DTM E42. AI Powered Virtual Assistant - ORAI Robotics
From the Deep Tech Musings podcast - Get first hand insights on how to go from idea to traction in the deep tech space.
Swapnil Jain has a vast experience of 17+ years and is a proficient all-rounder in Product Evangelism, Project Management, Seed Investments, Mentorship, Entrepreneurship, Leadership, Speaker, and Tech-Evangelism. He is currently a founder and CEO at ORAI Robotics, an AI-Powered Robotic Virtual Assistant for Education, Automobile, Healthcare, and other industries. It serves as a "Performance Amplifier" for generating and qualifying quality leads and delivering higher strike rates to customers automatically 24x7.
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In this episode, we cover
[00:00:29] Swapnil’s back story and what motivated him towards entrepreneurship.
[00:09:42] What are the major products of ORAI?
[00:13:40] Should a crowded domain be a barrier for new entrants?
[00:16:26] Did ORAI take a horizontal or vertical product approach and why?
[00:18:19] What were the initial activation hurdles that ORAI faced to make clients trust and try their conversational AI products?
[00:19:51] What are the major technologies at play in the product?
[00:21:58] What are the competitive moats for ORAI?
[00:26:20] Swapnil’s thoughts on the human-like interaction of AI conversation agents.
[00:31:09] Swapnil’s advice to fellow entrepreneurs to make their journey from zero to one.
[00:36:15] What have been some unexpected uses of their product?
Where to find us
Swapnil Jain – swapniljain (LinkedIn), swapnil_jain_25 (Twitter)
ORAI – orairobotics (LinkedIn), ORAIRobotics (Twitter)
Pronojit, DTM Podcast - pronojitsaha (LinkedIn), @pronojits (Twitter)
Transcript (generated by AI, so please bear some typos and malformed words)
PRONOJIT
Hi everyone. I am Prone Jeet. And welcome to another episode of Deep Tech Newslinks. I'm glad to have with us today Sarpinel who is a visionary speaker in the technology space and a serial entrepreneur. His latest venture is Or I Robotics which is a conventional AI platform to build one on one instance conversations over text, voice and messenger apps. Swapnil, welcome to the show.
SWAPNIL
Hi, very welcome to everyone and glad to be here on your show.
PRONOJIT
So Swapnil, you have donned a lot of enterprise roles over your 17 year career. Let us know what motivated you towards entrepreneurship.
SWAPNIL
I think rather I would say the people like us, those who definitely don't get into the top end colleges. The first struggle of life is to basically get into the best jobs, right?
PRONOJIT
Yeah.
SWAPNIL
And I come actually from a doctor's family and the entire family my father mother infected a brother, his wife, everyone is a doctor there in the family. So I wonder one person who actually thinks different from the doctor's line.
PRONOJIT
You're the doctor.
SWAPNIL
So that is one of the things where I am born and brought up in MP mother Pradesh. And then I started doing my studies in Indore. And during the days of the indoor what happened I started getting with good set of people makes your roommates, your collegemates and many others and probably the business I would say when we call it in the older ages business Kandevali family. And then there are the tech savvy entrepreneurs. I mean at that point of time we really did not know what is right for us. But in my background or the family background being one born and brought up into the gen culture. Second, my grandfather had the businesses of the wholesale clothes and all from there the shift took that my father became a doctor and then he opened up his own hospital. So there was probably a business thing in the blood there. But it was very difficult for me to digest that I can do anything in the doctor line during my college days. The first ever start up, what we were able to do during the college time only was event management company called Misty. And then we did good start there in the event management. But you know right the person those who start from their college life, they have to struggle or learn everything from the start. And probably we have run it for around a year or so and then was not able to manage that entire show. And then finally we have to shut it down. I mean that led to get into a job again. And it was very interesting because when I got into the job I was selected against all other people because probably the kind of an exposure I experienced, what I had or the struggle what I had in the last one and a half years was the key for them to pick me up. We did some time a job there and then again the tentative ship spread came up and again opened up a new start up. That time I remember there was huge opportunities coming up into the call center side of it. So BPU KPU kind of in a stop. So again got an opportunity to open up along with the partnership with few of the people. The BPO kind of an organization. But again probably we were fooled a big time from the people. We were trying to get the business from Mumbai. So that was again a learning that your money has got to spend.
PRONOJIT
You always have to get through one of those to really succeed in life, I think.
