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The red flags were raised by the company’s angel investors and other Israeli corporate executives in his network. ICV ignored the naysayers and spent the next six months customising its product.
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How?<\/strong>
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ICV is currently doing pilot projects with 20 Indian companies to fulfil their staffing needs. Its India story has prompted one of the investing firms, Prytek, to aggregate 43 Israeli tech companies from its portfolio and offer them as a suite to Indian companies. This has also made ICV’s critics eat their words.
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Enter the Wadi<\/a><\/strong>
Israel has, over the last decade, emerged as a hub for deep-tech startups. Thousands of these ventures have mushroomed around Tel Aviv<\/a> and nearby cities, earning the area the moniker of Silicon Wadi<\/a> (wadi means valley in Hebrew). However, Silicon Wadi had a small domestic market to cater to — Israel has a population of less than 10 million.
So the Wadi companies looked westward and created products and services for the lucrative US market. Many managed to raise a lot of funds and ensured profitable exits for investors. Soon, Silicon Wadi became the B2B tech support for Silicon Valley<\/a> heavyweights such as Google and Facebook.
\n \n \n \n \n \n \n \n \n \n \n \n \n \n \n \n \n\n\n\n\n\n\n\nNow, things are changing in the Wadi. “Companies like ICV are creating products thinking about India first,” says Anat Bernstein-Reich, who runs A&G Partners, an advisory firm that helps Israeli companies find more business in India.
Since 2002, her firm has helped 100 such companies set up shop in India and majority of the deals have happened in the last three years, 18 of them this year alone. Israelis are finally looking at India as not just a “backpacking destination after their compulsory military training, but as a country that means business,” says Bernstein-Reich.
Of course, growing bilateral ties between the two countries and advisory companies have a lot to do with this new Israel to India wave. Most of all, it is India Inc’s growing interest in the Silicon Wadi that is causing this shift. “Ten years ago, Israeli companies like Ness Tech and Click-Software were acquiring Indian companies.
Now the trend has been reversed by the likes of Wipro<\/a>, Flipkart and Sun Pharma<\/a> that have acquired Israeli tech companies in the last three-four years,” says Bernstein-Reich. Indian companies are also aping the Silicon Valley’s strategy with respect to Silicon Wadi — by attending startup events, setting up R&D stations, and assigning a staffer to stay in Israel for longer periods to scout for companies to acquire or collaborate with.
Collaboration with Israeli tech gives India a competitive advantage in the global market, says Ankur Pahwa, partner-ecommerce & consumer internet, EY India. “Israel spends close to 4% of its GDP on R&D which makes it one of the leading countries in global innovation.”
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The Beeline
<\/strong>Thanks to this push (from the likes of A&G) and pull (from Indian companies), Israeli tech firms have been able to crack the B2B Indian market in six major sectors: telecom & internet, agriculture, cybersecurity, education, healthcare and automobiles.
Today, an Israeli mobile marketing analytics and attribution firm called AppsFlyer occupies 75% of the market share in India, adding top consumer internet companies such as Paytm, Hotstar, Nykaa and Swiggy to its list of 250 Indian clients. Ariel Assaraf, CEO of a log analytics company Coralogix, tells ET Magazine that the Israeli company now ranks India alongside the US as its top market.
His company managed to unseat two Silicon Valley unicorns to bag deals at one of India’s leading streaming platforms and an online ticketing company that are now among Coralogix’s 10 major clients in India. It is no mean feat considering most Israeli tech companies see the US as their biggest market and India as only the latest one — too small to make a significant contribution at the moment.
Only one or two leading Israeli companies manage to make $10-15 million in annual recurring revenue from their India operations, say the stakeholders. But the numbers are getting better with each passing day, according to Mark Granot, vice president of software testing firm Applause.
Have a new app you want to test for user interface and user experience across different operating systems before the big rollout? Want to check how user-friendly is your streaming player’s interface across all shapes, sizes and brands of screens? Granot’s firm offers a select set of users from a community of over 400,000 people. It has been doing that for a few years for Google, Facebook, Netflix, Walmart, Starbucks and Nike.
Two years ago, Applause decided to venture into the Asia-Pacific region and chose India first. “Currently, we are working with 10 Indian companies in addition to Indian branches of American companies. India contributes a high single-digit percentage to our overall revenue,” says Granot.
Meanwhile, in the world of India’s over-the-top content players, Israeli tech companies such as Kaltura, Screenz, Applicaster and Cloudinary, are common names now. ZEE5 is working with at least 12 Israeli companies while VOOT with half a dozen. MindCET, an incubator for edu-tech startups, has helped at least 20 Israeli companies find opportunities with Indian firms and institutions in the last couple of years, says founder Avi Warshavsky.
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In April, Bernstein-Reich’s A&G Partners signed a deal with EM3 Agri Services in Noida to launch an accelerator called Agribator to connect Israeli agri-tech companies with Indian agro firms and farmers. In just a few months, Agribator brought in six Israeli companies into India, says Rohtash Mal, chairman of EM3. “More deals are being signed as we speak,” he says.
