Shark Tank Fame Ghazal Alagh On Brand Building & Profitability Secrets | Mamaearth |FO24 Raj Shamani

[ __ ] i'm screwed like the amount of. promises i think that we've done on the. show in terms of helping everybody take. their brand forward scale and that's. what you do. put in time tell them what to do you. start by saying hey uh yeah you gotta. fix the fixer product man. this podcast is brought to you by coin. switch kube coin switch kuber is india's. simplest digital exchange and trading. platform for cryptocurrencies where you. can start trading from only rupees 100 a.

simple fast safe and secure platform. which allows you to start your crypto. journey in the most user-friendly way. that's how how else what's your. experience in shark tank like how was it. did you what was the worst part and i. know like you guys are gonna talk about. all the good stuff talk about the worst. part the worst part was the still shoots. that they were doing where you don't you. have to use your brain at all and just.

use your body to pose so that was the. worst part of it but otherwise very. interesting show i i loved being there i. was there for a very short period of. time of course because of being pregnant. i gave them only about you know in total. i think eight days. uh but how many episodes are there about. eight to nine okay yeah that's. but uh overall experience was very good. it was fun it was fun it was fun. especially the banter between the sharks. once the picture leaves and after that.

we had a lot of fun backstage we. uh. very good experience did you guys also. get cues in your ear and be like okay. and talk nah nah nah. okay nothing because of the reality. shows that's what they do now like they. they give you. why is everything so silent.

start fighting. do all of this. that didn't happen nothing happened that. thing nothing i i think the show. beautifully you know brings to life. personality of each of the sharks that. are there okay that's that's a very. curious question how did you. how did these guys reach out to like. what was the journey how did they. like did they text you and be like hey. you know what we feel like you're one of. those we want you to have so it started. with a mail that came in. and uh after that i think the. conversation started.

so. i mean. with me at least it was. we refused a couple of times and then. you know eventually he connected with. varun and he talked to him and then he. was like you know we have to do this. let's make it work and then he. he was the one who said. i was actually taking it very slow i. decided that now i'm pregnant i need to. physically take care of myself so i'm. going to be a little away from pr stuff. and just focus on work so that is what. was going on in my mind.

but yeah that's how it started so mail. then we went on zoom calls we had a. couple of interviews and that's how they. came back oh interviews they interviewed. you guys also. it was it was more like a screen test or. something. all right all right with zoom screen oh. yeah. it must have been that but they called. it a regular interaction and it felt. also like that so they just wanted to. understand what what has your journey. been what are you like how are you as a.

person etc probably to see what what. um you know characters. yeah yeah bring out in the show i think. what she's holding back to that apart. from of course the fact that she was. pregnant and she was worried. that you know in sixth seventh month. traveling and such a duel and uh does. she need to do that and the second thing. was she was like. you're talking about like crows or. rupees.

so that there was there was that middle. class dna yeah which was at work. you know whatever the deal is you close. that with the person and after that the. entire or whole process of okay so.

whatever they have claimed if anything. goes is false it is it is more of like a. so post term sheet. because what the offer that you have. given stands right so if there is no. major disconnect that comes through when. you're you're doing that deal basically. you've committed to it you're committed. to it on national television so like i. mean don't screw it up so there have. been deals where you really liked the. product you loved it but when you went. home you were checking on amazon and. then you were like oh my god. what do you do now.

but you can't then go back right because. the data that they shared was correct. now the product doesn't have good rating. that's your problem oh. so stuff like that i was also happy what. do you do after that i'm just thinking. like a [ __ ]. i'm screwed like the amount of promises. i think that we've done on the show in. terms of helping everybody take their. brand forward scale and that's what you. do. put in time tell them what to do you. start by saying hey uh yeah you gotta.

fix the fix the product man. you see this this 2.8. you click on this you read what people. are saying right and let us work on a. brief on how to get this going but. so how did your journeys are like i want. to know. day one who came up with this idea so i. think it it was. it was it was a wife. bantering at the end of the day to a. husband you know why is nobody doing.

