Unsold Podcast

Guest: Aditi Sinha [Ex-CEO, Locale.ai]Host: Santhosh VenkateshTheme: Navigating the highs, lows, and hidden truths of building a B2B startup, and what founders get wrong about Product-Market Fit.This episode isn’t about how to win, it’s about what’s true.Santhosh Venkatesh sits down with Aditi Sinha to unpack the reality behind startup growth, the dangers of chasing PMF too fast, and the strength it takes to step back. Aditi shares her journey from building Locale.ai through the COVID era, finding early traction, pivoting her way through multiple learnings, and ultimately, why she chose to walk away.Top Talking Points:Why early traction doesn’t always equal PMFProduct-led growth vs. founder-led convictionHow to think about sales when you don’t have repeatable demandFundraising pressure vs. honest customer feedbackWhat it really means to “give the company back to investors”The personal cost of building in stealth and in the spotlightWhat she’d do differently today if starting again#UnsoldPodcast #StartupLessons #FounderStories #B2BSaaS #ProductMarketFit

Guest: Vikas Sunkad [Founder, SunJosho Ventures]Host: Santhosh VenkateshEveryone loves to talk about finding Product-Market Fit. But what if that’s the wrong question?In this episode of the #UnsoldPodcast, I sit down with Vikas Sunkad—a D2C product leader, startup advisor, and growth coach who’s spent over 15 years helping brands reach scale across India and Southeast Asia.We don’t talk about the definition of PMF—we unpack the real work: what it takes to get there, how to know if you’ve lost it, and why memorability, convenience, and trust matter far more than just conversion ads.Whether you’re launching your first product or growing your 10th, this conversation is a reality check.Key Talking Points:Why Product-Market Fit is not a milestone—it’s a moving targetThe 3 invisible levers D2C founders must align: demand, timing, and brand memorabilityWhat loyalty actually means in the convenience economyWhy paid ads can't buy long-term differentiationThe cost of chasing metrics before you understand your customerHow today’s founders can build resonance without burning CACThe real difference between growth and momentumWhile Vikas touched on the key elements of PMF, you can find his compete, strategic template here - Download for free.#UnsoldPodcast #D2CMarketing #ProductMarketFit #BrandStrategy #StartupGrowth

In this episode, I sit down with Shaifali Verma, a seasoned people and culture leader, to unpack the evolving role of mental health in the modern workplace. With experience spanning psychology, HR, and leadership development, Shaifali shares real-world insights into how wellness can (and should) be designed as a strategic pillar, not a reactive perk.If you're a founder, people manager, or wellness startup operator, this episode will give you tactical clarity on what's broken, what's working, and where the real opportunities lie.Key Talking Points:Why mental health isn’t just about therapy or meditation appsThe difference between performative wellness and embedded cultureHow startups and high-pressure teams can build mental health into their DNAThe critical role of leadership and middle management in creating safe workplacesWhy one-size-fits-all mental health strategies don’t workWhat real impact looks like, stories from roundtables and on-ground experiencesEarly signs that your team’s mental wellbeing is at risk (and what to do)Opportunities for startups working in the B2B mental wellness space#UnsoldPodcast #MentalHealthAtWork #WorkplaceWellbeing #PeopleAndCulture #B2BLeadership

Guest: Shawn Lim, Founder of Human AlgorithmHost: Santhosh VenkateshIn this special episode of The Unsold Podcast, Santhosh Venkatesh sits down with Shawn Lim—content creator, former journalist, and founder of Human Algorithm—to talk about the power of storytelling, personal branding, and building authenticity in a world run by algorithms.From his early struggles growing up in Singapore, to his journey through advertising, journalism, and finally into the B2B creator economy, Shawn opens up about his life, lessons, and mission to humanize digital spaces.This conversation is a must-listen for startup founders, marketing leaders, and aspiring creators who want to build brands rooted in authenticity, not just algorithms.Key Talking Points:✅ Shawn’s early life, challenges, and turning points that shaped his authentic voice✅ His transition from advertising and journalism into full-time content creation✅ Why building a personal brand isn’t optional in today's B2B world✅ The importance of owning your audience (and not relying solely on platforms)✅ Storytelling as a competitive advantage in the age of AI✅ Why businesses must champion internal voices, not just logos and products✅ Tips for overcoming fear of video, content creation, and self-promotion✅ The philosophy behind Human Algorithm and what it aims to create for the next generationSign up for Shawn's newsletter and podcast -- Human Algorithm here.#UnsoldPodcast #PersonalBranding #B2BCreators #Storytelling #AuthenticMarketing

