🤯💀 SCARYYY!!! Ex-Airforce Turned Entrepreneur | Aurm | MyGate | Telugu Podcast | Raw Talks With VK

[Music]. The deadliest tsunami in history almost. 220,000 lives. my bed was moving. and then the ground is moving almost. like a swing. We just turned around and. looked at the sea. I have seen something. which nobody can see. See you see a wall. of something moving brownish color. The. land was getting water. Let me run.

is sinking. >> Let me start the helicopter at least. save myself and few people around. I. took off. When I saw that the water was. returning, water is recing back and land. A lot of people were on the treetops, tree building. First wave is going back and the second. wave is coming and then you imagine what. will be the height of one week. We were. completely cut off from the rest of the. world.

tower but there was no communication 50. 60 bodies we just burned them we don't. know then decomposed. I need a breaker. socket was fully torn I said okay. will I fly they said you can't fly and I. left for.

[Music]. I want faster bulls which can run. faster. Ford is the guy who said that. let me build a car problem. identification is the biggest biggest. skill that an entrepreneur needs to. have. I built a technology company. without knowing technology. See till the. time you're on the road with only road. at one stage you should go above the. road to the air so that you'll get to. know about the road also and the air. also.

actually I was a huge uh a shock. I used to polish a bottle of rum but. nothing used to happen I was. unnecessarily thinking of the same stuff. again and again again and again. in. [Music]. guest. podcast lifetime memory. This is one of.

that kind of a podcast. In this podcast. we have Mr. Vijayi a former air force. helicopter pilot sha chakra awardi and. the warrior of 2004 tsunami. a perfect. example of a hidden hero and now turned. out to be an entrepreneur, founder of. MGate, a successful startup and also. founded ARM and he was also an ex vice. president of Goldman Sachs and Bank of. America. Your podcast took a perfect. blend of warrior's life and an. entrepreneurs experiences. Do watch it. and share your experiences. [Music].

>> Hello, thank you. How are you? Good. Good. forces. Okay. So, I was I was a helicopter pilot and. helicopters. Three reasons. is you know we take. supply chain like army forward basis.

Himalayas adjoining Pakistan China a lot. of forward bases where by road pump. for example if I have to send vegetables. >> through road to a particular forward. army post right a vegetable. >> right if we now have to send these uh. troops. some you know Russian helicopter drop. >> Okay. >> Right. That is one. Second is to a like. uh enemy territory. Right. If you have.

to go and carry out an operation like. the way we did it in u uh you know that. uh uh recently one movie where you know. based on the parliament attack we had. gone and. >> given a response right. >> it was purely our soldiers were dropped. inside in you know Pakistan area they. did the operation again we were picked. up again the soldiers were picked up and. we got them back. >> right and this happens in a very. concealed way. >> right so these are the kind of things.

that we used to do and. flood relief operations. Then I was also. you know flying VVIPs. Then uh you know when I was there the. Abdul Kalam vice president plus you know. prime minister and deputy prime minister. up to when Atal Bhari Waj was the prime. minister we had deputy prime minister. post which Alka Alka Adwani used to take. care. >> Okay. So we used to fly these four.

people wherever they want to go or not. Suppose for example northeast lonidana. school inaugurate Abdul Kalam was very. interested in going to schools and. spending time with uh uh you know. children. >> So we used to take him to you know uh. remote places. >> a nearest airport worker he'll come by. fixed wing. >> Okay. Okay. >> Akandi a school worker we used to take. him in our aircraft. So when we are. taking him so there are multiple. security protocols and.

>> so three aircraft formation will go one. is the jammer which keeps jamming. signals if anybody wants to do anything. >> and then SPG special protection group in. president so it's it's a completely a. drill how to you know take the president. from place A to place Bordin. you know for that 15 minutes flying. operation we used to have a you know. planning and exercise for almost 3 days. before and one day after.

travel. This is how you need to This is. how we'll go because you know the. helipad clearance the helipad is made. for us. Then we go we do a trial landing. maintenance problem. DGP we meet the local administration. collector the police guys who are.

responsible. the whole thing happens like a clockwork. it's not only we there are a lot of. people involved in this right. two days before two Before we go and do. this all the matter. you know we observe something wrong then. we tell the district collector. fire extinguisher. after giving the inputs.

we feel satisfied then the final date. happens. right. we drop one person Mhm. >> So he's talking to a. >> and. basically there is a language what the. collectors and all of them understand. >> and there is a language we understand. So person who is on the ground listening. person who is on the ground.

Okay. >> So so that everybody's informed of the. ground operations. Got it. Got it. Yes. This is this itself is an. so many prime minister's office so many. people are involved. just 15 20 minutes that's what. andra. one of the greatest awards and.

experience. first of all we'll talk about what was. incident. because I wanted to listen from your. Yeah. So I think uh I'll tell you uh uh. the reason for which I got right uh in. 2004 I was posted in Nikobar Islands. right I one year in that place. >> and Nikobar islands there's one island. called as carobarikar.

island the radius of the island is 5 km. >> very small island 5 km. >> island 5 km. during world war irip. uh kataran mat. >> and now since we want to uh you know. secure our you know territorial waters. and nikobar islands is our area and. they're joining we don't want anybody to. come in and say air force base. >> that air force base is called karnikobar. only helicopters operate four.

helicopters are there in that place. >> okay. >> and uh I was posted there and 25th uh. December 26th December 25th was. >> Christmas party And 25th all the people. there got together a Christmas party. >> and then uh I I had couple of drinks. obviously because this was Christmas and. then I went back. I was a bachelor bachelor. bachelor 2004 2004 December right.

offic. There was bachelor. four houses two on ground floor two on. first floor. to sleep. and generally sunset sunrise happens. much faster. >> Okay. almost 1 hour before. >> regular regular because it's east of.

India. 5:00. and. my bed was moving. then. I thought these bachelors Rest of the. bachelors are doing some fun on me.

Then uh. the suitcase was empty suitcase and. because of this vibration suit. okay then I saw no nobody's there. suitcase. and then the ground is moving and uh. that is the time I sense that okay the. earthquake and basically these islands. no we kept we keep hearing.

>> these are prone to earthquake. Mhm. >> Then then I 100%. immediately jumped out of the window and. I was standing on that road. >> Actually after some time. it was so uh very 8.9 on the scale. That's for nine nine. >> It's basically nine recctor scale of. nut. >> It crossed that and it was almost on the. n. So beyond that how much it was?

Nobody knows. Right. It was moving almost like swing. >> Right. Then I could not stand. I was sitting. I was just in my box. Oh. my god. >> I jumped and I was sitting on the. ground. Then choose. all the other bachelors came out then um. after some 10 to 15 minutes I don't even. remember now 10 to 15 minutes it stopped.

that was a different matter 10 15. minutes. >> then when it stopped. then uh we all took this thing a moment. relaxing then you see. >> and Then uh room. 25 minutes 25 m is the sea and our view. room was facing the sea almost beach. facing room. and then we turned towards the sea. I'm seeing my room my TV fell down my.

music system fell down my bar fell down. I was feeling bad till that time I was. observing. we just turned. we just turned around and we looked at. the sea. >> There was no sea. Basically what happened is tsunami. earthquake there was a tectonic uh. plates movement because of which the sea. went back into that crack that is.

created in the ocean. >> Oh. large crack. >> Yeah it was such a large crack. Then the. water receded. white. We could see the beaches there. White beaches coral coral islands. Those. are. >> okay. Okay. >> Corals are white in color. So I could. see white beach, long beach. eyes. If you're put on on the sea, you. can only see 7 miles. 7 miles. Close to. 12 km.

