Fundraising today sometimes feels like a game of "hard to get" between VCs and founders. But Vijay kept it simple and stuck to a key principle: investing in relationships.
Over the 3 years I’ve known him, it’s always felt like one continuous conversation. I remember telling him I was moving, and months later, he’d ask how the new place was. It’s like picking up right where we left off.
But building strong relationships isn't easy. You need to show up. Consistently. Vijay spent over 100 days in the US last year (yep, 12 trips!) - to make sure he built mindshare with customers, partners, and investors. His famed one-liner: “You can't operate like an outsider and expect insider treatment.”
This level of commitment led to deep trust and credibility—essential for an early-stage company from India. Vijay backed it up by raising $3M from over 40 CIOs—his target customers. The money wasn't the point; it was a powerful signal to everyone.
This piece has a lot you can learn from Vijay's approach:
→ Be predictably present where it matters most.
→ Treat credibility like compounding interest—earn it.
→ Arm your champions—make it easy for them to help.
→ Pitch even after you have a lead—it sharpens your story.
→ Choose VCs who’ll help you make the next orbit shift, not just for the valuation.
Check out Pranay's article linked in the comments 👇 and also let me know a story from your relationship with Vijay - funniest ones get Atomicwork merch 🕺.
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