In this episode of The Unsold Podcast, we dive deep into the world of B2B tech events with Grainne Reid, Head of Marketing at ExchangeWire—one of the most recognized names in media, marketing, and commerce.Events have long been a hub for networking, education, and deal-making, but how are they evolving in the digital-first world? What does it take to plan and execute a global flagship event? And with rising expectations from attendees and sponsors, how do event marketers adapt to industry shifts while maintaining quality and engagement?Grainne brings her insights from running ExchangeWire’s flagship ATS events in London, Singapore, and Tokyo, shedding light on event marketing, planning challenges, sponsorship strategies, and the future of industry events.Key Talking Points:✅ How B2B tech events have evolved and why networking is more critical than ever✅ The planning process behind global events—from agenda setting to sponsor relationships✅ Regional differences in event culture—what works in London might not work in Singapore or Tokyo✅ The metrics that define event success—from attendee engagement to sponsorship ROI✅ The shift from long-form events to shorter, more impact-driven formats✅ The future of industry events—trends, challenges, and the balance between in-person and digital experiencesTune in for a deep-dive into the world of B2B events and what it takes to stay ahead in a rapidly changing landscape.Want to appear as a guest or suggest an industry leader to appear on The Unsold Podcast? Write to [email protected]#UnsoldPodcast #B2BMarketing #EventMarketing #TechConferences #SaaSMarketing

When I witnessed Bharath Kumar's keynote about why digital transformation fails, I knew this conversation needed to happen. As a B2B SaaS content marketer, I'm always searching for authentic perspectives on technology adoption, and Bharath's deep understanding of transformation challenges immediately resonated.Recorded on a rainy Chennai morning over steaming coffee, this episode cuts through the usual tech jargon to deliver real insights. Bharath, who heads Marketing & CX at Zoho Creator Platforms, shares fascinating stories – from helping local governments manage vaccination drives to empowering farmers with custom tech solutions.His cricket team analogies and food court examples make complex concepts remarkably accessible, while his frontline experience with organizations of all sizes adds invaluable perspective to the digital transformation conversation.In this episode, we explore:The evolution and current state of digital transformationFour key reasons why transformation projects failThe critical role of organizational culture in digital adoptionHow no-code platforms are democratising technologySuccess stories from diverse industries, from government initiatives to farmingThe impact of AI on low-code/no-code platformsFuture trends in digital transformation How to reach the host and the guest of the podcast:Santhosh Venkatesh - https://www.linkedin.com/in/santhosh-venkatesh-awts/Bharath Kumar - https://www.linkedin.com/in/bharathkumarb-marketer/Learn about practical approaches to implementing digital transformation, including starting small, building centres of excellence, and measuring success through customer, business, and employee metrics. Whether you're a business leader, technology professional, or someone interested in organizational change, this episode offers valuable perspectives on navigating digital transformation successfully.#unsoldpodcast #DigitalTransformation #Technology #Leadership #ZohoCreator #BusinessStrategy