12 km. There was no sea. Oh my god. Then. yes, right? Inquisitive brain. Okay. That was that was my thought right. So the water has gone somewhere in then. 1 2 minutes I could see a wall of. something moving brownish color.

right then uh after some time we figured. out that it is water is coming right. dance floor dance floor this beach. parties whenever we have parties we used. to do it on the beach there was a dance. floor. >> the dance floor size was almost 30 ft by. 30 ft and height uh 3 4 ft concrete. block. dance floor basically whenever parties. there we used to have it on that block. in the on the beach.

land. block of concrete. water. >> before the water hitting the land the. land was getting compressed right and. so then I thought there was this. Let me now run. I just turned back.

Oh, there's something going to happen. Let. me run. I just. towards the air. So let me climb up. office right and I was the first person. to run and reach the. lady. I just pulled them pushed them.

that you took us along and right because. that that two three minutes running away. from that. and it was actually that kind of thing. I reached the airfield within some 2. three minutes I reach the airfield right. everyday early morning the aircraft is. ready 5:00 sunrise 5:00 aircraft is.

ready the helicopter is ready then. some other people also started coming. towards the uh office airfield and they. started telling water is coming water is. coming. up technician airport technician. aircraft. Do you want to fly any? >> Okay. >> At that particular time. is not going to stop where it is today. Right. It is surely going to come here. because I saw the speed at which and the.

height at which it was coming right and. then he knew that is not going to stop. at its regular place. Let me start the helicopter at least. save myself and few people along with. me. >> Right? I took off airbor then I did some mental. calculations. I gave calls on. HF frequency. massive earthquake in islands the island. is sinking. I thought the island is. sinking. Oh.

>> okay. It was not island gone up but I. thought the island is sinking. How come an island sink? Then finally I. could not communicate they are hearing. me. >> and they were not able to understand. what. then some aircraft was flying from. Chennai to uh I think Philippines I. could go Singapore I could go was flying. over this thing. >> they also heard this. >> but nobody could figure out what is. happening on matter because we we.

experienced a tsunami. >> I think 10 or 15 minutes after. Philippines Philippines first Hindi and. then it came towards Philippines to is. not more than 250 km. >> Right. >> Right. And it hit this place and. tsunami. tsunami. because I heard for the for the first. time right and. two three 26 years.

>> I was 28 Indian 20 1925 it was uh. >> 2004. Yeah. 25. Yeah. >> Right. And uh then I started the. helicopter I got airborne airbor then I. gave all these calls. >> and uh then I did some calculation that. uh can I reach Philippines or can I. reach this place then I figured out that. I can't reach anywhere. and.

>> so I cannot go to any of the island. So. the only place where I could have gone. is say Chennai or Philippines. M. >> and Philippines was not an option. >> because I didn't know. right it was very local. then Philippines was fuel range was not. permitting okay right. >> and uh for going to Chennai it is. impossible right flying endurance. then I said that we can't do anything I.

was coming back. I was coming back then I saw that the. water was written. Okay. >> And when it was going back. green. was all getting sucked out. almost you shaving. the suction power of the water. Then.

I was not reading into that suction. power. I was only reading that. Then I said that okay it is some kind of. disturbance in the sea that the water. came in and now it is going back. It is. neither the island is sinking nor the. island is. then uh I landed back. >> Okay. >> First receive I landed back on. Okay. Okay. So we don't need an air base. So I. landed back.

lot of people started running towards. the airfield. uh. wow. >> then u. then I told don't worry everything is. seeing water is receding back in. reno wave was much more bigger than the. first wave because the water first water. wave was coming second wave was.

>> so second wave is going back and the uh. or the first wave is going back and the. second wave is coming and then you. imagine what will be the height of it. So it was much more bigger. fuel tanks not tanker. four building type. that moved from this side of the. airfield to this side.

is saying that don't worry. Uh then again I got airborne again I got. airborne and that is the time I realized. that I can't go anywhere. and people are in this thing. Then we. just went around. >> a lot of people were on the treetops. tree building top. they couldn't run along with their. families they couldn't come here then I. thought let me start rescuing them that.

is the time I started my helicopter we. have a winch machine which can go down. and we can pick up people. >> oh. >> I flew for almost uh you know uh 3 to. four hours and I picked up people from. all these uh waves and. safe place. Half of the airport was submerged. >> Okay. >> Inca half was okay. >> Okay. >> I was getting people there and I was. dropping. >> So in this 3 hours I rescued close to. you know count more than 250 people. So.

that was the reason Abdul Kalam you know. he basically he recognized these efforts. >> he gave me a short and actually after. that one week we were completely cut off. from the rest of the world. so there was no communication then. boats. okay so nothing no help could come to us.

So whatever fuel was available with us 4. days island learning. >> 4 days. uh we were doing the rescue operations. helicopters. So the almost for one week we did a lot. of other stuff in terms of uh runway. clear so that fixed wing aircraft can. land with uh supplies and all those. things. and I learned how to drive a truck for.

the first time right. these all were we learned on the flyway. clear for the fixed wing to come a lot. fixed wing aircraft cannot come and. fixing aircraft. So I learned all these things. It's not. only me a lot of other people also have. learned all those things. >> and uh and during that time close to.

island close to 300 people. >> like air force. >> close to 300 people lost their lives. So. 350 people cremation you know because. otherwise uh you know a lot of other. problems will come in you know we. actually burnt bodies 50 60 bodies. there's no wood and all kerosin we just. burnt them we don't know whom we did. also otherwise we landing into some.

other problem. >> okay if you can talk about. >> in see dead bodies rotten dead bodies. they will give rise to some other issues. and matter so we had to and decomposed. bodies uh are not good. So we have to. you know cremate them or uh you know. burn them. >> and burning was the easiest option for. us. cremationally. putting them into on the ground and all. those are. >> some people we could have identify.

>> some people we could not identify. >> right and so this one week I I actually. although I got the award for that. bravery of saving. >> 250 people during the action. >> but I feel that uh I take more uh you. know satisfaction what I have done that. after the event because this was my. responsibility. I was trained for doing. this. So I just did my job on I never. expected that I will get an award for. that 3 hours of flying. >> Right. I actually you know although I.

got the award for 3 hours of flying. >> I take more pride in doing later one one. week job. Amazing. Thank you very much for telling. us. Did you get a chance to talk to? So actually this was uh you know this. was the first time. about such a such a huge waves coming.

right last nobody knows. >> right tsunami and word was so Mr. Kalam. called us to Rashupati me and my. co-pilot. >> to understand what this is me you're the. only people who have seen from the. >> air fought back. >> and and he he wanted to understand what. this whole thing is. So we were flown to. Delhi to meet meet him. >> and we explained him the whole thing and.