anything about it no products were. suiting her son he used to get. irritation and that was troublesome um. we were ordering products from outside. of india and we had a cupboard full of. products and you know. we realized four months later that 90 of. them were expired and i was a holder. right so i i was just scared of going. out of stock. so i think that was the pain point and. uh with all the cribbings that i used to. do almost every night.

that's that's that might be the starting. point where he said kr. uh. and he has always been uh this person. with a lot of ideas in his mind right he. has like a folder full of. 25 30 ideas at any point of time that he. wants to start up but he's still working. he's still 14. right. we will steal some of them. reveal it in front of everybody still. has it still has it by the way so what. were you doing at that time when she was.

like. on the marketing side so. um yeah that's that's what i was doing. and. i've. because i've worked in unilever before. that right so it's not like that the. category was not. familiar to me and. but we've never seen the category in. this slide i mean. um i i always say.

um. this we had a very platonic relationship. with the category and it became serious. after all he came into our life because. you're like most of them now we can't go. wrong right and. yeah. right you know. you usually now of course we're on our. second baby journey but. you usually. um you know. at that time we were like yeah probably. we'll have one kid and and. and when you think like that then you're. like boss it can't be.

skipper test. so this is pilot and we will do a really. fun job with the second one right i mean. let's let's experiment on this one so. you want everything to be first time. right yeah and. uh whoa. i think she was feeling that a lot. around some of these decisions as well. we were. not just this i mean we were questioning. even everybody.

so we were paranoid parents our doctor. used to call us google parents right i. think you would google everything. everything everything from. from the medicine that he's prescribing. to an injection that is planned for. probably three months later to what. should go inside the baby in terms of. food etc we used to question everything. why is a vaccine. required so he was also fed up and used. to tell us that you know you should rely. on what i'm saying google will tell you. a hundred other things.

so did you like google so there were. like already baby products available in. the market right so let's just say some. of them for some needs they were there. and for some need it was not there like. the products were not there but. for let's say they were xyz product. available for something so you didn't. feel like that's a good one or should i. use it because a thousand other babies. are putting in a thousand crore business. or. like these people are doing that like. you're so you googled that product as. well what was the reason why you were. not satisfied with something.

available spent six months in new york. before that okay and in new york at that. point of time there was this whole. movement going on around some of the. ingredients being cancer-causing. and they were lifting products off the. shelves. so that's where my awareness around. ingredients started a little bit of. habit of you know turning the labels. reading the ingredients actually started. from there okay and when. when augie happened and you know he had. that skin issue i was reading each and.

every ingredient and i was googling. and it just took us by surprise that. india had absolutely no regulation. around. baby products specifically as to what. should go in what shouldn't go in and. there was there were very strict. regulations outside of india at least in. the us you are outside right so. that's something that we were a little. uncomfortable with. and that's how that whole process of. everything started everything. you know i i also remember that time. that you know these there was facebook.

groups right and all of that that you're. part of and whatsapp groups that you're. part of as as new mothers. and um a lot of conversations were going. around around this right because. there was. there were large. you know brands which were seen and. being sued in the u.s and there were. cases going on. and everyone was talking about it so. when. and especially when it's about like your. young baby.

so. like she said right i mean we ache and.

to to create something of my own. and do something on you know. which which we have created was there. like it has been there since college. so the folders that she's referring to. tech cto co-founder named. yeah. after doing some research you figured. okay no this requires like a change in. regulation so probably we need to wait.

till the government sort of wakes up. and. possibly the drive was not as strong and. um and chito in fact had done one. attempt before this right so she used to. um. i think we based on bombay only that. yeah when she was running this uh start. called diet expert right okay which was. all about sort of giving customized. diets etc and so she'd sort of done one. attempt right i had done none.

and at one point of time. and you know. one of the things that you start. thinking about is key. um. respect be here you're working with the. top-notch brand. um.