In this episode of the Unsold Podcast, host Santhosh Venkatesh is joined by Joe Daniels, a brand and positioning expert, and Ranudi Jayasinghe, a product marketer, to tackle one of the most debated topics in B2B SaaS: brand differentiation vs. product differentiation. With the crowded SaaS landscape, businesses often struggle to stand out. Joe and Ranudi share their insights on how companies can leverage both product and brand to create a distinct market presence. Whether you’re a product marketer, brand strategist, or business leader, this episode offers actionable advice on building a memorable and impactful brand.Talking Points:Defining Differentiation: Joe and Ranudi explain what brand and product differentiation mean for B2B SaaS companies.Product vs. Brand Focus: When should a company emphasise product features versus brand storytelling?The Buyer’s Perspective: How do buyers perceive and respond to product and brand differences?Challenges of Product Differentiation: Why it’s difficult to create a truly unique product in today’s competitive landscape.The Power of Brand: How a strong brand can create a shortlist effect and influence buyers even before the product is evaluated.Integrating Brand and Product Marketing: The importance of combining product features with brand values to form a cohesive strategy.Convincing Stakeholders: Tips for getting buy-in from founders and leaders on the importance of brand and product marketing.The Role of Data and AI: How advancements in technology and AI are changing product development and differentiation strategies.#BrandDifferentiation #ProductDifferentiation #B2BSaaS #ProductMarketing #BrandStrategy #SaaSMarketing #UnsoldPodcast #Positioning #B2BMarketing

In this insightful episode of the Unsold Podcast, host Santhosh Venkatesh talks to Rudhreesh Kapur, National Sales Director at JioAds, about the intricacies of digital advertising, the evolution of the Indian consumer market, and the strategies brands must adopt to stay relevant. Rudhreesh throws light on the challenges of capturing user attention, the power of contextual advertising, and how digital platforms in India are positioning themselves against global giants like Google and Meta. With a wealth of knowledge across digital and traditional advertising, he shares actionable insights for brands looking to leverage India's rapidly evolving digital ecosystem.Talking Points:Digital Ad Sales and Contextual Advertising: Understanding the role of context in capturing user attention and driving conversions.Consumer Attention and Fragmentation: How the shift from traditional media to digital has made consumer attention fragmented and complex to capture.Data-Driven Advertising: Using data to understand user behaviour and adapt marketing messages across different platforms.Rise of Connected TV and Smart Devices: New ad formats and opportunities with connected TV, offering brands large-screen, context-driven ad placements.Competition with Global Giants: Challenges and opportunities for Indian platforms in a market dominated by Google and Meta.Quick Commerce Evolution: The rapid rise of quick commerce and its impact on consumer expectations and retail behaviour.India’s Unique Consumer Market: How Indian consumers are willing to pay for convenience but remain value-conscious across economic segments.Future of Digital Advertising in India: The need for integrated strategies combining TV, digital, and emerging tech to reach diverse audiences effectively.Host: https://www.linkedin.com/in/santhosh-venkatesh-awts/Guest: https://www.linkedin.com/in/rudhreesh-k-53930138/Show producer: https://www.linkedin.com/in/gowthamkashyap/#DigitalAdvertising #ContextualAdvertising #ConsumerInsights #JioAds #ConnectedTV #AdTech #QuickCommerce #IndianMarket #DigitalMarketing #UnsoldPodcast

In this episode of the Unsold podcast, host Santhosh Venkatesh sits down with Vikas Sunkad, a seasoned retail expert with over two decades of experience across major brands like Coca-Cola and Britannia. Vikas brings a wealth of knowledge on the evolution of retail distribution, the challenges faced by FMCG brands, and the impact of technology on retail operations. Dive deep into the strategic shifts in retail, the rise of omnichannel approaches, and how quick commerce is transforming consumer behaviour in India.Talking Points:Vikas' Career Journey: From FMCG giants to tech-driven retail investments.Evolution of Retail Distribution: Insights into hub-and-spoke models, the role of wholesalers, and the rise of organized wholesale.Quick Commerce Revolution: How immediate consumer needs are shaping the retail landscape in India.Challenges for FMCG Brands: Adapting to modern retail distribution and the competitive landscape.Omnichannel Strategies: The challenges and opportunities for DTC brands moving from digital to offline.The Role of Data in Retail: How brands can leverage data to improve their product-market fit and distribution strategies.Technology’s Role in Retail: Vikas shares examples of how Coca-Cola leveraged early-stage technology like photo recognition and perfect order systems.Investing in the Future of Retail: Vikas shares his insights as an angel investor in consumer-tech and retail-tech startups.Reach out to Vikas Sunkad at:Website: https://sunjosho.com/LinkedIn: https://www.linkedin.com/in/vikas-sunkad-5901401/Email: [email protected]