>> I need a break. Thank you very much for your love and. support. It's only because of your encouragement. Keep supporting to subscribe. Okay. And. just casual doubt. Mhm. Almost.

fight back. away from the job. actually became little bit in terms of I. it was a huge uh. shock and I have seen something which. nobody else is. right and I was not able to observe that.

fact that I've gone through that much. right. like uh you know I used to polish a. bottle of rum. but nothing used to happen to me. >> time then I stopped drinking for a. couple of months. otherwise. I was unnecessarily thinking of the same. stuff again and again again again and. again. I'm. But.

they will. if you go to the beach. they will face towards the land nobody. will face outside other side. they'll sit like this. I can't sit like this I will watch any. problem. soap. phobia. In May.

it was almost four five months. it is it is difficult lot of people had. to go through uh you know psychological. counseling. so many deaths in front exactly and. sometimes it becomes very. somebody's uh you know if there is. somebody a death in somebody's family I. feel very artificial to write in. WhatsApp group rest in peace deepest. condolences. Mhm. >> It's like.

deepest condolences. >> It's so easy. It's not coming from here, right? So, uh I I don't do all this. >> I don't like or it's not that I don't. like people wishing me. >> If people wish me, it's fine. If they. don't wish me, I don't feel bad at all. Generally, uh. I don't wish anybody. I'll just see and I'll leave it on. It's. a little bit of that kind of thought. process if some there is some death in. the family also it's okay we can't.

understand the pain. we'll not be able to communicate. anything right I go and behave normally. with them so that's how little biting. so yeah normal people death is very huge. correct. so maybe that is one of the reasons. probably that is the reason right I. didn't say war but I saw a war against. the nature and matter. The nature was. fighting with us. Ah so.

and experiences. contribution towards this armed forces. what was the actual reason? >> So the reason is uh like uh I have a. problem of shoulder dislocation. >> Okay. This is I used to play a lot of. games and sports. >> I don't know how it happened but.

jumping and hitting the this thing my. shoulder dislocated. Okay. Shoulder. dislocation. this happened. I put it back and I started playing. Okay. Yeah, it was just 2 minutes. and I played again and this used to.

happen to me for 2 three years. I didn't. realize that this is dislocation. and again it used to come back. It is. not that it used to stay in the. dislocated position and. I used to play also right. >> but then once it so happened that it. came out and it didn't go back in. >> dislocated it didn't set.

somebody told that dislocated then when. I went to the hospital he said it's a. problem of shoulder dislocation when I. told him that two years shoulder. dislocation. [Laughter]. I'm facing this problem for last two. three. Then. he just saw that the entire that ball. and socket joint. So almost that uh. socket was fully torn. It's a.

nonvascular tissue. It was fully torn. Then he told you need to do a surgery. Then I said will I get my uh can I fly. fly again? till the time you do your. surgery you cannot fly. >> then uh because medically down. >> I said okay. will I fly. >> the chances are low and then why is. >> will you be able to fly. then he said the chances are low that.

you'll be able to have a complete. movement of your hand and he said. we'll squeeze them and tie them together. so may dislocate au but your range of. movement will get restricted may get. restricted right. >> then uh there is chances that you can't. fly another. >> then then I said why should I get. surgery done. >> right uh so I didn't uh basically. because of that reason they said you. can't fly and air force ine if you are. not able to fly and I joined air force.

for flying. >> they give you an option to leave air. force in or pursue or get converted to. ground duty officer or you can leave air. force and pursue alternate career in so. that is the time I decided that okay in. air force learn if you go into the. ground duties your juniors will become. my flying brand juniors will become my. seniors in whatever. >> uh so I didn't want. so I just said that I want to exercise. the option of alternate career and I. left her first time another big thing.

yeah. but your shoulder. if I both my shoulders Actually, oh. >> if I do some I don't play any throw. events or badminton tennis. normal. If I can do push-ups also controlled. sports your muscles or your mind is.

responding before your sorry your. muscles are responding before your mind. reflexes. >> reflexes are much faster. >> but if I'm controlled like. you know what you're doing you know what. you're doing you're controlling no. >> I can do everything but if I play. badminton or cricket or bowling all. those things uh it gets dislocated on. >> So how was that way that our decision. this could out of budget?

>> So it was uh you know this whole uh. thing took almost uh medical uh board. and all those things took almost two. years on matter. >> Oh. >> in two years what I did is I prepared. for uh I said that okay if I have to. pursue any alternate career what do I. need? >> So you know what is going to happen? >> I I knew that I'm not going to fly. >> Okay. >> Right. But then I had to figure out what. do I do? Then uh I spoke to. classmates, schoolmates, >> what else can I do? A lot of people I.

spoke to. Then at that time I was in. Hyderabad. station. >> Then uh for some reason that time I flew. somebody to ISB some VBA. I took them to. service on helicopter. I took them to. the traffic. >> I took them to ISB. ISB was the place. where they had supposed to go. >> Gachuli stadium land. Then from there by. road we took them to ISB. That is the.

first time. beautiful campus. I just thought in my mind that matter. then. I went two three times to information. sessions uh Saturday or Friday evenings. they used to conduct one hour session. anybody can come. >> okay. >> and they'll explain them about the. interview process. I went there and then I realized that.

career prospects all those things they. explain. >> I said why don't I try GMAT that how to. get into this is GMAT. >> GMAT prepare GMAT exam and then uh. interview and all those things I got an. admission into ISBN. >> so I knew that I will be able to do. something my profile is interesting I'll. be able to do something outside. >> and business with that thought process I. decided to come out of air force. >> career it's almost like a new start.

>> it's almost like a new start right and. then for this new start. >> I had to go through a formal education. >> armed forces uh training is different. it's a completely. It's completely different. We are made. for a different uh reason. If I have to. come to the corporate world or business. world, I have to learn something. M. >> learning I have to go to a business. school that thing was there in mind.

that. was also the top 10 but globally it was. in top 10. >> and everybody suggested me that one year. you'll not be unemployed for a lot of. time right. so do this one year and a lot of people. and luckily. release from the air force came before. even I got admission from ISBN admission.

letter from ISB. >> release 10 days. not that I was uh you know banking only. on ISB. >> right right. >> but the timing was such that. >> so it worked out in terms of you know 10. days difference and it worked out. Because.

what happens in that flying zone? Why is. your so much important flying your like. my aircraft. the allup weight was. fly was a 10 ton machine. >> Uhhuh. The weight of the machine. is you know in tons or five tons. Four five tons machine.

>> The kind of forces that are required to. move the stick. So this is the only aircraft that can. fly in three dimensions helicopter. right. >> So. just because there is hydraulic system. pneumatic system assisting us.

>> to pull this up you're able to pull it. up very easily. >> Mhm. >> Hydraulic system. if the hydraulic system fails just to. pull up by 1 mm I have to exert a. pressure of 50 kg. 50 kg force is required to pull that up. to stay in. >> 1 mm 1 mm right and when I'm flying in. this thing continuously move 3 mm. 3 4 mm.

you just imagine the kind of weight I. need to keep giving it. and then we had instruments and switches. all over. so if I'm doing this and. then you're actually putting other. people's life at risk. You're flying an. aircraft. >> So that is that reason they put they. don't uh and they put me down flying. from the flying. >> Got it. start.

what made you do that particular. one of its kind. Even now it's one of its kind. Crazy. entering since 5 years. So. yeah,

[Laughter]. five years. Okay. Okay. Okay. So uh what made you uh. so first uh I was in a very comfortable. situation Goldman Sachs loan number good. salary nice uh promotions I was enjoying. right. >> well so much of learning actually in the.

uh what I would I keep telling my. friends. for me uh queen movie rani mukharj not. rani mukharj kangar full transformation. right from a you know uh nextdoor girl. to very matured and. for me Goldman success I was completely. transformed as an individual from the. armed forces to the corporate matter. >> and uh after that I was some somehow.

feeling that you know I could have I can. do much more than what I'm currently. doing right somehow I was feeling that. in. what and I didn't know right it was not. that. they were giving me good opportunity I. was really enjoying. but internally. I'm not able to fully exploit my. potential. and uh that's when I thought that I need. to do something right.

