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  4. Acing Logistics : Category creation + Delivering efficiency at scale with Kushal Nahata of FarEye

5 minute or 10 minute grocery deliveries?


Wait, let’s hear about the magic that happens behind all types of
deliveries – be it a pizza delivery in < 30 minutes or bikes
and cars delivered at your home.


Delivery service companies have been spending millions of dollars
every single year to serve their customers better & make the
last mile delivery as quick as possible. Thanks to the explosion
of e-commerce, grocery deliveries around the world, routing
solutions have emerged as a huge white space in the logistics
industry.


FarEye has emerged as a leader in this category, leveraging on
top-notch domain expertise in delivery & logistics with a
highly configurable product. 


Their no code/low code enterprise SaaS product has capabilities
which allow platforms to integrate with their upstream &
downstream logistics system & get better predictability. They
even provide the ability to add returns to delivery routes in
real-time. 


In this episode explore with Kushal Nahata – CEO & Co-founder
of FarEye as Suresh unravels their journey of creating a
world-class enterprise SaaS product to reimagine the logistics
industry. 


Here’s more on what you can learn from this episode.


Your customers are getting out of business, shutting down or
not having capital to pay. You have 20% enterprise customers and
80% SME customers. You’re losing 80% of your customers and you’ve
recently raised a Series A, things are a little tricky. How’ll
you navigate this?

How do you split US regions and how do you allocate accounts
to AEs, how much is AE’s quota,  what’re typical OTEs?

When each of your accounts is $1mn+, how do you structure
your sales org? Should it be marketing driven or sales driven?

How do you work with an NGO-like organization to hire a good
BD?

How to get a customer without a product?

How to close a sale without a full fledged pilot?

How to tailor your pitch in order to achieve a shorter sales
cycle?

How’s the enterprise software purchase process if there’s no
Gartner quadrant available?

How to hire and how much to pay senior enterprise sales
executives? How to set up a hiring & evaluation process for
them? How to identify candidates with a startup mindset?

How to measure the learnability index?

Why would somebody leave an established supply chain and
logistics brand and join a startup?

Is it effective to hire sales consultants or freelancers?

What’s the closure ratio of the pipeline, what’s the ratio of
pipeline coming from marketing, BDR and sales team?



Tune in for more insights, happy listening!

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