Neil Patel

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Gaurav Sharma has already started and sold multiple businesses. His latest venture is shaping up to be his largest venture so far. It has attracted funding from top-tier investors like Amit Agarwal, Allison Pickens, Sequoia Capital, and Base10 Partners.

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About Gaurav Sharma:

Gaurav Sharma is a product guy (and a techie) who loves working on disruptive ideas related to B2B & Big Data space. He is passionate about building new marketplace-based businesses and viral user acquisition.

Gaurav strongly believes in Lean Startup methodology and spends weekends working on different hacks and prototypes or talking to first-time entrepreneurs.

After a short stint at an Investment bank, he founded a social media advertising platform with a reach of 100 million Internet users.

In the last 6 years, Gaurav has founded (or co-founded) 4 companies – a financial game portal (100,000+ univ students), a social media advertising platform (60,000+ publishers with a reach of over 100 million users), a Pinterest analytics tool (acquired by LA-based, Science Inc), and a visual media advertising company (acquired by NY Times).

Gaurav is also an active angel investor and helps education institutions with their entrepreneurship programs.

Currently, he is running a US-based SaaS startup studio called SaaS Labs, Inc, with 130K businesses as users and a team of 70.

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Connect with Gaurav Sharma:

Read the Full Transcription of the Interview:

Alejandro Cremades: Alrighty hello everyone and welcome to the dealmakerr show. So we have a really amazing founder today a repeated founder I mean he say sold quite a bit of companies here and today now what he’s doing is he’s a rock. He’s building this rocket ship but very inspiring how he came from India you know selling his company came to the Us. . now back in India but a remarkable journey for sure. So I guess without further ado. Let’s welcome our guests today garav sharma welcome to the show.

Gaurav Sharma: Hey thanks having me.

Alejandro Cremades: So originally born there in India you know you grew up there. Your father was there in in the air force and you know that kind of like a triggered moving you know across the ah the place you know across the the country but but give us how walk through memory lane. How was life growing up.

Gaurav Sharma: Ah I think growing up for lookback. It was pretty pretty fun because my dad was moving every three years to different city. So it was always making new friends leaving some behind and making some new ones I was pretty active in sports and then. But I was like 15 got got influenced by a news that sort of changed my life a good um you know so so so sabi vaia again. He is like an indian american guy he sold hotme to Microsoft and I read this news that hey. Indian guy sold a company for $400000000 and I didn’t know what $400000000 mean that time but I knew that it’s ah it’s a huge amount and then I started searching like why this guy and how did they do that so I figured that he did something on internet and that’s how I told my dad that hey dad I need and need a computer and I need some internet then we figured it was all die is all di you know internet 26 k pbs speed. Um, that’s what I got access to and I just got hooked to programming an internet in journal at that age. So.

Alejandro Cremades: And I guess before before you know programming and and the internet you know how? how would you say that it shaped you who you are today because I mean when they all the traveling and and and moving you know across you know the the country with your dad because. You know, making new friends. You know the unknown on certainty I’m sure that that helped you a little bit too with dealing with the unknown you know now as an entrepreneur.

Gaurav Sharma: Um, yeah, hundred percent ah you know you you making new friends and you’re leaving behind friends is both are different emotions right? So you at at a very early age I sort of started learning like how how it’s okay to leave things behind and how it’s it’s okay and it’s so good to find new people. Um, so so that openness to diversity and openness to learning new things that made me by default lifelong learner. So I even add. Um I’m 34 now and I’m still sort of. On weekends I’m still learning. What’s what’s new in ai. What’s langedin like we’re still writing code love to travel a lot. Ah so that definitely influenced and designed the way I am in a way like how I look at life in journal.

Alejandro Cremades: Now for you I mean you were talking about it. You picked up programming at 15 then you started getting into the whole computer thing and then and then eventually you know what happened is that you started getting into the blogging thing. So what? what happened there because I mean obviously you even. Collected checks. You know we are your mother because you were not allowed to collect any money because you were under eighteen I mean that’s that sounds pretty amazing.