[Unsold Podcast: Episode 9] In this episode of the Unsold Podcast, host Santhosh Venkatesh sits down with Kartik Patiar, Senior Director of Growth at ShareChat, to explore the dynamic landscape of India's digital market. Kartik shares his journey from OLX to Flipkart to Swiggy and to ShareChat, offering valuable insights on tech adoption, user engagement, and the challenges of balancing growth and monetisation. We discuss challenges and opportunities in capturing user attention, building world-class products, and navigating the complexities of a diverse audience. We close the conversation with how and where Kartik spends time to keep himself updated on matters that concern his current industry.#DigitalMarketing #GrowthStrategies #TechAdoption #UserEngagement #Monetization #ShareChat #unsoldpodcast

[Unsold Podcast: Episode 8] Join host Santhosh Venkatesh as he sits down with senior product leader Nishant Kumar for a deep dive into the intricacies of product management in the SaaS industry.Talking points::Introduction of guest Nishant Kumar and his background in product managementThe challenge of achieving product-market fit in SaaS companies, with only 15% achieving it successfullyImportance of understanding software development in relation to business scaleKey differences between B2B and B2C product managementEffective methods for gathering customer feedback to drive product developmentThe role of product managers in understanding customer needs and market trendsStrategies for building great product teams and ensuring cross-functional collaborationInsights into the impact of generative AI on product managementThe relationship between a CPO and a CEO in driving product successReach out to Santhosh - https://www.linkedin.com/in/santhosh-venkatesh-awts/Reach out to Nishant - https://www.linkedin.com/in/nishantkumarsinha/#unsoldpodcast #contentmarketing #ProductManagement #SaaS #B2B #B2C #CustomerFeedback #TeamBuilding #GenerativeAI #CPO #CEO

[Unsold Podcast: Episode 7] Welcome to a New Episode of the Unsold Podcast. In this episode, your host Santhosh Venkatesh sits down with Robert Kaminski, a specialist in refining homepage messaging for early-stage SaaS companies.🔍 Expert Insights:Robert Kaminski, alongside his business partner Anthony, co-founded Fletch PMM, focusing on helping startups crystalize their online presence by simplifying and focusing their homepage messaging.🎯 Main Discussion Points:Early Beginnings: Discover how Robert transitioned from engineering to product marketing, shaping his unique perspective on startup needs.Fletch PMM's Mission: Learn about Fletch's specialized approach to enhancing product messaging for early-stage startups, ensuring their core offerings shine through immediately to their target audience.Deep Dive into Homepage Simplification: Explore the crucial tactics and strategies that Robert uses to help companies communicate their value proposition effectively right from their homepage.Framework for Success: Robert shares the framework they've developed for repeatability in customer acquisition - crucial for startups looking to scale.Valuable Q&A: Santhosh navigates through a curated list of questions based on LinkedIn posts by Robert and Anthony, providing actionable insights on refining startup messaging.#SaaSMarketing #HomepageDesign #StartupGrowth #B2BMarketing #ProductMessaging