Uber everything of Uber. >> then flipkart everything of you know I. am the flipkart of I'm the of this right. everybody. it is see India is a uh you know talent. abundant country. >> everybody is talented but idea deficient. country. >> rightde.

>> right so but there are so many problems. that can be solved in India in pure. originality env. >> so once one of the thing that I had in. my mind was I don't want to copy. anything that is happening in the world. right. to come out of that situation. startup startup startup the same ideas. will keep getting discussed. if you see right now it is.

which is supposed to be the Silicon. Valley of India. Yeah. Yeah. Then you just get zoned out. A lot of people keep doing that. I don't. want to do I don't want to use the. latest technology to do something. >> I wanted to identify a problem and I may. use technology to solve that problem or. I may not use technology also to solve. that problem. Right? >> Then I thought that break how do I think.

original. >> in 20145. I was out of LinkedIn. No, no Google, no. YouTube and I just went out for vacation. for 2 months. >> not connected to any of these matter. completed. >> completely detached. >> Okay. job RPC. >> a job RPC just to so that I declutter. myself from what is happening in the. startup world. >> then uh or two months then I basic thing.

was not to do anything what is happening. right. detox it's not detox also it's basically. I want to come out from the clutter my. thought process I want to have that. proper thought process. just go. I also thought that I need to get out. from this place. >> and think original, right? But I just want to move out of this. process. I stopped talking to any of. these startup guys.

and uh. right and uh I came back after 2 months. and. I was my balcony was fortunately facing. the gate of my community. Oh, no. No. In. Bangalore. Okay. And. I was looking at the gate and then I saw. that so many people are getting.

a security. lot of this hyper local tiny z. so so many companies came in that. you order. So a lot of these external. people were coming inside the society. I. could see. security. Then uh I saw that okay these guys are.

getting into all those kind of things. And. security. they fight a lot and. I can see the delivery. and I wanted him to come fast. he has to come first.

and I was actually waiting. I was seeing. So then I was thinking that. right. So then when I spoke to. the single most word that is used in. intercom is. a security. and so.

right. then I understood that our traffic is. increasing and this Intercom is not. adding any value. >> The delivery boy is spending almost 15. minutes at the gate. >> Just Aluchin Chindi peak time of food. delivery is 6:00 to 8:00. >> 6:00 to 8:00. How many deliveries can he. do? >> He can do four deliveries. 30 30 minutes.

each the travel time 15 minutes uh. approval process at the gate. So the. delivery boy's productivity is only four. per day. Right now I said that why does. he have to waste this 15 minutes? Let me. give me give him back this 15 minutes. Can I solve this somehow? >> Right. I will create an SMS. >> right and e-commerce companies will. integrate with me some platform. the swiggy delivery swiggy will send me.

the information of the delivery point. and your flat number. >> I will figure out which community. security guard SMS. >> Okay. Babu so and so delivery boy for. this flat number. you call him and take the approval. >> before the delivery boy comes at the. gate and once he comes send him in so 15. minutes I save. >> in e-commerce 15 minutes is equal to 15. rupees. >> of course. >> I said that give me 6 rupees for this.

>> for one entry I'll make a seamless entry. for you guys. >> right. >> up all these guys are small Dinder. Harsha and they just started Right. >> I spoke to them. He said, "Real problem. VJ. You do this.". >> Amazing. >> Then I said, "Okay, let me do this." And. he said then. 2015. smartphones were not so easily. available. >> Security. >> So we actually stood with them.

security guard for two months, >> two months to observe what these guys. are doing. me. Right. But I I said that I need to. understand how do I build the app for. him. >> Right. >> Right. Because those guys are not used. to uh smartones and all. >> Right. But then. that you know 100 rupees and uh free sim.

cards and all those things. >> Okay. But then I said that okay. how do I design the app. right. then he picks up the intercom does. So. what we understood that this guy can. only understand number 0 to. >> 0 1 2 3 4 9 worker he can understand.

right. before I come to this I just want to. answer. >> I want to make the process easy for the. delivery boy to come inside. >> second is the process easy for the. resident also nu I'm waiting there 15. minutes and I'm just picking up the. phone and I'm telling. why should I go through all this process. Just imagine.

why should I go through that process or. early morning 4:00. >> right people in the house will wake up. >> I said that how do you make the life. easy for all of them is that is the. reason and gates were becoming more and. more complex. >> India is moving into gated communities. right. >> and uh commerce is coming to the. doorsteps. >> two things are happening right. >> true. >> gates were designed not to let outsiders. in but the opposite is happening right. and the friction at the gate was in.

increasing. >> right. >> I said how can I solve this problem and. hence my gate was formed. >> is this simple insight that. >> I need to make gates more efficient and. more welcoming gates are supposed to. stop people. >> I went with a vision to tell that let. people come in make it so easy to do. your security checks so that they feel. welcomed welcoming inside. >> Okay. >> With that concept we started my gate. So how was that experience sitting with.

security guards like. >> so yeah so that's that when right when. we designing the app we wanted to. understand what exactly happens at the. gate. >> we started with a small china problem. and this problem is a small problem but. you're facing this small problem. multiple times a day. >> right. >> just imagine. they're not very dangerous right you can. live with it but that doesn't mean that. you have to live with it right this e. problem at the gate was also something. similar, >> right? You face so many times, 10 times.

in a day, driver, delivery, pick up, they're stopped and you have to go. through that process, the delivery boy. has to go through that pain. The. security guard has to go through that. pain and the host also has to go through. that pain. Right? >> Right. I said we should solve this. And. to understand this, how do I solve it? >> That is when I stood with the guard. Right. I realized that. the maximum number of calls the guard.

gets. every morning. so. should I do the job or should I wait for. the maid. information he used to at least 6:00 to. 8:00 at least 300 400 calls. >> then I said that this is one more. problem we need to solve.

>> next time. the security guards were becoming the. you know uh information hub. she'll come and give her contact with. the security guard and say.

so it used to be a exchange of. information. >> Can we digitize and formalize this. exchange of information? So we started. with this solving the gate problem and. then we added one by one all these. things. So gate problem sol and we identified. all these things and we started solving. one by one everything then. association. can you solve my accounting problem.

accounting. So everything around a gated community. today 360°. all kind of residents want to talk to. each other social. platform. You want to put anything on. rent you can do it. You want to put. anything for sale, you can do it. You. want to rent your house, you want to uh. you know look a house on rent and you. know everything can be done from day to. day. >> and multiple impacts right second order. benefits were you just imagine a maid.

>> today she's available for work. today you go to my gate app tell that I. wanted a house help between 6:00 a.m. to. 8:00 p.m. 6:00 a.m. to 8:00 a.m. These. are the two hours slot I have. >> right. >> all the list of households that are. available in that society to this thing. I'll pay phone numbers they directly. talk to them hire them and. >> take so we have provided visibility to. you know almost 25 million such you know.

domestic help and uh uh drivers and. nannies cooks carpenters electricians we. have given them visibility to a. potential employer on. We started off with solving other. problem but there are a lot of other. impacts that are being created as well. >> Yes. Right. And this is see some some. problems. are not felt by many people and see. problem identification in my view is the. biggest biggest skill that an. entrepreneur needs to have.