Gaurav Sharma: Yeah, um, so because so the blogging blogging happened very naturally it’s just I was writing code and I obviously started searching for answers for some of the problems they were getting into and some of the problems I was solving myself so I started writing about those things. Like hey how do how to write this code how to write that code I figured I don’t know how popular or code was in in in us. But in India ah could which was a Google Google product before Facebook that became pretty popular as ah, it was a social media website and there were a lot of. Profiles getting hacked. So I figured like how those profiles are getting hacked so as ah um as ah as a quoor I published a lot of code on like how not to get your profile profiles hacked or everything so that so because of that the blog really picked up and obviously I was using Google adsense which are sending me checks to my. To my house and obviously in my mom’s name because I was I didn’t have an and but bank account and probably that’s how my parents like were happy that. Okay, this guy is not wasting time on computer because before that they were always worried that this 2 is like awake till six a m. And has internet and is growing up and what he’s doing on internet.

Alejandro Cremades: That’s incredible now. Eventually you go to college and you know that’s the time where you started now taking it even more serious building companies. So what were you building there because I mean that they ultimately you know landed you an offer you know to work at an investment bank.

Gaurav Sharma: Yeah, ah college was such an amazing eye-oper in the sense that the kind of access I got to um, better computers and faster internet. Um and and peers obviously very smart peers to to work with and sort of. That whole competition of doing something awesome. All the time was always in our mind. So I built this virtual stock exchange to let people let students learn how to trade stocks and community on both indian market and and us market using real time. Ah. Price data. Um, so it was a complete I mean if you won’t I mean it was as real as a real sort of stockbroker website and it became really popular like all the indian top these schools technology schools in India in Singapore in Germany and some of the college in us they starting using it so we had about 100000 students playing on that learning stock market every day. Ah, and that became pretty popular back back that time and that got me and and offer I didn’t have great scores okay scores but not great scores. Ah, but even because of the the work I was doing I got an offer from investment bank and I joined them and worked there for three months

Alejandro Cremades: And I guess what did you learn about the investment bank in there that day or corporate that you didn’t like so much because I mean eventually you know you gave that up and you went back at building and scaling companies and never ever worked for anybody else.

Gaurav Sharma: Um, yeah, it says that fulfillment right? I mean you not seeing your what impact your business your your work can do. And international bank and when you are at the analyst very early stage. You just log like anything is log like you’re like working 121314 even 16 hours a day and then you don’t see any value of your work. What’s amazing about this whole programming thing is you you write some code you work for. 10 minutes 20 minutes to build something and can see those things in action and someone oversees miles away using your product and getting some value I think that feeling of someone unknown using your product and probably liking it getting some value I think that’s that’s unbeatable. So I didn’t get any. Any fun out of the work I was doing at the investment bank. Although the money was good. Um, but but I used to work like 15 hourss and then used to go back. My to my place but used to build things over during the whole night sleep like couple of hours and then back to office again at Nine Zero am ah and one fine day. I woke up and there was this aust Australian customer who who transferred like $500 for this random stuff I was building. Ah and I was like I think I can I can I can live with $5 even um, you know for a month also so like hey I can I can pay for myself. So I don’t need a job so that’s how on, um.

Gaurav Sharma: Very special day which is like independence day of India fifteenth August I put in my papers and and decided to move to Bangalore.

Alejandro Cremades: And so then moving to bangalore you know you eventually started pinuff and then you know that’s essentially the ticket that got you into the us. So what were you guys doing at pinpuff and how did the acquisition by Science you know happen.

Gaurav Sharma: Sure I mean moving to banglore I started actually another company who logged for almost one and a half two years um I committed a typical first time entrepreneur mistake I didn’t charge much for my product.

Gaurav Sharma: I I had scale but I didn’t monetize that well right? but eventually stumbled upon this idea to build analytics product for Pinterest because it was speaking up back then Twenty Ten Twenty Ten twenty ten twenty eleven ah so pinppo was an analytics product for first of its kind for pinterest which went viral. It got covered by matchable and all those big big sort of publications and we got like hundreds of thousands of of users and a lot of agencies and brands behind us to open up some some paid paid thing. We didn’t have any paid option but we just had our waiting list so we had 4000 people ready to pay for it. And that’s how the whole one day I got and got an email that hey please connect us to the Ceo I was only guy I was always I was the only guy running it so I got an email at contactatpinnpop.com then I waited 5 minutes connected myself through that email that okay let me connect to to the Ceo. So I replied from other email that yes, I’m the Ceo tell me and we we had a long discussions for a couple of weeks and then finally after all the discussions back and forth. Ah finally on. At 3 hree m in one fine night I I woke up my parents and told them that hey I sold what I built and I’m moving to us in next couple of weeks ah I shouldn’t have worked in the path book and then I’ve had three m the wo up with this shock.