SWAPNIL
Yes. So struggle there, lost all your money there and again back to the job because you have to again earn the money and pay it back to the people from where you have borrowed it. Honestly, from that time I have always considered my parents. As my bankers see, they cannot deny giving you money. But at the same time the only thing which keeps you motivated is that one day you have to go back and return it to them. Honestly, my mother was so strict person and she always questioned my father. Why do we just keep on giving him the money to do? My father was till the time he's putting this money into the business or something, I'm going to give him that food. What was there after feeling that this repeated three, four times, I would say that.
PRONOJIT
You got lot of iterations as we say.
SWAPNIL
Yes. So finally after that I would say almost 15 years back, again I got an opportunity. And this time the opportunity was really different. Where I got married. I was the age of 25. I got married and then my wife started working into the It sector. And that became again an opportunity for me to take a break for my service and start doing something off a room because there's someone who can run the show. And from there on again me and I got a partner called Sujith and we both opened up our organization into the ITE projects which was Microsoft project Management solution partners. In fact. This became one of the journey which was very essential and important in our life. In fact. And this is the first time ever the success what we have tested. Probably. I would say that all the experience of the past helped us to basically run the show in the ITU very well. We became one of the top three partners globally in delivering project management solutions along with Microsoft at a point of a time. This organization also reached around 100 employees based out of Bangalore. So that's the kind of a scale we took from there and as an entrepreneurship journey. One thing which I learned over the period of time and these are all failures and success or rather I would not call it as a failure rather I would call it as an amount paid for a true learning in the life which no college or degree can teach you. Right. And I got a chance from here to start thinking, okay, every business lifecycle in this industry or in this today's world is actually five years to seven years. The world is changing so dynamically that the business is probably what you might be thinking or doing may get completely transformed into five years or six years that demand, need customers, all of that. And that's the time we started thinking of what next? Because we always were a service organization. What next? That's where with a good friend and the partner as a whole, we got an opportunity to work with the organization called Innocence where we became part of the investors, where we became part of the strategist. And then in the future time. We also became part of the entire delivery system of digital marketing. Though there were hundreds of organization into the digital marketing but the key essence which was always missing what was the digital marketing delivered with? The project management processes. And though me and Sujida was coming from the entire project management processes have spent the entire decay in Ituy doing that. We took over the delivery of the innocence. And then the way we led the entire digital was wonderfully different. Now, moving here, when we started interacting to the customers and it started finding out that the biggest challenge in today's world is basically the lead qualities and the digital opportunity. So every organization was looking to transform digitally have to do a digital transformation side of it. That's where the background of it and the current problem statements of the sales and qualities of the leads and the future. Everyone talks about the AI ML now, these things, when put together on the same time in the mindset this was a European moment, I would rather say, to think about what different. We can bring it into the product line. And that took. The birth of the ori as an idea thought that hey the conversational AI and I'm talking about this almost four years back when even people do not know conversational AI the chatbot people knows about it how to implement does not know about it. So we thought of bringing up a platform which is Enterprise ready, which are SMBs in the Enterprise can hop on. They do not have to take the services of various channels isolatedly rather bringing single platform to get all these things as a conversation with the customers and after, say, year and a half or two years of ideations and then product developments and then deep investments in that, that's the time we came out with ori got it. Nowadays I would say it's two and a half years old organization. All the past experience came in picture where Sugar became the backbone. I took over the entire operations and today as we speak, I'm sure I'm like talking about 175 plus kind of a customer or customers over the platform. Now that's how the entire birth has took up as an entrepreneurship.
PRONOJIT
That's a super back story. I think a common theme playing out there is hustling to make things work and make ends meet. That's really a quality of an entrepreneur and that really comes through your story and no doubt that reflects in the successes that you have. So can you help us break down the major products of Ori right now?
