Sanjeev Bikhchandani, the founder of Info Edge (the parent company of Naukri.com, Jeevansathi.com, 99acres.com, and Shiksha.com), is one of the pioneers of the Indian internet industry. A true believer in building sustainable, profitable businesses, his journey from a bootstrapped startup in a servant's quarter to a publicly listed company is a masterclass in entrepreneurship. His insights are deeply rooted in practical experience, emphasizing customer focus, frugal innovation, and long-term value creation over chasing fleeting trends.

On Entrepreneurship and Getting Started

  1. "If you have a great idea, get going. You will never have a perfect day to start."
    Learning: Don't wait for the perfect conditions. If you have conviction in your idea, the best time to start is now. Over-planning can lead to paralysis.
    Source: Livemint, https://www.livemint.com/Companies/t6bF320d3L1O4q9g3jB0hI/Sanjeev-Bikhchandani--If-you-have-a-great-idea-get-going.html
  2. "You don't need a big idea to start a business. You need a solution to a problem."
    Learning: Focus on solving a real-world problem for a specific set of customers. The most successful businesses often start with a simple, practical solution rather than a grandiose, abstract idea.
    Source: The Economic Times, https://economictimes.indiatimes.com/opinion/interviews/sanjeev-bikhchandani-on-hiring-firing-and-starting-up/articleshow/52488829.cms
  3. "The startup should be the plan A, and the plan B, and the plan C."
    Learning: True commitment is essential. If you have a safety net or a backup plan, you might not push hard enough to make your primary venture succeed.
    Source: YourStory, https://yourstory.com/2015/03/sanjeev-bikhchandani-naukri-story
  4. "I often tell people: when in doubt, tell the truth. It is the easiest to remember."
    Learning: Integrity is a core principle of long-term success. Honesty simplifies business and builds trust with employees, customers, and investors.
    Source: The Economic Times, https://economictimes.indiatimes.com/markets/stocks/news/when-in-doubt-tell-the-truth-it-is-easiest-to-remember-sanjeev-bikhchandani/articleshow/87870908.cms
  5. "The real risk in life is not taking a risk."
    Learning: Playing it safe can lead to a life of regret. Calculated risks are necessary for significant achievements and personal growth.
    Source: Figuring Out with Raj Shamani (YouTube), https://www.youtube.com/watch?v=J_qT2hTw8a0
  6. "If you are not solving a customer's problem, you are not a business. You are a hobby."
    Learning: The fundamental purpose of any business is to serve a customer need. Without that, you have no viable enterprise.
    Source: The Print, https://theprint.in/opinion/sanjeev-bikhchandani-on-what-it-takes-to-be-a-successful-entrepreneur-in-india/193070/
  7. "The best ideas come from observation of your own environment."
    Learning: Pay attention to the inefficiencies and problems around you. Naukri.com was born from observing colleagues read the appointments section of newspapers.
    Source: The Print, https://theprint.in/opinion/sanjeev-bikhchandani-on-what-it-takes-to-be-a-successful-entrepreneur-in-india/193070/

On Building a Sustainable Business (Bootstrapping and Capital)

  1. "A company that is not profitable is a company that is on a death watch."
    Learning: Profitability is the ultimate measure of a business's health and sustainability. It should be a goal from the outset, not an afterthought.
    Source: The Economic Times, https://economictimes.indiatimes.com/small-biz/startups/newsbuzz/investors-should-back-companies-with-solid-business-models-sanjeev-bikhchandani-info-edge/articleshow/76185880.cms
  2. "Valuation is temporary, revenue is real, profit is permanent."
    Learning: Don't get seduced by high valuations. Focus on the fundamental metrics that create enduring value: growing revenue and achieving profitability.
    Source: Figuring Out with Raj Shamani (YouTube), https://www.youtube.com/watch?v=J_qT2hTw8a0
  3. "The best funding is from your customer. It’s called sales."
    Learning: Customer revenue is the most valuable and validating form of capital. It proves you have a product people want and builds a solid foundation for your business.
    Source: YourStory, https://yourstory.com/2021/08/sanjeev-bikhchandani-info-edge-funding-customer-revenue-startup-techsparks-2021
  4. "Constraints breed creativity. When you have less money, you think harder."
    Learning: Limited resources force you to be innovative, frugal, and focused. Bootstrapping can be a competitive advantage as it instills financial discipline from day one.
    Source: The Economic Times, https://economictimes.indiatimes.com/opinion/interviews/sanjeev-bikhchandani-on-hiring-firing-and-starting-up/articleshow/52488829.cms
  5. "Don't chase money. Chase a great business. Money will follow."
    Learning: Focus on building a fundamentally strong company with a great product and happy customers. A great business will naturally attract investment and create wealth.
    Source: Livemint, https://www.livemint.com/Companies/t6bF320d3L1O4q9g3jB0hI/Sanjeev-Bikhchandani--If-you-have-a-great-idea-get-going.html
  6. "We have a philosophy of being ‘takat ki ladai’, not ‘paisa ki ladai’. (A fight of strength, not a fight of money)."
    Learning: Compete on the strength of your product, team, and strategy, not just by outspending your rivals. Building a resilient organization is more important than having the deepest pockets.
    Source: Moneycontrol, https://www.moneycontrol.com/news/business/startup/sanjeev-bikhchandani-on-how-to-build-a-startup-that-can-last-for-100-years-4523781.html
  7. "Treat your investor's money as if it is more valuable than your own."
    Learning: When you take external funding, you have a fiduciary duty to be extremely responsible and frugal with that capital.
    Source: Figuring Out with Raj Shamani (YouTube), https://www.youtube.com/watch?v=J_qT2hTw8a0

