Sunday, May 29, 2011

The amazing success story of K B Chandrasekhar

The story of K B Chandrasekhar, founder-CEO, Jamcracker Inc, is highly inspirational. Especially, for all the enterprising young Indian men who desire to be successful entrepreneurs.

Chandra's journey started at Kumbakonam in Tamil Nadu where he was born, moving on to Trichy where he spent his early years, and then to Chennai where he did his school and college education, and finally to Silicon Valley in the United States.

It was at Silicon Valley that he struck gold. That too in a big way. It is the classic, modern-day story of a middle class young man-turned-multi-millionaire.

Chandra describes himself as "a serial entrepreneur and risk-taker who empowers others to accomplish their dream."

This is his story.

The Early Years

I come from a classic middle-class family: my grandfather, grandmother, father, mother... all living together in a joint family. Family values were strongly embedded into me as a result of this.

I was born in Kumbakonam, but was in Trichy till 1968. I did my schooling at Ramakrishna School in Chennai and then joined the Vivekananda College to do my BSc in physics because I couldn't get into engineering. In 1980, I got admission to the Madras Institute of Technology at Anna University.

I was not exposed to business of any sort, but my father, in those days, dabbled in shares. He encouraged me to have freewheeling discussions on various aspects of business. Those were the seventies, but I was given enough freedom to think freely. My parents were there all the time supporting me and encouraging me.

I didn't realise the value of it all then, but later on I understood the kind of impact those discussions had upon my thinking. More importantly, they encouraged me to take risks. In the eighties, when working in a public sector was considered safe, I was encouraged to go into a field that was uncharted, like computers.

I entered the world of computers very early, way back in 1983 when I joined Wipro. Wipro is an entrepreneurial company that gave me the opportunity to try out various things.

To the USA

In 1990, I moved to the US on a job assignment. Would I have the courage to start something on my own had I been in India? I think I would have done the same thing even if I was in India. Actually, I had packed my things to come back to India in 1992 because my wife and I decided we were going to do something on our own in Bangalore. It just happened that we got an opportunity to get started in the US itself.

What I mean is, the willingness to do something on my own has always been there. In 1983, I wrote a small business plan to create 'Casio calculator-based ticket punching machines' for bus conductors, and sent it to Casio. We even dabbled in starting companies by importing game kits from Korea and Taiwan for $1 a kit.

Somehow, those things did not click because of our middle-class background, not having the money, and also because of our inexperience.

I would have done business in India too, but probably not on the same scale. Indian companies had the benefit of time. If you look at some of the successful companies in India, you will see that it took them almost 20 years to reach the first $100 million. But when you are in the US, you don't have that luxury; you have to grow fast. The willingness to take risks was more there, and that I got because I was in the US.

I would not have had that courage if I was in India because I would have been more concerned about safety.

First venture: Fouress

When we had packed and were ready to come back to India, one of my friends at Sun Microsystems told me that he had a project. However, he wanted me to stay back and do it in the US. That was where my real entrepreneurial spirit came into play.

At that time, BFL and Mastech had just started. B V Venkatesh, who had started BFL, was my colleague at Wipro. Venkatesh and Sundar -- one of the founders of Mastech -- told me: 'Chandra, you do it. We will back you.'

I jumped at it with just $4,500 in my hand, and no capital. I leveraged on Venkatesh and Sundar. We started Fouress, a software design company. I could do it because we had a great understanding, because we believed in each other and trusted each other.

We took the company from nothing to over a million dollars a year in the first two years.

I attribute my success mostly to my wife for her moral and physical support for standing by me and sacrificing everything. For several months, we used to live on basic food because we couldn't afford anything else. I need not have done it because I had an $80,000 job in my hand at that time. That means it was a self-inflicted pain, and that you cannot go through unless you are in it together.

Secondly, we were leading a nomadic life; we didn't have a car or a house. So, we were not stuck. I feel if I had gone to the US to study, I would not have done all this that quickly.

Starts Exodus Communications

By 1993-end, Venkatesh joined me as a co-founder. We then started dreaming of building a bigger company, something that would be revolutionary. Internet had not started at that time but we started the Internet business in 1993 itself.

That means we were ahead of the times. Probably, we did not even realise the risk we were taking. By sheer chance, after we started, the Internet bloomed and we were in the right place at the right time.

Destiny and Kanwal Rekhi

I believe in destiny. Venkatesh and I faced bankruptcy many a time; we borrowed money with no assets but we survived.

It was destiny which brought people like Kanwal Rekhi to us. He is one of the pioneer entrepreneurs of Silicon Valley. He started his first company in 1982 which went public in 1987.