>> Right. Right. Right. >> Right. generally okay this guy is doing. podcast 1.5 million views. but they don't understand right this is. what I told talent abundant but idea. deficient oh no. >> right. I think that more talented people should. think at you know identifying problems. because we are living with so many so. many problems. >> India is living with a lot of problems.

to solve one of them all of them we. require a lot of brains you all don't. have to go again towards one idea. >> there's so many problems to be solved. >> so. business segment. single word can we call it as. convenience. >> I would say always convenience see. everything is convenience. >> first thing is convenience. >> then comes anything else in. >> right. >> right a lot of people don't know that.

they're adopting you because of. convenience Actually. >> a lot of people do know and that is your. job. >> See as a product designer or an. entrepreneur to identify problems which. people are not even able to tell you. if you ask those people. I want faster. right which can run faster. Ford is the guy who said that let me.

build a car in. >> right so understanding problems for your. from your consumers is a different skill. question that consumer will answer you. >> but the answer for you is not there in. the answer that he has given you have to. read others. actually I was just jotting down. e-commerce or commerce based. Google.

before Google. where I was I was urban partner. there. So when I experienced it. correct correct the same way.

I don't know what was the actual. hardship and all. product market fit. when is that you are successful. >> or your product is successful. adopted by the market. >> if so many people have taken it x number. of people. >> and they're using it. >> and they're paying for it. >> then you already got a product market. fit. >> right. >> I say that so many people.

I have to keep investing to get that. 10,000 people. >> the other way to test this out is you. sell it only to 100 people. >> let them use it for one month two months. and then say that tomorrow a product. withdraw chases them if out of those 100. people 70 people will tell that boss. what is this I want this. >> that means you have arrived. >> validation. >> validation. >> crazy. >> you pull the product out of him like for. example. IRCTC.

earlier. right. you see how much of chaos cure it was. creating right that means IRCTC has. arrived. >> it's like pinching. >> right so how would you identify if your. products. >> how is it going to identify how is this.

going to you know customer. if your customer is behaving. randomly and he is actually. yeah I wanted this. >> that means you know that this product. there is a. And people will pay for it. >> Amazing. >> Otherwise, how do you know how much are. you going to price it? If you are starting business with your. own money, no venture capital, how would. you do it? >> You have to. This is the smartest way to.

do it. >> Right? >> Give it to 10 people. >> Then you see how many people are. reacting uh you know uh they're saying. that I want it. I want it. I want it. That means you have arrived, >> right? And. almost. what happened is in 200 uh. 16 16. 20 uh no no 2017.

start. Oh okay. Okay. by 17 uh in uh Chennelon. there was a cable break if you remember. >> 2017 somewhere connectivity internet. connectivity for one day it went up. right. >> so we were there in close to 100. communities. >> okay. >> 100 communities. >> and uh we were using. 200 300 flats so close to 20,000 so. manyies families right. >> and then u one year.

>> one year Right. >> And then uh this cable. phone completely lost network. >> network app was fully down. >> security guard was not able to make. entries. >> because no signal. >> Then uh 10 minutes. we got calls from all the 100. communities. Oh app is not working. App is not. working. App is not working. App is not. working. And this and that is the time. it was a full validation that right.

>> it is working. Investors used to say are you really. solving a big problem? Then I said that. okay let me do a survey. >> that tomorrow we are stopping my gate in. your community. how many people are negative reacting. you will understand you see. >> because we had this data already. >> right calls in 10 minutes then we knew. that we are solving some problem you see. >> then we told that investor you do this. right.

>> and then he did that and he validated. that yes this is genuine problem that. they were solving. >> he put almost 40,000. Today we are there in 40,000 communities. and 50 lakh homes are used. 50 lakh. Yeah. No, no, no. But. yes, 50 lakh homes into the number of. users. Amazing. >> And it's basically like a calling. is used so many times.

People use it. >> Correct. Correct. Yes. >> And that also has a story. ringtone. Was it so simple to name it as. migate? I want to communicate with my. gate like. so. Okay, got it. >> So, it was very I think we did too much. of uh back and forth.

I just uh told my and it really worked. out on because of that uh you know uh. you can relate it very well. That's what. all you do is you love the gate. >> You love the gate. Right. So that was. one. Second was. >> all the intercoms those days. all of them used to be with the same. ring. all fancy rings coming.

Let us put this as our signature tone. So everywhere. >> beginningsh. intercom actually as a category. >> we have killed the intercom market in. the country. a society. communities. intercom system that thing is removed no. gated community today has intercom on. that full industry was killed.

>> because of this. >> one simple that entering uh ringtone and. people today approve and you just. imagine a delivery security guard Amazon. delivery. >> he'll come for 30 40 flats. >> right. >> 30 40 flats. today 30 flats information he'll put it. all 30 flat same time notific.

all Yeah, >> we took a job of almost one one and a. half hour job to uh 10 seconds less than. 1 minute. in less than 1 minute the. impact is very very big. and. but before that I'm excited to talk. about the next product. we name it as right. I wrote. because lockers.

locker facility. I thought I I'll name it like this. Mhm. Yeah. So, uh first. when I got to know about the product, completely technologydriven, convenience. focused and completely stylish facility. Correct.

First of all, I wanted to ask you. I wanted to ask maybe if you can uh so. yeah I I think uh the insight start. so one thing full deep understanding. all the see what is happening in India. >> lot of uh people are moving from tier 2. tier three towns and all those things to.

cities. >> right. >> for various reasons either it is for. employment opportunities or parents. health problems you have to show them to. you know hospitals hospitals. because of that reason or education. reasons educationally. >> or business opportunities are more in. this uh this thing so a lot of. urbanization is happening. >> right. >> urbanization happening at a pace that. you know we are unable to fathom.

>> and second intent. because of various reasons our urban. infrastructure is not catching up with. the space of urbanization. That's why. you see traffic issues, cleanliness. issues, uh all these you know urban. flooding issues, >> right? Because. >> the pace at which this is happening is. the administration is also not able to. catch up on matter right then what is. happening is. like if you go to an individual house. today it's very difficult to get you.

know power supply also right 24x7 power. supply or water supply or cleanliness. there is no park where I can go right. >> and all these problems. so this builders ident let me construct. gated communities with all these. amenities No. >> And uh if you see from 200 uh 4 2000s to. now there are close to 200,000 gated. communities. >> 200,000 gated communities across India.

>> and every year five lakh homes are. getting added to these communities right. the rich people who are able to afford. these kind of conveniences and amenities. are moving inside these gated. communities. >> right And these people have got a lot of. affluencies there. >> and affluence people they have you know. gold jewelry various valuables. collectibles and all those things they. have. >> and they want to all of them want to.

keep them safe and secure right. >> then I'll just give you an example. Gachibul area take area 3 km radius how. many such affluent homes do you think. will be there. approximately. communities communities so I will tell. you there will be close to 50,000 homes. ah any communities so forget 50,000. homes will be in this affluent homes. will be there if 50,000 affluent homes.

the banks in that area cannot meet the. need. >> how many 50,000. petal you need to have at least 200 bank. 200 lockers 50,000 just imagine the. number of bank branches that need to be. there. correct and that is the reason waiting. period the density of rich people has. increased but the banks continue to. remain the same. >> and there is a severe mismatch of. lockers locker requirement versus supply.

>> I'll tell you my own example 15 years in. Bangalore I could not get a locker. >> I could not get a locker waiting list. not. I had to blackmail somebody. If you don't give me a locker, I'll move. my current account from you to somebody. else. He gave me a locker. Almost I need to kneel down. I had to. operate.