On Strategy and Growth

  1. "Copying the leader is a sure-shot recipe for being number two."
    Learning: To win, you must innovate and differentiate. Simply mimicking the market leader will always keep you a step behind.
    Source: Business Standard, https://www.business-standard.com/article/management/copying-the-leader-is-a-sure-shot-recipe-for-being-number-two-sanjeev-bikhchandani-112022700021_1.html
  2. "The guy who is number one in the market gets 80% of the profits. The number two gets maybe 20% and the number three breaks even."
    Learning: Strive for market leadership in your chosen niche. The economics of most industries, especially in the internet space, heavily favor the dominant player.
    Source: Figuring Out with Raj Shamani (YouTube), https://www.youtube.com/watch?v=J_qT2hTw8a0
  3. "The brand is a promise of a consistent experience."
    Learning: A strong brand is built not by advertising, but by reliably delivering on your promise to the customer every single time.
    Source: YourStory, https://yourstory.com/2015/03/sanjeev-bikhchandani-naukri-story
  4. "Focus on one thing and be the best at it."
    Learning: In the early days, resist the temptation to diversify. Concentrate all your resources and energy on dominating a single product or market before expanding.
    Source: The Economic Times, https://economictimes.indiatimes.com/opinion/interviews/sanjeev-bikhchandani-on-hiring-firing-and-starting-up/articleshow/52488829.cms
  5. "If your core business is strong, you can afford to experiment."
    Learning: Ensure your primary revenue stream is solid and profitable. This gives you the stability and resources to explore new ventures and innovations.
    Source: Livemint, https://www.livemint.com/Companies/t6bF320d3L1O4q9g3jB0hI/Sanjeev-Bikhchandani--If-you-have-a-great-idea-get-going.html
  6. "Don't be afraid to fail. But fail cheap and fail fast."
    Learning: Experimentation is key to innovation. Create a culture where it's safe to try new things, but ensure you learn from failures quickly and without betting the entire company.
    Source: The Print, https://theprint.in/opinion/sanjeev-bikhchandani-on-what-it-takes-to-be-a-successful-entrepreneur-in-india/193070/

On Hiring and Building a Team

  1. "Hire for attitude, train for skills."
    Learning: You can teach someone a technical skill, but it's much harder to change their attitude. Prioritize hiring people with the right mindset, passion, and cultural fit.
    Source: The Economic Times, https://economictimes.indiatimes.com/opinion/interviews/sanjeev-bikhchandani-on-hiring-firing-and-starting-up/articleshow/52488829.cms
  2. "A players hire A+ players. B players hire C players."
    Learning: The quality of your team is determined by the quality of your first few hires. Never compromise on talent, especially in leadership roles, as mediocrity tends to propagate.
    Source: Moneycontrol, https://www.moneycontrol.com/news/business/startup/sanjeev-bikhchandani-on-how-to-build-a-startup-that-can-last-for-100-years-4523781.html
  3. "Look for people who are passionate about what you do."
    Learning: Passionate employees are more engaged, more creative, and more likely to go the extra mile. They are building a career, not just doing a job.
    Source: The Economic Times, https://economictimes.indiatimes.com/opinion/interviews/sanjeev-bikhchandani-on-hiring-firing-and-starting-up/articleshow/52488829.cms
  4. "If you have to fire someone, do it with grace and dignity."
    Learning: How you treat people on their way out says a lot about your company's culture. Be humane, respectful, and fair, even in difficult situations.
    Source: The Economic Times, https://economictimes.indiatimes.com/opinion/interviews/sanjeev-bikhchandani-on-hiring-firing-and-starting-up/articleshow/52488829.cms