[Music].

and i still remember that you know. midnight conversation.

where. she actually completely narrated this. whole thing with me. and and we were having a drink together. and. she said yes. because i can't i can't see you right or. us in that zone. where we are talking and doing regret. conversations. and we can still. do. conversations about trikia.

and. i mean like for example earlier we were. talking about you know. whatever bunny jumping. in all these adventure sports and when. you're standing on the edge. or. i think that was that was like a massive.

driver at that time and they just. that night right just changed things and. we were like here. purpose is there. lagrange. enough passion knowledge enthusiasm.

so i think that just that just turned. things just a thing that okay there's a. need. and you were cribbing and he's like. because she's cribbing let me try. let me try to. try to at least make her stop gripping. okay so what did you do after that so. usually we talk about okay how did you.

start and then suddenly conversation. goes to abba sagar sakura right what. people usually miss out is the first. step key. hello concept product over humor decide. care and how did you find out the. manufacturer and then. who decides the packaging who decided. name. how like what was this stuff like tell. me step by step so that i want to know. because there's a lot of people watching. they want to know. they want to do something they don't. know how.

i think. what followed was talking to a lot of. other mothers and. you know that was the first step let's. understand what people are looking for. what is it what is the problem is it. only our problem is it their problem. right. uh so that was that was step one and. once we you know i talked to about 50 to. 100 women in about a week's time and we. understood the actual problem here. people would be more than happy to have. something which is certified say which. talks about.

the awareness around toxin tree was. there right people were cautiously. ordering products from outside india for. the same reason that the quality is much. better. so once we understood that i think then. we started doing a lot of research. around ingredient sourcing that what. ingredient should i really go into it. right are they even available in india. all of that stuff what kind of price. point would it work at. so did a little bit of that research. then he was partly looking for people.

who can help us build products and he. very extensively did all of that. research so it was. it was. like google or try to talk to friends or. linkedin. what was the process so. what she talked about right was concept.

testing. right finally all businesses are human. businesses right. human to human connections or human to. human sales businesses.

move in the right direction and you'll. get the right feedback right so which is. the first step which is concept testing. to find out is it only your problem or. is the problem big enough that i mean. for the people are you drinking your own. kool-aid right or is it real stuff right. that people will be willing to pay for.

people. i don't understand this but i understand. this all of those conversations will. sharpen your idea right um and hence. don't hold back your idea and the real. neat lie is an execution of an idea. rather than the idea itself.

talk about the positives right so which. is what helped us understand we have to. then think of the positive natural. ingredients.

and this is how people are looking at. this concept. now how do you develop it into a real. you know set of products right so from a. research perspective i think one you. know i reached out to all the relevant. colleagues from you know to understand. how does the r d process work because. that was absolutely new to both of us. okay how many product formulation and.

the the. process of taking it from formulation to. commercialization right this is not. something that we were as clued onto. so i think there was a lot of learning. process that happened there right one by. talking to people right to. i remember she must have done like three. different. courses on you know cosmetics making and. developing and all of that to just. understand he was he can't say with that. no idea back then i mean even when i was.

talking to consumers i didn't know that. it was actually a concept testing that i. was doing. i i just thought that i'm trying to. understand the problem of the mothers. and that's that's what i'm trying to. solve for right. so all of this ingredients manufacturing. how is the product made all of those. business terms are very new to me i was. an artist before that okay very happy. right painting having a studio selling. my work nationally internationally.

i mean like i i thought i had achieved. where i wanted to be and i can do this. for life and i don't want to like. experiment and then this thing suddenly. came in right and not coming from you. know any of the like b schools or having. a proper business degree all of these. terms were very very new to me so to. your question that you know when you. started out what was it that. how did you go about it how did you. figure it out. step by step like you know first thing.

yeah. problem solve career what is it that. you're trying to solve for second okay. if you need to solve for this problem. what are the five things that you need. to do. that's the step two then you know once. you figure those five things okay how. does the execution. start so very simple. it was. it's it's usually the simple stuff which. people get complicated so. if you think about it. look at.

so i think it's beautifully put out that. i didn't know anything i'm an artist so. i'm going to find out cosmetics. that's the first step once i found out. cosmetics. right and if it's not the husband may. probably go watch your youtube video and. try to understand what marketing right. now content available.

