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Strategy

Capillary’s Look East policy: why its high-stakes bet on Asia’s nascent SaaS market is fraught with risks

Five years ago, India’s highest-funded CRM startup had to shut shop in the US, the world’s largest SaaS market. It pivoted to Asia, where retailers are still getting used to the idea of data-driven CRM. While it has strung together an impressive clientele, Capillary’s attempt to do too many things might backfire. Also, how long can it make peace with the slower growth that comes from focusing exclusively on an emerging market?

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