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What is different about building food supply or demand inside talk about either side as compared to a consumer business here will be touched upon a few things anything else that jumps out at you. So I would say the only other thing that plays very differently is that in a consumer. It's a single decision maker and he can be making at any time of the day or whatever you like stuff. But I mean the entire decision-making I think in businesses that decision making is little more complex and that is also one of the reasons I think while back in 2001 there was a belief that B2B will Be a bigger thing and there's a lot of companies that are originated and but be to see happen faster just because there is a single decision making process right? I think this is the time when we to be will happen lot more faster because that basics of the technology oriented commerce's as well established. And now you have to navigate the process part of it. So we navigate a lot of the process part of business decision-making combined with the comments engine to make it happen. So so that I think is is one of the big differences in a B2B transaction versus the consumer. The second thing that comes out is a Like consumers at lot more non frequent buyers. However, do you buy on Affleck are toriyama's on businesses are typically not more frequent to and yeah, you cannot have a bad business customer. So you can afford many have that excuse. You cannot generate I think consumer companies can get by the millions of consumers few hundred to be bad but for us because the universe of businesses we work with is less therefore focus on every single business customer is lot higher is that Network effects here to they talk to each other? Or getting more Supply gets more demand kind of situation are absolutely but it builds more over a period of time because it's about creating a brand name. It is about creating the reference Network because these companies are looking for references. So the network effects are more on the referential because people are looking at who else in their Community is using a similar solution and they will call that person and ask for what are the benefits because inherently as compared to a consumer a business will be little more risk-averse because consumer is taking a chance on himself and he's probably getting 1,000 2,000 Rupees. Are that volume is higher and people's professional career may be at risk if you don't do a great job, right? So those are aspects that one needs to be clear clear of I mean early days. We were asked a question what happens if you shut down like I move that dieting to you guys and you shut up and I'm like, I'll be in a big soup, right? So you have to solve for those kind of questions, which you don't have to solve any that the most important question. I mean, I think I was telling myself. So I told them that we are in the space that you IV understand. And I appreciate that you are changing your business buying Behavior, which you have not changed over the last 70 years working with us. And that's a big opportunity you are giving to us and we are going to be committed for next several decades to work with you. So I think are going in value proposition both as a personal skin as and as organization skill skin in the game was that we are going to be around for next decades working with you, which is a very different level of rubbish that you are making now. I wouldn't say that we have the entire funding to say that will last several decades but at least As an entrepreneur as a teenager addition to last several decades absolutely complete edition that yeah, the other difference is help us understand the cash flow cash Cycles in a B2B business. How is it different from a b2c like animals pay up front and then go get the products house at dinner in your particular business. So I think it's a simple we have we have to always see what is the usual cycle that happens. And then how do we as startups firstly might be aligning ourselves to the usual cycle and then probably changing it, right? So consumers always have been used to paying up. Runt and then buying a product. So therefore it was not very difficult for every startup or internet company to just mimic that beaver in businesses case speed businesses are used to following payment terms, which can be 30-day. 60-day. Whatever is the payment cycle. They are currently used to so firstly as a business you have to align towards that as a normal mode of working because otherwise there is a friction created so we had to align towards that and now with there are a lot of possibilities as you grow in size that you can completely start to change that behavior or have financing options as the financing what's ecosystem to think. This particular case. Absolutely absolutely because you you got to start with what is the normal behavior? And then how do you start to change it over a period of time? Yeah, because you know, I was we got a different question. Yeah. So I mean one for the B2B businesses which we've seen I think more gleeks is over addiction technology to a very large extent coming your unique USB to the module to the market has been that you know, we are Tech first B2B marketplace, right? So can you tell us a bit about you know, what is that unique positioning? So you had a bunch of computers were competing against you when you started and a lot of them. Fell off and you succeeded against them and they worth I think it was a technology or was it something else or I mean it was maybe about technology given explain a bit. So I would say that it is definitely a combination of one strong commitment towards the sector which enabled us both on our sales supply chain and technology and I think technology sometimes we think of it as a software platform, but I think it is also about technology first thinking because technology first thinking to me is you're starting to anytime a problem is thrown to you you are applying how can I solve it is with How can I build it scalable and then how about eight of efficiencies that may generate right? So I think that is one of the core principles that we are able to for every problem and challenge that is thrown at us. We do apply the technology first thinking we are still thinking of commitment towards the sector and we are building supply chain and sales organization