1 00:00:04,960 --> 00:00:06,480 [theme music playing] 2 00:00:12,360 --> 00:00:13,560 'Shark Tank India' 3 00:00:13,680 --> 00:00:16,320 'has taken entrepreneurship to every household.' 4 00:00:16,400 --> 00:00:20,800 'It is said the greater the impact, the greater the obligation.' 5 00:00:20,920 --> 00:00:22,680 In honour of this obligation, 6 00:00:26,160 --> 00:00:29,360 Joining us in the Tank today are Ecopreneurs. 7 00:00:29,440 --> 00:00:32,280 Entrepreneurs are important to bring about change, 8 00:00:32,360 --> 00:00:34,440 and ecopreneurs are just as important too. 9 00:00:34,520 --> 00:00:37,600 They're changing the world too but in a sustainable way. 10 00:00:37,680 --> 00:00:40,120 'Cool The Globe is a carbon handprint app' 11 00:00:40,200 --> 00:00:43,680 'which helps individuals reduce their carbon footprint.' 12 00:00:43,800 --> 00:00:46,280 We're seeing the changes in weather patterns 13 00:00:46,360 --> 00:00:47,600 because of global warming. 14 00:00:47,720 --> 00:00:51,520 So, we realise the damage to our environment 15 00:00:51,600 --> 00:00:53,520 and what its implications are. 16 00:00:53,680 --> 00:00:55,280 And that's why we're talking about it. 17 00:00:55,480 --> 00:00:57,920 'Digital Paani is an IoT-enabled software' 18 00:00:58,000 --> 00:01:00,800 'that just like a doctor tracks the health of treatment plants' 19 00:01:01,000 --> 00:01:03,320 'and manages it with the right expertise.' 20 00:01:03,400 --> 00:01:05,920 'Canvaloop is a bio-material science company' 21 00:01:06,000 --> 00:01:08,520 'that converts agricultural waste' 22 00:01:08,640 --> 00:01:10,680 'into textile fibres and yarns' 23 00:01:10,760 --> 00:01:13,560 'using our zero-waste proprietary technology.' 24 00:01:13,800 --> 00:01:16,480 I would like to invest in solutions 25 00:01:16,560 --> 00:01:18,280 that address big issues 26 00:01:18,400 --> 00:01:20,920 and that address issues 27 00:01:21,000 --> 00:01:24,040 with a solution that is feasible and measurable. 28 00:01:24,120 --> 00:01:27,040 A few years ago, I took firecrackers home. 29 00:01:27,120 --> 00:01:28,680 My little girl said, 30 00:01:28,760 --> 00:01:31,840 "Dad, I don't want to burst crackers as they cause pollution." 31 00:01:31,920 --> 00:01:33,920 So, you can witness the change. 32 00:01:34,040 --> 00:01:37,160 It is our responsibility to leave a better planet for them. 33 00:01:37,280 --> 00:01:39,280 'We have only 30 years' 34 00:01:39,360 --> 00:01:41,440 'to avoid the worst effects of climate change.' 35 00:01:41,560 --> 00:01:43,440 'If we need to do this in 30 years,' 36 00:01:43,520 --> 00:01:46,600 'we need to see this as an entrepreneur,' 37 00:01:46,720 --> 00:01:49,040 'not just me personally, but as a world.' 38 00:01:49,120 --> 00:01:51,320 Our generation made the internet. 39 00:01:51,400 --> 00:01:54,920 You see its immense benefits as well as its drawbacks. 40 00:01:55,040 --> 00:01:56,240 We're all addicted, 41 00:01:56,320 --> 00:01:58,280 but the next generation, 42 00:01:58,920 --> 00:02:02,160 not only will they heal the world, 43 00:02:02,280 --> 00:02:04,440 they'll save the world through ecopreneurship. 44 00:02:05,080 --> 00:02:09,000 All right, let's start today's Ecopreneur Special episode. 45 00:02:21,480 --> 00:02:22,560 [theme music playing] 46 00:02:35,600 --> 00:02:37,040 [theme music concludes] 47 00:02:37,360 --> 00:02:38,840 When I was nine years old, 48 00:02:39,480 --> 00:02:42,440 my school teacher gave us a unique homework. 49 00:02:43,080 --> 00:02:44,240 It was to write a letter, 50 00:02:44,640 --> 00:02:46,400 not to someone else but to ourselves. 51 00:02:46,560 --> 00:02:48,560 - Oh! - To Prachi ten years from now. 52 00:02:48,840 --> 00:02:51,080 "Who do I want to be when I grow up?" 53 00:02:51,720 --> 00:02:53,600 I wrote it and then forgot about it. 54 00:02:54,440 --> 00:02:55,400 After ten years, 55 00:02:55,560 --> 00:02:59,800 my teacher sent me the letter I wrote back then. 56 00:02:59,920 --> 00:03:01,440 - Wow. - I brought that for you. 57 00:03:01,640 --> 00:03:02,680 This is the letter. 58 00:03:02,840 --> 00:03:04,080 [chuckles] 59 00:03:05,280 --> 00:03:07,520 I was shocked upon reading it 60 00:03:07,960 --> 00:03:09,920 because the younger me wrote 61 00:03:10,000 --> 00:03:12,520 that I want to change the world when I grow up 62 00:03:13,720 --> 00:03:16,960 and do something to bring about a change. 63 00:03:17,600 --> 00:03:20,240 My words inspired me 64 00:03:20,440 --> 00:03:22,120 and at the age of 18, 65 00:03:22,200 --> 00:03:24,560 I took a gap of a year to travel across India. 66 00:03:24,920 --> 00:03:26,280 I met a lot of people. 67 00:03:26,360 --> 00:03:29,480 I spoke to farmers and sanitation workers, 68 00:03:29,560 --> 00:03:31,960 and listened to the dreams of little children. 69 00:03:32,840 --> 00:03:34,560 This experience changed me. 70 00:03:35,280 --> 00:03:37,480 During this time, I witnessed firsthand 71 00:03:37,760 --> 00:03:40,920 how the world's biggest problem 72 00:03:41,200 --> 00:03:45,040 that is climate change was affecting people's day-to-day lives. 73 00:03:46,000 --> 00:03:47,080 It got me thinking 74 00:03:47,160 --> 00:03:50,560 about what I could do about a problem of this magnitude. 75 00:03:51,000 --> 00:03:53,840 And that's how Cool The Globe started. 76 00:03:54,920 --> 00:03:57,360 You must have heard of carbon footprint. 77 00:03:57,440 --> 00:04:00,040 Cool The Globe is a carbon handprint app. 78 00:04:00,760 --> 00:04:04,880 It helps individuals reduce their carbon footprint. 79 00:04:13,760 --> 00:04:17,520 - which is almost equal to my weight. - Oh. 80 00:04:17,640 --> 00:04:20,320 How can I become eco-friendly in day-to-day life? 81 00:04:29,920 --> 00:04:31,840 Our app is directly linked 82 00:04:43,320 --> 00:04:45,120 they have prevented 34 lakh kg of carbon emissions 83 00:04:45,200 --> 00:04:47,080 from entering the environment, 84 00:04:52,720 --> 00:04:53,880 Our mission is 85 00:04:53,960 --> 00:04:57,200 to make every household and business in India carbon-neutral. 86 00:04:58,040 --> 00:04:58,880 Greetings, Sharks. 87 00:04:58,960 --> 00:05:00,640 My name is Prachi Shevgaonkar 88 00:05:03,720 --> 00:05:07,320 Our ask is Rs. 25 lakhs for 5% equity. 89 00:05:11,640 --> 00:05:13,560 Let's Cool The Globe together! 90 00:05:13,960 --> 00:05:14,840 Wow! 91 00:05:15,640 --> 00:05:17,440 - Hi, Prachi. - Hi! 92 00:05:17,560 --> 00:05:19,200 Welcome to this special episode 93 00:05:19,280 --> 00:05:22,200 - which is dedicated solely to the environment. - Yes. 94 00:05:27,240 --> 00:05:29,640 I run a YouTube series on health 95 00:05:29,800 --> 00:05:31,760 called 'Uncondition Yourself with Namita'. 96 00:05:31,840 --> 00:05:33,920 Dia Mirza was on my show 97 00:05:34,000 --> 00:05:35,840 and she laid out, in detail, 98 00:05:35,920 --> 00:05:38,560 the impact of the environment on health. 99 00:05:48,480 --> 00:05:52,040 - Very debilitating disease. - Yes, my dad had it. 100 00:05:52,160 --> 00:05:54,880 Exactly, so you know how tough it is. 101 00:05:55,000 --> 00:05:58,200 And that was all because of extremely high pollution. 102 00:05:58,280 --> 00:06:00,480 - That was my wake-up call. - Yes. 103 00:06:00,880 --> 00:06:05,160 What was your trigger moment is what I want to understand. 104 00:06:05,960 --> 00:06:07,360 I took a year's gap 105 00:06:07,480 --> 00:06:10,960 and decided to work in high-impact areas. 106 00:06:11,640 --> 00:06:14,760 When I ran a Google search on the greatest current problem, 107 00:06:14,840 --> 00:06:16,240 the results showed climate change. 108 00:06:16,800 --> 00:06:17,920 I was not convinced. 109 00:06:18,080 --> 00:06:21,120 I knew there were a lot of other grave problems 110 00:06:21,200 --> 00:06:23,600 like hunger and illiteracy. 111 00:06:23,680 --> 00:06:25,520 Why should I worry about 112 00:06:25,600 --> 00:06:28,600 the polar ice melting in some other part of the world? 113 00:06:28,680 --> 00:06:31,920 So, I worked in education and alongside farmers, 114 00:06:32,920 --> 00:06:34,920 and even then, climate change didn't elude me. 115 00:06:35,040 --> 00:06:38,960 When I was working on the ground, I met a 12-year-old boy. 116 00:06:39,680 --> 00:06:42,040 He lived in a slum near Pune. 117 00:06:42,160 --> 00:06:43,520 I said to him, 118 00:06:43,600 --> 00:06:46,680 "You get one wish. You can ask for anything." 119 00:06:47,640 --> 00:06:49,760 I will never forget his answer. 120 00:06:50,040 --> 00:06:51,960 He said, "I would wish" 121 00:06:52,360 --> 00:06:55,200 "that my house doesn't get filled with water again." 122 00:06:55,320 --> 00:06:56,200 Gosh. 123 00:06:57,360 --> 00:07:00,000 We read in the newspapers about floods 124 00:07:00,760 --> 00:07:02,720 and extreme weather conditions owing to climate change 125 00:07:02,800 --> 00:07:05,200 with a growing frequency and higher intensity. 