Don't browse. Follow.

Most Indian B2B sales advice starts at the pitch deck. This route starts two steps earlier — with the arithmetic of who you sell to and what Indian buyers actually pay for — then walks the enterprise sale end to end: finding the wedge, surviving the multi-stakeholder room, landing the anchor logo, selling where no budget line exists, and replacing the cold call with a content engine.

1

EP 32 · Prasanna Krishnamoorthy (Upekkha)

The 100x arithmetic of who you sell to

Prasanna's $10K-vs-$1M budget math: the buyer you pick, not the work you do, sets your price.

▶ 9:15 · 3 minRead the dive →

2

EP 11 · Shashank Randev (247VC)

Topline versus efficiency: why India buys differently

Indian buyers pay for growth, not savings — the frame that reorders your entire pitch.

▶ 24:12 · 5 min

3

EP 02 · Routematic

The spreadsheet is the real competitor

Your rival isn't another vendor, it's Excel plus WhatsApp — a masterclass in finding the ops wedge.

▶ 4:05 · 5 min

4

EP 26 · Bharati Balakrishnan (Shopify India)

Inside the C-suite omnichannel sale

How one Shopify deal answers four executives at once — CMO, e-commerce head, store boss, CFO.

▶ 9:13 · 3 minRead the dive →

5

EP 31 · Vipul Singh (AEREO)

Winning Tata: free POC, Big Four audit

AEREO's anchor-customer playbook — a no-cost proof of concept audited so procurement can't say no.

▶ 45:56 · 5 minRead the dive →

6

EP 24 · Vikas of ACVISS

When nobody owns the budget

ACVISS sells anti-counterfeiting with no budget holder on the org chart — every sale is an education.

▶ 19:37 · 5 min

7

EP 35 · Srikant Acharya (Offineeds)

The 800-episode sales engine

Offineeds replaced the cold call with a WhatsApp show — content as the sales cycle, compounding for years.

▶ 22:03 · 5 min

A first raise fails on process more often than on product. This sequence maps the capital landscape you can't see, shows what actually happens to your deck inside a fund, hands you the diligence checklist investors run on retention, then turns the lens around: how much to raise, how to read a fast no, and why whoever funds you ends up owning your calendar.

1

EP 08 · Priyanka, Mohur

You know fifty funds. There are fifteen hundred.

The arithmetic of the funds you've never heard of — and why warm-intro culture hides most of the market.

▶ 1:50 · 4 min

2

EP 08 · Priyanka, Mohur

A thesis is not a blog post

Treat a fund's thesis as a queryable schema — stage, cheque, sector — and stop pitching mismatches.

▶ 7:55 · 4 min

3

EP 34 · Vatsal Kanakiya (100X.VC)

20,000 decks, five readers

Inside 100X.VC there is no analyst layer — five partners read everything. Write for that room.

▶ 10:40 · 4 min

4

EP 13 · Anand Lunia & Nyasha (WebEngage)

The diligence checklist: NPS, usage, comfort, repeat

The exact retention checklist Anand Lunia runs — in the order he runs it. Pre-empt it in your deck.

▶ 9:00 · 5 min

5

EP 34 · Vatsal Kanakiya (100X.VC)

Twenty-five lakhs is enough if you think in rupees

The anti-dollar argument: a rupee budget that buys a real product instead of a runway story.

▶ 20:17 · 4 min

6

EP 32 · Prasanna Krishnamoorthy (Upekkha)

Optionality and the bridge to nowhere

Raising $10M to build a $10M business traps you — Upekkha's case for low-capital optionality.

▶ 17:06 · 4 minRead the dive →

7

EP 16 · Rohit Bhayana (PeerCapital)

A fast no is the better service

PeerCapital on why the honest no is the highest-quality thing a VC gives you — and how to extract it.

▶ 27:00 · 5 min

8

EP 13 · Anand Lunia & Nyasha (WebEngage)

Whoever funds you is your SOB

The bluntest line in the catalogue on capital and accountability. Hear it before you sign.