around that I think given my background and quite a few of the leaders who joined technology was like literally the blood of the organization right as opposed to many of maybe our PR site who may come Um different background. So I think it's a more natural Flair which comes to us that we want to think about technology way of doing it one question on that on the consumer-facing technology side with the property to build how difficult or easy it is for you to have been to get customer adoption to take place. Like this is not easy. It takes time. It takes a few Cycles to get the hair and because there can be people who may insist on delivering either a supply chain or other value propositions first before They want to experience and change their behavior. Right? So I think what is interesting about India, I I believe is which is both I think good and bad in some shape or form that we are a fairly heterogeneous country. So every individual will think differently so there will be people who will be more latching onto that. I want to use a technology there can be people who would be completely anti-drug. So there is always a set of customers who will like one approach versus the other and I think as The ecosystem develops as the your brand develops. I think now when we go into the customers we are able to lot more demonstrate and say this is the right way of going about it and then they listen to us because we go and tell them that this is how 400 manufacturing plants are working with us. And this is the new now and this is exactly how you should think about doing the chain management. This is how you should think about technology data Supply chains on so forth. So now having built over a period of time a credibility. I think it becomes easier in the early days. Yes, we have to follow all depending on the customer. We have to follow different. Routes to get there, okay. And maybe just follow up on the other product front. Who how did you figure out? Who is the product manager? Do you did you hire someone will use the space or or how do you figure out what's the product to be built here? So I would say that again. We've been fairly lucky punk who is our head of engineering. We is awesome our leader in terms of he can build anything under the sun. That's that's awesome expertise required. So whether it was thinking about sap thinking about SAS products thinking about supply chain problems thinking about It's a problem so he can build anything reason he is very very strong engineering leader for us. And I think combined with the business expertise. I wouldn't say that we have really a product yet still we are still finding the we're trying to find the perfect product guide but between intervals or you encouraged me Business Leaders combined with packages are able to bridge that Gap. I think that is we talk to because we are solving business problems, right? So understanding the business problem. I get kind of coming up with a skeleton structure of what a product may look like. Once we have that skeleton structure. We have a team which can translate it to life. So any other nuances on building the team here for a B2B business, I would say that one of the biggest nuances for us was it was not a sexy sector to attract talent. I mean in 2015, we have all known the boom and and then the bus cycles of the subsequent year. So either you're fighting the basic fact that there can be more sexy shiny money-losing company's consumer companies being built or you may Pirating whether the startup as a sector from the stability remains attractive and we started our headquarter still continues to be annoyed her eye. So yes attracting Talent is always a challenge. However, I think the good part what has happened with us is that we have been able to attract the people who are really passionate about the sector versus people who are just sort of flying or hopping from one side to the other every tired from the sector or from the expert experts in the industry or any such such requirements or so be hide from a combination of manufacturing and Technology sector. So we between a team leader quite a few of them have spent time at manufacturing company, but have also spent time with a technology company. So people there were people from Tata steel. There are a lot of people which comes from the newgen new age Commerce companies whether it is Amazon whether it is PTM Snapdeal so on so forth. So so that is where we have been able to bridge the mix of people across the two seconds sector and Technology. Those were mostly the questions. I had anything else Frank, what would we? Advice to anybody starting off in the sector or thinking about writing often sector number one advice. So to be difficult, so I would say the number one advice would be that you got to be in for a long haul and committed to the sector. This is not a fly-by-night sector because you will not be able to credibly demonstrate value. There are customers. We talked to years back and after two years they have become customers for us because they wanted to just see that will be will be be around and if you are not committed for Long Haul all then I don't think this may be the right sector for the founders. It was a lot of patients are advised constantly talking to your customers showing my committing time and energy into the sector. I mean, whichever sector you I mean like our commitment to its manufacturing sector is like all over the dimensions that we commit and spend time on building the sector whether it is spending time with Automotive chemical for Mom still mining all of the sectors. We are spending time on how do we grow the industry how do we build ideas have enough acting up right one last thing so if you were to change something Go back in time and make some different decision about how you did certain things. What would one of those things would be so I wouldn't say that there are any specific about busted not change. That is I think one thing would could have helped the GST happened when you're uglier that could have been helpful if I was to go back and think about it's a big enabler and I think without that the number of friction points, we would be solving would continue to slows down. So our ability to scale definitely have accelerated. But I think we just got lucky that still GST happened. So it's a perfect moment for a B2B company to happen in the country.