Shivku made a presentation at #NPC (Nasscom Product Conclave) 2013 on how startups can get their first set of customers, in this case Exotel's 1st 20 customers

1. NPC 2013
My First 20 B2B Paying
Customers
Exotel
1

2. The three year startup networking baggage
• Exotel is B2SME.
• Startups are SME too.
• Attended startup conferences to learn about starting up
• Used this network of “early adopters” to validate & sell
• Linkedin maintained & managed my network on my
behalf
• Bonus points: Helped in hiring too!

3. Asking for reference during validation pitches
• Pitched the deck to nearly 50 eclectic people (Including
my mom & our electrician)
• Asked them to think of someone/anyone they know for
whom the product might be useful for.
• How will it be useful for them?
• Can you do an intro?

4. My first twenty
Company no 1
Friend’s brother
Company no 2
Startup friend
Company no 3
Startup friend & X-colleague
Company no 4
Friend
Company no 5
Intro through startup friend
Company no 6
Met at Geeks on a plane in mumbai during a pitch
Company no 7
X- Company secretary
Company no 8
Restauranteur friend & X-colleague
Company no 9
Startup Friend
Company no 10
Noticed exotel at Unpluggd (where we launched)
Company no 11
Friend working in a startup
Company no 12
TV show on ET-Now
Company no 13
Intro by X-Company Secretary
Company no 14
Startup friend
Company no 15
Tried to help me with my fundraise
Company no 16
From unpluggd
Company no 17
Friend who liked my previous startup
Company no 18
Reference by company volunteered to help with my fundraise
Company no 19
Startup friend
Company no 20
Startup friend

5. First 20 Take aways
• Your customer can come from anywhere. Keep eyes &
ears open, particularly to vendors
• Sell yourself along with the product. Pedigree matters
• Linkedin, Facebook, Twitter are your friends
• Ask for references shamelessly
• Grab every mic you get. Speak at every stage you can.
• Don’t be stupid