I can relate. Yeah. Right. Happy. I we managed to get a locker. green card. and now not that time. and despite that. my wife 20202 June I got that locker I. gave the key to my wife right and then. she did not have the guts to go and. operate the locker because traffic.

right working. all those problems and I said. right I said we are all staying in these. gated communities. >> right. >> why don't I open a locker as an amenity. within gated communities right and with. that thought process we started ARM and. why we put name aum or is the name of. gold in periodic table. >> so that's the reason we named it as a. matter and uh second in He didn't want.

to build it the way the bank lockers. operate right. >> and there is one more master key that is. there with the manager master key. So if I set up something like that. employ. second key plus that master key is there. >> right. >> so anybody can do anything. >> I don't want my customers to suffer. because of some employee you know.

infidelity. >> right. >> and then uh if I have to put only in my. gate communities 40,000 I put 40,000 in. 40,000 communities in I need to have. 40,000 people managers. >> so many people. I said that. okay let me do something where I don't. have to depend on humans. >> four or five months I thought of.

multiple options and then uh we came up. with this that why don't we build a. fully automated system on matter. >> okay there's no one inside. >> there is nobody inside fully automated. system how do you do you use meronics. how you use CSON and see this is again. the same kind of problem right I first. identified the problem. >> and then probably technology to solve. this problem same in. >> hardware see that's why whenever I go. and pitch to investors and all.

>> I only talk about the problem that I'm. solving. >> nice. >> right there'll be lot of technology that. you'll use right I don't want to sound. right. >> AI invogue but I don't use that word AI. in my pitch at all. M. >> I only talk about problem solve. >> right. >> there be a lot of AI behind it right. that is immaterial the problem that I'm. solving is the most important and what. are people willing to pay for that. problem. >> and how am I solving it how am I making. it scalable right.

>> modular design. it's stronger than the bank's vault. right how we made it is uh multiple. layers of steel and concrete the strong. room is made up of multiple layers of. steel and concrete Okay. >> Infused with sensors. Okay. It will say the vibrations, right? It's very very sensitive.

Oh, right. I want to give the top-not. security, right? And how do I give the. top net security? One way is to build 12. in thick concrete. >> right. >> wall that is also will give you some. kind of uh you know resistance and. people can't make a way right. >> I said that let me not 12 in thick we.

are getting into different this thing. but let me make the same strength with. more smarter technology. So honeycomb. structure uh you know mesh structure. design of the strong room plus sensors. infused in it sensor they'll keep. capturing all the vibrations. of high frequency vibrations which you. can't feel but this senses feel. 10 m.

okay. right so heat sensors. Po sensor has got. heat sensing also. >> Right. >> Right. Sounds all the sensor. >> We take all of them. Now I'll use a sexy. language. We use our AI to get you know. intrusion detection. >> My intrusion detection. >> We have integrated with you know the. security guards call society learning. the security guards. >> The call will go to the police station.

>> Okay. >> Palana police there is some attempt. happening. Please rest to that place. And we've also hired you know uh the. security agencies that give security to. all these jewelry stores. Okay. banks, ATMs, there are quick reactions. 15 minutes. >> and to make one drill.

45 minutes to 30 minutes. >> and if you want a person to go inside. it'll take almost 4 to 5 hours to make. that hole. So that is the way we have. made the strength of the this thing uh. the strong room so strong and we can. detect and prevent intrusion. >> So objective is to prevent intrusion. >> Right? >> How do you prevent intrusion? Either you. build such thick wall or build some. smart wall and prevent it on matter. >> Right? With that objective we completely.

redefined the way we looked at the. problem of matter. >> So this is again like you know you have. to build a strong wall and increase the. thickness versus doing something else. >> Right. Right? So that's how we thought. about the strong room. The machine. should identify the box and get it out. Right? We wanted to give privacy to the. consumer. We want to give you know. assurance to the insurance company. >> Dan Gurin, how did you design the. system? So we. >> as insurance company.

correct. So first when we thought about. this right. >> uh we approached insurance company. lockers we don't. >> so actually lockers if you go to a bank. the lockers are stored in a strong room. right you get inside the strong roomate. this is a jail. right as a consumer you have to get.

inside the locker room where the lockers. are positioned. Right? To give privacy manager, he'll open the. locker number. >> and he will go out and he'll close the. curtains and the door and then you are. operating here. >> because you're supposed to be given that. privacy. >> right privacy. They can't even put a. CCTV camera. Right. They can't they can't put a CCTV camera. because of privacy reasons.

You can actually open some other locker. you can open. >> So. locker, right? And lot of times it happens that. people with a bad intent go inside, >> they open the locker and they take away. Insurance company cannot investigate.

There is something called as mysterious. disappearance. >> Mysterious disappearance or something. has disappeared but they're not able to. investigate disappear. right. A mysterious disappearance. that product cannot be insured. >> So bank lockers cannot be insured. because of that reason because you go. inside there is no camera. I can't investigate. So insurance. then I give a call to my friend.

insurance. I told. then I called him and I showed him right. mind then he said yeah this product can. be insured. because he's a senior person in. insurance he gave a call to his friend. >> in the insurance industry right a friend. happens to be a CEO of a big insurance.

company. uh I'll not name it right and then that. person came. >> he liked it very much. >> and then he told his risk and. underwriting team please go and do an. evaluation. they came up to us with a quote on. we are willing to do this. >> that was a big milestone for us the. trust that has been shown by somebody. who don't trust anybody.

>> right like actually insurance doesn't. trust anybody and they all their. expenses of an insurance company today. goes only in underwriting and risk. evaluation. >> right those people have trusted. >> right and then we said this was a big. big big validation for us. >> information then heard about this. >> then they said we would also like to. come and see.

and they said we under it. >> We also wanted you know somebody more. credible where consumer like all the. insurance companies all of them are. credible because all of them are. regulated by IRD but consumers think. that okay Tata IC these are more the. same. >> I said that okay let for the benefit of. the consumer let me associate with a. brand like this and that's how Tata. guys ensured are not. >> nice. so technology then generally experts.

know. like. so what was the research? >> So we did a lot of research in actually. I spoken to law enforcement agencies. >> Okay.

What do you find? >> What do you find? Everywhere where we go investigation we. do, right? There are some people. involved. >> Okay. >> In the theft, right? But you know. obviously people are involved but they. were always explaining me the process. They were making a hole very nice hole.

And uh that was what struck me. >> right I told that okay. they don't blow up the place. so they go very quietly. precision cutting precision. that precision cutting was the insight. that I got. Okay,

>> he was just telling the thing what we. took away from the meeting was that one. thing. >> precision cutting. So my whole job was. to make it difficult for him to do a. precision cutting. >> because that was the only format. >> that is the only format they can do. So. let me make it extremely difficult for. them to do a precision cutting. >> Right? We did all these things. Right? Again I'm in this podcast. This podcast. will be heard by a lot of people. >> Oh no. I'm not telling you the 100% on. matter because this is my business.

>> Of course, of course. I'm just giving. you insights in terms of how I think. about. >> security right I'm only telling you 10%. of what is there. >> there are a lot many other things that. are there. >> and we also we also met few thiefs also. they're doing something else. >> even they said the same thing and they. basically while they do they get. actually. the trigger doesn't come from them.

