India SaaS momentum (foreword): Indian SaaS ARR ≈ $17B in 2026, tracking toward ~$50B by 2030.
2025 funding snapshot: $1.61B into Indian SaaS.
Structural drivers: Talent density (reverse brain drain), a deepening domestic market (domestic software market ≈ $20B heading to $100B by 2035), and improved capital access.
AI adoption: ~90% of early-stage startups launched an AI feature in the past year; >60% of previously “pure SaaS” companies evolved into AI-enabled platforms.
Theme: India shifting from cost arbitrage to innovation advantage.
2) How to crack Global SaaS Sales (Sashi Narahari, HighRadius)
Key lessons:
Founder-led GTM early — one founder must be the best salesperson; don’t assume a hired CRO will automatically scale business.
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Example/company facts: HighRadius — AI finance platform, founded 2006, serves 800+ global companies.
3) Building products enterprises actually buy (Dheeraj Pandey, DevRev)
Core ideas:
Customer support as profit center — combine software + human support to deliver enterprise-grade outcomes; Nutanix example: NPS from ~72–73 to 90+ while scaling to $1.8B software revenue.
Founders as capital allocators — understanding income statement / balance sheet is architectural.
Start small; let customers pay as they grow — align pricing so customers “start small and pay as they scale.”
Horizontal generic software isn't enough — language, localization, and regulatory context matter (porting/UX to local languages, tax/accounting rules).
Company facts: DevRev is AI-native DevCRM; backed by $150M+.
4) Unlocking TAM expansion (Bhanu Chopra, RateGain)
Playbook:
Begin with a niche (<$100M TAM) and expand via adjacencies — RateGain moved from price-comparison niche to an estimated $7–8B TAM and sees potential to reach $90B when adding mid/back-office travel tech capabilities.
Outcomes > Features; Price for performance — pivot pricing to outcome models when possible (e.g., taking 10–15% of booking revenue).
Match GTM to ticket size and buyer savviness — six-figure+ tickets justify field sales; progressive OTAs can be PLG-like even in enterprise.
3 parameters for local vs global: audience savviness, localization need, ticket size/pricing.
Company facts: RateGain — founded 2004; 3,200+ customers, 700+ partners across 100+ countries.
5) Building SaaS that delivers efficiency at scale (Kushal Nahata, FarEye)
Highlights:
Category creation = selling the problem — when category doesn’t exist, buyers use manual workarounds; education and conviction (even taking risks like provisioning devices) are required. Example: FarEye bought 500 smartphones to prove feasibility to a logistics customer.
Use customer journey data to choose segments — FarEye observed 15–18% churn among startups vs sticky large customers; they chose to focus on enterprise even with longer cycles.
Vertical depth creates defensibility — vertical SaaS can capture higher share and expansion (NRR/expansion).
Culture: prioritize customer issues over chasing new deals — choose to fix customer complaints over signing new deals.
Company facts: FarEye — founded 2013; serves 150+ customers in 30+ countries.
6) Building with AI — founder takeaways (multiple speakers)
Key points:
Think long term (AGI perspective) — design back from a 10–20 year problem; focus on human roles to copy/replace.
English = new programming language — prompt engineering and expressive prompts are a competitive advantage.
Start with semi-autonomous agents (co-pilots), then push toward autonomy — two lanes: internal efficiency (VIP coder) and external productized agents.
Generative AI transforms UX — makes complex systems conversational and accessible.
Avoid AI hype; use AI where it’s a genuine building material.
Operational implication: treat AI features as material in product/metrics and design pricing and reporting accordingly.
PMF time in new markets: 4–5 years to meaningful PMF.
Jul 13, 2026
Yanis Varoufakis | Closing Keynote | Thursday 18th June 2026 | Web3 Foundation
"Politics is who does what to whom... who has the power to do to make you do stuff." Yanis Varoufakis 00:02:36 https://youtu.be/WZeuKyUs9hM?t=2m36s "We have created machines and machinery—network machines—that are not produced means of pro…