SaaSBoomi

Acing Logistics : Category creation + Delivering efficiency at scale with Kushal Nahata of FarEye

Episode Notes

5 minute or 10 minute grocery deliveries?

Wait, let’s hear about the magic that happens behind all types of deliveries – be it a pizza delivery in < 30 minutes or bikes and cars delivered at your home.

Delivery service companies have been spending millions of dollars every single year to serve their customers better & make the last mile delivery as quick as possible. Thanks to the explosion of e-commerce, grocery deliveries around the world, routing solutions have emerged as a huge white space in the logistics industry.

FarEye has emerged as a leader in this category, leveraging on top-notch domain expertise in delivery & logistics with a highly configurable product. 

Their no code/low code enterprise SaaS product has capabilities which allow platforms to integrate with their upstream & downstream logistics system & get better predictability. They even provide the ability to add returns to delivery routes in real-time. 

In this episode explore with Kushal Nahata – CEO & Co-founder of FarEye as Suresh unravels their journey of creating a world-class enterprise SaaS product to reimagine the logistics industry. 

Here’s more on what you can learn from this episode.

• Your customers are getting out of business, shutting down or not having capital to pay. You have 20% enterprise customers and 80% SME customers. You’re losing 80% of your customers and you’ve recently raised a Series A, things are a little tricky. How’ll you navigate this?
• How do you split US regions and how do you allocate accounts to AEs, how much is AE’s quota,  what’re typical OTEs?
• When each of your accounts is $1mn+, how do you structure your sales org? Should it be marketing driven or sales driven?
• How do you work with an NGO-like organization to hire a good BD?
• How to get a customer without a product?
• How to close a sale without a full fledged pilot?
• How to tailor your pitch in order to achieve a shorter sales cycle?
• How’s the enterprise software purchase process if there’s no Gartner quadrant available?
• How to hire and how much to pay senior enterprise sales executives? How to set up a hiring & evaluation process for them? How to identify candidates with a startup mindset?
• How to measure the learnability index?
• Why would somebody leave an established supply chain and logistics brand and join a startup?
• Is it effective to hire sales consultants or freelancers?
• What’s the closure ratio of the pipeline, what’s the ratio of pipeline coming from marketing, BDR and sales team?

Tune in for more insights, happy listening!