[Unsold Podcast: Episode 6] Dive into the depths of B2B sales success with our latest episode featuring Joshua Fryszer, an expert in win-loss analysis for B2B businesses. Joshua delves into the critical art of understanding why deals are won or lost, offering unparalleled insights that can revolutionize your approach to sales and marketing.Key Highlights:✅ Win-Loss Analysis Mastery: Joshua shares his journey from market research to becoming a consultant specializing in win-loss analysis, shedding light on the importance of this practice in uncovering why B2B sales deals are won or lost.✅ Understanding Buyer Behaviors: Discover how Joshua's work helps companies grasp the true reasons behind their sales outcomes, debunking common misconceptions and highlighting the gap between seller assumptions and buyer realities.✅ Strategic Insights: Learn about the strategic implications of win-loss analysis on product strategy, customer experience, and overall business improvement.✅ Overcoming CRM Limitations: Joshua discusses the limitations of relying solely on CRM data for win-loss insights, advocating for a more direct and unbiased approach to gathering feedback from buyers.✅ Practical Advice: Get practical advice on how to effectively conduct win-loss interviews, including tips on increasing participation rates and ensuring unbiased feedback.✅ Real-World Success Stories: Joshua shares captivating case studies, including a project that redefined a health tech company's approach to market, illustrating the transformative power of win-loss analysis.Episode Takeaways:⚡️Understanding the importance of win-loss analysis in B2B sales.⚡️Practical tips on conducting unbiased win-loss interviews.⚡️The power of direct buyer feedback in refining sales strategies.#B2BSales #WinLossAnalysis #SalesStrategy #BuyerInsights #MarketResearch

[Unsold Podcast: Episode 5] Welcome to another insightful episode of the Unsold Podcast, where we delve into the fascinating world of B2B marketing with our special guest, Ryan Gibson, all the way from Canada.Join us as we explore the evolving landscape of B2B buyer journeys, customer insights, and the critical role of in-depth interviews in understanding and influencing your target market.In this episode, Ryan, a seasoned B2B marketer with over two decades of experience, shares his unique approach to customer investigations. With a rich background that includes a stint as an investigative reporter, Ryan brings a wealth of knowledge and a fresh perspective on conducting impactful customer interviews, unpacking buyer journeys, and tailoring marketing strategies to meet the nuanced needs of B2B businesses.Key Highlights:✅ Discover the intricacies of the B2B buyer journey and how it has transformed in the digital age.✅ Learn the art and science behind conducting effective customer interviews to uncover deep insights.✅ Understand the importance of aligning marketing strategies with real customer needs and behaviors.✅ Gain actionable advice on integrating customer insights into marketing and sales efforts to drive business growth.Don't miss out on this valuable conversation that's bound to leave you with new ideas and strategies to enhance your B2B marketing efforts. Tune in now to elevate your understanding of the B2B landscape and learn how to connect more deeply with your target audience.#B2BMarketing #CustomerInsights #BuyerJourney #MarketingStrategies #BusinessGrowth

[Unsold Podcast: Episode 4] Elevating Your Startup's Brand: Strategies for Making an Impact 🌟Welcome to a transformative journey into the heart of startup branding with our latest podcast episode. Tailored for early-stage b2b companies, this episode unpacks the secrets to building a brand that resonates and endures, even when resources are scarce. We delve into practical strategies for storytelling through customer experiences, the art of establishing recognition and trust, and the science behind crafting a unique value proposition that sets you apart.Discover how to:✅Utilize Customer Stories: Learn the power of narrative in showcasing your product’s impact.✅Forge Recognition: Uncover tactics to elevate your founder's brand and gain industry trust.✅Clarify Your Message: Master the art of conveying your startup's unique benefits succinctly.✅Target with Precision: Get insights into identifying and engaging your ideal audience effectively.✅Create Captivating Content: Explore dynamic content creation and distribution methods for today's digital landscape.✅Build a Strong Presence: Understand the difference between mere visibility and a lasting online presence.✅Measure Success: Learn how to set realistic goals and track the ROI of your branding efforts.✅Adapt and Thrive: Adapt your marketing strategies in response to market dynamics and economic conditions.✅Lead Generation: Strategies for nurturing and qualifying leads to convert interest into action.This episode is more than just a guide; it's a cheat-sheet for startups aiming to make their mark in a competitive ecosystem. Loaded with expert advice, industry insights, and actionable tips, it’s designed to empower you to elevate your brand and connect with your audience like never before. Tune in to start transforming your brand's journey today.#StartupBranding #MarketingStrategies #Entrepreneurship #BrandVisibility #StartupSuccess #ContentMarketing #DigitalMarketing #GrowthHacking #BusinessGrowth #StartupLife #BrandBuilding #MarketingMastery #StartupTips #EntrepreneurLife #Innovation #BusinessStrategy #StartupJourney #Leadership #CustomerExperience #TechStartups