126 00:07:05,440 --> 00:07:09,440 It was the first time I realised that when I read this kind of news, 127 00:07:09,520 --> 00:07:12,600 it could also mean that a 12-year-old child 128 00:07:12,680 --> 00:07:17,720 would have to worry about something as basic as shelter above his head. 129 00:07:17,880 --> 00:07:20,280 As I met more and more people over time, 130 00:07:20,400 --> 00:07:23,680 I realised that it wasn't about the big words, 131 00:07:23,800 --> 00:07:25,720 but our personal lives. 132 00:07:25,920 --> 00:07:27,720 What do your parents do? 133 00:07:27,800 --> 00:07:29,840 I ask this 134 00:07:32,320 --> 00:07:35,360 the simplicity and the conviction with which you speak. 135 00:07:35,840 --> 00:07:37,920 It seems like your parents have raised you really well. 136 00:07:46,560 --> 00:07:48,800 I had made a similar pitch to my parents 137 00:07:48,920 --> 00:07:52,600 when I decided I wanted to follow an unconventional career path. 138 00:07:53,200 --> 00:07:56,720 And by the end of it, they were just as excited as I was 139 00:07:56,800 --> 00:07:58,080 to come on this journey with me. 140 00:07:58,160 --> 00:08:01,240 They taught chemical engineering for 30 years. 141 00:08:01,680 --> 00:08:02,960 - Now, they... - As a teacher? 142 00:08:03,040 --> 00:08:04,040 - Yes, as a teacher. - Okay. 143 00:08:04,120 --> 00:08:06,000 They now work full-time with me. 144 00:08:06,120 --> 00:08:07,360 - Okay. - I'm their boss now. 145 00:08:07,440 --> 00:08:08,920 - So... - Oh, wow! 146 00:08:09,320 --> 00:08:10,760 Incredible! And mom? 147 00:08:10,840 --> 00:08:13,960 My mom is also an engineer, my sister is also an engineer. 148 00:08:14,040 --> 00:08:15,680 I'm the only non-engineer 149 00:08:15,800 --> 00:08:18,600 and now, I'm going to employ all three of them. 150 00:08:19,240 --> 00:08:21,960 My wife has been working on climate change for 15 years. 151 00:08:22,280 --> 00:08:23,840 She was earlier working for TERI. 152 00:08:23,960 --> 00:08:25,640 She and her team even won a Nobel Prize 153 00:08:25,720 --> 00:08:27,760 - on climate change. - Yes. 154 00:08:28,320 --> 00:08:29,760 After that, she was working 155 00:08:33,480 --> 00:08:36,720 Before that, she was in the EU in climate change. 156 00:08:36,880 --> 00:08:41,120 We have a lot of discussions on climate change 157 00:08:41,240 --> 00:08:45,320 - that have brought a lot of changes in our lives and home. - Wow. 158 00:08:45,440 --> 00:08:48,480 - What changes did you make in your life from... - Yes? 159 00:08:48,560 --> 00:08:51,480 - It's easier said than done. It's not easy. - True. 160 00:08:51,560 --> 00:08:53,000 So, what changes did you make? 161 00:08:53,120 --> 00:08:56,800 When I embarked on this journey, I asked my dad. 162 00:08:57,000 --> 00:08:59,600 We decided to start from our own house. 163 00:08:59,680 --> 00:09:01,320 We took a challenge 164 00:09:01,440 --> 00:09:05,320 to reduce our carbon footprint by 10% that year. 165 00:09:05,960 --> 00:09:08,400 My college was just 15 km away. 166 00:09:08,480 --> 00:09:11,680 So, for four days a week, I'd cycle to college. 167 00:09:11,760 --> 00:09:14,360 That made me fit and also reduced my emissions. 168 00:09:14,680 --> 00:09:17,640 We fixed a solar water heater at home. 169 00:09:17,720 --> 00:09:18,840 That also reduced emissions. 170 00:09:18,920 --> 00:09:21,160 We put a system in place to recycle house waste. 171 00:09:21,280 --> 00:09:22,720 That reduced emissions too. 172 00:09:23,280 --> 00:09:26,960 Even today, I reduce my emissions by 10% every year. 173 00:09:27,040 --> 00:09:28,880 I'm not perfect 174 00:09:28,960 --> 00:09:31,160 and I don't expect my users to be perfect too. 175 00:09:31,240 --> 00:09:33,720 The important part is that each one of us 176 00:09:33,800 --> 00:09:35,600 - brings small changes at our own levels. - Correct. 177 00:09:35,680 --> 00:09:37,840 Correct, but when you embarked on this journey, 178 00:09:37,920 --> 00:09:39,600 didn't you think of joining a company 179 00:09:39,680 --> 00:09:43,440 or some climate change experts and learning from them too? 180 00:09:44,040 --> 00:09:46,920 Actually, I hadn't thought of building an app. 181 00:09:47,000 --> 00:09:49,320 Initially, we were wondering if there was any such app 182 00:09:49,400 --> 00:09:51,240 that'd bring people like me together, 183 00:09:51,840 --> 00:09:53,760 but couldn't find one at the time. 184 00:09:53,920 --> 00:09:58,200 That's when we thought if no one had built such an app, we would. 185 00:09:58,920 --> 00:10:01,920 When I decided I wanted to work in climate change, 186 00:10:02,000 --> 00:10:05,360 I worked with different organisations 187 00:10:05,440 --> 00:10:07,440 in various capacities. 188 00:10:07,520 --> 00:10:10,040 - I see. Where? - Like Climate Leadership Coalition 189 00:10:10,120 --> 00:10:13,200 - which is Europe's largest climate business network. - Yes. 190 00:10:13,280 --> 00:10:16,240 I'm the first Indian advisor 191 00:10:35,400 --> 00:10:36,680 So, many such... 192 00:10:36,760 --> 00:10:38,960 Are you an environmental activist 193 00:10:39,080 --> 00:10:40,520 or do you really want to build a business? 194 00:10:40,600 --> 00:10:42,320 - I started out as an activist. - Okay. 195 00:10:42,440 --> 00:10:44,160 I've been doing this for many years. 196 00:10:44,240 --> 00:10:45,800 And this is what I observed. 197 00:10:46,000 --> 00:10:48,640 We have only 30 years 198 00:10:48,760 --> 00:10:51,240 to avoid the worst effects of climate change. 199 00:10:51,360 --> 00:10:54,360 If we need to do this in 30 years, 200 00:10:54,520 --> 00:10:57,480 we need to see this as an entrepreneur, 201 00:10:57,600 --> 00:10:59,880 not just me personally, but as a world. 202 00:11:00,840 --> 00:11:03,840 Prachi, could you talk about the app and the business? 203 00:11:04,080 --> 00:11:05,400 - Could you give a demo? - Good question. 204 00:11:05,480 --> 00:11:06,360 Yes, please. 205 00:11:06,480 --> 00:11:09,400 The app is available on the Play Store and App Store. 206 00:11:09,520 --> 00:11:12,120 People can download the app for free. 207 00:11:13,000 --> 00:11:14,680 I'll give you a demo of the app 208 00:11:14,760 --> 00:11:17,080 in exchange for certain promises from all of you. 209 00:11:17,160 --> 00:11:18,520 - [laughter] - I like her. 210 00:11:18,600 --> 00:11:21,600 - The first promise is from Aman. - Of course. 211 00:11:27,000 --> 00:11:28,040 [laughter] 212 00:11:29,000 --> 00:11:31,880 Then the app will tell you that by doing so, 213 00:11:31,960 --> 00:11:34,880 - you've reduced 4 kg CO2 emissions. - Not making that promise. 214 00:11:35,640 --> 00:11:37,400 The next promise from Namita. 215 00:11:37,520 --> 00:11:39,600 Your dress is very pretty. 216 00:11:39,680 --> 00:11:41,680 Instead of buying five new dresses, 217 00:11:41,760 --> 00:11:43,840 if you reuse this dress on five occasions, 218 00:11:44,080 --> 00:11:45,280 the app will tell you that 219 00:11:45,400 --> 00:11:48,120 you've reduced almost 20 kg CO2 emissions. 220 00:11:48,200 --> 00:11:49,160 I'll tell you an easier one. 221 00:11:49,240 --> 00:11:51,880 - I took this on collab which is renting. - Wow! 222 00:11:51,960 --> 00:11:53,720 And renting and thrifting is the best. 223 00:11:53,840 --> 00:11:55,160 Good! You're already doing this. 224 00:11:55,240 --> 00:11:56,960 - I've saved your records. - Yes. 225 00:11:58,000 --> 00:11:59,120 Coming to Radhika. 226 00:11:59,200 --> 00:12:02,280 If you promise me that after you go home, 227 00:12:02,360 --> 00:12:03,920 you won't use the AC... 228 00:12:07,480 --> 00:12:09,080 That's three pledges from three Sharks. 229 00:12:09,160 --> 00:12:11,800 So, the bottom line is that you calculate... 230 00:12:11,880 --> 00:12:13,640 - Yes, quantify. - The activities... 231 00:12:13,760 --> 00:12:16,720 - Based on the activities, what is the harm or the benefit. - Exactly. 232 00:12:16,800 --> 00:12:18,600 - Savings in carbon emission. - Absolutely. 233 00:12:18,720 --> 00:12:22,200 After using the app, a lot of users said, 234 00:12:22,280 --> 00:12:23,760 "I am using this for myself," 235 00:12:23,840 --> 00:12:25,800 "but how can I do this along with my batchmates," 236 00:12:25,880 --> 00:12:28,640 - "and colleagues?" - Very interesting. 237 00:12:28,760 --> 00:12:33,720 So, now, we're launching an app for communities and organisations. 238 00:12:34,080 --> 00:12:36,640 Every user can see their monthly target. 239 00:12:39,520 --> 00:12:41,600 out of which she has achieved 145 kg. 240 00:12:41,680 --> 00:12:45,720 Suppose you want to see the progress of the others on Shark Tank India. 241 00:12:45,800 --> 00:12:48,440 This is our organisational dashboard 242 00:12:48,560 --> 00:12:52,600 that shows the total emissions saved by the whole team. 243 00:12:53,680 --> 00:12:55,600 You can see which team is winning. 244 00:12:55,680 --> 00:12:58,320 For now, the Sharks are winning. 245 00:12:58,440 --> 00:12:59,400 [laughs] 246 00:12:59,520 --> 00:13:01,760 And who in this team is leading? 247 00:13:02,360 --> 00:13:03,160 Anupam. 