Alejandro Cremades: My God What it? Ah what? what did they say? what was what was the reaction.

Gaurav Sharma: Obviously they were shocked at three M like what happened and they took some time to even understand that and in the morning or a morning tea. They asked me again like what exactly your told last night and then I gave them an an answer and they were like they were definitely happy. Because I saw me working really hard without expecting any sort of results out of it. Genuine hard work and getting that happiness out of people using your product so there was there was never never a money angle into it and all of a sudden when all your hard work sort of pays off in one shot. I Think they were definitely happy for me.

Alejandro Cremades: And why why did you want it to come to the Us.

Gaurav Sharma: Um, ah like why not I think I’m I’m a I’m ah I’m always open to always open to traveling right? I mean I and and us has always been this kind of a it’s kind of a dream for every tech entrepreneur I guess. Ah, you know and this whole Silicon Valley Silicon Valley like you always hear about that the big stories and everything I felt all the products that I built from day one. They were mostly very global in nature. Um, so we I always had I always talked to a lot of us folks while growing up like 15 from the age of 15 I started building things I had talked to so many people from us so I had this fascination for you as that. Okay I think us is this land of sort of dreams. So probably I can go more to us and make something do something really big. There. You know like when I was struggling in my struggling phase. At one point I even felt that hey I think this entrepreneurship thing I can’t do so let’s start giving these gmat you know taking these gmad exam or paper and and probably score some scores and probably get into an education some some school in us I mean there was not that was no plan I was planning for that and when thequisition happened. Ah so.

Alejandro Cremades: Got it. So so obviously the transaction happens in this case, you arrive in the La area. How was how was that was it was it like a culture shock all all of a sudden you know you were in your twenty s you had sold your company.

Gaurav Sharma: Yeah.

Alejandro Cremades: You were you know now in the land of opportunity. How was that for you.

Gaurav Sharma: This is something I was talking to my coach as well. Recently that for some reason I don’t have the extremes of the emotions. Even if it’s a happy moment if it’s a sad moment I never fluctuate between the emotions I was like the same poker face landed in l a and I was like okay, whatever. But internally it was it was for the first time after a very long time I was feeling okay, okay, I’ve done something would help and I’ve got this opportunity ah to do to move to us all the way and do something big hair right? So it is not a culture shot because probably we we high god should expose. To 3 3 hollywood through music you you get exposed to to us in journal very early on right? so so I was not really that was not really a shock for me I think the shock for me was when I when I went I abroad for the first time and I was I went to Japan tokyo for some time before going to us or I it like. I think when I was 17 that’s when I did my first international trip. So I think Tokyo definitely was a was a culture shock for the first time I was seeing all these big buildings and and you know like everything. So so when I moved to us I think it was not a big big change but it was definitely happy. Happy state.

Alejandro Cremades: That’s awesome now for you. You know as they say once an entrepreneur entrepreneur always an entrepreneur So this transaction happens the integration happens and then you find yourself launching Hello society. So what were you guys doing at Hello Society. Okay.

Gaurav Sharma: Sure so hello society we sort of built that for that time the largest influencer marketing platform. We signed up all the top interest and Instagram influencers. And we gave them a platform and we gave a platform to the brands to connect with each other and run campaigns. So we worked with all the fashion brands and Polo and studios to run a lot of campaigns on Instagram and and pinterest I mean these days influencer marketing is pretty big. We did that 10 years back through that about. About a fifteen odd million and and and got not exited think had I started that this today I mean would have been a bigger story I guess.