▶ 29:00 · 5 min

Skip the demos. This route gives you the two cleanest mental models in the catalogue — Walmart's spinal-cord frame and Jim Keller's two kinds of computers — then gets practical: why data infrastructure precedes plant infrastructure, what deep reinforcement learning does on a real factory floor, when RAG beats fine-tuning in a regulated shop, and how an organisation has to invert its knowledge pyramid to absorb any of it.

1

EP 22 · Rohit Chatter (Walmart Global Tech)

The spinal-cord frame for automation vs generation

Walmart's one-phrase distinction between efficiency AI and generative AI — sort every project with it.

▶ 1:34 · 4 min

2

EP 25 · Jim Keller (Tenstorrent)

Two kinds of computers

Keller's thesis: AI computers and deterministic computers split the world. Know which one you're buying.

▶ 8:18 · 3 minRead the dive →

3

EP 30 · Rohit Kochar (Bert Labs)

Data infra before plant infra

Bert Labs' paper-mill argument: an equipment overhaul doesn't junk your models — parameters persist.

▶ 19:36 · 4 minRead the dive →

4

EP 30 · Rohit Kochar (Bert Labs)

Deep reinforcement learning on the factory floor

State space, rewards, soft sensors, 4,000 IO points a second — industrial AI without the hand-waving.

▶ 28:28 · 5 minRead the dive →

5

EP 03 · Acuity Knowledge Partners

Why RAG, not fine-tune

Argued from auditability and defensibility, not benchmarks — the version your risk team will accept.

▶ 10:40 · 5 min

6

EP 45 · Dattatri Salagame (BGSW)

Reverse osmosis: the inverted knowledge pyramid

At Bosch the fresh BTech onboards the 20-year veteran — the org design that makes AI adoption stick.

▶ 12:13 · 2 minRead the dive →

7

EP 07 · Sudhir Kesavan (CitiusTech)

Why ambient scribing shipped first

CitiusTech on clinical AI that returns doctors their evenings — pick use cases that pay in time.

▶ 27:20 · 5 min

Replace the lazy 1.4-billion-consumers slide. Start with Fireside's 5/25/70 cohort map and Shopify's three eras of Indian e-commerce, then get into the spreadsheet: a real D2C unit-economics walkthrough, why D2C is the lab and offline the factory, how to pick a category by reading P&Ls, and two distribution models — the community partner and the Gen-Z savings hook — that acquire trust instead of buying clicks.

1

EP 05 · Vinay Singh (Fireside Ventures)

Three cohorts of Indian consumer

Fireside's 5/25/70 map — the slide that should replace 'India has 1.4 billion consumers' forever.

▶ 3:00 · 5 min

2

EP 26 · Bharati Balakrishnan (Shopify India)

The three phases of Shopify in India

A crisp periodisation of Indian e-commerce — locate your brand on the curve before you plan.

▶ 2:35 · 2 minRead the dive →

3

EP 21 · Nitya Shah (WebEngage) on retention marketing

The unit-economics walkthrough

₹1,000 AOV, 70% margin, ₹400–500 CAC: the first order barely breaks even. The math your deck is missing.

▶ 9:40 · 5 min

4

EP 05 · Vinay Singh (Fireside Ventures)

D2C as lab, offline as factory

D2C is where brands learn; dark stores and kirana are where they compound. Plan both from day one.

▶ 15:00 · 5 min

5

EP 43 · Anish Basuroy (TagZ Foods)

Reading P&Ls before picking a category

TagZ ranked four want-categories by market structure before choosing snacks — founder-market fit by spreadsheet.

▶ 6:25 · 5 min

6

EP 19 · Varun Khurana (Otipy)

The community partner

A neighbour who knows thirty households by name is the cheapest trust — Otipy's answer to CAC.

▶ 29:40 · 5 min

7

EP 49 · Shourya (Fello)

The $2.6B asymmetry

India spends $2.6B on mobile games while under 5% invest — the behaviour gap Fello builds on.