you can you can do your you can craft. your own degree. so um you were talking about for example. um you know next step was.

which is where vendors manufacturers etc. come in right so one way of course was. foreign. it is like. making someone believe in.

god right. he is not visible yeah he's an idea. and you're making someone believe in. your vision. which is all you can see which is not. sort of you know. evidently there it's not tangible it's. not real and. foreign.

over time mini milky in fact you know. we found um. you know um. a couple who used to run. their own manufacturing based out of. himachal. and. we have in fact said no to a lot of.

um you know people who have come to us. for baby products manufacturing because. they just say standard. right then um we've always felt. this is something that i will use on my. own child right and hence we will work. together.

maidsafe.org which is like okay which is. a us-based not-for-profit right. who were guiding us on some of these. formulations right so we had a. formulation consultant who was there and. but we also had made safe which was the. agency which was supposed to certify us. as well right because.

then. you know. someone external will provide a seal of. that. trust right now then there is a reason. why people would literally talk to us. right the womb that was something from. marketing angle i felt will be a very. good icebreaker for us right yeah then. of course we can talk about more. conversations but otherwise.

they used to reject because. not just human health they would say. after you take a bath with this and it. goes into. water and it mixes with rivers it is bad. for fresh water fish. and we're like.

it was. used to go back to the drawing board and. used to sort of ask our you know team to. again uh. their team of course.

this something which is okay with you. that's relief. what's the brilliant part about this is. just while narrating the story you both. actually put down so many business. lessons like it's funny that i don't.

know how people have not noticed this or. maybe you guys didn't notice this at all. like okay so you started with a finding. out non-profit organizations so that. they can help you in less money okay. then second was you identified your. value preposition third people say that. okay put out your vision somebody will. find it like say out loud because people. say meritocracy because you have not. tried enough right so you did that as. well and then the fourth part is get. hands on.

so. learning these things are very very. important cookie especially in this. google generation what we feel like oh. yeah manufacturer product. website launch. like we tend to miss out on these. details and i think what those details. have made you who you are today.

you're like up to the significant. business. now we want to take unicorn like we want. to become unicorn like when this when. did this vision started expanding you're. like now let's rule the world. in fact. saying what related. while. you know talking about business building. it goes like here.

that's how businesses get made and. there is. there is a sense of what. you want to create and where you're. going and. and there is an intent to. make a difference in a certain area. but you don't know. how will that nest look like you know. rarely do people have a very clear. visibility.

when you're starting you're starting in. a certain way and. and you're learning. every day and. it is like you have. taken that jump and and now you are. building the airplane while you are. falling. right and and you know.

and honestly every year and. it it's very refreshing for us to see. the sun down the line well image. it's shaping up very differently right i. mean in the first year. [Music].

we should be the next you know johnson's. baby right let's say right and and they. should be called mama babies right and. that was the vision right that that. that's how they grew up right so google. parents. you know mama babies. the care that will be provided will be. with us right but over time whoa. cheese and naini esche is a cool thing. because. like we said right one thing that we've.

always done and kudos to guzzle because. she brought that patience to the table. which i had less off right i was like. very business business and she was like. very product and you know that was. just keeping keep talking to your. consumers right. just you will keep figuring out what. should be next. and that's what happened right i mean. finally it was the mothers who were. buying this brand yeah.

[Music]. one of the things which at least as a. student of marketing i have been very. convinced about and is that this. millennia belongs to y based brands. rather than what base branch which means. that people would like to buy into your. why you exist rather than what you sell. and if you can get them to buy into why. you exist. they will buy whatever you sell there. are so many amazing examples of brands.

like apple right where from watch to. phones to tv to anything right you'd buy. into that universe and because you buy. into the design philosophy yeah. you know back home something like. patanjali right people buy into. patanjali's. reason for existence which is swadeshi. ayurveda and and then. it was unimaginable for a marketeer. kitchen.

