> ## Content Index > Fetch the complete content index at: https://www.antoinebuteau.com/llms.txt > Use this file to discover other available public pages before exploring further. # Lessons from Sanjeev Bikhchandani - URL: https://www.antoinebuteau.com/lessons-from-sanjeev-bikhchandani/ - Published: 2025-10-24T01:11:54.000Z - Updated: 2026-09-05T03:20:40.000Z - Description: Sanjeev Bikhchandani, founder of Info Edge and a pioneer of India’s internet industry, makes the case for customer focus, frugal innovation, and long-term value creation, drawing on a bootstrapped journey built around sustainable, profitable business rather than fleeting trends. - Author: Antoine Buteau - Tags: Profile, Operations, Tech Entrepreneurs & Founders Profiles 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. ![Infographic for "Lessons from Sanjeev Bikhchandani".](https://www.antoinebuteau.com/content/images/2026/07/lessons-from-sanjeev-bikhchandani-optimized.webp) ## 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](https://www.google.com/url?sa=E&q=https%3A%2F%2Fwww.livemint.com%2FCompanies%2Ft6bF320d3L1O4q9g3jB0hI%2FSanjeev-Bikhchandani--If-you-have-a-great-idea-get-going.html&ref=antoinebuteau.com) 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](https://www.google.com/url?sa=E&q=https%3A%2F%2Feconomictimes.indiatimes.com%2Fopinion%2Finterviews%2Fsanjeev-bikhchandani-on-hiring-firing-and-starting-up%2Farticleshow%2F52488829.cms&ref=antoinebuteau.com) 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](https://www.google.com/url?sa=E&q=https%3A%2F%2Fyourstory.com%2F2015%2F03%2Fsanjeev-bikhchandani-naukri-story&ref=antoinebuteau.com) 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](https://www.google.com/url?sa=E&q=https%3A%2F%2Feconomictimes.indiatimes.com%2Fmarkets%2Fstocks%2Fnews%2Fwhen-in-doubt-tell-the-truth-it-is-easiest-to-remember-sanjeev-bikhchandani%2Farticleshow%2F87870908.cms&ref=antoinebuteau.com) 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](https://www.google.com/url?sa=E&q=https%3A%2F%2Fwww.youtube.com%2Fwatch%3Fv%3DJ%5FqT2hTw8a0&ref=antoinebuteau.com) 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/](https://www.google.com/url?sa=E&q=https%3A%2F%2Ftheprint.in%2Fopinion%2Fsanjeev-bikhchandani-on-what-it-takes-to-be-a-successful-entrepreneur-in-india%2F193070%2F&ref=antoinebuteau.com) 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/](https://www.google.com/url?sa=E&q=https%3A%2F%2Ftheprint.in%2Fopinion%2Fsanjeev-bikhchandani-on-what-it-takes-to-be-a-successful-entrepreneur-in-india%2F193070%2F&ref=antoinebuteau.com) ## 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](https://www.google.com/url?sa=E&q=https%3A%2F%2Feconomictimes.indiatimes.com%2Fsmall-biz%2Fstartups%2Fnewsbuzz%2Finvestors-should-back-companies-with-solid-business-models-sanjeev-bikhchandani-info-edge%2Farticleshow%2F76185880.cms&ref=antoinebuteau.com) 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](https://www.google.com/url?sa=E&q=https%3A%2F%2Fwww.youtube.com%2Fwatch%3Fv%3DJ%5FqT2hTw8a0&ref=antoinebuteau.com) 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](https://www.google.com/url?sa=E&q=https%3A%2F%2Fyourstory.com%2F2021%2F08%2Fsanjeev-bikhchandani-info-edge-funding-customer-revenue-startup-techsparks-2021&ref=antoinebuteau.com) 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](https://www.google.com/url?sa=E&q=https%3A%2F%2Feconomictimes.indiatimes.com%2Fopinion%2Finterviews%2Fsanjeev-bikhchandani-on-hiring-firing-and-starting-up%2Farticleshow%2F52488829.cms&ref=antoinebuteau.com) 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](https://www.google.com/url?sa=E&q=https%3A%2F%2Fwww.livemint.com%2FCompanies%2Ft6bF320d3L1O4q9g3jB0hI%2FSanjeev-Bikhchandani--If-you-have-a-great-idea-get-going.html&ref=antoinebuteau.com) 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](https://www.google.com/url?sa=E&q=https%3A%2F%2Fwww.moneycontrol.com%2Fnews%2Fbusiness%2Fstartup%2Fsanjeev-bikhchandani-on-how-to-build-a-startup-that-can-last-for-100-years-4523781.html&ref=antoinebuteau.com) 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](https://www.google.com/url?sa=E&q=https%3A%2F%2Fwww.youtube.com%2Fwatch%3Fv%3DJ%5FqT2hTw8a0&ref=antoinebuteau.com) ## 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](https://www.google.com/url?sa=E&q=https%3A%2F%2Fwww.business-standard.com%2Farticle%2Fmanagement%2Fcopying-the-leader-is-a-sure-shot-recipe-for-being-number-two-sanjeev-bikhchandani-112022700021%5F1.html&ref=antoinebuteau.com) 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](https://www.google.com/url?sa=E&q=https%3A%2F%2Fwww.youtube.com%2Fwatch%3Fv%3DJ%5FqT2hTw8a0&ref=antoinebuteau.com) 