More often than not, that also works like a charm. This is how we cross-sell. The beauty is that in the meeting with Ms. X, our Sales team member will highlight that we already have all the necessary approvals in place (IT, InfoSec, Legal, Compliance, Procurement, and Finance). She just needs to give a go-ahead and we are ready to start. It just becomes frictionless for Ms. X to start working with us as against evaluating another vendor and taking them through the whole approval process again.
Enterprises care a lot about the experience and the value that we are delivering. More often they are not worried about how much they are spending. They are concerned about the justification and outcome of what they are spending on.
We at Cogno AI grew to $1M in revenue in 2.5 years. In this period, I had to learn a bunch of things - hiring, negotiations, team building, customer acquisition, selling, support, and whatnot. I had to constantly learn new things every day. In this post, I will talk about some of the books I read that helped me learn important things that led to this growth.
In this article, I will talk about how we’ve structured our Team for growth. Some of the learnings may also be applicable to SMB-focused SaaS companies as well. Just that, we are Enterprise focused and Sales-led as against marketing-led.
Large Enterprises behave very differently from SMBs and Startups. The way they operate, the way they measure product value, the way they purchase - all are quite different from how smaller companies work. Therefore, the way products are built for Large Enterprises is also different. Every Enterprise SaaS Founder should know this clearly.
One of the key challenges in selling insurance is that it is never bought, but rather it is always sold. This means that a typical customer does not want to purchase insurance by themselves. Someone has to convince them to make a purchase.
We’ve made our fair-share of mistakes in hiring for this role, and ultimately corrected those mistakes to hire a fantastic product manager. In this blog, I’ll be writing about my learnings from these experiences. I hope that you’ll find some really useful insights from this blog post on what to look for when hiring a Product Manager!
Of the 10 Principles of Economics, the 4th one says - “People respond to incentives” and this is 100% true. At Cogno AI, we implemented Incentives for the client-facing teams, and suddenly revenue shot up, client satisfaction went up and employees also became happier since they got an opportunity to earn more.
4 years and 1 co-founder exit later, we crossed $1M in revenue with a team of 80+ members. What went right? I recently wrote about the broad journey from being almost bankrupt to $1M in the last 2.5 years. Many people messaged me — “Hey Aman, great to hear about your journey. However, there must be something more to it rather than just focus.”
Services businesses are almost always unscalable. They are great cash-cows for people who are just starting up. However, scaling them is really difficult. We were one such services business — no wonder, my Co-founder left 1.5 years after we started.
At Cogno AI, we work with a lot of large Financial Institutions as our Clients. When I say large, I mean really large - think of companies with over 100,000 employees and over $50 Billion in market cap - yes, that’s how big ICICI Bank is. ICICI Bank is not just our client, but also one of our oldest clients. We have been working with them for over 3 years now. I am sure reading this, you’d have many questions in mind.
Today, a large number of companies of all sizes are shifting to a marketing-driven model wherein, they acquire customers online. The idea is to capture leads online through SEO and then convert them by helping them fill the onboarding form. Companies are using this process for both Sales as well as Customer Service.
A lot of Online/Digital sales today is being driven by Outbound Call Centers. The idea is to get a customer lead through some Digital channel and subsequently, an agent calls the customer and helps them make a purchase. The purchase is typically driven by the following flow.