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Strategy

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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?

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?

Strategy

TUV, KUV, but whither customer LUV? Why M&M desperately needs to up its compact SUV game

With the launch of the Scorpio in 2002, M&M delivered an SUV that you could proudly drive to work. But now, Hyundai Creta et al have snatched away that coolness quotient. The KUV 100, M&M's big mini SUV bet, failed, and the TUV 300 was just an average performer. The company recently rolled out the XUV 300 to make up for these misses and build on the success of the XUV 500. As the compact SUV space heats up, M&M needs far greater agility to stay relevant.

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