[Unsold Podcast: Episode 3] In this insightful episode of our podcast, hosts Santhosh Venkatesh and Gowtham Kashyap take you on a deep dive into the world of brand identity and visibility. They unravel the layers that make a brand more than just a business, highlighting the intricate blend of culture, values, and communication that shapes its public persona. This episode is ideal for businesses looking to differentiate themselves in a crowded market.Brand vs. Product: Discover the fine line separating a product from a brand, and learn why the latter's influence goes far beyond its tangible offerings. Santhosh and Gowtham emphasize the power of storytelling, values, and emotional connections in crafting a brand that resonates deeply with its audience.Content to drive brand awareness: As the discussion unfolds, the importance of content strategy comes to light, underscoring the need to showcase the ethos and the people behind the brand, not just the products or services offered. This human-centered approach to brand communication is dissected, revealing how authenticity and relatability can elevate a brand's appeal.What can founders do: The episode also delves into the critical role founders play in setting the brand's direction, imbuing it with their vision and values. It rounds off with a compelling argument on how robust brand identity and visibility can significantly impact a company's success, driving customer attraction and retention, and ultimately, influencing its bottom line.Join Santhosh and Gowtham as they guide you through the nuances of building a brand that stands out for its authenticity and human connection, making it a beacon for success in today's competitive landscape.#BrandIdentity #ContentStrategy #BusinessBranding #FoundersVision #MarketingMagic #BrandBuilding #Storytelling #CustomerExperience #BrandVisibility #Entrepreneurship #MarketingTips #StartupLife #Leadership #Innovation #SaaSBranding

Welcome to 'Unsold,' the bi-weekly podcast where we unravel the complex world of B2B SaaS marketing. In this episode, we delve into the challenge faced by early-stage startups: Can you conduct effective marketing with just ₹1 lakh per month? Join us as we dissect key aspects like budgeting, talent investment, marketing strategies, content production, and the pivotal role of founders. We also explore the journey of leads from marketing qualified to sales qualified, the power of consistency, and the art of customer-centric marketing. Whether you're a founder or a leader in the B2B SaaS domain, this episode is packed with insights to help you make the most of your marketing budget.In this episode, you'll learn: 👉 How to determine if ₹1 lakh is enough for your B2B marketing needs. 👉 The importance of investing in high-quality marketing talent. 👉 Crafting a marketing strategy that aligns with your business goals. 👉 Effective content production and distribution methods. 👉 The crucial role of founders in shaping marketing strategies. 👉 Transitioning from Marketing Qualified Leads to Sales Qualified Leads. 👉 The power of consistency in marketing efforts and customer-centric approaches. 👉 Setting realistic expectations and the art of marketing experimentation#B2BSaaS #MarketingStrategy #StartupGrowth #BusinessLeadership #Podcast #ContentMarketing #LeadGeneration #StartupTips #MarketingBudget #SaaSMarketing

🎙️ Episode - 1Not all software is made the same. Marketing a b2b SaaS product is challenging, but we need not make it complex. In this episode Santhosh and Gowtham talk about the fundamentals of marketing, marketing core vs. non-core SaaS products, and how to assess when a buyer is ready to take action.Timestamps:00:00 - Intro00:36 - Why we are doing this?01:45 - What is marketing?03:35 - Not all software products are the same07:01 - Mindset change15:30 - Manual Vs Automation20:57 - End of the episode.Follow us on Instagram: https://www.instagram.com/unsoldshow/Follow us on LinkedIn: https://www.linkedin.com/in/santhosh-venkatesh-awts/#marketing #b2b #saas #podcast