>> mm M there'll be some other people. behind them right. so not too much of rocket science goes. into it right. those people are all covers. >> right they're all very vulnerable people. >> something. they get all these things done. >> and those people told you know the. timing basically you know uh what is the. timing that they want to do All this.

again the conversations with them also. we got this insight of precision cutting. right. silent and they don't do it over a day. one day. >> right. We can see. >> time the maximum number of locker thefts. happened. >> Yes. So we got a lot of insights from. them also right. All these insights this. we designed you know the security.

infrastructure. what kind of integrations that we need. to do what kind of technology that we. need to use. because then again. we get a lot of externalities. So we planned for each of these. contingencies right. >> nice. >> right and we built it in such a way that. 99.99%. times the system should work the way we. have designed and the way customer came.

promise 99.99. >> one day one of the customer. >> mhm. >> she was using the locker before the box. fully came out. >> she tried to pull it out Right. The box did not come outside. Mhm. >> And uh she felt panic and she gave a. call on the emergency number. I have a. wedding. Right. Then uh the emergency. team got a call. Don't worry ma'am.

please go home have a cup of tea. We. have a training which we have given to. our guys how to pacify the customer. because too much valuable attention. >> So don't worry the room is locked. After. you go out of the room, just try to push. the door. >> You'll only understand. >> You'll only understand. It'll not open. Please go home. We'll solve it within 15. minutes and we'll call you. >> A 15 minutes. We called that lady back. >> and she accessed it and then after that. I gave her a call. Sorry for the inconvenience.

No, no problem. 3 to four hours I could have wasted in. the traffic. I was not able to access my. locker. That experience is even more horrifying. >> than this. It is in my community. It didn't work. I gave you a call 15. minutes. I accessed it. So I'm okay with this. problem. >> Right. >> Right. So that is the time one more.

feeling came that. So that's how we thought about this. solve the security and one is the. problem a problem to make it simple. there are a lot of complexities that go. around on m. >> as a entrepreneur your job is to solve. that complex problems and make it look. extremely simple for somebody to. understand right. >> right. both my gate also and also so many.

people told me that. simple. right then I realized that the moment. you make such complex problem simple. this is what you get and that is the. time you should think and that's a point. of validation that you have solved the. problem in the right way. so we are there in three cities we. started off with Bangalore right and uh. >> Bangalore a total around 20 communities.

and as we speak we are installing in. another uh Uh 15 of them. >> Oh nice. >> Yeah. >> And we built the whole concept in such a. way that 20 days we'll do the entire. setup. Oh. >> fully modular. >> everything. >> Oh wow. >> Everything in 20 days. >> So modular set panel strong room is a. design we manufacture it elsewhere. Lego. blocks. Everything this product is. conceptualized in India designed in.

India. Manufactured in India operated in. India. Everything end to end India. >> crazy. >> made in India for Indian so thank you. for that thanks so. convenience convenience comfort. are we getting used to those segments. I'll show you a small video.

okay. >> I came inside. >> okay I came inside and I was watching my. phone. Mhm. That was me. It is capturing me. Okay. Every 5 seconds my phone is. capturing. iPhone. Every 5 seconds it's capturing.

Mhm. Yeah. Right. Yeah. So. what is happening every. correct,000. communities. Mhm. Mhm. So.

everything. the same way. So how safe is the data? iPhone is more secured on top. Correct. Correct.

Yeah. Correct. Okay. Maybe this is a feature. capture. Okay. Mhm. Again over to you. >> Yeah. See, I think this is normal, right? What I mean to say normal is this. is the way the tech world is evolving,

right? Nine for you to get certain. conveniences. >> Mhm. You should compromise. >> You I'm not saying that you should. compromise. You should the person who is giving you. that comp convenience should be. trustworthy enough to take the. convenience from right. >> that should be the evaluation that you. need to do today. you go to the lawyer. >> you have to trust him. >> or in fact I would say that he has to be.

so trustworthy. >> that problem. he's only giving advice to me. he will Not. your expectation from him is. unrealistic. He cannot he cannot forget. >> right but what he's supposed to do is. not supposed to speak to anybody else. A. doctor got a same profession. >> in your house with your own spouse also. right. >> we expose fully with the basic trust. that that will remain within the closed.

doors and matter. >> lifelong a lot is in that format. M. >> so that's why I keep telling brands and. uh and platforms should develop that. kind of trust with the consumer. >> right. >> right. >> but for you why is it Apple multiple. times it is seeing your face right phone. open. >> it is validating that it is Mr. VK who. is opening this phone because you have. told that phone. >> you have registered your face. >> right.

>> right stop registering. >> see you need to have exit options also. >> right how do I build a trust anybody in. this platform Apple and why is it uh. doing that way he's saying that you want. security. >> I'll give you right I'm not a brand that. I observe all these things and make ads. to. >> Apple doesn't show ads in fact it's. I'm not at all watching you all my. features are to assist you, enable you, >> right? Every brand who is collecting.

information for example my gate what you. told is. >> we have access to all the information. >> but if my intent is bad and I don't show. you protocols that I'm keeping your data. safe. >> to do that what can I do loudly I'm. telling that. I'm keeping them safe. >> you will not believe what I did is I got. the best uh you know audit agency. >> okay. >> to give me a GDPR certification GDPR is. the highest uh you know form of data.

security protocols in matter. We the. only only company in India a consumer. company in India to be GDPR compliant. The first company I'll not say as of now. only but me the first company. >> Okay. >> Why did we do this? Because we know that. my customer my company philosophy. your data goes to grave with me. M. >> right I come from a armed forces. background. >> right. >> also from uh you know Goldman Sachs.

investment banking background my. co-founder is also from investment. banking background Abhishek. >> Shance is a data security right. >> uh this thing all three of us data. security is very very core to us. >> so how you build the company yes you. have to let go something to get. security, >> right? >> Everything he used to know.

everything. Today with this technology when the. security guard will tell you, see just. imagine a security guard who's staying. closer to your home and he's observing. how you're going in. >> Is that a threat to you or a platform. somewhere sitting somewhere? it is. giving a technology solution is a threat. to you. If the platform is taking all the. requisite protocols and safety measures. and it is communicating to the consumer.

>> that is the way to build trust right as. a doctor. and treat. nothing beyond that right. >> right and I think all these companies. need to design themselves in that. particular manner. >> got it and uh. some banks once they identify this.

and it is easy for them to build trust. can't they get banks into the. communities or just. do you think so. >> it's absolutely easy with me. >> absolutely easy I with Okay. >> Right. >> I'll tell you why banks would not do. this. >> Right. They are the ones who are doing. locker business from 300 400 years.

>> Right. Don't you know that these are the. problems they're living with? They also. know waiting list. >> right. >> they know that so many consumers. >> Oh no. >> I should do something about this. I. should give more lockers. >> Oh no. >> That problem is there with them. But. what is the fundamental business of a. bank? bank business. collecting liabilities and take a. collection of deposits and all those. things are liabilities. >> and uh building assets.

>> these are fundamental business. >> right while those guys they do 150,000. crores. of business just with these assets and. liabilities. >> lockers is 4,500 crores business across. all the banks. >> mm M. >> and a rounding error. >> you just tell me as a CEO of a bank I. will focus on this 400,500 crores or. I'll focus on this one 50,000 crores.

point number one. thought process. >> right thought process it is very. difficult to get the time and do that. kind of thing right. >> second there is a tech this is a pure. technology problem the way I'm solving. the technology problem Okay. Munch. I. engineer. If I give you an option to. join. bank. versus join.