“There are at least a dozen other big Israeli establishments in the agri-tech space that have set shop in India in the recent past,” says Randhir Chauhan, managing director of the India arm of Netafim, an Israeli agri major present in the country since 1997.
From nowhere to nearly everywhere, the Silicon Wadi is gradually forming another Mini Israel in India. Only there is nothing on the ground — everything is in the cloud, as software as a service or SaaS. It is also evident that these synergies are not being forged on the back of solid tech alone, but on the basis of similarities in culture and values.
As Gily Netzer, chief marketing officer of Cymulate, a cyber tech firm that entered India last year, notes, “People don’t buy a product, they buy into the people. Our ambitious yet straightforward nature appeals to the Indian business community.
We are always pushing ourselves to find solutions to problems but we are also not afraid to say ‘no’.” Cymulate simulates cyber breach and attacks for security testing. In other words, it inflicts multiple artificial attacks on the client’s system to find out how badly it needs to be secured and then shows just how it can do that.
Last week, the company signed a deal with one of India’s largest banks whose name Netzer says she is contractually bound not to disclose. Meanwhile, NSO Group, an Israeli tech company, hit the headline in India after its spyware was allegedly used to snoop on WhatsApp accounts of dozens of Indian users.
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Started in 2016, Onnivation made $1 million in revenue in its first year. Last year, it made nine times that figure. Agarwal contemplates a co-investing model for working with Israeli startups now and hopes to make $14 million by May next year. So far, Onnivation has helped 15 Israeli companies find business opportunities in 100 Indian companies.
Among them is ZEE5 that evaluated tech partners from several markets before picking the Israelis. “We are attempting to do a lot in a short period of time to deliver value to our audience. For us, the pace at which the Israeli partners work is encouraging.
You need the kind of discipline that comes from them. Perhaps their compulsory military background also ensures they are regimented towards timelines,” says Rajneel Kumar, head of product at the streaming service.
For Akash Banerji, business head at streaming platform VOOT, it is Silicon Wadi over everyone else because “unlike the American, Chinese, or even Indian techies, the Israelis design products and services for a foreign market first. So you won’t find many direct to customer products there, but several successful SaaS companies.
Given their wealth of experience and exposure, they are more sensitive and agile to foreign markets, and also have cost-effective solutions.” Another reason Indian companies end up working with multiple Israeli tech firms, he notes, is that the Wadi is one organic creature with different strands, all rooted in one place.
“You meet one player, they recommend several others that could be useful for your business. The Silicon Valley in the US, on the other hand, is far bigger, but also full of individual creatures,” he adds.