By chance, I happened to go to a TiE (The IndUS Entrepreneurs) meeting and saw Kanwal Rekhi there. There were very few people there, so after the meeting I told him, 'I want to send you a business plan.' He wrote his fax number and gave it to me. I still remember it was in May 1995.

The very next day, I sent him a five-page executive summary of my business plan. There was no news from him for three months. One day, we get a voice mail from him saying that he wanted to come and see us. That was the biggest day of our life; somebody was willing to listen to us.

He came to our office and on the first day, he ripped us apart. Yes, our naivety showed in our business plan. But he saw that we were passionate, hungry, and willing to take all kinds of risks to make our idea successful.

Over the next two months, I used to talk to him at his house till late at night about my dreams; we were like Krishna and Arjuna. I still remember how I told him on a rainy day why he needed to support me. And he did. He gave us a cheque of $250,000.

Exodus Communications went public in 1998 and became one of the most successful IPOs (initial public offerings) of that year.

Jamcracker Inc

Jamcracker Inc is a continuation of Exodus Communications. Exodus created a utility for the infrastructure, while Jamcracker's role was very simple; IT as a utility. With that simple dream, we (Chandra, along with two MBA graduates from Stanford, Herald Chen and Mark Terbeek) started Jamcracker Inc in 1999.

We struggled initially, but today Jamcracker has become a leader in on-demand IT as a utility.

For rural India

I started doing something for rural India with n-Logue because I saw a big divide between urban and rural India. The question was 'how do we ensure that the masses are able to get the benefits of IT?' I was not doing it as charity because I don't believe in charity for charity's sake.

Our 11-month-old company Akshaya -- which is doubling every quarter -- was created as a combination of communication and people on the ground. The biggest satisfaction to me is that I have been able to establish some innovative methods in how we settle payments between transactions in rural set-ups, the way we are able to aggregate smaller volumes into larger volumes, how we do branding and create a larger distribution system. We are slowly telling the farmers, 'why don't you do it this way? We can do a lot more in productivity.' My role in this is that of a fulfiller.

Indians, crabs?

Indians were referred to as 'crabs' because we were not known for helping each other. People always said two Indians would never help each other. But today whatever I am, is because of an Indian. I have been helped globally also. My first $200,000 loan was given by a Pakistani.

I always tell budding entrepreneurs; 'Don't think if you don't have money, you cannot do anything. All you need is a big dream! And the willingness to give up everything in the pursuit of that dream. Others will take a risk with you only if you are totally committed to your dream.'

Indians, cautious?

In our upbringing, we are always told, 'be careful, be careful.' Rather than, 'go, try and let there be failure.' We are a savings-oriented economy, not a spending-oriented economy. We are always worried about tomorrow. That maybe because opportunities were limited for us.

Indians, innovators?

Absolutely. Innovations were pulled back because of the system that prevented us from taking the risk. That is why when Indians go to other places they are willing to take risks. It has nothing to do with our nature; it is the environment. But it is changing quite a bit now, especially in the past five years.

I set up the Anna University-K B Chandrasekhar Research Centre and also an incubator -- at the Chrompet-based Anna University campus which is not at all flashy -- just to prove that the best brains are available here, and we are capable of producing world-beaters.

I want to prove that Indian innovation can be marketed globally. We have a great future. My motto is, 'you be the thinker of what the world needs and not do what others tell you to do.'

Why a research centre at Anna University?

I believe that India will become the knowledge capital of the world. If that has to happen, we need world-class research. India had research but it was done within the four walls of various institutes.

Another reason why I started the centre is because of my love for my alma mater. I want to set an example that your alma mater matters and educational institutions have a larger role beyond churning out students into becoming centres of excellence for future.

And I was willing to show that with my cheque book, my time, commitment and willingness to plough through it during tough times.

We are launching the first two start-ups in the next few weeks.


I believe this country needs strong roots in marketing for it to become a global leader. That is why I have started -- along with Dr Bala V Balachandran -- the Great Lakes Institute of Management in Chennai.

I am establishing a chair for marketing at the Institute and as the first step, we have Dr Philip Kotler, the guru of marketing, on a one week visit to India .

So, I am looking at everything as an ecosystem. Doing one thing and not having the follow-up will only destroy what you have done before. Everything -- education, research, marketing -- is interlinked.

Asia, a giant in IT

I believe Asia will soon be the giant in the field of IT, but at the same time we can't be complacent because you have got regions like Eastern Europe from where great innovations like Skype are coming. You will see that in the future, innovations will come not from the US alone but outside of the US also.

And, India will become a very important place for innovation.

China and India

Together, India and China will become major global players. China and India also will become competitive and also increasingly collaborative.

You will see three ecosystems developing in the future: the Asian Ecosystem, the European Ecosystem and the American Ecosystem (not North America alone, but South America too). These three ecosystems will compete and collaborate.



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