of a paste and detergent for the baby. coming from same brand right is what you. can actually get into. okay now i want to ask you very. s like it's it's a question for me like. what have you understa understood about. indian audience. like what is like a. big yes when you want to market it to. indian audience at large because now. you're no more like a small brand don't. give me like a niche page however like i. don't want to buy that okay now you're a. big brand like you're a big brand so.

what have you understood about. a indian audience what really is like a. yes for them and what's a big no-no the. first thing that i would say is the. indian audience is not. while. we all call them. cheap and they want. you know susta products and what at. least we have. realized is that. they are not price conscious they are. value conscious.

and value compared to price. is a equation rather than a number. it's an equation between. what are you delivering and what are you. paying for or what are you getting and. what are you paying for. audience. audience. now there is a price associated with it. and but they pay for it because they see. value in it. yeah and. you have to optimize your mix for value.

rather than price. and then saying you know while we are. expensive than others but our value for. money ratings are actually much higher. than some of the mass brands right. because how many value equations.

optimized here. i think that was that is one thing that. that when i think of oh second thing. that. we also sort of discovered and. could also be a global. a brand's equity.

which was word of mouth. it has stayed true for 50 years or so. and your business was entirely right. there was word of mouth right it was. person telling the other person.

were sort of doing this right and it. also came as a. what she was talking about right that.

first three months and she talked to 700. mothers. after we had launched them and which. specifically were choosing these mothers. because you know. she was looking at blogging. or you know whatsapp on popular hair. concept groups jalara etc and she used. to ping them she used to take time talk. to them. in 45 minutes. talk only 10 minutes about the actual.

business and talk 30 minutes about. you know mary's house. but that was the only way to sort of get. that conversation actually yeah going. right but you know what we figured. through that and when they started. talking about it on their social right. we felt he was. word of mouth. spread karneka now there is a clear way. that you don't necessarily need to you. know get someone to try the product and. then you know.

that's how millions will get to know. about how it is. but. their trusting right some of these. people right who are talking about a. brand or a product or the story or how. their experiences. and they're vicariously building trust. in that experience that they're talking. about so i think that was a big. realization indian audiences. are. who used to be only you know. marketed through brand voice.

channel. are actually listening a lot more to. other people's voices i mean and they're. trusting that voice a lot more right and. now there is a way. to actually you know do. do that at scale right because of social. because of podcasts because of youtube. right and working with people who. believe in your story and and are able. to tell that story out and and. we built a brand on based on that yeah. right so i think that was our second big.

realization around indian audiences okay. first you came prepared. you knew this question like you came. it was not a fresh question. i loved that insight. you you read x number of books in india. and from the top publishers top authors. they've all written that india is a. price sensitive market nobody has said. that india is a value sensitive market. it's. it's so good to hear this like it's i'm. enjoying this conversation because it's.

a fresh perspective i've never read this. or heard this somewhere and it makes. absolutely sense to me because. i know certain middle-class families who. have income of let's say 25 000 but they. used the best products yeah they were. like okay yeah. they would use small sashes of those. products but they'll use a quality. product because they feel that. particular product gives them more value. than a cheap alternative or a regional. alternative to that multinational brand. the second part is. when he said no word of mouth keep i.

remember having this conversation with. my dad okay. so i used to tell my dad that dad. india. the biggest influence of the og. influencer.

that shopkeeper who gives products to. everyone because if that shopkeeper said. let's say. she asked for for example. products. so. word of mouth works a lot like it's.

people telling other people yeah. so people who. consumers who trust. the right people you need to go convince. them for your product and they start. spreading because they are the og. influencers way more than the brand. voice or anything of that sort but only. only disconnect. one. [Music].

