Khadim Batti is the co-founder and CEO of Whatfix, a Digital Adoption Platform (DAP) that helps businesses simplify training and support.
In 2014, Khadim and his co-founder Vara launched Whatfix from India. They had already spent 3 years working on another product which never got any traction.
But things seemed different with their new startup.
In 8 years since launch, they've grown the business to multiple 8-figures in ARR, built a team of 850 people, and raised $140M at a valuation of around $600M.
But in the early days, the founders struggled to grow sales.
After getting their first 30 or 40 customers, they thought they'd found product market fit. And all they had to do was hire a sales team and start scaling.
But sales were slow and inconsistent.
Eventually, the founders realized that product market fit wasn't enough. They also needed a go-to-market fit before they could scale the business.
In this episode, we talk about 7 challenges the founders had to overcome, the lessons they learned, and how they were eventually able to drive predictable sales growth.
I hope you enjoy it.
- “The Hard Thing About Hard Things: Building a Business When There Are No Easy Answers” by Ben Horowitz