Reimagining HRMS & winning against legacy companies
HRM is a crowded space with 200+ companies out there and has many one trick pony solutions like Performance management system, Payroll, ATS, Goal management, OKRs, Timesheets, Attendance check-in, check-out etc. Venturing into such a market in itself is challenging, and to add on to it, imagine if you're building a full stack HRM product. David versus Goliath is of the past, here we have Darwinbox versus Goliaths. Darwinbox is a Hire to retire HR tech product used by an intern to CEO of a company. They have 600+ enterprise customers including more than 35 unicorns, 1.2 million end users or employees who use the platform day in and day out for different HR aspects across multiple sectors across Asia. In this episode explore with Rohit of Darwinbox as Suresh unravels their journey of slowly and steadily replacing legacy HRM systems in enterprises. Here’s more on what you can learn from this episode. - How Asian market makes you efficient and gets you ready for the world? - How to structure a SaaS lead generation engine for the SEA market? - What're the market characteristics of Philippines, Indonesia, Singapore in terms of deal size, closing duration, pricing multiples? - Why is South East Asia better paced than India as a market? - What're the local companies in SEA focused at? - What’re the two critical weaknesses of legacy systems that you can leverage on? - How has India made them extremely efficient? - What's the story with SBI which got them international customers? - What’s the ideal sales strategy for enterprise SaaS? - How to take care of SaaS customizations versus scalability using products? - How is SEA different from India as a SaaS market? - How to compete against legacy SaaS players? - Early-stage sales playbook for enterprise SaaS - How to scale an enterprise SaaS product? - The SaaS advantage in SEA