[Music]. he does not have the authority to sort. of say that right well. family consumption may or. and that's the second big insight by the. way which we have um uh figured it. continuation by the way.

yeah that in every bathroom you will. find this one shampoo bottle this one. you know face wash and this one cream. and. but now we.

someone else like something else right. so in the same bathroom there are three. shampoos three face washes and and. that's sort of you know happening.

which is providing all of these products. at the right price at the right time to.

my customers. i think we're building like a very good. like a podcast where people gonna learn. about indian customers and build how to. build a d2c startup and stuff. people it can evoke a lot of ideas. how you used to decide product i'm gonna. make it for urban market in urban cities. and this is the kind of family profile. now you can be like.

target audience and that target target. audience where you can build an entire. product so. you can change your target audit just by. this insight that now we're going to. personal consumption and i think it has. to do a lot with democratizing of. content. so earlier it used to be one tv ad.

different things so i think it's. democratizing of content which is. personal content consumption is leading. to personal consumption of products yeah. cool absolutely absolutely in fact you. know i used to call it. content. people were consuming different content.

and people were aware because you know. india right and and you could see what's. happening not just here but in singapore. and so you were getting exposed to all. of that. but still while you were united by. aspirations you were divided by. geography. and. what you said right urban market. racist. urban rural basis large town small town.

democratized.

wow the people who think like us the. people who. are you know uh people who believe in. the same things that we believe in as a. brand and people who believe in the same. values. [Music].

and every time you order on our website. we actually connect it back to a tree. that we have planted and we send you a. picture of that tree a geo location of. that tree and to to make you know that. yet this is not just a great difference. that you've made to yourself. but you're making it to the environment. as well and that is what our belief is.

and it's just you know that's one of the. reasons why we've been able to scale so.

but. i feel the same because when i started. with my podcast which i started with my. content. is it do you want people to look at. finance do you want people to look at uh. let's say motivation or business like. what are you looking for i'm like i'm. figuring out. like i don't know what i'm doing and i. want people just like me who want to do. big things but they don't know how.

they're also figuring out yeah so let. that be my brand every morning i'll wake. up i'll read about something i find it. relevant i'll use it in my life. and that connected with a lot of people. that. still today people relate to this brand. that we.

thief steele. okay so the last two question is is i. ask every every guest the first is. if not mama earth this is a very genuine. question but if not marmot if you have. to stop today everything. what would be the next big industry you. would want to do or you what was the. next next startup or next product you'll. start doing. by the way if not mama earth there is.

and the fourth one we haven't even. talked about anywhere else right so. aqualogica is a brand where we are. trying to sort of you know. take on this whole. the cream as a as a industry right. amara what we learned over time right.

was care um. cream's adoptively happened because. british has ruled us for 200 years. either it is for our skin right oily and. you know heavy products are not meant. for that right so how do you create a. brand. and we as a culture have believed in. hydration. right so we built a brand aqualogica. which is. challenging this and creating products.

which are much lighter hydrating. products for the tropical country that. we are absolutely absolutely so. aqualogica brand is based on that. science which is science of hydration. meant for indian skin and indian weather. because we have different weather. compared to outside right so thick. creams are not for us so it's gonna be. my day cream and my night cream is gonna. be different yes. and the fourth one the fourth brand that.

that has got out just around 20 25 days. back is this is this brand called ayuga. where. what we have tried to bring is ayurveda. and yoga together okay we very strongly. believe in these two sciences right. ayurveda has been there in india for. ages and ages right and then yoga again. it is. i mean millennials are connecting so. much with yoga these days we know it's.

good for health we know it's so we are. trying to build bring ayurveda and yoga. together for skin. and tell you and that's what ayuga is. based on so. purani formulations. which are authentic. and then marrying those formulations. into new formats. yes which you know people today will be. able to relate with lighter textures but. still having that goodness of ayurveda. in it. and that's that's in skincare personal. care only yes. guys you you guys are building insane.

products okay i don't know how you guys. are doing it like disrupting personal. care to another level especially for. millennials i don't know. inside not millennials like even her. mom's gonna relate to it and she's gonna. love it. and in fact she's gonna be much more. excited than i am right now because. she'd find it even better because she. her belief in. ayurveda and yoga is much higher than. what we have today yeah so. you're. you're providing awareness you're. educating customers you're solving a.

right problem for the right country for. as for the weather as for the people as. of the consumers. then yeah i would i would just summarize. all of this into one thing we are we are. trying our best to understand. indian consumers and what they are. looking for. and be their number one choice i think. that is you know. if we had to summarize our vision that. is it right how do we become the number. one choice of in india when it comes to.