On Investment Philosophy

  1. "When we invest, we are betting on the jockey, not just the horse."
    Learning: The quality of the founding team is the most critical factor in an investment decision. A great team can navigate a tough market and pivot a weak idea.
    Source: Business Today, https://www.businesstoday.in/magazine/the-buzz/story/info-edge-sanjeev-bikhchandani-naukri-com-zomato-policybazaar-129668-2015-02-12
  2. "We invest in companies that are trying to solve a uniquely Indian problem."
    Learning: Look for businesses that have a deep understanding of the local context and are building solutions tailored to the Indian market, rather than simply copying models from the West.
    Source: The Economic Times, https://economictimes.indiatimes.com/tech/startups/newsbuzz/investors-should-back-companies-with-solid-business-models-sanjeev-bikhchandani-info-edge/articleshow/76185880.cms
  3. "An IPO is not an exit. It is a milestone."
    Learning: Going public is a fundraising event that marks a new phase of growth and responsibility. The journey of building a great company continues long after the IPO.
    Source: Moneycontrol, https://www.moneycontrol.com/news/business/ipo/sanjeev-bikhchandani-to-startup-founders-ipo-is-a-milestone-not-an-exit-be-mindful-of-your-fiduciary-responsibilities-7700811.html
  4. "Be a patient investor. It takes time to build great companies."
    Learning: Venture capital is a long-term game. Don't look for quick flips; invest with a 7-10 year horizon and support your founders through the entire journey.
    Source: The Economic Times, https://economictimes.indiatimes.com/small-biz/startups/newsbuzz/investors-should-back-companies-with-solid-business-models-sanjeev-bikhchandani-info-edge/articleshow/76185880.cms
  5. "The best deals are often the ones you don't do."
    Learning: Discipline is crucial. It's better to miss out on a few good opportunities than to invest in a bad one. Don't let FOMO (Fear Of Missing Out) drive your decisions.
    Source: The Economic Times, https://economictimes.indiatimes.com/markets/stocks/news/when-in-doubt-tell-the-truth-it-is-easiest-to-remember-sanjeev-bikhchandani/articleshow/87870908.cms

On Personal Philosophy and Mindset

  1. "Success is a lousy teacher. It makes you think you can't lose."
    Learning: Stay humble and paranoid. Past success doesn't guarantee future results. The moment you become complacent is the moment you become vulnerable.
    Source: YourStory, https://yourstory.com/2015/03/sanjeev-bikhchandani-naukri-story
  2. "The journey is the reward."
    Learning: Find joy in the process of building, struggling, and learning. If you are only focused on the destination, you will miss the most fulfilling part of the experience.
    Source: Livemint, https://www.livemint.com/Companies/t6bF320d3L1O4q9g3jB0hI/Sanjeev-Bikhchandani--If-you-have-a-great-idea-get-going.html
  3. "Stay hungry. Stay foolish." (Quoting Steve Jobs)
    Learning: Never lose your curiosity and your willingness to take risks. Always be learning and challenging the status quo.
    Source: The Economic Times, https://economictimes.indiatimes.com/opinion/interviews/sanjeev-bikhchandani-on-hiring-firing-and-starting-up/articleshow/52488829.cms
  4. "It’s important to have a work-life balance."
    Learning: While entrepreneurship is demanding, it's crucial to make time for family, health, and personal interests to avoid burnout and maintain long-term effectiveness.
    Source: Livemint, https://www.livemint.com/Companies/t6bF320d3L1O4q9g3jB0hI/Sanjeev-Bikhchandani--If-you-have-a-great-idea-get-going.html
  5. "Read a lot. It gives you perspective."
    Learning: Continuous learning through reading is a powerful tool for personal and professional growth. It exposes you to new ideas and helps you connect disparate dots.
    Source: The Economic Times, https://economictimes.indiatimes.com/opinion/interviews/sanjeev-bikhchandani-on-hiring-firing-and-starting-up/articleshow/52488829.cms

Additional Learnings and Quotes

  1. On Market Research: "Don't do too much market research. Just get out and sell."
  2. On The Indian Market: "The Indian market is a marathon, not a sprint."
  3. On Competition: "Don't obsess over the competition. Obsess over the customer."
  4. On Product: "Your product is your best marketing."
  5. On Culture: "Culture is what happens when the boss is not in the room."
  6. On Delegation: "Hire people smarter than you and get out of their way."
  7. On Decision Making: "Make decisions with 70% of the information. If you wait for 100%, you are too late."
  8. On Raising Capital: "Raise money when you don't need it. It gives you a better negotiating position."
  9. On The Role of a CEO: "The CEO's job is to set the vision, hire the right team, and not run out of money."
  10. On Technology: "Technology is an enabler, not a business in itself."
  11. On Sales: "Sales is the lifeblood of a company. Everyone should know how to sell."
  12. On Marketing: "The best marketing doesn't feel like marketing."
  13. On Building Trust: "Trust is earned in drops and lost in buckets."
  14. On Long-term Vision: "Build a company that you would be proud to pass on to your children."
  15. On Giving Back: "It's important to give back to the ecosystem that helped you succeed."
  16. On Legacy: "What you leave behind is not what is engraved in stone monuments, but what is woven into the lives of others."