248 00:13:03,240 --> 00:13:04,480 - Thank you. - Very bad. 249 00:13:04,560 --> 00:13:07,520 You can deploy this very efficiently in an organisation. 250 00:13:07,640 --> 00:13:11,120 - Like many organisations have a fitness challenge. - Yes. 251 00:13:11,200 --> 00:13:15,560 - You can have a carbon footprint challenge In a team of 300. - Yes. 252 00:13:15,640 --> 00:13:17,720 - You can hold a challenge. - A very nice motivational thing 253 00:13:17,800 --> 00:13:18,880 in a corporate set-up. 254 00:13:19,000 --> 00:13:20,200 - It could be a nice idea. - Very nice, yes. 255 00:13:20,280 --> 00:13:23,880 We conducted climate action training with over 200 organisations 256 00:13:28,720 --> 00:13:30,400 "I will buy it, but you make it." 257 00:13:30,520 --> 00:13:32,120 And that's why, we're now making it. 258 00:13:32,320 --> 00:13:33,200 All right. 259 00:13:33,320 --> 00:13:34,720 Did anyone actually buy it? 260 00:13:34,800 --> 00:13:36,480 The organisational version is in development 261 00:13:43,000 --> 00:13:44,280 We have 7 MOUs 262 00:13:44,360 --> 00:13:46,240 - with 7 large organisations. - Very good. 263 00:13:51,920 --> 00:13:56,400 but the individual one for personal use is in the market. 264 00:13:56,480 --> 00:13:57,960 - Yes. - Since when? 265 00:13:58,080 --> 00:13:59,920 Since 2021. 266 00:14:04,000 --> 00:14:05,760 but our daily users are fewer. 267 00:14:05,840 --> 00:14:08,240 - Right now, the... - What's the number? 268 00:14:08,360 --> 00:14:09,320 Around 500. 269 00:14:13,960 --> 00:14:16,560 We realised that when we nudge 270 00:14:16,640 --> 00:14:19,560 - or send notifications, the usage goes up. - Correct. 271 00:14:19,680 --> 00:14:23,240 - People need daily engagement and daily nudging. - That's right. 272 00:14:23,360 --> 00:14:25,600 How many downloads do you get daily? 273 00:14:25,680 --> 00:14:27,840 Um, we get around 1,000 monthly. 274 00:14:27,920 --> 00:14:30,640 It's all organically, we haven't spent anything on it. 275 00:14:30,760 --> 00:14:33,640 - Do you have a business model in that app? - This one? 276 00:14:33,720 --> 00:14:35,760 - Not in that one. - That's free. 277 00:14:40,840 --> 00:14:43,680 Organisations could take this app 278 00:14:43,800 --> 00:14:46,160 for their employees at an annual subscription 279 00:14:46,240 --> 00:14:49,720 of Rs. 300 to 500 annually per employee. 280 00:14:54,360 --> 00:14:55,440 We're pre-revenue. 281 00:14:56,320 --> 00:14:59,600 People can choose different offsetting projects as well. 282 00:14:59,720 --> 00:15:01,880 Those who did not reduce can opt for offsetting. 283 00:15:01,960 --> 00:15:03,280 This is our second business model. 284 00:15:03,360 --> 00:15:07,280 Offsetting is where you reduce something from your behaviour chain. 285 00:15:07,360 --> 00:15:10,240 What I can't reduce, I offset. 286 00:15:10,360 --> 00:15:13,480 So, someone else reduces it on my behalf. 287 00:15:13,600 --> 00:15:14,440 How? 288 00:15:14,920 --> 00:15:17,160 For instance, we have tree plantation projects. 289 00:15:17,280 --> 00:15:19,800 For that project, I purchase offset 290 00:15:19,880 --> 00:15:22,160 and say that I bought x tonnes of carbon dioxide, 291 00:15:22,280 --> 00:15:23,880 which organisations are currently doing. 292 00:15:24,000 --> 00:15:26,120 Why would an individual employee buy it? 293 00:15:26,200 --> 00:15:29,480 Suppose I didn't meet my goal for the month, 294 00:15:29,880 --> 00:15:31,280 so I offset it. 295 00:15:31,360 --> 00:15:34,320 - We could also give subscriptions to organisations. - I see. 296 00:15:34,400 --> 00:15:37,160 You could buy the offset for your employees. 297 00:15:37,240 --> 00:15:39,400 If a company takes this from you, 298 00:15:39,480 --> 00:15:43,520 if they report ESG, does it become one of the items? 299 00:15:43,600 --> 00:15:45,120 - It does. Yes. - It does! 300 00:15:59,120 --> 00:16:01,480 could be manifold reality. 301 00:16:01,960 --> 00:16:03,920 Just as people used to put 302 00:16:04,000 --> 00:16:06,120 - the step tracker on their dog. - Yes. 303 00:16:06,200 --> 00:16:08,440 - To win these challenges. - Absolutely. 304 00:16:08,520 --> 00:16:09,920 How does the app track 305 00:16:10,000 --> 00:16:12,880 whether people are actually achieving their goal? 306 00:16:13,000 --> 00:16:14,080 We gave this choice 307 00:16:14,160 --> 00:16:17,240 where we asked users to upload photos 308 00:16:17,320 --> 00:16:18,600 and then record. 309 00:16:18,720 --> 00:16:20,680 It became a hindrance for the user 310 00:16:20,800 --> 00:16:22,320 - to upload photos. - It became cumbersome. 311 00:16:22,400 --> 00:16:24,000 - Yes... - No one will do it. 312 00:16:25,120 --> 00:16:27,480 Second thing, we had two fail-safes. 313 00:16:27,560 --> 00:16:31,640 One is that we removed the recurring action 314 00:16:31,720 --> 00:16:34,920 because that happens in one go in high quantities. 315 00:16:35,000 --> 00:16:37,640 So, lying in high quantities is not allowed. 316 00:16:37,720 --> 00:16:39,120 [laughter] 317 00:16:39,200 --> 00:16:41,960 The second fail-safe is we have an anomaly detection in place. 318 00:16:42,080 --> 00:16:43,720 If this is not consistent with... 319 00:16:43,880 --> 00:16:45,520 Suppose I stay in India, 320 00:16:45,600 --> 00:16:48,120 this behaviour is not consistent with where I'm from. 321 00:16:48,240 --> 00:16:50,080 This is not consistent with my past behaviour. 322 00:16:50,160 --> 00:16:53,040 We will get a notification saying, "This doesn't seem true." 323 00:16:53,120 --> 00:16:54,720 Then, we will remove that. 324 00:16:55,640 --> 00:16:57,640 - I have an offer for you. - I have an offer for you. 325 00:16:57,720 --> 00:16:58,560 Yes. 326 00:16:58,920 --> 00:17:00,680 - Will you go first? - You go first. 327 00:17:00,760 --> 00:17:03,360 Okay. My offer is only because of you. 328 00:17:03,440 --> 00:17:07,400 I think the business is way too young right now. 329 00:17:07,480 --> 00:17:09,640 The institutional app isn't even ready yet. 330 00:17:09,960 --> 00:17:12,080 Before I add the offer, 331 00:17:12,160 --> 00:17:14,600 - I want to say I can add a lot of value. - Okay. 332 00:17:14,680 --> 00:17:17,360 Our firm is a UN PRI signatory. 333 00:17:17,440 --> 00:17:19,920 This has a good value proposition for corporates. 334 00:17:20,040 --> 00:17:22,080 I could open that network to you. 335 00:17:22,160 --> 00:17:23,480 So, here's my offer. 336 00:17:23,560 --> 00:17:26,400 I'll give you Rs. 10 lakhs in equity 337 00:17:26,480 --> 00:17:27,800 for 10% of the company. 338 00:17:27,880 --> 00:17:30,000 - That's a Rs. 1-crore valuation. - Okay. 339 00:17:30,160 --> 00:17:32,720 I'll give you the remaining Rs. 15 lakhs in debt 340 00:17:32,800 --> 00:17:34,960 but that debt is at 8% interest 341 00:17:35,040 --> 00:17:37,040 which is bank-equivalent interest, 342 00:17:37,440 --> 00:17:38,800 given your cause. 343 00:17:47,360 --> 00:17:48,880 - if I support this even more. - Yes. 344 00:17:48,960 --> 00:17:52,120 Right? I'll give you the offer of what you asked for. 345 00:17:52,280 --> 00:17:53,680 Rs. 25 lakhs at 5% equity. 346 00:17:53,760 --> 00:17:55,920 - Wow! - Okay. 347 00:17:59,480 --> 00:18:02,520 When I saw the features and your thinking, 348 00:18:02,720 --> 00:18:04,520 this is very easy to copy. 349 00:18:05,760 --> 00:18:09,040 So, I think you're a little early for me now 350 00:18:09,200 --> 00:18:12,280 and you've got two fantastic offers. 351 00:18:12,360 --> 00:18:15,880 - Love your enthusiasm, but for today, I'm out. - Okay. 352 00:18:16,000 --> 00:18:17,920 Here's how I look at the problem. 353 00:18:18,000 --> 00:18:19,560 When you said 354 00:18:19,800 --> 00:18:21,920 that you started travelling by bus... 355 00:18:22,000 --> 00:18:23,800 People should start travelling by bus, 356 00:18:23,880 --> 00:18:25,480 stop eating meat 357 00:18:25,680 --> 00:18:27,240 and start switching off their ACs, 358 00:18:27,320 --> 00:18:30,320 these are very fundamental behaviours of humans. 359 00:18:30,400 --> 00:18:32,920 That's what we're talking about changing. 360 00:18:33,040 --> 00:18:34,080 As per my understanding, 361 00:18:34,160 --> 00:18:37,840 people will not be able to change these fundamental behaviours. 362 00:18:37,920 --> 00:18:39,840 If there are better solutions, 363 00:18:39,960 --> 00:18:41,240 like instead of switching the AC off, 364 00:18:41,320 --> 00:18:44,120 if there's an AC with less power consumption, 365 00:18:44,200 --> 00:18:45,600 I'd switch to that. 366 00:18:45,680 --> 00:18:46,880 I feel that 367 00:18:46,960 --> 00:18:49,440 the biggest change in carbon emissions will come 368 00:18:49,640 --> 00:18:52,000 when these very products change. 369 00:18:52,360 --> 00:18:53,920 I feel that in B2B, 370 00:18:54,080 --> 00:18:57,360 the purpose it is used for could be prone to fraud. 371 00:18:57,480 --> 00:18:59,520 Overall, for these reasons, I'm out. 372 00:19:00,120 --> 00:19:00,920 Okay, all right. 