The Orbit Shift Podcast

TAM, technology, team, and timing. There are the four ‘Ts’ that Ankit Sarwahi, Managing Director of Middle East Venture Partners looks for in a startup when investing in them. In our latest episode, we catch up with Ankit the MD of MEVP, one of the biggest venture capital firms in the MENA region whose portfolio companies include Anghami, Rain, and Nana Direct. Ankit talks to us about his early journey, the differences he sees in the Indian and Middle Eastern startup ecosystems, his four T’s of investing, how he communicates clearly with his founders, and his due diligence process before investing in companies. Get $10,000 free credits to use Freshworks products (including the brand new Freshworks CRM packed with AI-based lead scoring, phone, email, and activity capture) by joining the Freshworks for Startups program. Click here [https://www.freshworks.com/partners/startup-program/the-orbit-shift-podcast/] to check eligibility. About the Guest Ankit is the Managing Director of Middle East Venture Partners where he leads investments in fintech, food tech, and e-commerce verticals. He serves on the board of various startups and advises them on fundraising, organizational talent building, and new market entry. Prior to this role, Ankit invested for VC funds in India. Ankit is an alumnus of ISB Hyderabad and SRCC. Sign up for regular updates from The Orbit Shift Podcast [https://www.freshworks.com/the-orbit-shift-podcast/]. The Orbit Shift Podcast is powered by Freshworks Inc, a global SaaS company headquartered in San Mateo, California. If you enjoyed listening to this podcast, consider giving us a five-star rating on Apple Podcasts [https://podcasts.apple.com/in/podcast/the-orbit-shift-podcast/id1532934940]. Producer - Shashwath J [https://twitter.com/shashwath_j] Host - Soumitra Deshpande Audio Engineer - Arjun Pillai

In this episode we talk to Charlie Locke, sales leadership expert and Co-Founder of the SDR community, SDR Nation. We explore the key skills that SDRs need to succeed. When founders should hire SDRs, and how they can incentivize them to retain their top sales talent, and the ways in which the industry is changing. Charlie also breaks down the eight phases of cold calling and how SDR professionals can identify their weaknesses and put theory to practice to boost their conversions. Listen in. Get $10,000 free credits to use Freshworks products (including the brand new Freshworks CRM packed with AI-based lead scoring, phone, email, and activity capture) by joining the Freshworks for Startups program. Click here [https://www.freshworks.com/partners/startup-program/the-orbit-shift-podcast/] to check eligibility. About the Guests Charlie Locke is a sales leadership expert with experience in various companies such as Salesforce, Adobe, and Shutterstock. In 2020, Charlie teamed up with community building expert Michael Gagliano to build the only dedicated community for Sales Development Reps in the world - SDR Nation Sign up for regular updates from The Orbit Shift Podcast [https://www.freshworks.com/the-orbit-shift-podcast/]. The Orbit Shift Podcast is powered by Freshworks Inc, a global SaaS company headquartered in San Mateo, California. If you enjoyed listening to this podcast, consider giving us a five-star rating on Apple Podcasts [https://podcasts.apple.com/in/podcast/the-orbit-shift-podcast/id1532934940]. Host and Producer - Jayadevan PK [https://twitter.com/therealjpk] Assistant Producer - Shashwath J [https://twitter.com/shashwath_j] Audio Engineer - Rajesh Subramanian [https://twitter.com/rajeshf8]

In this episode of The Orbit Shift Podcast hosted by Founder Insititute; Ryan Micheletti, Head of Global Operations at Founder Institute talks to Lucas Fox, Head of Relationship Management, Brex, and Pradeep Rathinam, Chief Customer Officer, Freshworks about how founders can build a customer-centric startup. They talk about how to define a customer-centric startup, the best practices of customer-centric startups, and how founders can listen to their customers without moving away from the ethos of their startups or the products that they're building. Listen in. Get $10,000 free credits to use Freshworks products (including the brand new Freshworks CRM packed with AI-based lead scoring, phone, email, and activity capture) by joining the Freshworks for Startups program. Click here [https://www.freshworks.com/partners/startup-program/the-orbit-shift-podcast/] to check eligibility. About the Guests Lucas Fox - Lucas Fox was born in Rio de Janeiro, Brazil, but spent his adolescence in Madrid, Spain, and London, UK. In 2018 Lucas joined Brex, a >$7b startup reinventing the B2B financial services space. At Brex, Lucas helped start the recruiting team and scale the company, then he moved into a go-to-market role to lead the launch of Brex Cash, and most recently has built a Relationship Management team responsible for existing-customer revenue. Pradeep Rathinam - Pradeep Rathinam is the Chief Customer Officer at Freshworks post-acquisition of AnsweriQ by Freshworks. Pradeep was the Founder & CEO of AnswerIQ, a Seattle-based artificial intelligence company in the customer service automation space. Prior to AnswerIQ, Pradeep was the CEO of Aditi Technologies, a leading cloud services provider, and led the company to a successful sale to Symphony Teleca, a PE firm. Sign up for regular updates from The Orbit Shift Podcast [https://www.freshworks.com/the-orbit-shift-podcast/]. The Orbit Shift Podcast is powered by Freshworks Inc, a global SaaS company headquartered in San Mateo, California. If you enjoyed listening to this podcast, consider giving us a five-star rating on Apple Podcasts [https://podcasts.apple.com/in/podcast/the-orbit-shift-podcast/id1532934940]. Host and Producer - Jayadevan PK [https://twitter.com/therealjpk] Assistant Producer - Shashwath J [https://twitter.com/shashwath_j] Audio Engineer - Rajesh Subramanian [https://twitter.com/rajeshf8]

