Positioning, pipeline, trade shows and AI — written for IT services firms and product companies selling to the US, UK and Europe.
After recording with Ashim Goldar of Skywinds Solutions, here's my own read on why IT sales in this market still turns on relationships — and where AI genuinely helps.
7 min · from EP 01
SalesRecording with Sharavan Rajpurohit of The Intellify reinforced a pattern I see constantly: every scalable channel arrives after the first ten customers, never before.
8 min · from EP 02
PositioningRecording with Shubham Maloo — a Chartered Accountant who became a content creator — clarified something I work on with almost every technical firm.
6 min · from EP 03
PositioningRecording with Vivek Shah of Capermint Technologies about game development surfaced a question every Indian services firm eventually faces: keep selling hours, or build something you own?
7 min · from EP 09
AIRecording with Pallav Purohit of Bombay Softwares about building an AI practice inside a services business. My own view on where the line falls.
8 min · from EP 06
PositioningOpen the sites of four development companies in the same city side by side. Most people can't tell them apart. Neither can their buyers — and that has a price.
24 July 2026 · 6 min
EventsBooth, flights, visas, shipping, and four people out of delivery for a week. Here's the real arithmetic, and the version of this channel that works.
17 July 2026 · 7 min
AIAlmost every firm I walk into has the subscriptions. Very few have changed a single workflow. The gap isn't the technology.
10 July 2026 · 5 min
SalesEvery founder I've interviewed got their first ten the same unscalable way — and every one of them wasted time trying to skip that stage.
3 July 2026 · 6 min
Global clientsSelling from India to the West is a trust problem before it's a marketing problem. Almost all of it is decided before the first call.
26 June 2026 · 7 min
PositioningAfter enough engagements the same three problems show up in the first conversation, regardless of size or specialism.
19 June 2026 · 8 min
One a week at most, and only when there's something worth saying.
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