pinterest, HackerNews)!!!!!
• Follow smart, up and coming founders. Engage!
• Pay it forward!!
• Build relationships thru conversations *before* you ask them to
use your product
• Figure out a budget for paid acquisition early and start
experimenting
• Build in a network effect into your product (if possible)

16. B2B isn’t any easier!

17. F O C U S O N S A L E S
• Build relationships with sales people in your industry in the
markets you want to go after *early* - Way before you’re ready
to hire them.
• Start talking to potential clients by identifying the decision
makers early on.
• Don’t be shy. Ask for introductions.
• LinkedIn, Pinterest, YouTube could be great places to start.
• Hire a GREAT salesperson or bring them onto the founding team
day 1.

18. Y O U C A N D O I T, T O O !
• Other younger startups -
SourceEasy, Admission
Table, Shephertz, Mettl

19. W H E R E T O S TA R T ?
1.
2. Blog on smart and tough topics.
3. Get on a plane! There’s no substitute for going to
your market instead of expecting it to come to you.

20. B E WA R E : O N E S I Z E D O E S N O T F I T A L L .
Hustle to get into one of the top 3
global accelerators.

21. T H A N K S !
Pankaj Jain
pankaj at 500 dot co
@pjain