Stellaris SaaS Talks #36: India vs. US GTM debate ft. Yash (Fyle), Mayank (ITILITE) & Anant (BVP)

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00:00 Introduction
05:30 On switching your GTM geography from India to US
08:54 Looking back, what would you do differently?
11:35 A VC’s perspective on the best geography for GTM
14:23 Changes in product & GTM strategy when switching from India to U.S.
19:54 How to restructure your organization to match the market switch
23:36 How to expand globally if you’re an India-focused SaaS company
25:58 The Indian market’s outlook towards spending on SaaS tools
32:50 Challenges faced while running two parallel GTMs
34:24 A VC’s perspective on transactions + the SMB vs. enterprise debate
38:43 Overcoming regulatory barriers in healthcare and financial services
40:35 Hiring US-based GTM teams vs. India-based GTM teams
45:32 How to make your GTM strategy North America-ready
49:04 How to tackle market-driven resource challenges during GTM
50:03 Characteristics of an ideal India-focused SaaS business & exit paths
53:31 Why the efficiency for India-focused companies is higher
56:00 How does a founder selling in India make the transition to the US market?
58:51 Closing remarks

As a SaaS entrepreneur, you might be grappling with some tough questions:

Should you get early customers in India and then scale outside of India ?
Is the Indian SaaS market large enough to generate venture-stage outcomes ?
How do you build a network in the US when most of your connections are based in India?
How do you build a GTM motion in the US cost-effectively?
And do you, as a founder, need to relocate to the US?

These are common dilemmas faced by many early-stage Indian SaaS founders. While there’s no one-size-fits-all answer, the choices you make will inevitably shape your startup’s journey.

In this edition of SaaS Talks, three industry leaders dive deep into the US vs. India GTM debate:

🔹 Yashwanth Madhusudhan, Co-founder & CEO, Fyle
​🔹 Mayank Kukreja, Founder & CEO, ITILITE
​🔹 Anant Vidur Puri, Partner, Bessemer

Hosted by Alok Goyal and Sayantan Sarkar.