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by _s 4616 days ago
As someone who doesn't know much about that region - how prevalent / accessible is the internet?

I hear from friends that are from India / Pakistan of slow internet speeds, access limitations and general bandwidth restrictions - I assume this also plays a part in how big your target audience is, and with the limited speeds / bandwidth available I guess it makes pitching the product slightly harder?
1 comments
nutanc 4616 days ago
Internet is pretty good in most of India, though we would all love a little bit of extra speed ;)

Though more than the speed of Internet, the telecom regulations play a large part in the solutions provided. For example, VOIP is still not legal in India for end to end communications. So, depending on the regulations our market size may vary.

And since many SMEs in India who are our target market are not Internet savy, our marketing efforts do become slightly harder and we have to rely on more traditional sales.

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_s 4616 days ago
Ah okay - how difficult is it to convince SME's that tech is the future? I envision most of them are quite content with old school telephony / mail, printing off spreadsheets etc?

From what I see you guys are one of the many startups in the region now bring the old school SMB's/SME's kicking and screaming into the 21st century.

Sorry for the questions - I'm fascinated by the challenges faced in developing for a market that doesn't have the same accessibility as that in developed / western countries, not to mention the constraints placed by the local bureaucrats etc.

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codelust 4616 days ago
You'll actually be quite surprised to know that solutions have existed for a long time for PLM/CRM/ERP for various industry segments for SMEs in India.

One of the reasons why they have not done well is that the founders rarely have a technical background and the products are a torture to use. So, familiarity itself is not a problem.

The big issue is that the market needs to see tangible benefits without major turnaround times. That is impossible with even a relatively simple CRM/ERP product. It is hard (often impossible) sell to convince owners that it will take 3-months to complete the roll out.

The alternative is to no attempt a direct entry. Have a smaller product, or a modular feature in the main product, that they can use from day one and reap the benefits of. Get that buy-in and move laterally in pushing your main product.

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nutanc 4616 days ago
No problem. Happy to answer :)

Actually its not too difficult to convince SMEs that tech is the future. Most of them are willing to try new things and thanks to the prevalence of smartphones they understand a lot of the terminology.

What is difficult is to convince them that "your" tech is their answer. Though many of them are content with old school gadgets, they will shift once we showcase the advantages of adopting the cloud etc. In most cases, we get into an account by doing a proof of concept so that the businesses get the feel of the system before they buy.

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