373 00:19:01,000 --> 00:19:03,320 Love your energy, amazing purpose. 374 00:19:03,680 --> 00:19:06,640 You've dedicated your life to this. 375 00:19:07,320 --> 00:19:09,240 So, I salute you. 376 00:19:09,320 --> 00:19:11,440 Not only are you pre-revenue, 377 00:19:11,640 --> 00:19:16,000 you're a pre-product market fit as well, right? 378 00:19:16,440 --> 00:19:17,720 And you have no moat. 379 00:19:18,520 --> 00:19:22,800 Your barriers to entry in this business 380 00:19:22,880 --> 00:19:24,080 aren't even known today. 381 00:19:24,680 --> 00:19:27,160 - You already have an amazing offer. - Yes. 382 00:19:27,280 --> 00:19:30,280 I don't know what they'll combine and offer to you. 383 00:19:30,360 --> 00:19:34,480 My advice to you will be to please take their offer. 384 00:19:34,640 --> 00:19:38,760 They might be able to give you good advice when it comes to business. 385 00:19:39,080 --> 00:19:42,000 If they don't, you can always come to the master. I'm available. 386 00:19:42,080 --> 00:19:43,400 - Sure. - I'd love to be connected to you. 387 00:19:43,480 --> 00:19:46,080 - Good luck. I'm out but my heart is in. - Thank you. 388 00:19:46,160 --> 00:19:47,880 Aw! Heart is in! 389 00:19:48,360 --> 00:19:49,800 I completely agree. 390 00:19:49,880 --> 00:19:53,400 There's no moat, you're pre-revenue and pre-product market fit. 391 00:19:53,520 --> 00:19:55,320 There's a lot of work to be done. 392 00:19:55,440 --> 00:19:59,200 So, taking this from an idea to a full-fledged business, 393 00:19:59,320 --> 00:20:00,680 and, Aman, I thought about it, 394 00:20:00,840 --> 00:20:04,040 I'd like 10% ownership because there's a lot of work. 395 00:20:04,120 --> 00:20:06,760 It'll be time-consuming and I'm ready to invest that time. 396 00:20:07,360 --> 00:20:08,920 Radhika is trying to say 397 00:20:09,040 --> 00:20:12,400 that she doesn't want that valuation to be what I had given. 398 00:20:12,480 --> 00:20:15,560 - She doesn't believe in that and if we both came on board... - Yes. 399 00:20:15,640 --> 00:20:19,480 - Rs. 25 lakhs at 10% is what she's looking at. - Yes. 400 00:20:27,400 --> 00:20:28,520 I just want to ask 401 00:20:28,600 --> 00:20:31,880 if your previous offer is still on the table. 402 00:20:31,960 --> 00:20:35,320 You have only one offer, which is Radhika's and mine for now. 403 00:20:35,480 --> 00:20:37,440 Rs. 25 lakhs at 10% equity. Are you in or out? 404 00:20:37,520 --> 00:20:39,080 It's just a request. 405 00:20:39,160 --> 00:20:42,640 Our valuation is low because we're pre-revenue, 406 00:20:42,720 --> 00:20:44,560 but it's going to increase really quickly. 407 00:20:44,640 --> 00:20:47,240 How much will your revenue grow to? 408 00:20:47,320 --> 00:20:49,800 We already have MOUs amounting to Rs. 1 crore. 409 00:20:55,240 --> 00:20:58,440 I'm okay with 6% equity for Rs. 25 lakhs. 410 00:21:06,440 --> 00:21:08,960 Radhika, you want 10% equity 411 00:21:09,080 --> 00:21:10,640 - and she's willing to give 6%. - Yes. 412 00:21:10,720 --> 00:21:12,440 Settle for 8%. She's a good entrepreneur. 413 00:21:12,520 --> 00:21:14,760 - Okay. 8% it is. - How about 8% equity? 414 00:21:19,160 --> 00:21:20,600 - No, it's because... - Or I'd never do it. 415 00:21:20,680 --> 00:21:23,920 I'm telling you we'll benefit if both of us come. 416 00:21:26,760 --> 00:21:29,320 Okay. Thank you so much for your offer. 417 00:21:29,440 --> 00:21:31,960 The deal is closed. Rs. 25 lakhs for 8% equity. 418 00:21:46,800 --> 00:21:47,800 [music fades] 419 00:22:11,640 --> 00:22:14,880 - Hello, Prachi! Welcome to the PokerBaazi Zone! - Hi! 420 00:22:15,240 --> 00:22:18,320 You've made quite an impression on Shark Tank! 421 00:22:18,440 --> 00:22:21,640 Let's find out if you'll be crowned the Baazigar Of The Day 422 00:22:21,720 --> 00:22:25,600 through the game we're about to play. 423 00:22:26,000 --> 00:22:27,360 - Are you ready? - Yes! 424 00:22:44,680 --> 00:22:46,840 I like Prachi's confidence. 425 00:22:46,960 --> 00:22:48,400 All right! I will call you. 426 00:22:48,480 --> 00:22:51,920 - Let's see if you can tell us eight things. - Okay. 427 00:22:52,000 --> 00:22:53,800 And your time starts now! 428 00:22:53,880 --> 00:22:55,320 Shopping less. 429 00:22:55,400 --> 00:22:58,080 - Not buying a new house. Renting! - Oh! 430 00:22:58,160 --> 00:23:00,360 Dropping out of college. Not going for a haircut. 431 00:23:00,440 --> 00:23:01,280 Not eating out. 432 00:23:01,360 --> 00:23:03,080 Ah... Not having friends. 433 00:23:03,160 --> 00:23:04,680 - And... - Not having a kid. 434 00:23:04,800 --> 00:23:05,680 - That's all! - Okay! 435 00:23:05,760 --> 00:23:07,480 - Seven! - Seven! 436 00:23:07,640 --> 00:23:09,360 - Was I going to win? - Almost! 437 00:23:09,440 --> 00:23:12,760 But because you are helping the planet, 438 00:23:12,840 --> 00:23:15,440 you get this! 439 00:23:29,520 --> 00:23:31,160 Only on PokerBaazi! 440 00:23:31,240 --> 00:23:33,880 Where you hold the cards. Download now! 441 00:23:37,400 --> 00:23:40,120 [theme music playing] 442 00:23:59,480 --> 00:24:03,320 Sharks, cotton shirts are adored by people worldwide. 443 00:24:03,400 --> 00:24:06,120 They are comfortable and look good. 444 00:24:06,200 --> 00:24:07,680 But do you know 445 00:24:07,760 --> 00:24:09,600 that producing one pair of cotton clothing 446 00:24:09,720 --> 00:24:11,920 requires 9,000 litres of fresh water? 447 00:24:41,560 --> 00:24:44,320 Canvaloop is a bio-material science company. 448 00:24:54,320 --> 00:24:57,240 using our zero-waste proprietary technology. 449 00:24:57,880 --> 00:24:59,240 Our fibres 450 00:24:59,360 --> 00:25:01,760 use 99% less water 451 00:25:18,600 --> 00:25:21,520 into 40 tonnes of textile-grade fibres. 452 00:25:42,200 --> 00:25:44,040 Including denim, shirts, 453 00:25:44,120 --> 00:25:45,560 carpets, and saris. 454 00:25:45,640 --> 00:25:48,360 We have taken a stand against textile pollution. 455 00:25:48,480 --> 00:25:50,040 Our vision is that 456 00:25:50,120 --> 00:25:53,440 if we can convert even 0.1% of the annual textile fibre consumption 457 00:25:53,520 --> 00:25:55,560 of 10 crore tonnes 458 00:25:55,640 --> 00:25:58,120 to agri waste based fibre, 459 00:25:58,200 --> 00:26:00,080 we can bring about a significant change. 460 00:26:00,760 --> 00:26:02,400 For this, our ask is 461 00:26:22,040 --> 00:26:24,640 My primary education is in finance. 462 00:26:24,760 --> 00:26:27,040 I was working at Barclays investment banking. 463 00:26:27,120 --> 00:26:29,680 And then I went to the US for my master's. 464 00:26:29,760 --> 00:26:33,760 When I went there, I realised that this was a problem. 465 00:26:34,160 --> 00:26:35,680 My family is in textiles. 466 00:26:35,760 --> 00:26:37,560 But I didn't have this insight. 467 00:26:37,640 --> 00:26:39,480 When I went there, I realised this. 468 00:26:39,560 --> 00:26:43,280 We pursued this as a project in our college. 469 00:26:43,360 --> 00:26:45,080 This journey began from there. 470 00:26:45,160 --> 00:26:47,440 We had met to get married. 471 00:26:47,520 --> 00:26:49,080 It was an arranged marriage set-up. 472 00:26:49,160 --> 00:26:50,560 - Yeah! - Wow! Are you from Surat? 473 00:26:50,640 --> 00:26:52,480 No, I am from Patna, Bihar. 474 00:26:53,800 --> 00:26:55,880 I was pursuing MBA when I met him. 475 00:26:55,960 --> 00:26:57,360 When I met him, 476 00:26:57,440 --> 00:27:00,120 my education and his goal aligned. 477 00:27:00,200 --> 00:27:02,000 So, I joined Canvaloop 478 00:27:02,080 --> 00:27:03,720 as Director of Marketing and PR 479 00:27:08,440 --> 00:27:10,320 I handle sales, 480 00:27:10,400 --> 00:27:12,760 fundraising and product development. 481 00:27:12,840 --> 00:27:15,800 - She handles digital marketing and PR. - PR! 482 00:27:15,880 --> 00:27:18,320 And then we have another co-founder who is not here. 483 00:27:18,400 --> 00:27:20,080 He handles manufacturing. 484 00:27:20,160 --> 00:27:21,080 Why is he not here? 485 00:27:21,160 --> 00:27:23,240 We have an ongoing order. 486 00:27:23,320 --> 00:27:25,520 One of us had to be there. 487 00:27:25,640 --> 00:27:27,960 To ensure there is no compromise. 488 00:27:28,160 --> 00:27:31,560 You mentioned hemp, banana, 489 00:27:31,720 --> 00:27:34,480 and pineapple leaves in your pitch. Tell us about that. 490 00:27:34,560 --> 00:27:36,360 As an industry practice, 491 00:27:36,480 --> 00:27:39,600 which raw material or natural product 492 00:27:39,720 --> 00:27:41,800 matches what finished product? 493 00:27:41,880 --> 00:27:43,440 What do you sell? 494 00:27:43,520 --> 00:27:46,680 We sell fibres and yarns. 495 00:27:49,840 --> 00:27:52,120 Now, coming to the application point of it. 496 00:27:52,320 --> 00:27:53,840 Hemploop, flaxloop 497 00:27:53,960 --> 00:27:56,640 and basically what is derived from plants stem 498 00:27:56,760 --> 00:27:58,680 are suitable for all purposes. 