SWAPNIL
Right, so what we did is think about four years back as kind of a scenario. I mean, we all have adopted WhatsApp to the core, right, global adoption of the WhatsApp it took up, telegrams have took up and our businesses or the customers have moved on there. So I'm taking one of the scenarios where think about you're an automobile dealer and you're selling one of the cars, maybe BMW, Audi and Mark or anything you need to connect with the customer. Now, typically digital marketing, PPC leads or paid marketing, the leads get generated, they get into the system, they get into the CRM and then the sales teams with their own suite time try connecting to the customer and try to do the sales. Now, in all of these scenarios, what in case if the lead has got generated around 12:00 in the night, at that point of time you cannot engage the customer. Right? You're not going to call him. Now with the AI conversations and the conversational spot, the entire PPC we converted into the conversational ads now the person customer who wanted to inquire about the vehicle, he just starts the conversation and he fills up the Google form. The moment he does that, immediately the lead starts doing a conversation today over the WhatsApp and it's all automated in the back end. So by the time tomorrow morning the sales lead would come and think about it, there is a lead lying in my CRM. He would also be able to see the entire conversation, which has been already done and what exactly a customer is looking for, which model, which color, what are the other things he has seen. He might have seen the video also of that particular product. Everything is educated to the customer at the time where his intent to buy or invest or inquire about the product was maximum because he might be free at 12:00 and he want to do it. And tomorrow the old scenarios, if the sales team calls this guy tomorrow morning, 10:00, 12:00, who knows? He is sitting in the meeting and he's not in the same mindset. And this was the major, major problem statement we solved having this conversational AI platform done.
PRONOJIT
Got it? Got it. I think the sales folks should be giving out part of the commissions to you rather happily.
SWAPNIL
At the same time we see the adoption of the Voice AI. Every second house in the US. Have Alexa and Google minis. And that's the same thing happening in India as well. Probably we have Alexa or Google mini, one of the devices at the home. But what to the next? What we're using it today? Probably just play a song, right? Alexa play a song, google play a song. But how about the generation which is coming? I mean, my kids, sometimes they say, Alexa, please order me a cake. And the Alexa put it into the cart and the order of places, what in case if I say, hey Alexa, I want to buy a car, can you connect me to the car dealer? And all the conversation starts right on the Voice from the Alexa of the world. So this entire platform, we have upgraded in such a fashion from day one that the entire voice AI can take shape.
PRONOJIT
I want to travel back to the initial days when you say you ideated and found across the gap. Now, conversational AI has been bringing up for the last four or five years, as you mentioned. And there have been few incumbents who have targeted it then, quite few others as well. Would you say like it was a crowded space back then itself? And what gaps did you see in that crowded space?
SWAPNIL
Supervising? And this is a very interesting question every time when I meet the investors as well. So four years back, I would say it was less, very less crowded and there were very few organizations. And even if there were the organizations, the right usage of that particular technology to embedded with the business functions was missing out. Right now, many a time you see that technology is an enabler, right? And technology is now India is way ahead in terms of making technologies in a day's time kind of scenarios. But when it comes to enabler and your business processes and functions get embedded to this particular technology and bring that productivity, bring that performance, enhance the sales, then it makes a much difference here. So all the ecosystem was working together, the Facebook, the Instagram, the watchstep adoption, and all of these channels which bring the leads today when conversation need to be done with these leads, earlier chatbots were not able to do that. These new age technology helped us to do that. Now, when I see today, do I say it's a crowded market? Absolutely yes, it's the crowded market. And equally supported by the adoption of this entire technology with the customers. I think about, I mean today let's take two cases, four years, five years down the line behind. And today, did you ever expect it four years, five years back, that if you write, if you can send a message on the WhatsApp to your bank and the bank will send you the statement or even if you have booked the ticket. Did you ever thought of getting the ticket on the WhatsApp? So right. Not happening that time. Now. Today it is happening. The moment you book the ticket, you get the ticket right there on your worksheet. Right now the adoption has drastically changed and millions of businesses are adopting this conversational AI into their businesses. So the demand has increased. If the demand increases, the competition increases and there is a pie for everyone. That's how I look into it.
PRONOJIT
Yeah. Okay, so we'll get forward looking in some amount of time. Before that, I wanted to understand when we started out, did we look at like we'll go horizontal and cater to every industry need or did we focus on specific industries to build our capabilities first?
SWAPNIL
Super so, as I told that during our digital time when we ideated and initiated this entire rob Iza platform, from a digital marketing standpoint, we have majority of the customers into the education space. So, the first approach what we did, we went out to all our education verticals reuniversities institutions, MBA, colleges and all of them and they became our first set of end customers. And then hence the ori platform started being called in the market that they are the biggest or the better conversational market for the education sector. We started calling ourselves, okay, we are the education experts. Now, perily what happened, the automobile dealership and the lockdown helped us that in the lockdown no automobile segment was able to basically call people to the showrooms and do sales of the car. But they still wanted to cater to these inquiries which are generating because there are interest and intent. The day the lockdown opens, they will be buying it. George offered the automobile where we started positioning. We got good amount of automobile customers from automobile. Slowly we got healthcare as one of the major major industry of the segment. Now, today we cater to 14 such verticals and we have an industry specific deep dive solutions for 14 plus verticals. And the expertise great.
