Dear Reader,
Welcome to the 48th edition of the good reads newsletter by Malpani Ventures. Sharing your weekly dose of articles for this weekend’s reading!
PMF Convo #7 – Vasanth Kamath, smallcase
https://sajithpai.com/pmf-convo-7-vasanth-kamath-smallcase/
Conversation with the smallcase founder on PMF:
Smallcase was referred to as a common noun by a small set of people but even that helped to say OK we are doing something right there, we are building the category & we’re not building a feature or we’re not building a portal over here.
… spent two years in Bombay like basically just selling, not getting anything at all, but then finally one broker said seems interesting instead of us building it, we will partner with you.
We didn’t know anything about how to take the product to the clients. The broker knew their client best. They knew what worked best for them, because they have obviously been running the client side with them for a reason, so they know how to communicate with their clients. Starting, we just latched onto that, to basically say how do you sell mutual funds today, how do you present stocks today and taking the same first principle thesis, if there’s someone who’s come to open an account to invest into stocks, will you give them a single stock report which is a concentrated bet type or will you give them a smallcase which is diversified, at the same time easier to explain?
Do SMBs Need Customer Success? 100% For Sure If You Also Have Sales Involved
Find a way to fund it — especially if you want NRR of 100%+. You can’t save money not having customer success, especially if you want to drive NRR above 100%.
Growing self-serve from 0 to 70%+
PLG story of Deputy, staff management software for businesses with shift workers which hit $100 million (AUD) in ARR in December 2022
Until next time folks!