499 00:27:58,800 --> 00:28:00,040 You can make saris from them. 500 00:28:00,160 --> 00:28:02,640 I am wearing a blazer and shirt made from them. 501 00:28:02,720 --> 00:28:04,160 - My top! - Bottom wear. 502 00:28:04,240 --> 00:28:07,320 They are made from hemploop and flaxloop. 503 00:28:38,320 --> 00:28:40,520 - Can you show it to us? - Yes! 504 00:28:42,680 --> 00:28:44,240 These are the fibres. 505 00:28:44,560 --> 00:28:46,480 These are the yarns made from these fibres. 506 00:28:46,600 --> 00:28:48,120 These are the fabric swatches. 507 00:28:48,280 --> 00:28:49,680 Very nice. 508 00:28:49,760 --> 00:28:52,000 This is the silk sari made from pineloop. 509 00:28:52,120 --> 00:28:54,320 Yes! Radhika, it's a little bit coarser. 510 00:28:54,440 --> 00:28:56,520 - Like Tussar silk! - Like... Tussar silk 511 00:28:56,600 --> 00:28:58,280 - or one of those. - Like Tussar silk. 512 00:28:58,360 --> 00:28:59,880 How is there a shine? 513 00:28:59,960 --> 00:29:03,000 If you look at this cloth, there is a nice shine. What makes it shiny? 514 00:29:03,120 --> 00:29:07,520 I'll show you the fibre. You'll see the shine in the fibre and in that. 515 00:29:09,040 --> 00:29:11,240 [music rising] 516 00:29:13,040 --> 00:29:14,600 Yes! There is a shine in the yarn. 517 00:29:14,680 --> 00:29:16,120 There is a shine in the fibre. 518 00:29:20,360 --> 00:29:22,040 This is Levi's jeans. 519 00:29:22,160 --> 00:29:22,960 - Yes. - Yes, sir. 520 00:29:23,080 --> 00:29:25,200 Is this a normal jeans or... 521 00:29:25,280 --> 00:29:29,000 - It has 20% of our fibre. - Is it yours? 522 00:29:29,120 --> 00:29:31,680 - Yes! - From our unit in Surat. 523 00:29:31,760 --> 00:29:33,400 - Yes! - To Levi's? 524 00:29:33,480 --> 00:29:35,000 - Not bad. - Levi's India! 525 00:29:35,440 --> 00:29:36,720 This is Levi's US. 526 00:29:37,280 --> 00:29:38,240 Levi's is 527 00:29:38,320 --> 00:29:40,520 - one of the best companies for jeans worldwide. - Yes. 528 00:29:40,680 --> 00:29:42,320 Why did they source your fibre? 529 00:29:42,400 --> 00:29:45,160 There are only two companies like ours in the world. 530 00:29:45,240 --> 00:29:46,680 - In the world? - Globally! 531 00:29:46,880 --> 00:29:48,640 - And in India? - There is one more in India. 532 00:29:49,440 --> 00:29:51,480 Us and Gencrest. 533 00:29:51,560 --> 00:29:52,920 There is one more left. 534 00:29:53,040 --> 00:29:56,000 It is a US-based company called Circular Systems. 535 00:29:56,080 --> 00:29:58,360 - Hats off to you! - Good job! 536 00:29:58,640 --> 00:30:00,000 - Thank you. - Thank you so much. 537 00:30:00,120 --> 00:30:02,680 When you started the pitch, you mentioned 538 00:30:02,960 --> 00:30:06,400 99% less water and 87% less carbon. 539 00:30:06,520 --> 00:30:08,680 If we look at it with environment in mind, 540 00:30:22,800 --> 00:30:25,000 Can you tell us the price difference between the two 541 00:30:25,120 --> 00:30:26,840 that the customer has to pay extra? 542 00:30:42,960 --> 00:30:44,680 - Price... - That is the most important question. 543 00:30:44,760 --> 00:30:46,440 Currently, if 544 00:30:46,520 --> 00:30:49,160 any brand launches this, they double the pricing. 545 00:30:49,320 --> 00:30:51,080 Because they also want to earn a premium. 546 00:30:51,240 --> 00:30:54,240 The brand runs a marketing campaign about it. 547 00:30:54,560 --> 00:30:56,560 So they launch it for double the price. 548 00:30:56,680 --> 00:30:58,720 How much does your pure fibre cost? 549 00:30:58,840 --> 00:31:00,800 Pure fibre is Rs. 300... 550 00:31:00,920 --> 00:31:02,360 - This Levi's jeans has 20% of your fabric. - 20%. 551 00:31:13,320 --> 00:31:16,720 Tell me about the sari that are made from leaves and not stems. 552 00:31:16,840 --> 00:31:19,040 - You can make pure saris from it. - Yes! 553 00:31:19,160 --> 00:31:21,120 Tell me the cost difference 554 00:31:21,280 --> 00:31:23,400 existing product versus yours. 555 00:31:23,720 --> 00:31:28,360 Secondly, because of the claims you made, 556 00:31:28,520 --> 00:31:31,600 I want to understand your production process. 557 00:31:31,680 --> 00:31:35,000 Our pineloop is Rs. 2,500 per kg. 558 00:31:35,160 --> 00:31:37,120 - Okay! - If you compare that with raw silk 559 00:31:37,240 --> 00:31:38,600 or any pure silk, 560 00:31:47,000 --> 00:31:49,320 The process starts in the field. 561 00:32:02,080 --> 00:32:04,640 In the biochemical process, what we technically do is... 562 00:32:04,760 --> 00:32:07,360 If you look at the waste under a microscope, 563 00:32:07,720 --> 00:32:10,080 it has impurities like cellulose, lignin, pectin, 564 00:33:02,360 --> 00:33:03,160 First is heating. 565 00:33:03,240 --> 00:33:05,960 We create a briquette of our waste 566 00:33:06,080 --> 00:33:08,080 - and use it as biofuel. - Good. 567 00:33:14,280 --> 00:33:16,840 We recycle 80% of water from that 568 00:33:16,920 --> 00:33:18,600 and use it in our process again. 569 00:33:18,920 --> 00:33:20,000 And 20% that is remaining 570 00:33:20,080 --> 00:33:22,120 is evaporated during the process. 571 00:33:22,200 --> 00:33:23,320 Otherwise, we also... 572 00:33:30,400 --> 00:33:32,760 Eventually, when we scale, we can use solar. 573 00:33:38,040 --> 00:33:41,680 Sales, cap table and funding status. 574 00:33:41,760 --> 00:33:45,440 Last month, we sold fibres worth Rs. 1.2 crores. 575 00:33:46,280 --> 00:33:48,040 The month before that was Rs. 1 crore. 576 00:33:53,760 --> 00:33:56,520 - the year before that? - Last year, we closed at Rs. 3.2 crores. 577 00:33:57,360 --> 00:33:59,880 This year, till February, we generated Rs. 7 crores. 578 00:33:59,960 --> 00:34:03,080 We will close at Rs. 1.2 crores in March. 579 00:34:03,200 --> 00:34:05,480 We will close at around Rs. 8 crores this year. 580 00:34:05,800 --> 00:34:09,440 - We have had EBITDA positive for the last 3 years. - Margin? 581 00:34:19,240 --> 00:34:22,360 - worth Rs. 18 crores for next year. - What? 582 00:34:28,520 --> 00:34:31,440 from two of the largest industries. One is Sintex Industries 583 00:34:31,680 --> 00:34:32,880 which is owned by Reliance. 584 00:34:33,000 --> 00:34:34,520 The second is Avanti Pte 585 00:34:34,600 --> 00:34:36,600 which is a sourcing house based out of Singapore. 586 00:34:36,760 --> 00:34:38,240 Very nice! Wonderful! 587 00:34:38,840 --> 00:34:40,000 Very good, bro! 588 00:34:41,160 --> 00:34:42,640 How successful can this business become? 589 00:34:42,720 --> 00:34:45,160 Annually, the consumption of fibre 590 00:34:50,560 --> 00:34:53,480 Our target is to reach there in the next 5 years. 591 00:34:53,640 --> 00:34:54,920 How much is it in value terms? 592 00:34:55,040 --> 00:34:56,720 In value terms, it is Rs. 2,000 crores. 593 00:35:03,320 --> 00:35:05,760 We have raised two rounds of external funding. 594 00:35:05,840 --> 00:35:08,560 We raised the first round in August 2021. 595 00:35:08,760 --> 00:35:10,920 Pre-seed round of Rs. 1.5 crores 596 00:35:11,240 --> 00:35:13,720 from Theia Ventures and Tata Social Alpha. 597 00:35:14,840 --> 00:35:16,360 Pre-money valuation of Rs. 10 crores. 598 00:35:16,440 --> 00:35:17,440 Rs. 10 crores. 599 00:35:17,560 --> 00:35:19,680 We raised a bridge round in August 600 00:35:19,760 --> 00:35:22,360 from our existing investors and a couple of angels. 601 00:35:22,440 --> 00:35:23,880 - August 2023? - 2023. 602 00:35:24,000 --> 00:35:26,120 - Okay! - The purpose was to get all the certifications. 603 00:35:26,200 --> 00:35:27,720 The numbers 604 00:35:27,880 --> 00:35:29,320 - and claims we are making. - Very good. 605 00:35:29,400 --> 00:35:31,280 When we verified this from the third party, 606 00:35:31,360 --> 00:35:34,800 that was when the brand started buying from us in bulk. 607 00:35:35,360 --> 00:35:37,240 We have raised Rs. 1.1 crores 608 00:35:37,320 --> 00:35:39,400 because that is how much we needed 609 00:35:39,480 --> 00:35:41,280 to serve that specific purpose. 610 00:35:41,480 --> 00:35:44,120 We raised it with a floor of Rs 25 crores. 611 00:35:44,200 --> 00:35:45,080 And cap? 612 00:35:45,560 --> 00:35:46,600 Cap of Rs. 30 crores. 613 00:35:46,720 --> 00:35:49,880 - Your purpose is agri waste. - Correct! 614 00:35:49,960 --> 00:35:51,720 And to use it effectively. 615 00:35:51,800 --> 00:35:53,600 How many farmers 616 00:35:53,720 --> 00:35:55,880 and farmland owners are you tied up with? 617 00:35:55,960 --> 00:35:59,280 How many more farmers will you impact? 618 00:35:59,360 --> 00:36:00,920 What part of India do they come from? 619 00:36:01,000 --> 00:36:04,000 At the moment, we import 60% of agri waste. 620 00:36:04,360 --> 00:36:06,360 For the remaining 40%, 621 00:36:06,480 --> 00:36:08,480 we have existing farmer clusters here 622 00:36:08,560 --> 00:36:10,960 which are FPOs formed by the Government of India. 623 00:36:11,400 --> 00:36:12,680 We get in touch with them. 624 00:36:12,760 --> 00:36:15,560 There are nine such clusters active in India. 625 00:36:15,840 --> 00:36:19,400 South Gujarat, Madhya Pradesh, Chhattisgarh and Himachal Pradesh. 626 00:36:19,840 --> 00:36:22,320 These are the four states where this is active. 