PRONOJIT
That's great to see that journey and that really makes sense as we build capabilities, win one sector at a time and then build upon that. What were some of the initial activation hurdles you faced to make clients trust and try your product and how did you overcome them?
SWAPNIL
I think this definitely is a challenge for every startup, probably we talk about, right. And this is in fact I would say the learning as well from all the past failures. Don't ever wait for the right time to come. In fact create that right time when you are at that time. So we did not wait for our product to become mature or completely ready and then come to the market. Rather, what we did was to start small, have a beta version with the lesser features and just solving the core problem. We started with just two modules, I would say in the overall ROI platform. We started with this two platforms which were just doing AI bot and all. And then later on these stages when we started seeing customers, adopting that customer, testing it, that the few set of top ten customers. When we had that top ten customers, we have to give them time frame for six months or so to basically try and test it out. Because these were the inputs which we were getting in terms of making changes to our product inside.
PRONOJIT
Right?
SWAPNIL
Today, I'd say around we have eight modules where we started with two. Now we have eight modules in single platform.
PRONOJIT
Got it? Sounds good. So, can you highlight now some of the major technologies? I know we are very heavy on AI, ML. Can you maybe break down a bit further and some other technologies that are key to your product?
SWAPNIL
Right, so, what we did here, very interestingly, few technology we developed as a core and few technologies we borrowed. So, when it comes to AI and ML, we have mix of both borrowed technology plus in housemade technology which helps us in our entire platforms to basically give better and better performance. On the other side, when we talk about the voice AI side of it, we decided not to develop anything on the AI internal. We took the voice AI from Google and Alexa off the side. Then when it comes to the languages side of it, again, there is an option. There are organizations, those who develop the entire language pack internally. Rather, what we did, we took Google entire language pack. So the day we actually integrated with that, I can say that across 220 languages, my bot can particularly speak, talk and do this stuff. So it is very important in the generation where we are living. I would rather say that we are not 20 years behind or back where every technology in house needs to be developed and they were not ready to use modules. But today, rather than reinventing the wheel or doing something from the scratch and then spending that time in the development, we should be actually taking these kind of subscriptions or the APIs. Now, with this APIs, what happens is that the core function of your businesses which want to deliver you will only take that API, integrate with your system and make it better and better rather than doing all the development from the sketch. Because by the time you go to the market, it has to be the lesser possible time frame. If you spend a lot of time in going to the market, by the time you go, there would be hundreds of competitions and people already doing that. Great.
PRONOJIT
And I completely subscribe to this thought process of using what is available and utilizing that to enhance business value. I think that is the key to success. And it's really great to hear that from your inaction. So now, like, what would you say are the competitive modes for Ori right now? And through that, expanding it to maybe, like, how to build modes in such technology products?
SWAPNIL
Right. So, I mean, as you rightly said that there are many competitions which takes up the place. We always have to keep ourselves up to date or ahead of the technology. I mean, what we are now focusing and working as well in the future. Tech that will always keep us ahead of the competition. I'm sure many of you might have already heard about the terminologies which has started in this generation as metawse. Kind of a scenario, right? So what is matter worse? And today I would rather say will it be reality or will it not be a reality? Rather, what I say is that it is going to be a reality today, tomorrow, or a time ahead, but every one of us would be starting to interact in the metabolism some day. And the other day and the generation who is coming they are gamers and one of them plays games so they are already there. So now what we are planning is that entire conversational AI into the matter worse side of it so we will have a tas. We will have conversational base updars. We'll have AI backend already built in, so we upgrade our entire technology stack to the side of it and help customers to have their shops into the Metaverse. Or probably we'll create our own methods where every customer of ours, those who are using conversational AI get extended support and onboarded into the metaverse side of it. So that, ultimately, it enhances the entire experience of their customers. So today, again, an example of an auto mobile. I was inquiring about the auto mobile. Say, for example, I was inquiring about Audi. And the moment I saw it, I got a video. I looked into it, I filled up the inquiry. Now, what if I have extended the entire experience of that customer right? Sitting from his place either from mobile laptop or the ARVR glasses? The moment we do this, we would have allowed these customers to log in and now experience that entire car into the 3d mode. Change the colors, change the direction, interact with the car and opening the doors, closing the doors, opening the sunroof. And then from there on, if he wished okay, I wanted red color car. Okay, we changed the color. I wanted the sunroof car. He selected his sunroof car. And then after that, if he wants to drive that and see, how will it work? I mean, as a game, you have seen need for Speed Three and many other games, the car racing game. We allow him to take that particular car into the track which he is looking for and he just do a virtual test drive at the moment he has experienced this, everything. He can actually fill up the inquiry form and come back and have the car brought it into the test drive in the real time. So this is an automobile as an example and there are many use cases in the other verticals as well. That's where we are looking for a differentiator now.