Alejandro Cremades: And also bootstrapping you know, Obviously what you’re doing you know now is same.. It’s a little bit different because you guys have raised a little of money you know, even though you bootstrapped for a while but I mean with this with this 2 companies head old society and then also pinpuff I Mean. You guys were fully bootstrapping the operation. You didn’t raise money from from outside people. So How was bootstrapping you know from the ground up I mean what does that look like.

Gaurav Sharma: Sure I think in hello society. We actually took a small amount but that was like a like a two k amount. That’s all um I think SasLabs is ah the my current company is a bigger bootta success story I would say revenue wise and scalewise.

Alejandro Cremades: Yeah, yeah.

Gaurav Sharma: Um I don’t know like I always felt that this all so I don’t have that belief of people people differentiate between startups and business I still feel that’s even startup is ah is a business under the day and the business role is to.

Gaurav Sharma: Sell for more buy for less make profits and that’s what business is by definition right? So ah growing growing slow is okay I think so so so I never got into that noise of burn money grow fast or grow fast or. Or sort of go home like those sort of things I never sort of felt that I always believed in growing a healthy business. Ah that can generate profits so that I mean that’s that’s the kind of Dna and that’s a kind of mindset I have as a founder. Um.

Alejandro Cremades: Okay, and now now let’s talk about the acquisition here by the New York Times of um of of hello society. How how did the New York Times you know come into the radar and how was that the transaction like how was that process like because I mean obviously this was your second time at it and you had the experience now selling companies. So what happened here and what did you do differently than what you did with pinpuff.

Gaurav Sharma: Sure there was always in inbound interest we were doing really well again, this was a profitable profitable business. We were doing really really well. Um, but I because because because the business took ah a kind of a shape of an agency. Eventually so I was not like really interested in that business because I’m still a very tech focused product person. So I so obviously lost a lot of interest in that business and I was already so I’d decided to move back to India so it was pretty obvious for me to sort of exit. Ah and and build something more. Techy more technology oriented more product focused so it was a pity of easy transaction. No in a way because there was always a very strong inbo interest and it’s it’s not I’ll be very Frank like it’s it’s why you’re building this business or. The early times you always have this dream of you know selling the business and making hitting this jackpot all the time. But when you’re close to that transaction it it feels kind of different. It’s it’s not easy. It’s not easy to let go what you’ve built with so much hard work and and pain. Ah. Most of the most of the bad most of the difficult work is actually done by your your legal folks and the dd folks are the due dilience folks I mean for you, it’s just that settle down on a price. That’s all.

Alejandro Cremades: And obviously I heard through that when you sell a business and I’ve been through it too. You know and when when you get your company Acquired. It’s like it’s It’s like you feel like you’ve. Experience some type of Loss. You know some type of like loss in the family or something you know it’s like yeah you sign you know you get the money all of that good stuff. But then of a sudden. It’s like it’s like everything changes. Everything is out thereed you know Now. It’s not your baby anymore. Now you kind of like gave the keys to someone else. So How was that day for you as well.

Gaurav Sharma: Yep.

Gaurav Sharma: Yeah I think that this is this is exactly where my my nature of not having extreme emotions sort of helped me um I I was I feel that that pinch for sure that all of a sudden. Automatically, you’re not no longer attached to that thing for which to which you are attached like anything for last 3 4 years like waking up while sleeping you just thinking about that. You’re chatting people solving problems celebrating success and all of a sudden. You’re not told that. You’re no longer attached there. You know like it’s it’s a it’s a tough feeling but but I was more excited about see I I was more excited about the possibility of moving back to India and. This time around starting something really really good because this time I I was financially in a better state. So I was now excited about taking a slightly bigger risk. Ah so so that excitement overpowered the feeling of that loss. You talked about.

Alejandro Cremades: Understood now once once day a transaction happened with the New York Times then eventually you know you decide to move to India so why did you move to India and then also what were you doing there. You know all the way to the launch of your latest baby says laps.