627 00:36:22,480 --> 00:36:24,520 Right now, it is 60% import 628 00:36:24,600 --> 00:36:25,680 - and 40% in India. - Right! 629 00:36:25,960 --> 00:36:27,400 What is your goal for the next 3 years? 630 00:36:37,400 --> 00:36:41,120 Around 10-15 crore tonnes of waste is burnt in India alone. 631 00:36:41,200 --> 00:36:42,480 This is a documented figure. 632 00:36:42,560 --> 00:36:44,440 The actual figure is much larger. 633 00:36:44,600 --> 00:36:47,120 In the same categories? Pineapple, banana, and hemp. 634 00:36:47,480 --> 00:36:48,680 Yes! In stem categories. 635 00:36:49,800 --> 00:36:52,200 You said that your last year's margin was 12%. 636 00:36:52,280 --> 00:36:53,720 It is 27% this year. 637 00:36:53,800 --> 00:36:55,000 Why was there an increase? 638 00:36:55,080 --> 00:36:56,560 I have a manufacturing set-up. 639 00:36:56,640 --> 00:36:59,880 - It has a fixed cost of Rs. 15 lakhs. Right! -Okay! 640 00:36:59,960 --> 00:37:01,920 If I produce material worth Rs. 1 crore 641 00:37:02,160 --> 00:37:03,560 this month, 642 00:37:03,640 --> 00:37:05,240 then the EBITDA goes up automatically! 643 00:37:05,360 --> 00:37:07,480 My gross margin will always remain the same. 644 00:37:07,600 --> 00:37:09,640 You said you have the purchase order 645 00:37:09,720 --> 00:37:11,080 of Rs. 18 crores for the next year. 646 00:37:11,160 --> 00:37:12,480 What do you think 27% will... 647 00:37:12,560 --> 00:37:14,520 Between 31%-32%. 648 00:37:14,760 --> 00:37:16,840 - The numbers will go higher. - Yes. 649 00:37:16,960 --> 00:37:19,520 Okay! I have an offer for you. But I think... 650 00:37:19,600 --> 00:37:20,920 We are in a queue. 651 00:37:21,000 --> 00:37:23,040 - We'll make an offer. - Namita, Aman and I will make an offer. 652 00:37:23,120 --> 00:37:24,880 Namita will give you the offer on our behalf. 653 00:37:25,640 --> 00:37:27,560 Our deal is subject 654 00:37:27,640 --> 00:37:29,400 - to your vision. - Yes. 655 00:37:29,520 --> 00:37:33,040 You will move from 60% imports to 100% within India. 656 00:37:33,200 --> 00:37:35,400 - This is vital for us. Right! - Correct! 657 00:37:35,480 --> 00:37:37,040 Our offer is, 658 00:37:37,240 --> 00:37:39,240 we would like to give you Rs. 1 crore 659 00:37:47,760 --> 00:37:48,680 A lot! 660 00:37:49,440 --> 00:37:51,040 I would like to give you my offer. 661 00:37:51,200 --> 00:37:53,120 Rs. 1 crore for only 2%. 662 00:37:59,000 --> 00:38:00,520 - Correct. - You also manufacture. 663 00:38:00,680 --> 00:38:03,360 How much is your manufacturing installed capacity? 664 00:38:03,440 --> 00:38:05,880 Our installed capacity is 40 tonnes. 665 00:38:06,040 --> 00:38:08,400 - How much are you aiming for? - Currently, it is 40 tonnes, sir. 666 00:38:08,480 --> 00:38:10,080 You said you want to do 667 00:38:10,400 --> 00:38:12,200 1% of 10 crores. 668 00:38:12,560 --> 00:38:14,600 - 0.1%. - How many tonnes is that? 669 00:38:14,680 --> 00:38:17,160 - 1 lakh tonne. - How much capacity do you need? 670 00:38:17,440 --> 00:38:19,080 We are currently raising a round. 671 00:38:19,200 --> 00:38:20,840 Rs. 10 crores equity and Rs. 5 crores debt. 672 00:38:21,000 --> 00:38:22,920 Where is that round? Which stage? 673 00:38:23,080 --> 00:38:25,440 Our existing investors will re-invest. 674 00:38:25,560 --> 00:38:27,400 - What is the valuation? - Rs. 75 crores. 675 00:38:27,520 --> 00:38:29,600 That is the exact valuation we've come here for. 676 00:38:31,120 --> 00:38:32,920 - There is still time for that! - It has started. 677 00:38:33,000 --> 00:38:35,640 - Existing investors are investing Rs. 1 crore each. - In process. 678 00:38:36,000 --> 00:38:36,840 How much is that? 679 00:38:36,920 --> 00:38:38,440 Rs. 2 crores have been invested. 680 00:38:38,520 --> 00:38:41,760 Understood! Tell me about capacity and manufacturing. 681 00:38:42,160 --> 00:38:44,360 - As of now, it is 40 tonnes. - Okay! 682 00:38:44,440 --> 00:38:46,440 With the fund of Rs. 10 crores, 683 00:39:09,240 --> 00:39:10,800 As this niche area 684 00:39:11,040 --> 00:39:13,080 becomes mainstream, 685 00:39:13,520 --> 00:39:17,320 - the game is about who executes sooner. - Correct. 686 00:39:17,400 --> 00:39:19,240 And can increase the capacity of the plant. 687 00:39:19,320 --> 00:39:22,640 - How did Reliance become the king of this industry? - Correct. 688 00:39:23,040 --> 00:39:25,960 By executing and becoming the largest in the world. 689 00:39:26,040 --> 00:39:26,840 - Right? - Correct! 690 00:39:26,920 --> 00:39:29,560 - You need capital for that. - Yes! 691 00:39:29,680 --> 00:39:32,760 You are raising small capital rounds. 692 00:39:33,120 --> 00:39:34,640 And you might 693 00:39:35,000 --> 00:39:36,640 miss that wave. 694 00:39:36,760 --> 00:39:39,880 Someone might just install a 1 lakh tonnes capacity 695 00:39:40,160 --> 00:39:41,640 and you are where you are. 696 00:39:42,320 --> 00:39:43,760 There are two things to consider. 697 00:39:43,880 --> 00:39:45,880 Climate tech companies generally 698 00:39:46,040 --> 00:39:49,120 won't go 100X, 10X or 20X in a year. 699 00:39:49,240 --> 00:39:52,480 Because this product has to be picked from a farm. 700 00:39:52,680 --> 00:39:55,120 - It will be manufactured. - Hmm! 701 00:39:55,200 --> 00:39:57,720 My scaling up has to happen step-by-step 702 00:39:57,800 --> 00:39:59,200 because I have to match 3 things. 703 00:39:59,320 --> 00:40:01,360 Sourcing, production, and demand. 704 00:40:01,440 --> 00:40:03,160 - Your process takes time. - Yes. 705 00:40:03,360 --> 00:40:05,720 Three of the things need to move in tandem. 706 00:40:05,960 --> 00:40:07,560 So, according to us 707 00:40:07,640 --> 00:40:09,000 3X per year growth 708 00:40:09,560 --> 00:40:11,560 is the speed at which we want to grow. 709 00:40:12,560 --> 00:40:14,480 If I grow 3X every year 710 00:40:14,720 --> 00:40:16,960 from the current quantum, 711 00:40:17,040 --> 00:40:19,320 then I will reach Rs. 2,000 crores in the next 7 years. 712 00:40:19,840 --> 00:40:21,520 - That is my target! - Good. 713 00:40:23,800 --> 00:40:24,840 I will make you an offer. 714 00:40:26,760 --> 00:40:28,400 I want to do it alone. 715 00:40:29,160 --> 00:40:32,320 Because I think it's too little equity otherwise. It won't be fun. 716 00:40:32,840 --> 00:40:35,520 Rs. 1 crore for 1.5%. 717 00:40:42,360 --> 00:40:45,160 We don't want you to dilute too much. 718 00:40:53,560 --> 00:40:55,160 - Really! That's not true. - That's' not true. 719 00:40:55,240 --> 00:40:56,920 - There is always a power of many. - Right! 720 00:40:57,280 --> 00:40:59,200 Mr. Azhar, will you match that offer? 721 00:40:59,320 --> 00:41:00,680 Yes, I will match his offer. 722 00:41:06,040 --> 00:41:08,800 - Can you give us our time? We'll discuss... - Yes, please go. 723 00:41:09,360 --> 00:41:10,240 Thank you! 724 00:41:10,800 --> 00:41:11,720 Should we combine? 725 00:41:12,040 --> 00:41:13,320 - Sorry! - Do you want to combine? 726 00:41:13,400 --> 00:41:15,440 We can do that. I would prefer to do that with you. 727 00:41:15,680 --> 00:41:17,400 [suspenseful music playing] 728 00:41:20,000 --> 00:41:22,320 Slight change! Azhar and I will combine. 729 00:41:22,840 --> 00:41:24,960 You will have two of us at 1.5%. 730 00:41:30,680 --> 00:41:32,840 Why can't we get all of you together? 731 00:41:32,960 --> 00:41:35,400 - Ah! I knew that. - Aman, Namita and Ms. Radhika 732 00:41:35,480 --> 00:41:38,440 can invest Rs. 1 crore at 1.5%. 733 00:41:38,520 --> 00:41:41,960 And you and Azhar sir can invest Rs. 1 crore at 1.5%. 734 00:41:49,240 --> 00:41:50,720 What are we doing? Only then will I agree. 735 00:41:50,800 --> 00:41:52,800 - Either we are together... - Are we together or not? 736 00:41:52,880 --> 00:41:53,920 Then that's the only deal. 737 00:41:54,000 --> 00:41:55,720 - Yes! - We are only... 738 00:41:55,800 --> 00:41:57,400 - We are... - You now have only one deal. 739 00:41:57,520 --> 00:42:00,120 Since you wanted 5 Sharks, the deal has unfortunately changed. 740 00:42:00,280 --> 00:42:02,000 Anupam is going to give you a revised offer. 741 00:42:03,520 --> 00:42:05,520 Rs. 2 crores for 4%. 742 00:42:12,280 --> 00:42:14,000 [music rises] 743 00:42:14,800 --> 00:42:16,480 I think, let's go to the middle ground. 744 00:42:16,600 --> 00:42:18,600 - Can we close at 3.5%? - No! 745 00:42:24,520 --> 00:42:27,240 - that every percent matters. - It isn't possible, Shreyans. 746 00:42:27,760 --> 00:42:29,680 [music swells] 747 00:42:31,160 --> 00:42:34,080 So, Sharks! Rs. 2 crores for 4% equity 748 00:42:59,760 --> 00:43:02,320 Zero-Waste process is a process 749 00:43:17,120 --> 00:43:19,120 Shreyans and Nandini, congratulations! 750 00:43:19,200 --> 00:43:21,160 You two killed it today. 751 00:43:21,240 --> 00:43:22,320 By the way, 752 00:43:22,400 --> 00:43:25,120 my mom vouches for sustainability. 