INSIGHTS Podcast Series — #19: Narayan, Power2SME on Building a B2B marketplace for India

We continue with our discussion on building for India in the #INSIGHTSpodcast series and in this episode, we focus on selling to manufacturing SMEs. To talk about this important topic, we have Narayan, Co-founder of Power2SME, a “buying club” for SMEs. Narayan is a serial entrepreneur and before starting Power2SME, he was the founder & CEO of Denave, India’s largest technology powered sales enabling services company. Previously he held various leadership positions in companies like Oracle and Microsoft.

On this podcast, we discuss the need for a “buying club” for the Indian SMEs, the role of credit in the economy, the life of a few and inescapable market effects:

Identifying a value proposition that can scale
– Solving the right problems — choosing a problem which is a real pain point for customers
– Importance of aligning with the interests of all players in the ecosystem

Building out the marketplace
– Building out a marketplace for large sellers and small buyers
– How is the market structured, and the quality of supply in India
Onboarding small unorganized players onto an organized marketplace
– Turning Skeptics to believers — getting your first large seller to take you seriously

Working capital for SMEs
Challenges with getting credit for SMEs and the challenges for banks to — underwrite and service SMEs
– Why is working capital a big issue for SMEs? Potential for innovation
– Taking on risk with NBFCs to enable credit for SMEs
– The ILFS, liquidity crunch and how the credit system operates

Lessons learnt from running a startup
– The ups and downs of running a startup — dealing with market effects
– Effects of policy and regulation on business and SME
– Diversification of portfolio of customers and lenders
– Advice for startup founders — the importance of building a strong leadership and mentorship network


Accel shares such interesting entrepreneurial stories, with informative nuggets to run and scale your startup. Follow the links below and subscribe to our #Accel #INSIGHTSPodcast Series using the following links: iTunes, Twitter@Accel_India, Google Music: (US & Canada Only)and the RSS feed

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INSIGHTS Podcast Series — #18: Rahul Garg on building Moglix — a B2B Marketplace for MRO

We continue with our discussion on building for India in the #INSIGHTSpodcast Series and in this episode, focus on building an eCommerce company for Industrial India. To talk about this important topic, We have Rahul, Co-founder of Moglix, a B2B marketplace for MRO (Maintenance, Repair, and Operating Supplies). Before starting Moglix, He has held various leadership positions at Google in Asia Pacific and is a graduate of ISB and IIT Kanpur.

On this podcast, we discuss building a B2B marketplace for the Indian Industry:

  • Choosing the problem — How do you think about the problem to go after? How do you evaluate B2B market opportunities?
  • Importance of market size and, conversely in especially large markets figuring out what is the value proposition and the market-segment you can address with this value proposition
  • The chicken and egg problem — what comes first in a marketplace — solving for what comes first on your platform — identifying the size of buyers and sellers and determining the build-out of your marketplace
  • Contrasting between B2B and B2C — buying behavior and differences in customers
  • The difference in the decision-making process of B2B and B2C customers and ticket size changes and the way the product must be built out
  • Cash flow — B2B runs on credit while a B2C is on cash being paid upfront; rethink cash cycles for your business
  • Winning in the space — How Moglix is building a well-loved and resilient business
  • Building a tech-first marketplace to handle scale in the future
  • Surviving the initial few years and emerging as a leader in the space
  • Hiring the right talent for the team, and hiring for B2B
  • B2B businesses are not glamorous — finding the right talent means finding people with a passion for the business and the problem you are trying to solve
  • Hire a diverse group of people who bring complementary skill sets to your team — juggle responsibilities till you find the right hire for the role

In the next few podcasts, we will dive deeper into startups in the Indian Business Sector. If there is any feedback on this podcast or questions for the next set of episodes, please do share as a comment below or tweet us at @Accel_India


Accel shares such interesting entrepreneurial stories, with informative nuggets to run and scale your startup. Follow the links below and subscribe to our #Accel #INSIGHTSPodcast Series using the following links: iTunes, Twitter@Accel_India, Google Music: (US & Canada Only)and the RSS feed

INSIGHTS Podcast Series — #17: Prayank Swaroop on exciting startup opportunities in the Indian…

We continue with the #INSIGHTSpodcast Series and in this episode, we focus on tackling the Indian market, why selling to Indian businesses is an exciting untapped opportunity and how one can build for India. To talk about this important topic, we have Prayank, a Principal at Accel who invests in B2B, Consumer Brands and Fintech. He has invested in multiple startups solving problems specifically for Indian Businesses across sectors.

On this podcast, we discuss building for the Indian Business and how to go about building it out:

  • Indian Business Sector — Why it is an exciting space to build technology enabled startups
  • Picking a sector — What to look for and things to be wary about while picking a sector
  • Handling capital in a B2B business — payment cycles, working capital and managing your finances
  • Dynamics of a marketplace — Building supply, demand and building robust marketplaces

In the next few podcasts, we will dive deeper into startups in the Indian Business Sector. If there is any feedback on this podcast or questions for the next set of episodes, please do share as a comment below or tweet us at @Accel_India


Accel shares such interesting entrepreneurial stories, with informative nuggets to run and scale your startup. Follow the links below and subscribe to our #Accel #INSIGHTSPodcast Series using the following links: iTunes, Twitter@Accel_India, Google Music: (US & Canada Only)and the RSS feed

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