Gaurav Sharma: Yeah, moved back to moved back to India ah tried my hand at golf um figured that I can’t be a ah professional golfer then I started writing some code I really wanted to prove 1 thesis that. From India you can build something and sell across the world. It’s kind of very obvious in today’s age even after like for example, after post post covid is pretty obvious that you can actually build from anywhere and sell from anywhere 2015 it was not that obvious so I started building very tiny apps. Um. And just tried if I can set it from India itself without having any sales team without any having any team outside India and that worked out really well like as a single person I sort of grew that to about half a million dollars ah in in in revenue. Um, and you can say profit as well. Um, and that was a great validation for me to say that. Okay yes I think it’s possible that I can I can build a really big business if single person can generate half a million dollars like okay, let’s multiply that by hundred. Ah so you can actually build something big here so running 16 that’s when I decided that okay it’s it’s time I start something big. Um. But this time I decided that I’m not going to sell this business I’ve already sold 2 times. Let’s now let’s play that compounding game. Let’s build something for next 3040 years that I can take public and probably retire from. Um, so so that’s how Sas labs came about. We are basically building a single platform for sales and support agents.

Gaurav Sharma: For small businesses.

Alejandro Cremades: And you have a several products there. So why give us ah, give us a walk through you know here? What is the business model and how are you guys making money on what all those products products about.

Gaurav Sharma: Sure? ah, and just to touch upon like like other businesses I also bootstrap this business because I really wanted to build a high quality profitable business so we bootstrapped this business and we started with just call as a first product. It’s ah it’s a modern contact center software for. Small businesses to do all your daily job and also automate every single thing that you’re doing It’s a simple straightforward saas product where you can can you can buy you know licenses per perceived basis off on monthly or annual basis. It’s a very straightforward ah saas product. Ah, we have a second and third product second is helpwise and third is a company that we acquired ah in in Poland last year call call page. So that’s that’s a third product and we have another bunch of products but these 3 products are actually the money making products right now.

Alejandro Cremades: So you know as you as you were saying you bootstrapped this thing. You guys brought this to like six million bucks or so in ar I mean you were making like three million bucks on this I mean you you were really making back. So why? Especially they’re in India I mean making three million bucks a year on bolio. So why? why were you guys.

Gaurav Sharma: Um, yeah.

Alejandro Cremades: You know in the out of the thought of hey maybe you know we we raised money for this, You didn’t need it.

Gaurav Sharma: Um, yeah I got this question a lot. Ah so so there were like 3 triggers for me to raise capital um, one was that we started getting a really good acquisition offers again for for now for this business. Um, but I was pretty sure that I don’t want to sell the business. But but being a single owner. Um I was pretty pretty sure that I I don’t want to sell but how to tell your family that someone is paying you $80,000,000 and you saying no to that. Ah, so that I so really dreaded that sort of conversation. So I really needed something to marry to the business. That was one trigger the second trigger was that being very self-aware that I I don’t have that experience of building something from the last business I built was about 15000000 in revenue I’ve not seen that $100000000 at one hundred a million dollars journey so I need some knowhow help ah to to go to that journey. And third was um I felt that there’s a high risk of me becoming very compliant by making all these money. All these profits. So I felt that I won’t be ah able to achieve my ultimate goal of taking this but company public or like making a lot of my employees a lot of money. Ah, so these 3 points were the main points for me as a trigger and we obviously had a very strong inbound interest coming in from a lot of investors. So I had this liberty or sort of you know options to pick the right partner for us. Ah so so that so that was the the main trigger for us to do our series series a.

Gaurav Sharma: Our series b happened because we were in the market to acquire a couple of companies in Europe so that’s when the sequoia round happened of about forty two million for five months down the line.

Alejandro Cremades: So all, you know you guys have raised 56,000,000 correct now talk to us about acquisitions. Why did you guys acquire other companies. What was this strategy behind that.

Gaurav Sharma: That’s right.

Gaurav Sharma: A.

Gaurav Sharma: Sure. Ah, so so we acquired one company in Poland and 1 in 1 in France the polish acquisition happened. It’s called call page the company. The the polish acquisition happened because the company was veryd distant product to ours. Ah they have. Technology that they have built which can help our business improve our across margins by almost ten to 20 points so that made so that was absolutely no brainer. The amount we were paying and the kind of benefits we were getting from it. Ah, there was absolutely no brainer and and the third is during this whole covid period. The the celaries went off the roof at least specifically in India like and banlors engineers were costing us way more than it will cost us or maybe equal to what it’s it’s going to cost us in Let’s say some parts of us. So Poland became a very strategic place for us to hire a lot of engineers because Poland has been is pretty popular for engineeringing talent. So that also become a pretty interesting reason for us and lastly the founder was the founder was very excited about the story of Sas Labs and he sort of wanted to stay back. So it’s always. It’s always great to have fellow entrepreneurs on your team so that was also a big plus for me when we did this deal I think on the on the french acquisition that was pretty straightforward. We we were anyways building some of the things that they already have so we just bought them to buy some time and you know just speed up.