753 00:43:25,360 --> 00:43:26,760 She never discards our new clothes 754 00:43:26,880 --> 00:43:28,640 until they are worn and are fit to be used as mops. 755 00:43:28,720 --> 00:43:29,680 [laughing] 756 00:43:29,840 --> 00:43:31,320 How could fabrics made with Canvaloop Fibre 757 00:43:31,400 --> 00:43:33,400 change our environment? 758 00:43:33,600 --> 00:43:35,160 Firstly, it's good for you 759 00:43:35,320 --> 00:43:38,280 because it imparts performance features. 760 00:43:38,600 --> 00:43:39,840 Functionally, it's superior. 761 00:43:39,960 --> 00:43:42,760 It's anti-UV, anti-microbial, breathable, and comfortable. 762 00:43:43,120 --> 00:43:45,840 You'd get a better feel than cotton and linen. 763 00:43:46,200 --> 00:43:49,840 Secondly, it's not fast fashion. It's 'slow fashion'. Right? 764 00:43:50,120 --> 00:43:54,440 In that sense, we can protect the environment 765 00:43:54,520 --> 00:43:56,440 from textile-based landfills. 766 00:43:56,880 --> 00:43:57,720 Wonderful! 767 00:43:57,920 --> 00:44:00,400 Acko welcomes the change you have introduced. 768 00:44:00,520 --> 00:44:03,840 By the way, Acko has introduced some significant changes in insurance. 769 00:44:04,040 --> 00:44:05,400 You can download the ACKO App 770 00:44:05,480 --> 00:44:07,560 and get car insurance, bike insurance, 771 00:44:07,640 --> 00:44:09,560 and health and travel insurance too. 772 00:44:09,760 --> 00:44:12,000 You can also pay the fine for breaking the traffic rules. 773 00:44:12,160 --> 00:44:14,880 Please send some nice clothes for me. 774 00:44:14,960 --> 00:44:17,200 Until then these people will download the ACKO App. 775 00:44:17,320 --> 00:44:20,640 Please leave your impact on the Change Makers Wall before you leave. 776 00:44:24,880 --> 00:44:26,800 [theme music playing] 777 00:44:32,280 --> 00:44:33,600 [ethereal music playing] 778 00:44:40,960 --> 00:44:44,640 Sharks, do your friends or relatives stay in Bengaluru? 779 00:44:44,720 --> 00:44:46,080 Then you must have heard 780 00:44:46,200 --> 00:44:48,960 - that the ground water has almost dried up there. - Gosh! 781 00:44:49,040 --> 00:44:52,720 60 crore people in our country face scarcity of water. 782 00:44:58,400 --> 00:45:01,160 contaminate rivers like Yamuna. 783 00:45:01,320 --> 00:45:03,160 However, this waste water 784 00:45:03,320 --> 00:45:05,720 can be the solution to our problem. 785 00:45:06,000 --> 00:45:08,640 If we treat and recycle this water, 786 00:45:16,560 --> 00:45:17,520 I hail from Rajasthan 787 00:45:17,600 --> 00:45:20,000 and I have closely experienced the scarcity of water. 788 00:45:20,080 --> 00:45:22,560 So after pursuing chemical engineering at IIT Delhi, 789 00:45:28,880 --> 00:45:31,520 There are around 90,000 waste water treatment plants 790 00:45:31,600 --> 00:45:33,320 but still, this problem isn't solved 791 00:45:33,400 --> 00:45:35,320 because 70% of the plants don't work properly. 792 00:45:42,520 --> 00:45:43,960 Operators don't have the expertise 793 00:45:44,120 --> 00:45:47,440 to detect problems and solve them. 794 00:45:47,920 --> 00:45:50,040 Building an infrastructure isn't enough. 795 00:45:50,160 --> 00:45:52,120 We must run them properly 796 00:45:52,240 --> 00:45:55,240 and only technology can help us do that at this stage. 797 00:45:55,800 --> 00:45:58,400 So after completing my studies at Stanford, 798 00:45:58,520 --> 00:46:01,200 I decided to work on this problem 799 00:46:01,360 --> 00:46:02,960 after returning to India 800 00:46:03,200 --> 00:46:05,640 to save our earth from catastrophe. 801 00:46:06,080 --> 00:46:07,000 [grinning] 802 00:46:07,120 --> 00:46:10,440 Then we built Digital Paani together. 803 00:46:10,560 --> 00:46:11,960 [inspirational music playing] 804 00:46:12,840 --> 00:46:14,400 A digital water platform. 805 00:46:26,280 --> 00:46:27,560 It helps us save 806 00:46:27,640 --> 00:46:29,880 our customers' fines in crores of rupees. 807 00:46:29,960 --> 00:46:33,200 Most importantly, it helps recycle water. 808 00:46:46,640 --> 00:46:49,280 will need Digital Paani for compliance 809 00:46:49,400 --> 00:46:51,080 and to meet water needs. 810 00:46:51,160 --> 00:46:53,320 So, Sharks, we hope you're thirsty for a deal. 811 00:46:53,800 --> 00:46:55,920 - [laughing] - Our ask is Rs. 70 lakhs 812 00:46:56,000 --> 00:47:00,320 for 1% equity because Sharks need clean water to swim. 813 00:47:00,440 --> 00:47:01,720 [grinning] 814 00:47:02,840 --> 00:47:04,000 - Nice pitch. - Nice pitch! 815 00:47:04,320 --> 00:47:07,640 Rajesh and Mansi, we welcome you two 816 00:47:07,920 --> 00:47:13,040 to Shark Tank's ecopreneur-special episode. 817 00:47:13,120 --> 00:47:15,280 I like the name of your brand. 818 00:47:15,360 --> 00:47:18,720 - Thank you. - The father-daughter duo is highly qualified. 819 00:47:19,000 --> 00:47:21,280 There's a dialogue in the 'Kabhi Kabhie' film. 820 00:47:21,360 --> 00:47:24,520 "We have to drink the elixir of life through these hands." 821 00:47:24,600 --> 00:47:26,200 "We have to feel their heartbeat" 822 00:47:26,520 --> 00:47:28,240 - "and breathe along with them." - Well said. 823 00:47:28,320 --> 00:47:29,320 - So we have... - Great! 824 00:47:30,280 --> 00:47:33,520 Thank you. I'm happy that your work 825 00:47:33,840 --> 00:47:36,800 of purifying water is taken forward by the next generation. 826 00:47:37,000 --> 00:47:39,640 - Which year did you start Digital Paani? - The end of 2020. 827 00:47:39,720 --> 00:47:40,680 "The end of 2020." 828 00:47:40,800 --> 00:47:43,560 Can you simplify your product and tell us 829 00:47:43,640 --> 00:47:45,480 what exactly you do? 830 00:47:45,560 --> 00:47:47,680 Let me brief you about the problem 831 00:47:47,760 --> 00:47:48,960 using this board. 832 00:47:49,080 --> 00:47:51,760 Take the example of any industry. 833 00:47:51,840 --> 00:47:54,840 It could be a pharmaceutical company or a hotel. 834 00:47:55,000 --> 00:47:56,800 The waste water from those places 835 00:47:56,920 --> 00:47:59,280 through flushing, kitchen and manufacturing 836 00:47:59,480 --> 00:48:02,120 - goes to a waste water treatment plant. - Correct! 837 00:48:02,200 --> 00:48:05,440 Every building or industry has a water treatment plant nowadays. 838 00:48:05,520 --> 00:48:06,600 Unfortunately, 839 00:48:06,680 --> 00:48:10,000 most of the treatment plants don't work as they face many problems. 840 00:48:10,120 --> 00:48:11,880 They face problems like odour leakage, 841 00:48:20,040 --> 00:48:22,560 Let me tell you Digital Paani's role in this. 842 00:48:22,640 --> 00:48:25,240 Digital Paani is an IoT-enabled software 843 00:49:22,920 --> 00:49:26,000 There might not be a pure play specifically with your features 844 00:49:26,120 --> 00:49:27,600 but there are many such platforms. 845 00:49:28,160 --> 00:49:31,040 - Sure. Definitely. - I think there are 3 types of competition for you. 846 00:49:31,240 --> 00:49:33,680 Firstly, pure-play players like you. 847 00:49:34,120 --> 00:49:36,280 Secondly, those who run complementary software 848 00:49:36,360 --> 00:49:37,560 and aspire for this area. 849 00:49:37,760 --> 00:49:39,440 And the third and most important 850 00:49:39,800 --> 00:49:41,160 are the plant manufacturers. 851 00:49:41,600 --> 00:49:42,840 They'll do forward integration 852 00:49:42,920 --> 00:49:45,720 because they need value addition in their businesses. 853 00:49:45,960 --> 00:49:48,600 Software is where the most of the value is. 854 00:49:48,720 --> 00:49:50,200 They'll surely do forward integration. 855 00:49:50,680 --> 00:49:52,520 I think those are the three competitors. 856 00:49:53,080 --> 00:49:56,920 Thermax provides water treatment solutions in Pune. 857 00:49:57,000 --> 00:49:59,760 - Right. - And they sell the actual plant. 858 00:49:59,920 --> 00:50:04,600 They sell the plant along with the software. 859 00:50:04,800 --> 00:50:08,600 I'd prefer to buy the plant and software from the same company. 860 00:50:08,680 --> 00:50:12,480 Why would I buy the plant from them and use your software? 861 00:50:12,640 --> 00:50:13,840 - Hang on. I want to explain. - Sure. 862 00:50:13,920 --> 00:50:15,520 - Yes, please. - Ma'am, our platform... 863 00:50:15,600 --> 00:50:18,400 By the way, I want to compliment you. I love the fact... 864 00:50:18,480 --> 00:50:19,920 I have been observing you two. 865 00:50:20,040 --> 00:50:22,840 She is the one taking charge 866 00:50:23,000 --> 00:50:24,840 and answering all the questions. I love that. 867 00:50:24,960 --> 00:50:26,720 - Yes, amazing. - Amazing chemistry. 868 00:50:26,840 --> 00:50:29,400 Our platform is technologically agnostic. 869 00:50:29,480 --> 00:50:31,760 We know all the technologies available in depth. 870 00:50:31,920 --> 00:50:34,360 A company which designs and builds plants 871 00:50:34,440 --> 00:50:37,280 have limited options. 872 00:50:37,680 --> 00:50:38,840 They lack deep knowledge. 873 00:50:38,960 --> 00:50:41,320 Players like Thermax can be our customers. 874 00:50:41,440 --> 00:50:45,640 We are in talks with many big players for a partnership. 