The importance of finding your niche w/ Harshit Agarwal, CEO @ AppKnox

The ValueSaaS Podcast

In this episode we spoke to Harshit Agarwal, Co-founder and CEO of Appknox, which is a cloud-based enterprise mobile app security testing software. A lot of jargon there to unpack so here's an English translation: Appknox has a tool that allows enterprises to test the security of their mobile apps.

Over the course of the interview, Harshit spoke about how Appknox found its niche serving Large Banks and NBFCs, and the challenges they faced along the way. I'll let Harshit explain what those challenges were in his own words, but to give you some context before we jump inot the conversation, Appknox was on the verge of shutting down before they found their niche. Once they identified it though, it brought a sense of focus to the way they ran their business, from their pricing to messaging to sales scripts, and that in turn helped them change their fortunes.

Perhaps the most important part of this conversation though, was how those challenges affected Harshit on a personal level. When we talk about running SaaS businesses it's very easy to think about things in clinical terms. We focus primarily on the business side of things. But lost in this discussion is the fact that the people running the business are well people... and inevitably the stress of running a business (especially one that's not doing well) can take a toll on those people. We spoke to Harshit about how he dealt with that stress.

Now before I drop you into the interview, there are a few points to note.

First, in this interview, Harshit is going to use the term CISO a bunch because that's who his target customer persona is. For the uninitiated a CISO is a Chief Information Security Officer. It's an executive position in large enterprises that implements and maintains processes to reduce information and IT risk.

Second, please note that neither Harshit nor I are mental health professionals so when we talk about Harshit's personal experiences they are just that... personal experiences. So do not consider anything that we say to be real medical advice. If you are experiencing mental health issues, please seek help from a professional mental health provider. Here are some resources you can reach to if you need to talk to someone:

https://nimhans.ac.in/pssmhs-helpline/ (India)

https://icallhelpline.org/ (India)

https://www.samhsa.gov/ (USA)