This document summarizes a presentation given by Venkat and Srivalli, founders of eFarm, at an entrepreneurship conference in Chennai. eFarm addresses inefficiencies in the Indian agricultural supply chain by procuring vegetables and fruits from farmers and supplying them to bulk customers in cities. They create an end-to-end supply chain infrastructure using processes and technologies to make perishable goods distribution more efficient. The presentation covers strategies for scaling a growing company, including building an effective team, using technology and outsourcing appropriately, understanding finances, forecasting growth, seeking investment, and adapting to changes. The ideal entrepreneur is described as disciplined yet enjoys doing the impossible.

1. Key strategies for a
growing company
FranchiseIndia FRO2011 :
Entrepreneurship Conference
Jan 29-30 2011 , Chennai
SCALING
UP
From Startup to
the Big Race
Venkat & Srivalli
Founders, eFarm

2. Introductions
Venkata Subramanian
• Founder & Managing Director, Matchbox Solutions
& eFarm, Chennai
Brief profile :
MS (Computer Science), 2003,University at
Albany, NY ,
B.Arch , IIT Kharagpur ,1995 , India
12 years of experience in IT industry in both
technology & commercial roles (7+ years in
US)
Head of key outsourcing & consulting
accounts in Insurance, Capital Markets &
Banking

3. Introductions
Srivalli
• Co-founder, CEO
MBA , B.Com Taxation
8 years experience in Sales,
Marketing, & Operations. Has
run two start-ups and organised
fund raising for NGOs as part of
CSR programs.
Responsible for business
development, finance

4. Currently Better known as ….
Hi-Tech Sabjeewallahs ;-)

5. So What Do YOU do ?

6. Elevator Pitch | What is eFarm ?
What does the Company do?
• procure vegetables and fruits from farmers and to supply to bulk
customers in cities
• create end to end supply chain infrastructure, processes and
technologies to make perishable produce distribution more
efficient
Key pain points addressed :
A Unique new Venture
Creating inclusive social 1. Indian agri supply chain dominated by middlemen and
change, unorganised , adhoc operations
Through collaborative 2. Over 40% of farmers produce wasted owing to post harvest
economic growth, losses (logistics, storage, planning)
3. Complete lack of accurate demand or supply data , poor planning
By adapting various
and management of resources
business paradigms,
To solve a burning crisis, Key benefits
In India’s Agri Sector, 1. Wider choice in marketing channels / sourcing options
By building a 2. More information transparency and flow across the chain
professional supply chain through IT
network 3. Price stability through better planning and wastage reduction

7. Are you ‘Proud’ of What you do ?
• Spa = ‘Thel
Malish’ ?
• Waste Recycling
= ‘Kabadiwallah’
• IT offshore firm
= ‘Software
Coolie’
If you don’t feel proud of your work, no point
pursuing it ...

8. Which stage of growth is your firm?
• It is YOUR baby , but you are NOT the baby !
• Parent’ dream v/s Child’s Abilities
• Pace of growth : Too fast , Too slow , Just right

9. Building a Team
• Whom to recruit
• Top management : Family or Professionals ?
• Mid management :
– Brand college grads or Tier II ?
– Family v/s Outsider : Pros and Co
• One good person knows another good one :
Referrals
• Recruit ‘entrepreneurs’ not just employees
who look for passion + paisa

10. What to Outsource ? When to bring a
consultant ?
• Mother’s care v/s Servant maid
• You may outsource your work, but you cannot
outsource your passion and pride

11. Know Your Numbers
• Credit/debit
• Profit & Loss
• Balance sheet
• Cash Flow statement
• Read a good book which explains ‘Finance for
Non-Finance people’

12. Forecasting growth
• Planning v/s decision making
• Daily decisions = audit – post mortem
• Simple tools for forecasting :
– Excel : what if analysis
– Data tables
– Scenarios

13. When to seek investment ,from whom
and why?
You get You sing If you Start Retire =
money for Baba black pass exam making Exit
just being sheep you get money
cute And u get your toy and
money support
your self
and your
family
Angel VC PE IPO

14. Technology
• First have a ‘repeatable’ process THEN go for
technology implementation
• Software may be free (open source) but
developers are NOT . Customisation and
implementations are expensive.
• Lot of applications come prebuilt with
business specific templates/features

15. Surviving the new jungle
• Besides financial growth
– Ethical , honest , transparent ( scam free)
– Environmentally relevant ( or Jairam ramesh will
come after u)
– Socially relevant (poverty alleviation, social impact
)
– Net savvy ( active online presence is equally
critical to offline)

16. The Ideal Entrepreneur
.. Ready to
jump into
fire …
Have the
discipline of a
soldier …. .. But still ‘enjoys’
doing the
impossible !

17. Thank You
Venky
venky@efarm.in
98847 61354
Valli
srivalli@efarm.in
11 loganathan colony
www.efarm.in Mylapore, Chennai 600004
Linkedin : AgriIndia
Twitter :venky_efarm
Ph : 044-43577236