A or which is a pure technology company, where will he join? >> Because he wants to go and join in the. product company where all technology. problems. See they could not build their own. accounting system. >> It was built by somebody else. emphasis. >> Right. >> Right. Second, third point. Every bank. to solve this problem individually, 24. banks have to solve 24 times this. problem.

>> Instead, this is a common problem for. everybody. They're fully incentivized to partner. with me. >> Right? >> Make lockers. You want to modernize your. lockers. I'm available. Why do you want. to reinvent this wheel? >> Right? I'm available. ATMs. >> today 70 to 80% of the ATMs are managed. by somebody else not the bank. >> because this is everybody's problem atm. how many times you need to go through. the process.

>> infos told I made this software. accounting software you can use it right. everybody's using it. >> so there are some problems that are not. core to the bank they will not solve. this problem. >> makes sense. and they people like me have to solve or. somebody else has to solve. >> right. >> while solution banks wanted it I'll be. the first one to partner with them. >> I'm available then already I told all. the banks you want to modernize your. locker infrastructure I'm there.

also want to wait and watch like you. know generally it is a big guy always. will wait and watch will be a time. they'll come. so you need to have that appetite and uh. you Oh, >> right. Right. >> And uh whatever patience. you have to be in the market and they. will come right. >> but they will not compete. >> They will not compete. You put today. lockers in the bank are given by God or. steelage or chubs or something else.

>> actually right they don't do all those. things this is given to somebody else in. matter. >> there is a need and you're solving that. need in a good way. there will be the trust. >> right. >> but how do you build the trust and we. should not just wait at the customer. that. that's also not a good business thinking. right. >> I'll give you an example of uh ICA bank. ICA bank came uh you know in 1995 it was. set up around that time right.

>> all of them before ICA were all public. sector backed by the government. >> this was the first private bank of India. uh SBI Even in all were backed by the. government right. >> people had a belief that banks given a r. there is no problem because the. government will give this money back to. me. >> so they were all happy to put their. money in the. >> government banks. >> government banks then ICA was the first. private bank and it now told people that.

please come and keep your money with me. >> why will people move they're already. used to certain thing backed by. government why will people move to ICA. bank he completely redesigned the. banking experience Mhm. >> Right. >> 1995. 1995 the first bank itself was. classifi. all the different I opened my salary. accounts and all those things right. by 10:00 still it doesn't open they'll.

have breaks. by the time I get my account opening. form it used to be 11 right. very dingy again bulbs almost bulbs not. and tubes also it'll be bulb and fan. right and fan. it will not be for customer right. template banking there is a template how. to set up a bank. see one of the thing I always fail to. understand all ATMs are air conditioned.

computer room. it's not required. actually it is not required Mhm. >> There is something. a lot of such rooms. Mhm. If you recolct those days computer, you can't wear your shoe and come. inside. Oh, right. Somebody has set up.

So, net what I'm trying to tell is there. are some misconceptions we're living. with them. bank ICA told that first set. with a nice when he used to put the. board also of ICA nice glow sign and can. light nice logo and all this. >> right. SBI. not even visible at night. >> this was one right grabbing attention. second is he made the bank air.

conditioned first bank that is air. conditioned. >> you'll have fully air conditioned. place well lit up all tube lights false. roofing. token system. you'll get a number. right and then seating area was very. nice and. you'll see one big. you know glass wall.

I used to literally jump. Right. I experienced too. He removed. this glass and he's talking like you and. me. manager. Right. And he made that was another. experience. Third is. to update their past books. >> Up till then you won't know. you won't get to know me.

You just go. that you can do in any branch. right like people like me. seamless. I'm using it there and right these. experience. he just made people's life so. comfortable right. I will still.

You're opening the account for the first. time say right. >> you know you don't have any relationship. with any banks. >> first time you opened with ICA. >> you will tell pass book update. >> to a man like me who keeps going for. that update of right past book I said.

>> why should I go through this pain? Let. me also become smart like you know you. right. >> and every time I have to go through the. pain of all the features that are not. available what is available in. >> the other side. >> ICE right I always keep remembering ICA. >> and I'll keep getting pushed towards ICA. right. >> experience bad your regular experience. is always bad right you keep getting. these experiences when your friend.

I'll obviously shift M. >> right if you see about even e-commerce. right. >> not everybody adopted e-commerce. >> early days the people who adopted. e-commerce were the people who are first. to commerce. >> right. >> like I was first to commerce. e-commerce. >> right my parents were shopping in the. non-traditional way. difficult. >> for me I started off my shopping with. you right and good t-shirts good this.

thing which is not available in the. local store. >> My dad will see me doing that and he'll. say what the hell am I doing? Let me. also order. They say people will come. and they say there are always people. early adopters who will be the first. time locker users. Why should I go to. the bank? Why should I go this thing? I. will come to you and. >> this same cycle has been repeated by. multiple brands. IC did that with the. banking and it's 1995 when it started.

2003 it was more trusted than RBI and it. was the biggest bank in the country. just by doing this. >> right it and I'm not saying just by of. course did the good. >> banking this thing also but you always. need a hook why will a customer come. from something else to me there's one. hook. >> a hooki. >> I'll tell you some more things right for. example. uh Ramsh. Ramshwaram kaf in Bangalore more in. hyderabad more relatable is nilofer.

>> everybody knows him for what that bun. maska and on that chai. >> right but you see his 10% of sales is. through bmaska 90% is through something. else. >> right right. >> the hook is bmaska you need to create. that one hook and then you end up doing. everything else banking his hook was. update your books anytime anywhere. you know banking you deposit your check. withdraw anytime anywhere and all these. things and he was omnipresent he.

disrupted the whole thing. >> experience convenience basically it. first starts with convenience and. experience. >> right. >> anything. and then consumers see that and come to. you. >> and then you end up doing everything. else. >> right also. armed forces. and during that period also. like. couple of startups, failed startups and. then I should not call failed startups.

but you've learned from those startups. statement but it's okay. couple of more startups which are. running successfully right now or I'm. sure touchwood it'll go to the best. extent so. do you have anyone. this guy or this person is my. inspiration. Do you have anyone like that and why? Uh. honestly speaking. a lot of people have played roles in you.

know this transformation as me. >> It starts from my family members to lot. of my friends and you know one of the. things that somebody very early in my. life told me that Vijay you learn things. from good people. >> and you also learn what not to do from. bad people. True. >> Right. So every interaction is a. learning. Right. >> So actually with all my interactions I. learned what I should do well and I also. learned what I should not do on his. right. So that way I think a lot of.

things right my father taught me some. things right. It's not that everything. my father taught me. One of the thing my. dad tells me is leave value on the. table. >> Leave value on the table. If you're selling something to somebody, >> if the value of the good is 100 rupees, you give it to him for 70 rupees. >> You made profits with 70 rupees. If you. can sell it at 100 rupees, if that. person is negotiating for 70, leave it. >> Give it to him. >> Because this relationship what you're.

building will be useful for the long. term. Like for example in Orman my my. gate. >> when investors used to come and tell me. that I want this valuation. >> Okay, I used to live it on his favor and. >> the reason is uh. he's coming very nicely into my this. thing nice relationship is built. >> for me and I'm building the value from. zero to something. >> Right. >> Right. This will not happen if I don't.

leave this value to this person. Right. The way you give your subs, give it to. him. He'll be more motivated. He will. help you take the company from 100. crores to,000 crores. >> Right. >> Right. Leaving value on the table is one. thing which my dad taught me. It. >> definitely makes sense. Amazing time I. had. It was pleasure coming talking to. you. Thank you very much. Same here. Thank you.