Neil Patel

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In a recent episode of the Dealmakers’ Podcast, Sanjay Swamy, a seasoned entrepreneur and venture capitalist, shared his remarkable journey from Bangalore to the bustling metropolis it is today.

With over two decades of experience in technology and startups, his insights offer invaluable lessons for aspiring entrepreneurs. Here, we delve into the key takeaways from his podcast.

Listen to the full podcast episode and review the transcript here.

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The Ultimate Guide To Pitch Decks

Embrace the Journey

Sanjay Swamy’s journey is a living testament to the power of persistence and adaptability. He recounts his formative years growing up in India during the 70s and 80s, describing Bangalore as a laid-back city with a simple lifestyle.

Returning after 25 years, he witnessed its transformation into a dynamic metropolis, primarily driven by the influx of technology companies. Initially, Sanjay aspired to pursue a Ph.D., but a twist of fate led him to a different path. Realizing his affinity for people-oriented roles over research, he embarked on a journey that would shape his career.

Sanjay pursued a Master’s and delved into roles in sales, marketing, and business development within technology companies. This pivot marked the beginning of his journey as a “people person.”

Evangelizing Technology

Sanjay demonstrated a passion for applying technology to real-world challenges throughout his career. As an entrepreneur, he played a pivotal role in evangelizing cutting-edge technology solutions.

Sanjay was at the forefront of transforming mechanical systems into software-driven devices, a transition that laid the foundation for the modern tech landscape. His tenure in Silicon Valley during the dot-com boom era provided him with invaluable insights.

He learned to dream big, recognizing that while success might be elusive, the potential for monumental outcomes was worth the risk. He also observed a cultural shift where expertise and collaboration trumped traditional hierarchies.

Founder-Led Companies Drive Innovation

Sanjay emphasizes the vital role of founder-led companies in driving innovation. These organizations, unburdened by ego and hierarchy, have a unique ability to create transformative products and solutions. Their focus on getting the best individuals for specific tasks fosters a culture of excellence and agility.

For a time, Sanjay worked as the founding CEO of a company that (in 2006) was attempting to build a payment system similar to ApplePay on the sim card. The technology was at least five years ahead of its time in 2006 before smartphones came into play.

Although the company did make some decent success, coordinating telecom operators and banks was a huge challenge. India was the forerunner of the technology that enables more than 10.8 billion mobile transactions a month today.

Sanjay looks back and talks about how the most significant challenge they faced was getting people to open a bank account in a largely paper-based economy.

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The Aadhaar Initiative

One of the most significant contributions in Sanjay’s career was his involvement in the Aadhaar program. This biometric identification initiative, launched by the Indian government, revolutionized the country’s digital ecosystem, which is today the largest in the world.

The Aadhaar platform, with over 1.3 billion users, streamlined processes such as opening bank accounts, obtaining telecom connections, and more, providing a foundation for a thriving digital India.

Entrepreneurial Ventures

Sanjay’s entrepreneurial journey includes founding companies like ZipDial and Ezetap. These ventures exemplify his ability to identify opportunities and develop products that address consumer needs. Both ventures were among the initial startups backed by the VC fund that Sanjay co-founded, Prime Venture Partners.

ZipDial raised a couple of million dollars in funding across several rounds and was later acquired by Twitter for $35M some 4 years down the line. Similarly, Ezetap’s strategic acquisition by RazorPay for between $150M and $180M showcases Sanjay’s knack for building ventures with tangible value.

Storytelling is everything, which is something that Sanjay Swamy was able to master. Being able to capture the essence of what you are doing in 15 to 20 slides is the key. For a winning deck, take a look at the pitch deck template created by Silicon Valley legend Peter Thiel (see it here), where the most critical slides are highlighted.

Remember to unlock the pitch deck template that is being used by founders around the world to raise millions below.

Sanjay’s approach to entrepreneurship involves being a non-operating founder and providing strategic input without making decisions for the company. He believes in empowering founders to lead and make critical decisions while offering support and expertise.

This dynamic allows for a healthy balance between guidance and autonomy.

The Unique Operating Model of Prime Ventures

As a partner at Prime Ventures, Sanjay, his partners Shripati Acharya and Amit Somani, and their team take an operator-centric approach. They work closely with founders, providing not just financial support but also hands-on guidance. This model, while not easily scalable, ensures quality interactions and impactful contributions.

It reflects Sanjay’s commitment to fostering meaningful relationships with the startups they invest in. He says he understands how the first five to ten years are crucial for startups. But the first-hand experience with products and as operators that Sanjay and his co-founders have gives them an extra edge when supporting entrepreneurs.

Valuation vs. Value

Sanjay advises founders to distinguish between valuation and value. A high valuation doesn’t always equate to sustainable value. He urges entrepreneurs to focus on building companies with solid fundamentals, profitability, and growth potential. This perspective highlights the importance of creating businesses with enduring impact.


Sanjay Swamy’s journey is a testament to the power of vision, persistence, and adaptability. His experiences offer a wealth of knowledge for budding entrepreneurs, emphasizing the importance of staying grounded, embracing change, and understanding the true value of a venture.

As India’s tech ecosystem continues to evolve, Sanjay’s insights serve as a guiding light for those navigating the entrepreneurial landscape. His story encourages aspiring entrepreneurs to dream big, take calculated risks, and persist in pursuing meaningful impact.

Listen in to the full podcast episode to find out more, including:

  • A journey that underscores the power of audacious dreams and the willingness to take calculated risks, even in the face of uncertainty.
  • Founder-led companies have a unique capacity to drive innovation, breaking free from conventional hierarchies and nurturing a culture of excellence.
  • Pivotal role in the Aadhaar initiative showcases the potential of government-driven digital transformation, providing a foundation for countless digital services in India.
  • Emphasis on empathy for founders shines through, emphasizing the importance of supporting and understanding their unique journeys.
  • The distinction between valuation and enduring value is a critical consideration for entrepreneurs, highlighting the significance of building sustainable, fundamentally strong businesses.
  • The operating model of Prime Ventures, led by Sanjay and his partners, demonstrates the value of an operator-centric approach, where investors actively engage with startups, providing hands-on guidance beyond financial support.
  • A journey marked by persistence and adaptability serves as a powerful reminder that staying the course, even in the face of challenges, can lead to transformative outcomes.


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Neil Patel

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