"Revenue is vanity, profit is sanity, but cash is king" is the mantra that Alex Theuma repeats to us when quizzed about some of the learnings he has had as the founder of SaaStock — one of the largest SaaS conferences in the world. Join us as Alex talks to us about why building a community is important for startups. He also walks us through his career and how he grew a SaaS blog meet-up into the global conference SaaStock, some of the mistakes and learnings he made in his career, and how to build and scale a community. Get $10,000 free credits to use Freshworks products (including the brand new Freshworks CRM packed with AI-based lead scoring, phone, email, and activity capture) by joining the Freshworks for Startups program. Click here [https://www.freshworks.com/partners/startup-program/the-orbit-shift-podcast/] to check eligibility. About the Guest Alex Theuma is the Founder & CEO of SaaStock a conference to help SaaS companies get traction, grow, and scale. Alex launched the conference in 2016, building on the popularity of his blog and podcast for SaaS founders and initial SaaS meetups in Dublin, London, and Berlin. Sign up for regular updates from The Orbit Shift Podcast [https://www.freshworks.com/the-orbit-shift-podcast/]. The Orbit Shift Podcast is powered by Freshworks Inc, a global SaaS company headquartered in San Mateo, California. If you enjoyed listening to this podcast, consider giving us a five-star rating on Apple Podcasts [https://podcasts.apple.com/in/podcast/the-orbit-shift-podcast/id1532934940]. Host and Producer - Jayadevan PK [https://twitter.com/therealjpk] Assistant Producer - Shashwath J [https://twitter.com/shashwath_j] Audio Engineer - Rajesh Subramanian [https://twitter.com/rajeshf8]

Revenue operations or RevOps is a key growth engine that a startup needs to put into place to become a scale up. The RevOps engine helps companies streamline their sales processes and their commission and incentives payouts. In this episode, we talk to Siva Rajamani the Founder and CEO of Everstage. Siva tells us about when startups should look to build a RevOps function, the talent that founders should look to hire for their RevOps teams, the key goals and metrics RevOps teams should track, and how the RevOps teams are evolving. Get $10,000 free credits to use Freshworks products (including the brand new Freshworks CRM packed with AI-based lead scoring, phone, email, and activity capture) by joining the Freshworks for Startups program. Click here [https://www.freshworks.com/partners/startup-program/the-orbit-shift-podcast/] to check eligibility. About the Guest Siva Rajamani is the founder and CEO of Everstage [https://everstage.mxspruce.com/60d8bd41ca86e368fbb54f3b/l/EuKc48dH23eMJ4TA9?messageId=MgFDStzUscE9o8ovo&rn=i4WYoRmch5WYKBCa0F2doNXYoNlI&re=i02bj5ycrJ3b3h2clJnZA5WYoRmch5WYq5Ca0F2doNXYoNnI&sc=false], a no-code sales commissions automation platform. In a short span, several fast-growth companies and unicorns have adopted Everstage to motivate and drive the performance of their customer-facing teams. Previously, Siva ran the Revenue Operations globally for Freshworks and led a 25-member team. Sign up for regular updates from The Orbit Shift Podcast [https://www.freshworks.com/the-orbit-shift-podcast/]. The Orbit Shift Podcast is powered by Freshworks Inc, a global SaaS company headquartered in San Mateo, California. If you enjoyed listening to this podcast, consider giving us a five-star rating on Apple Podcasts [https://podcasts.apple.com/in/podcast/the-orbit-shift-podcast/id1532934940]. Host and Producer - Jayadevan PK [https://twitter.com/therealjpk] Assistant Producer - Shashwath J [https://twitter.com/shashwath_j] Audio Engineer - Rajesh Subramanian [https://twitter.com/rajeshf8]