PRONOJIT
Got it. So in a way it's always being ahead of the curve in technology space and having a good R and D through what is going to come in the next three and four years and be ahead already when it's there.
SWAPNIL
True.
PRONOJIT
So I have one interesting aspect to pick your thoughts on and this is a bit controversial as well in the news few months back wherein Google admitted that one of the employees of Google admitted that instead of an AI conversion agent, it was an actual person sitting behind. Right. And the interaction from the user perspective, the interaction felt very personalized and very human like. One of the complaints about AI conversion agents has been that they are not human like interaction yet. What are your thoughts on that?
SWAPNIL
So you're absolutely right. See in a very lame language, in a basic language, what is AI? AI is something a technology or a software where you are going to continue to train that software that in various scenarios and situation, how you have to behave, what you have to reply. Right. So AI works with millions of inputs. I mean for any businesses where we to implement these kind of solutions, what we say is the stability and the learning process is minimum six months to one year for any bot to become a bot who can actually answer the right questions, right answers to the customers, those who are coming and interacting with you. So that gap is going to be probably always there. What the entire industry is focusing on is reducing that particular gap as much as possible. But gap will be there. There's no doubt that the human interactions will fade or will die. No, it is going to be there. It will be there at certain extent the AI bots can help you automate the processes to up to 60, 70% but it's still that 30% of the interactions will be needed where the humans are needed to interact.
PRONOJIT
Yeah, and I often feel whether that's a right expectation as an industry that we are setting, being in the AML space myself, that AIML agents need to be at par with human. They may not need they can be a good augmenter of a human interface as well. So I feel the industry is somehow setting the expectation that agents need to be at par with human. And so the end user also expects that and that disconnect there that is.
SWAPNIL
Evolving journey as of now. So we are in a very early stages, I would rather say. Or we are in like ten years or 15 years where we have seen AI taking shape and we have seen tremendous changes also in it now. I mean, the kind of a technology which is coming in the future is also that there will be an AI agent on the video call and they will be in a position to recognize your face, expressions and mood and then be able to answer all of that. So this is, yes, possible futuristic kind of the events which happens in Dubai, the AI shows and everything, we get to see things there, right? Scary. But yeah, there's a reality as well that this is going to happen. In my recent visit to the way I was there and I was attending few of the events, I got a chance to visit one of the AI even there in fact. Now, the point was like if there were bots standing on the entire corridor and everywhere, the bot was able to tell that how many times I have passed in front of him, right?
PRONOJIT
Yeah.
SWAPNIL
At the moment, if he had interacted with me once, if I've given him my name and after that, when I came back tomorrow and I passed again in front of that bot, that bot says hi Swept, how were you doing today? I mean, look at that level of interaction that now the bots are able to recognize your face and then based on that, they're able to also process the data in the behind and says, okay, you are returning today, I'm greeting you. Things are going to change.
PRONOJIT
Right? That's really interesting and I can imagine the privacy folks raising alarms.
SWAPNIL
To be honest, I have no clue why he's calling my name also because at one point in time I am the person who have given that name. Now in the back end, how are you going to utilize, how are you going to showcase that? The AI bot has my acceptance and I have given the data knowingly unknowingly, right? We all know that the moment I go up and open up new Facebook account, have you ever me and you have read out that particular terms and conditions.
PRONOJIT
Correct? Agreed. And that's where the debate, I think lies and it will continue, I think forever. And we'll proceed on that line anyhow so satnil, I want to now focus on a couple of questions which relate to your experience through the journey that you have made with your various other startups and ori taking them from zero to one. What would you say would be some key advice to fellow entrepreneurs who are looking to start up or were looking to follow the path that others have taken towards that journey?
