SaaS Marketing - Now and Then: Pranay Desai, Matrix Partners India | BTS E10 | SaaSBoomi Podcast

Pranay is a SaaS investor at Matrix Partners India. Before moving
to investing, Pranay played several key roles at Freshworks
including the Director of Growth Marketing at Freshworks, and
managed to ramp up the marketing machinery. 


He has also worked with the CEO’s office at Freshworks where he
was responsible for ramping the revenues from 5 Million to 100
Million. 


He comes with tons of knowledge on how marketing used to work in
the past, how it works today, and how SaaS businesses should
think about marketing for the future. 


Pranay recommends SaaS businesses find new channels where their
target audience hangs out as early as possible. There is no
single marketing strategy or channel that will always work. It is
necessary for businesses to find their “distribution edge”. 


The BTS Podcast Episode 10 has Pranay sharing several nuggets of
marketing wisdom.


Tune in to watch the full podcast.


Key takeaways:


1:24 - Building a SaaS company: Then and Now


3:46 - The challenges that businesses face today


4:35 - Optimizing costs for lead-gen


7:56 - Worthy SaaS examples


9:15 - Lessons learnt from experiments


13:45 - Winning the confidence of enterprise customers


19:19 - The Experience Roadshow


26:34 - How to measure the RoI of non-standard events


28:03 - Indicators of Product Market Fit and Business Market Fit


33:05 - Founders should become students of sales


34:35 - Indian SaaS advantage


39:41 - Rapid fire
Resources mentioned2:34 - How Wiz reached $100M ARR in 18
months? Techcrunch8:02 - Rocketlane’s Community Building | The CMO
Journal29:55 - Girish Mathrubootam’s first blog announcing
Freshdesk as a startup in October 2010 while Freshdesk was publicly
launched in June 20114 interesting campaigns discussed throughout
the podcastThe van that traveled to 11 destinations | Freshworks
Experience Roadshow | 2019Going on air to create virality -
#Failsforce campaignReports instill confidence in buyers -
Freshdesk | Forrester TEI ReportRocketlane’s rap song announcing
fundraisingKey mentions8:00 - Srikrishnan Ganesan of RocketLane

        2. 33:00 - Rishi Kulkarni and Sameer
Goel  of  Revv