Gaurav Sharma: Some of the go- to market for us from the product side. Ah yeah, and and that’s exactly why we raised sqia around.

Alejandro Cremades: Now as they say most acquisitions fail right? because it’s all about the integration. You know you’ve had here the advantage of going through. You know a couple of acquisitions on the sell side. You know selling your previous companies and now you know experiencing the buy side.

Gaurav Sharma: Yep.

Alejandro Cremades: What have you learned about integration from being on both sides of the table.

Gaurav Sharma: Yeah I think um, the first couple of months were actually difficult. It was for the first for the first time for me to be on the other side. Um, and I could really sympathize for my buyers as well. What they must be going through when I sold my companies. Ah so I think first 2 3 hree months where I kind of tough. But then we figured ah firstly is like how quickly it’s not about the product integration. It’s more about the people integration. So how quickly you can start involving and mixing people across the teams. It should. It should not be like hey this is. Atolia team this is call pace team this is Sas Labs team right it should be like a single saas labs team one is in France one. It’s in Portland I think that’s really important to to talk about like how can you mix the people together really really fast. So that’s something we learned over a period of time like I think it took us almost three four months to learn that. Ah, and pose that once that happened once that whole trust levels sort of increased across the teams. We told the both french team and the and the polish team that hey there is no layoffs happening a lot of people are were worried that whenever acquision happened a lot of layoffs happened. We just made it very clear that we are a very healthy company from financial. Point of you and we all love you guys and we’re not going to lay off a single person so that built a lot of trust ah we made sure that we are very transparent with our numbers. Um, and we started doing a lot of activities for mingling of people right? so.

Gaurav Sharma: It’s still actually a a lot of learning still in progress We we recently started merging the products so that’s another set of learnings that coming are coming across to us. Ah, but yeah, it’s never easy. Ah, but we have our lessons for our next acquisitions.

Alejandro Cremades: Now you might then you were to go to sleep tonight and you wake up in a world where the vision of the company is fully realized what does that world look like.

Gaurav Sharma: Um, wow. Ah, ah, the vision. Ah so yeah, so this looks like I’m ringing the bell probably in Nasdaq thousands of thousands of employees have made a lot of money those few hundred. Of them who have just made a few million dollars. They’re like super happy and they’re texting me and we are helping about 50000 businesses with about a million agents doing amazing work and all those 50000 businesses are way more profitable than before all those million agents are way more happier and. Working with less anxiety than ever before I think that’s what the vision looks like.

Alejandro Cremades: I love it now. Let’s talk about the past but doing it with a length of reflection imagine I take you back in time I take you back in time you know maybe to to college now when you were like studying and you were wondering about building. You know a first business. You know. Imagine you were able to have a sit down just in class just next to that younger self and being able to look at that younger self and being able to give that younger girlaf one piece of advice before launching a business. What would that be and why given what you know now.

Gaurav Sharma: Ah I’ll tell my younger self that dude pick a really huge market which is also growing. Everything will be easier if you do that. That’s the number running advice.

Alejandro Cremades: I Love it sugar up I Love that because ultimately you know like markets you know they’re everything you know the bigger they are the bigger that they’re gonna take you now. So so I guess for graph for the people that are listening that will love to reach out and say hi. What is the best way for them to do so.

Gaurav Sharma: Um, say hi to me on Twitter it’s at the rate Sharma as such a RMAG eighty eight sharma g 88 or you can search me on linkedins as Labs Goru sharma you’ll find me.

Alejandro Cremades: Amazing, well easy, no vol gra. Thank you so much for being on the deal maker show today. It has been an honor to have you with us.

Gaurav Sharma: Thanks a lot. It is pleasure.

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