568th 1Mby1M Entrepreneurship Podcast with Abinash Saikia, EnCloudEn (Part 4)

Abinash Saikia: I had learned a lot of stuff. There are three things you could do. LinkedIn is one. Second is, if you have a connection, that is even better. What also works are cold emails. It has worked in my case. If you have the right message to the right person in the company, you get noticed. The hit rate is not very high. At the same time, if you have the right message, email also works.

Sramana Mitra: LinkedIn is a very good tool to research who are the right people you need to get connected to. The warmer the introduction you can get, the better. Cold email and cold LinkedIn work, but if you can work your network, that is always a desirable way. The point that you are making is that cold contact also works. If you have something relevant, people are willing to talk to you. There is a bit of a playbook.

Abinash Saikia: The point is just so people won’t hold back.

Sramana Mitra: You’re right.

Abinash Saikia: If you believe that you have the right value proposition, cold email will work. Just make sure you don’t hold back.

Sramana Mitra: Talk to us about where you got the traction for acquisition.

Abinash Saikia: As I said, it was through the connections you provided and from my investors as well. I spoke to a number of people. We spoke to a lot of people. We were talking to a lot of senior folks. They had their own perspective. Interestingly for this to happen, you need to tick 10 boxes. You should have a valid value proposition. A lot of these boxes have to come together for an acquisition to happen.

With Quantum, they were looking at the space that we are in. We were a big unknown. We were only in India. Once I reached out to them, the conversation started. Our value proposition was very impressive even from the first meeting. You’re going through this phase as an Indian company. You start conversations. They don’t know you. You don’t know them. There’s a lot of skepticism as well. The story that we had and the value proposition that we were able to show were exciting to them.

We did a very good job in terms of really researching and understanding what each of the individuals that came to the meeting were looking for. We were able to bring those to the meeting. I would like to credit my co-founder. He did a fantastic job in building the presentation. We did a lot of research about what they were looking for. We were able to align the message very well to what they were looking for.

Then initially, we had a few conversations. There was a gap, but the conversations rekindled again. This time, the conversation was in the direction of acquisition. You go through the process. We had multiple meetings with all the stakeholders.

Sramana Mitra: These were all Zoom meetings?

Abinash Saikia: Yes.

This segment is part 4 in the series : 568th 1Mby1M Entrepreneurship Podcast with Abinash Saikia, EnCloudEn
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