The pattern behind the winding path
Every stop in my career taught me the same lesson from a different angle: enterprises don't buy products — they buy conviction, delivered by someone who understands their P&L better than their vendors do.
At Kotak and ICICI, I learned that high-trust buyers purchase the person before the product. At Radio Mirchi, I sold the idea of an audience before the ratings data existed — pure category evangelism.
At Konnect Insights, I built enterprise sales from absolute zero: no brand, no inbound, no playbook. Cold outreach into Tech Mahindra and SBI. A partner channel through Ogilvy and Kinnect that I designed and scaled to 40% of revenue. That's what selling an unproven category to skeptical Indian enterprises actually looks like — and it's exactly the motion AI companies entering India need today.
LinkedIn taught me how a world-class revenue org runs at scale: MEDDIC discipline, multi-threaded deals, forecasting you can bet on. Uber for Business is where I run that machine now — a $10M+ book where clients renew because the QBRs genuinely find them money.