▶ 15:15 · 3 min

For the funder, CSR head or impact investor who wants the machinery, not the brochure. The cleanest plain-English walkthrough of development-impact-bond plumbing anywhere in the catalogue, the delivery side's honest account of what outcomes money changes (financing, not pedagogy), a sharper frame for welfare floors, and two ground-level reality checks — a civic startup turning goodwill into a 96-hour SLA, and the 36% interest rate that defines rural credit.

1

EP 36 · Abha Thorat-Shah (British Asian Trust)

Social finance, defined from the shelf up

Abha's origin logic: if the impact report can't change the program, change the financing.

▶ 9:33 · 3 minRead the dive →

2

EP 36 · Abha Thorat-Shah (British Asian Trust)

How the cheque actually pays

DIB plumbing in plain English: who fronts the cash, who verifies learning, who earns the return.

▶ 27:09 · 4 minRead the dive →

3

EP 37 · Pankaj Jain (Gyan Shala) and Prem (Pratham InfoTech)

The case against expecting professors

Gyan Shala's design axiom — build the school around the teacher you actually have, not the one you wish for.

▶ 4:40 · 5 min

4

EP 37 · Pankaj Jain (Gyan Shala) and Prem (Pratham InfoTech)

The bond is financing, not pedagogy

The delivery seat's truth: outcomes money changed accountability, not the classroom. Fund accordingly.

▶ 22:28 · 5 min

5

EP 10 · Healthy or Unhealthy India

Freebies, or a floor?

Transfer payments reframed as structural floors — the macro lens for every welfare debate you'll have.

▶ 11:00 · 4 min

6

EP 29 · Saurabh on cold-mix, plastic and patient infrastructure

Tata Steel, 650 km, a 96-hour SLA

PotHoleRaja turned CSR goodwill into an enterprise contract — what impact-to-revenue actually looks like.

▶ 21:07 · 5 min

7

EP 48 · Raj Kanchan (Krishikan)

The lease farmer and the 36% rate

Where credit meets ground reality: lease farming is Indian agriculture's structural debt.

▶ 20:27 · 5 min

Hardware punishes the software playbook. This route sets the build order (IP before prototype), the market frame (Indian deep tech will not look like marketplaces), and the economics of selling machines (fleets, not units) — then the two shocks nobody plans for: a regulator grounding your whole sector overnight, and the conviction it takes to ignore well-meaning advice from people who built the last generation.

1

EP 01 · Raghu (Anscer Robotics)

Patents over prototypes

Anscer inverts the build order — file IP first, prototype second. The argument for doing it deliberately.

▶ 13:40 · 5 min

2

EP 45 · Dattatri Salagame (BGSW)

India's deep tech will not look like marketplaces

Market first, talent as the binding constraint — why GMV-trained investors misread your company.

▶ 19:08 · 4 minRead the dive →

3

EP 17 · Arjun Naik (Scandron)

Sell fifty drones, not one

Fleet economics decide payback — Scandron on why hardware GTM is a utilisation story, not a spec sheet.

▶ 9:25 · 5 min

4

EP 31 · Vipul Singh (AEREO)

The pizza stunt that grounded a sector

One marketing gimmick triggered a three-year drone ban — regulation risk is existential, plan for it.

▶ 27:29 · 3 minRead the dive →

5

EP 31 · Vipul Singh (AEREO)

Four founders vs the policy machine

From a Delhi crib session to the Drone Federation of India — how a sector wrote its own rules back.

▶ 31:04 · 4 minRead the dive →

6

EP 30 · Rohit Kochar (Bert Labs)

Build the controller anyway

Rohit ignored the MDs of TI, Qualcomm and Analog Devices and built his own hardware. When to not listen.

▶ 47:30 · 4 minRead the dive →

7

EP 01 · Raghu (Anscer Robotics)

Capital that survives the gap

Indian deep tech dies of impatient capital, not missing markets — what patient money actually looks like.

▶ 34:00 · 4 min