beauty and personal care and. is what keeps us awake at night. but i want to summarize it i have a good. idea. i think. your brand became really successful. correct me if i'm wrong okay. that it became really successful because. you followed a basic principle of human. psychology that we like people who are. like us.

and we like people who like us. so. it's like. we are fond of the people who we will. yeah. yeah. belonging say same problems. you know he. he believes in certain things so that's. why we like them and second is we like. people who like us so we feel careful. so you. understand people and listen to them in. this world where everybody is trying to. sell you're listening to customers and.

that's why customers like you because. so the actual funder is. the basic foundation of human need and. human connection is like we like people. who are like us. so that's the you are the biggest like. i know so amazingly well. what would be the next industry as a. product you want to do. i know you're like a very product or. problem driven. but let's just say like where do you. feel is the next big opportunity.

just this one it can be anything see. people say health tech we will say. consumer tech d2c fintech for the guy. for the kind of person that i am if not. if not the space that i'm in right now. it has to be. something to do with art and painting. okay i i mean i have like i said no it. it it has to very strongly relate with. why i'm doing what i'm doing and i have. to love what i do that's the only space.

where i can figure anything out. if i if i don't very strongly feel for. it. so watch out people mama and fps are. coming. watch our new new mama nft million. dollar businesses are building gonna. build here okay what about you yeah if i. had to think about it and i had to sort. of start something new right. what i'll do differently is probably. look at a even larger market. an even larger problem right or. even bigger consumer.

you know. pain points or care points right. sometimes we say pain points but there. is also care points what do i care for. right so for example um in our country. people. care for education. and education has a path to success.

and you know. keeping families together in. relationships right and taking care of. them and at least feeling key we are. taking care of them and it's a very. important belief and value for us and um. people. splurge on weddings so in. very large market very disorganized. right nothing really has has happened. there. i think that's how we'll start thinking. about it right what do people care for. and and. because they care for it they are.

willing to you know. spend. whatever they have in that market and um. and if you can solve a big problem in. that market and. you will actually be loved by consumers. right yeah so that's how i'll probably. start thinking about it right um you. know. job creation in india upskilling and. what we have such a large population and. everyone talks about 1.3 billion i don't. know if it's three or four whatever. somewhere in between right but.

you know. i mean how do we deploy that. human capital and to really make this. country super successful. because that's the biggest asset we have. right compared to other countries right. you know. the biggest resource that we have in. this country is people. and you know i could think of a business. where we can deploy this capital really. well and we'll take our.

this. underlying thing about. how do you. explain. or. share lessons with people in a very. entertaining manner and where.

learning. is something that you look forward to. and it's amazing because our culture in. a way is also moved away from this to a. very transactional space right. i think it's it's it's amazing right. what would be one advice you would give.

me to improve what i'm doing and you. have to be brutally honest like you can. literally be like raj you suck what time. whiskey. [Laughter].

your secretary society secretary very. happy with me. do you have any specific feedback as. well like how can i improve what i'm. doing right now so i'm currently taking. inspiration from what you've done. and the way you've you've managed to. connect with so many people you've. you've put your passion and your. learning and your something that you. really enjoy into. and created a work out of it which is. which is amazing right.

i would just say that if you have. such a. cool business that you figured it out. take it take it to the next level. why not why why i mean why can't it be. 100 million. why can't it and. of course the the way to do it and hence. my the only thing that i would say is. even.

language is a barrier which will stop. this from reaching to a lot of people. and how do you solve for that right i. mean and now with ai and what it is so. easy to convert this into multiple. language and sort of spread it and so. that it can go to 100 million people and. what's gay. this is gold then what you have built. with so many people and this is so much. this learning can actually impact. society's fiber and. hence it should reach to a lot more.

people. and that should that's what should keep. you awake. okay so. so now now that you have said it like. maybe language will become scary. so i want to snug it in again that other. hindi may start. foreign. [Music].

thanks guys thanks a lot for doing this. i really love this conversation.