SWAPNIL
Right? I mean, the first important. Thing here is what I realized over the ages is though the success might have come very late to me expected what it could have been before or at the start of the career. I mean, if you see today there are two set of people as an entrepreneurs. In fact there are one set of an entrepreneurs. Those who have actually spent good amount of time in the jobs and became a master of that particular area and then they came back or opened up their own organizations and they become a success. We have examples like the infosys itself out from IBM because they were experts. Those who know exactly what need to be done. The people from Amazon came and see the flipkart side of it. So we have seen these kind of entrepreneurs as well. Those who have gained good experience into the market and then identified and then with the split of the entrepreneurship has been becoming an entrepreneur that still I feel today is very important, good and less risky. Where is the another set of startups, what we are seeing today? I mean, people have started calling that as a web three ecosystem. And in this web three ecosystem you won't believe the people, those who are still in their colleges of second year, third year, they are opening up these startups.
PRONOJIT
Yeah.
SWAPNIL
And in fact they're getting funding also. You and me probably would not be in a position to even understand why is this product, what they are building, who are really going to use it, what is the market for it, but they have got a funding for it. I mean, these questions maybe are we aged? We are don't able to understand now that or either we have to keep ourselves up to date to that particular market as well to know that what is coming in the future. So these set of people are seeing the success also very fast as well as the exits also very fast.
PRONOJIT
Yeah, right.
SWAPNIL
The so most important thing to one okay, if you have decided on the startup side of it, please look into that particular segment and this probably every entrepreneur will say that have you found out that gap, finding only the gap is not important. I would rather say find a gap or the existing market, how innovatively you will be able to deliver that particular same solution differently. I mean, we have a classic example in Bangalore and initiated in Bangalore the cult, right? The cult have come up into the time where the gym industry or the fitness industry has been already exploit to the extent. But they came up and created a very niche and innovative way of delivering the same thing. And today they are the leaders in the market and helped golden kind of scenarios to take a buyover of golden with cult. So either do that way and second important thing is always keep your eyes and ears open and keep finding the right mentor. Probably in this journey I might have changed or worked with around ten different set of mentors and then finally met the right mentor who can help us, who understands, who thinks the way we wanted, who stops us doing mistakes. That's how I have one. Mr. G. Ram chunk. As one of the mentors here. So, tremendous difference comes to your system when you are able to find out the right mentors. These are a couple of things which I think from my experience I would be in a position to submit here.
PRONOJIT
Awesome. That mentor aspect I think can't play down the importance of that fact completely. It's like a mentor can change across your life cycle. But it's very important to find the right set of mental. The mental mentor relationship is very crucial and if done right, can end reaching for both. So lastly, I wanted to ask what has been some of very unexpected or wackyest users of their platform.
SWAPNIL
Okay.
PRONOJIT
Some interesting ones which maybe cannot be told to customers or investors, but we can discuss here.
SWAPNIL
Okay. So when we started working with the WhatsApp Business APIs as a partner and started delivering the solutions conversationally with What's Your Business APIs and all of that very interestingly. There were two areas or two areas which started coming up to us. One, the gambling side of it. I mean, there are many vehicles, many companies, those who do gambling side of it. And then they wanted to basically win the market with the gambling. And then they started using this as a technology to sending the details to everyone. Okay, this is a new game come up and this is a gambling and this is what you have to do. And the second use case started coming off the dating and dating can get away, right?
PRONOJIT
You don't want to take any liability out there.
SWAPNIL
There is kind of use cases which started coming up and then we've we in fact have to do a deep dive, brainstorming internally and decided I think these are two different areas which can put us a very bad name into the market. If anything of that goes down and started saying what's the API dating set probably could have been a disaster. These are few things which you are asking. Very interesting, very different.
PRONOJIT
Before even the market hits back, is the home which will hit back?
SWAPNIL
Yes.
PRONOJIT
Okay, great. Safni has been an absolute pleasure talking to you, hearing your stories and hearing your insights. I'm sure the listeners, the startup enterprise, hearing you out would have learned a lot from your experience. They would really have been more confident from the inputs that they have got from you. Thanks for taking out time for this, for sharing with us.
SWAPNIL
Absolutely, thank you. And I'm sure thanks to all the listeners as well. If it could be any help for them and take the actions accordingly. Nothing like it. I mean, that would sound like a win for me, in fact.
PRONOJIT
Great. Awesome. Thanks.