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](https://www.google.com/url?sa=E&q=https%3A%2F%2Fyourstory.com%2F2015%2F03%2Fsanjeev-bikhchandani-naukri-story&ref=antoinebuteau.com) 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](https://www.google.com/url?sa=E&q=https%3A%2F%2Feconomictimes.indiatimes.com%2Fopinion%2Finterviews%2Fsanjeev-bikhchandani-on-hiring-firing-and-starting-up%2Farticleshow%2F52488829.cms&ref=antoinebuteau.com) 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](https://www.google.com/url?sa=E&q=https%3A%2F%2Fwww.livemint.com%2FCompanies%2Ft6bF320d3L1O4q9g3jB0hI%2FSanjeev-Bikhchandani--If-you-have-a-great-idea-get-going.html&ref=antoinebuteau.com) 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/](https://www.google.com/url?sa=E&q=https%3A%2F%2Ftheprint.in%2Fopinion%2Fsanjeev-bikhchandani-on-what-it-takes-to-be-a-successful-entrepreneur-in-india%2F193070%2F&ref=antoinebuteau.com) ## 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](https://www.google.com/url?sa=E&q=https%3A%2F%2Feconomictimes.indiatimes.com%2Fopinion%2Finterviews%2Fsanjeev-bikhchandani-on-hiring-firing-and-starting-up%2Farticleshow%2F52488829.cms&ref=antoinebuteau.com) 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](https://www.google.com/url?sa=E&q=https%3A%2F%2Fwww.moneycontrol.com%2Fnews%2Fbusiness%2Fstartup%2Fsanjeev-bikhchandani-on-how-to-build-a-startup-that-can-last-for-100-years-4523781.html&ref=antoinebuteau.com) 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](https://www.google.com/url?sa=E&q=https%3A%2F%2Feconomictimes.indiatimes.com%2Fopinion%2Finterviews%2Fsanjeev-bikhchandani-on-hiring-firing-and-starting-up%2Farticleshow%2F52488829.cms&ref=antoinebuteau.com) 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](https://www.google.com/url?sa=E&q=https%3A%2F%2Feconomictimes.indiatimes.com%2Fopinion%2Finterviews%2Fsanjeev-bikhchandani-on-hiring-firing-and-starting-up%2Farticleshow%2F52488829.cms&ref=antoinebuteau.com) ## 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](https://www.google.com/url?sa=E&q=https%3A%2F%2Fwww.businesstoday.in%2Fmagazine%2Fthe-buzz%2Fstory%2Finfo-edge-sanjeev-bikhchandani-naukri-com-zomato-policybazaar-129668-2015-02-12&ref=antoinebuteau.com) 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](https://www.google.com/url?sa=E&q=https%3A%2F%2Feconomictimes.indiatimes.com%2Ftech%2Fstartups%2Fnewsbuzz%2Finvestors-should-back-companies-with-solid-business-models-sanjeev-bikhchandani-info-edge%2Farticleshow%2F76185880.cms&ref=antoinebuteau.com) 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](https://www.google.com/url?sa=E&q=https%3A%2F%2Fwww.moneycontrol.com%2Fnews%2Fbusiness%2Fipo%2Fsanjeev-bikhchandani-to-startup-founders-ipo-is-a-milestone-not-an-exit-be-mindful-of-your-fiduciary-responsibilities-7700811.html&ref=antoinebuteau.com) 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](https://www.google.com/url?sa=E&q=https%3A%2F%2Feconomictimes.indiatimes.com%2Fsmall-biz%2Fstartups%2Fnewsbuzz%2Finvestors-should-back-companies-with-solid-business-models-sanjeev-bikhchandani-info-edge%2Farticleshow%2F76185880.cms&ref=antoinebuteau.com) 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](https://www.google.com/url?sa=E&q=https%3A%2F%2Feconomictimes.indiatimes.com%2Fmarkets%2Fstocks%2Fnews%2Fwhen-in-doubt-tell-the-truth-it-is-easiest-to-remember-sanjeev-bikhchandani%2Farticleshow%2F87870908.cms&ref=antoinebuteau.com) ## 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](https://www.google.com/url?sa=E&q=https%3A%2F%2Fyourstory.com%2F2015%2F03%2Fsanjeev-bikhchandani-naukri-story&ref=antoinebuteau.com) 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](https://www.google.com/url?sa=E&q=https%3A%2F%2Fwww.livemint.com%2FCompanies%2Ft6bF320d3L1O4q9g3jB0hI%2FSanjeev-Bikhchandani--If-you-have-a-great-idea-get-going.html&ref=antoinebuteau.com) 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](https://www.google.com/url?sa=E&q=https%3A%2F%2Feconomictimes.indiatimes.com%2Fopinion%2Finterviews%2Fsanjeev-bikhchandani-on-hiring-firing-and-starting-up%2Farticleshow%2F52488829.cms&ref=antoinebuteau.com) 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](https://www.google.com/url?sa=E&q=https%3A%2F%2Fwww.livemint.com%2FCompanies%2Ft6bF320d3L1O4q9g3jB0hI%2FSanjeev-Bikhchandani--If-you-have-a-great-idea-get-going.html&ref=antoinebuteau.com) 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](https://www.google.com/url?sa=E&q=https%3A%2F%2Feconomictimes.indiatimes.com%2Fopinion%2Finterviews%2Fsanjeev-bikhchandani-on-hiring-firing-and-starting-up%2Farticleshow%2F52488829.cms&ref=antoinebuteau.com) --- ## 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."