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技术创业公司从以色列的硅Wadi在印度找到了肥沃的土壤
以色列科技公司已经能够破解B2B印度市场在六大领域:电信和互联网、农业、网络安全、教育、医疗和汽车。
红旗是由公司的天使投资人和其他以色列企业高管在他的网络。ICV无视反对者,在接下来的六个月定制产品。
如何?
ICV目前做试点项目20印度企业履行员工需求。其印度故事促使投资公司之一,Prytek,聚合43以色列科技公司从其投资组合和为他们提供一套印度公司。这也使ICV的批评者吃他们的话。
进入Wadi
在过去的十年里,以色列已经成为一个中心科技密集型企业。成千上万的这些企业如雨后春笋般涌现特拉维夫和附近的城市,该地区的绰号硅Wadi在希伯来语(wadi意味着谷)。然而,硅Wadi有一个小迎合国内市场——以色列的人口不到1000万。
所以Wadi公司向西望去,创造了利润丰厚的美国市场的产品和服务。许多人设法筹集大量的资金,确保盈利的投资者退出。很快,硅Wadi B2B的科技支持硅谷谷歌和Facebook等重量级人物。
现在,在Wadi情况正在改变。“ICV等公司正在创造产品考虑印度第一,“说阿娜特Bernstein-Reich,掌管g伙伴,一个咨询公司,在印度帮助以色列公司找到更多的业务。
自2002年以来,她的公司已帮助100个这样的公司在印度设立商店,大多数的交易发生在过去的三年里,仅今年18。以色列人终于看印度不仅仅是一个“强制军事训练后徒步旅行的目的地,但作为一个国家,这意味着业务,“Bernstein-Reich说。
当然,发展两国之间的双边关系和咨询公司有很多印度和以色列这个新浪潮。最重要的是,它是印度公司日益增长的兴趣硅Wadi导致这一转变。“十年前,以色列公司像洛克科技和Click-Software收购印度公司。
现在的趋势发生了逆转WiproFlipkart公司,和太阳制药已经收购了以色列科技公司在过去三四年,“Bernstein-Reich说。印度公司也模仿硅谷的策略对硅Wadi -通过参加创业活动,建立研发站,并派遣一名职员在以色列停留更长时间来寻找公司收购或合作。
与以色列合作科技给印度在全球市场的竞争优势,Ankur Pahwa, partner-ecommerce &消费者互联网是印度。“以色列将接近其GDP的4%用于研发,使它在全球创新领先的国家之一。”
的直线
多亏了这个推(从g)和拉(从印度公司),以色列科技公司已经能够破解B2B印度市场在六大领域:电信和互联网,农业、网络安全、教育、医疗和汽车。
今天,以色列移动营销分析和归因一家叫做AppsFlyer在印度占据了75%的市场份额,增加消费者互联网公司如Paytm, Hotstar, Nykaa Swiggy 250印度客户的名单上。日志分析公司首席执行官阿里尔Assaraf Coralogix,告诉ET杂志,以色列公司目前印度与美国市场。
他的公司成功地推翻两个硅谷独角兽袋交易在一个印度领先的流媒体平台和一个在线票务公司,现在是Coralogix在印度的10个主要客户。它可不是儿戏考虑大多数以色列科技公司认为美国成为他们最大的市场和印度只最新的一个——太小做出重大贡献。
只有一个或两个领先的以色列公司设法赚10 - 15年经常性收入百万美元的印度业务,说涉众。但是,数字是越来越好,随着日子一天天过去,副总裁Mark Granot软件测试公司的掌声。
有一个新应用程序需要测试用户界面和用户体验在不同的操作系统在大推出?要检查用户友好是如何你的流媒体播放器的界面所有形状、大小和品牌的屏幕吗?Granot的公司提供了一组选择的用户从一个超过400000人的团体。已经这样做了几年谷歌,Facebook, Netflix,沃尔玛,星巴克和耐克。
两年前,掌声决定冒险进入亚太地区,印度第一选择。“目前,我们正在与10个印度公司除了印度分支机构的美国公司。印度高个位数百分比有助于我们的整体收入,“Granot说。
同时,印度在世界上的顶级球员,内容以色列科技公司如Kaltura Screenz, Applicaster Cloudinary,现在常见的名字。ZEE5正在与至少12以色列公司在VOOT半打。MindCET, edu-tech初创企业孵化器,帮助至少20以色列公司找到机会与印度公司和机构在过去的几年中,Avi Warshavsky创始人说。
今年4月,Bernstein-Reich g伙伴签署了一项协议与EM3农业服务在诺伊达推出一个叫做Agribator加速器连接以色列主要公司与印度农业企业和农民。在短短几个月,Agribator带来了六个以色列公司进入印度,主席EM3 Rohtash Mal说。“更多的交易被签署了正如我们所说,”他说。
以色列”至少有一打其他大型机构在印度设立商店的主要空间在最近的过去,“说Randhir Chauhan, Netafim的印度子公司的董事总经理以色列农业主要出现在这个国家自1997年以来。
从一个无名小卒几乎无处不在,硅Wadi逐渐形成另一个迷你以色列在印度。只有没有在地上——一切都在云中,软件即服务或SaaS。同样明显的是,这些协同效应并没有被伪造的坚实的技术,但在相似的文化和价值观的基础。
首席营销官的gy Netzer Cymulate,去年网络科技公司进入印度,指出,“人们不购买产品,他们买到的人。我们的雄心勃勃的简单自然吸引印度商界。
我们总是把自己找出问题的解决方案,但我们也不怕说“不”。“Cymulate模拟网络安全漏洞和攻击测试。换句话说,它造成多个人工攻击客户端的系统找出它需要担保,然后显示它如何能做到这一点。
上周,该公司签署了一项协议,印度最大的银行之一的名字Netzer说她是不能随意绑定不披露。以色列科技公司,与此同时,太阳集团袭击印度的标题后的间谍软件被用来窥探WhatsApp数十名印度用户的账户。
2016年开始,Onnivation在第一年赚了100万美元的收入。去年,这一数字9倍。Agarwal考虑业务模型与以色列合作创业,希望明年5月的1400万美元。到目前为止,Onnivation帮助15以色列公司在100年印度公司找到商机。
其中是ZEE5评估技术合作伙伴选择以色列之前从几个市场。“我们正试图在短时间内做了很多对我们的观众提供价值。对我们来说,以色列合作伙伴工作的速度是令人鼓舞的。
你需要的那种纪律来自他们。也许他们强制性军事背景还确保他们对时间是管制,“Rajneel Kumar表示产品流媒体服务。
阿卡什纳杰,业务主管VOOT流媒体平台,它是硅Wadi比别人因为“与美国不同,中国甚至印度技术人员,以色列为外国市场设计的产品和服务。所以你不会找到直接客户的产品,但是有几个成功的SaaS公司。
考虑到他们丰富的经验和接触,他们更敏感和敏捷外国市场,和也有成本效益的解决方案。“印度公司的另一个原因与多个以色列科技公司工作,他指出,是Wadi是有机生物不同的链,都植根于一个地方。
“你见到一个球员,他们建议几人,可以有助于你的生意。在美国硅谷,另一方面,是更大的,但也充满了个体的生物,”他补充道。
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