875 00:50:50,840 --> 00:50:53,200 and also give the SOPs to the operators. 876 00:50:53,280 --> 00:50:55,800 - Others don't give this. - But it can easily incorporate it. 877 00:50:55,880 --> 00:50:57,960 They'd need years to incorporate it. 878 00:50:58,040 --> 00:50:59,880 In how many years did you build it? 879 00:50:59,960 --> 00:51:03,880 We built it in three years and we are still doing innovations. 880 00:51:03,960 --> 00:51:05,720 For example, we are using computer vision 881 00:51:06,000 --> 00:51:08,120 to detect by logical process settlement. 882 00:51:08,320 --> 00:51:09,960 We are filing for a patent too. 883 00:51:19,440 --> 00:51:22,040 We charge one-time or as an EMI. 884 00:51:22,160 --> 00:51:25,160 - The average cost is Rs. 8.6 lakhs. - Okay. 885 00:51:25,280 --> 00:51:26,400 It depends on the segments. 886 00:51:26,480 --> 00:51:28,840 We work for both buildings and industries. 887 00:51:28,920 --> 00:51:31,520 The cost could be as high as Rs. 50 lakhs per facility. 888 00:51:31,600 --> 00:51:32,640 What is your margin? 889 00:51:32,720 --> 00:51:35,680 We have a 30% margin in our overall onboarding fees. 890 00:51:35,800 --> 00:51:37,320 Our second revenue stream 891 00:51:39,760 --> 00:51:43,440 On an average, we charge Rs. 28,500 right now. 892 00:51:49,320 --> 00:51:51,800 Currently, our onboarding fees forms a bigger part 893 00:51:51,880 --> 00:51:54,320 and our software fees comprises around 23%. 894 00:51:54,440 --> 00:51:55,800 It is increasing every year. 895 00:51:55,880 --> 00:51:58,200 Can you tell us your revenue in the last three years? 896 00:51:58,320 --> 00:52:00,720 Our revenue this year was Rs. 2.2 crores. 897 00:52:00,800 --> 00:52:03,240 In FY 22-23, it was Rs. 2 crores. 898 00:52:03,480 --> 00:52:05,560 Prior to that, it was Rs. 30 lakhs. 899 00:52:05,760 --> 00:52:07,560 And the year before that we had just started. 900 00:52:07,640 --> 00:52:09,400 Why didn't you grow? You made just Rs. 2.2 crores. 901 00:52:09,480 --> 00:52:11,600 Last year, we had a big contract 902 00:52:11,720 --> 00:52:14,640 which gave us around Rs. 70-Rs. 80 lakhs. 903 00:52:14,720 --> 00:52:17,360 - Aside from that, we grew significantly. - Okay. 904 00:52:17,440 --> 00:52:19,360 Secondly, our main revenue stream 905 00:52:19,440 --> 00:52:22,320 which is monthly revenue has doubled. 906 00:52:22,520 --> 00:52:24,320 Last year, our revenue was Rs. 4 lakhs 907 00:52:31,080 --> 00:52:34,520 Around Rs. 2.2 crores of recurring software revenue 908 00:52:34,840 --> 00:52:36,400 and the rest will be in terms of onboarding revenue. 909 00:52:36,480 --> 00:52:38,640 You want to say that you'll grow from Rs. 8.5 lakhs 910 00:52:38,800 --> 00:52:42,000 to Rs. 2.2 crores in SaaS revenue. 911 00:52:42,280 --> 00:52:45,560 Yes. Our MRR is Rs. 8.3 lakhs right now so we'll get. 912 00:52:45,640 --> 00:52:48,800 - Rs. 1 crore recurring revenue from the existing customers. - Right. 913 00:52:49,080 --> 00:52:51,040 We expect to onboard 914 00:52:51,120 --> 00:52:53,240 at least 50 plants next year. 915 00:52:53,320 --> 00:52:54,760 Do you have it in the pipeline? 916 00:52:54,840 --> 00:52:56,760 Yes. We have 2-3 segments. 917 00:52:56,880 --> 00:52:57,960 One segment is buildings. 918 00:52:58,120 --> 00:53:00,320 It has been our dominant segment till now. 919 00:53:00,440 --> 00:53:02,680 We wanted to make it perfect, 920 00:53:02,760 --> 00:53:04,280 achieve a product-market fit 921 00:53:04,360 --> 00:53:06,320 and convert it into a profit centre. 922 00:53:06,440 --> 00:53:07,360 It's happening now. 923 00:53:07,480 --> 00:53:09,400 However, our prices 924 00:53:09,680 --> 00:53:12,400 are lower as most of our customers are in the building segment. 925 00:53:12,720 --> 00:53:14,160 Now we are trying 926 00:53:14,440 --> 00:53:17,160 to make it a profit centre and focus on industries. 927 00:53:17,240 --> 00:53:19,280 The price points are higher in industries. 928 00:53:19,360 --> 00:53:20,960 So your Annual Contract Value will go up. 929 00:53:21,040 --> 00:53:23,360 - You meant that. - Annual Contract Value will go up significantly. 930 00:53:23,440 --> 00:53:27,360 Our average monthly revenue in industries is Rs. 50,000. 931 00:53:32,000 --> 00:53:33,080 I already told, 90,000. 932 00:53:33,160 --> 00:53:34,120 - 90,000. - 90,000! 933 00:53:34,200 --> 00:53:35,720 - It means there's a huge scope. - Yes. 934 00:53:42,080 --> 00:53:44,000 TAM helps us calculate SAM. 935 00:53:52,360 --> 00:53:55,200 The overall TAM is around Rs. 8,200 crores. 936 00:53:55,320 --> 00:53:58,280 The SAM we expect is around Rs. 4,000 crores. 937 00:53:58,400 --> 00:53:59,920 How many clients? 938 00:54:00,040 --> 00:54:01,640 - SAM will be around 40,000. - Yes. 939 00:54:01,760 --> 00:54:03,400 We are estimating approximately 50%. 940 00:54:03,480 --> 00:54:06,200 Maybe you'll capture 10% of those companies. 941 00:54:06,680 --> 00:54:10,120 Yes. We have estimated 15% as we're the front-runners in the market. 942 00:54:10,240 --> 00:54:14,080 - So Serviceable Obtainable Market is around Rs. 600 crores. - Yes. 943 00:54:14,600 --> 00:54:16,040 How long is your sales cycle? 944 00:54:16,160 --> 00:54:17,960 Please don't talk about residential buildings. 945 00:54:18,040 --> 00:54:21,440 Talk about your growing commercial market. 946 00:54:21,600 --> 00:54:22,800 What is your sales cycle in that market? 947 00:54:22,880 --> 00:54:24,120 It's typically, 3-4 months. 948 00:54:24,200 --> 00:54:25,560 - Are 3-4 months enough? - Yes. 949 00:54:29,720 --> 00:54:33,360 It takes up to 6 months in some industries. 950 00:54:33,920 --> 00:54:35,960 - Please tell us about your funding. - Sure. 951 00:54:36,160 --> 00:54:38,120 We raised the last round 952 00:54:38,200 --> 00:54:40,440 of around Rs. 8 crore at a Rs. 41 crore valuation. 953 00:54:40,520 --> 00:54:41,640 Is it post-money? 954 00:54:41,720 --> 00:54:43,840 - Yes. Rs. 41 crores was post-money valuation. - What about pre-money? 955 00:54:43,920 --> 00:54:45,600 - We raised Rs. 8 crores. - Rs. 33 crores. 956 00:54:45,680 --> 00:54:47,240 - It's Rs. 33 crores. - When did you raise it? 957 00:54:47,320 --> 00:54:49,400 It has been around one year 958 00:54:49,480 --> 00:54:51,120 since we closed the round. 959 00:54:51,200 --> 00:54:52,480 And then the money was released. 960 00:54:52,640 --> 00:54:53,600 What about the previous rounds? 961 00:54:53,680 --> 00:54:54,800 We have raised only one round till now. 962 00:54:54,880 --> 00:54:55,920 What about the cap table? 963 00:54:56,000 --> 00:54:58,640 - I own 51.7%. - Okay. 964 00:54:58,760 --> 00:55:00,840 He owns 17.8%. 965 00:55:01,000 --> 00:55:03,000 Our ESOP pool is 10% 966 00:55:03,080 --> 00:55:04,240 and the rest is owned by the investors. 967 00:55:04,320 --> 00:55:07,600 How do you two share responsibilities? Do you do sales? 968 00:55:07,960 --> 00:55:09,320 Definitely! It's necessary. 969 00:55:09,440 --> 00:55:14,440 Historically, to how many people you've pitched your product till now 970 00:55:14,600 --> 00:55:16,560 to convert these 43 clients? 971 00:55:16,680 --> 00:55:19,320 Our conversion rate is around 20%. 972 00:55:21,200 --> 00:55:22,240 We added 16 clients. 973 00:55:22,320 --> 00:55:24,440 How many clients did you add the year before that? 974 00:55:24,520 --> 00:55:26,080 We added 11 customers. 975 00:55:26,200 --> 00:55:28,320 How many clients did you have the year before? 976 00:55:28,520 --> 00:55:30,800 We added 10 clients before that. 977 00:55:31,000 --> 00:55:34,080 - But your revenue was Rs. 30 lakhs three years ago. - Yes. 978 00:55:34,200 --> 00:55:35,920 You mean to say 979 00:55:36,440 --> 00:55:39,440 that 11 clients gave you Rs. 2 crore revenue last year 980 00:55:39,560 --> 00:55:41,720 but 10 clients in the previous year gave you just Rs. 30 lakh revenue. 981 00:55:41,800 --> 00:55:43,400 When we started out, 982 00:55:43,640 --> 00:55:46,640 we charged Rs. 3-Rs. 4 lakhs CapEx. 983 00:55:46,880 --> 00:55:48,800 - I mean the implementation part. - It increased. 984 00:55:48,880 --> 00:55:52,440 We charged just Rs. 10,000-Rs. 15,000 as we had to prove ourselves. 985 00:55:52,680 --> 00:55:55,760 You said you added 10 clients, 11 clients, and 16 clients. 986 00:55:56,160 --> 00:55:58,600 You add a similar number of clients every year. 987 00:55:58,680 --> 00:56:01,280 As our product is a technical product, 988 00:56:01,360 --> 00:56:03,760 we needed time to prove the entire case study. 989 00:56:03,840 --> 00:56:04,960 Are you profitable? 990 00:56:05,200 --> 00:56:06,640 We are not profitable. 991 00:56:06,920 --> 00:56:09,880 Our building segment will now become the profit centre. 992 00:56:10,160 --> 00:56:11,920 Now we're investing in the product 993 00:56:12,200 --> 00:56:13,440 and sales and marketing. 994 00:56:13,560 --> 00:56:15,240 Especially for the industrial segment. 995 00:56:15,320 --> 00:56:18,840 You two are surely intelligent and well-educated. 996 00:56:18,960 --> 00:56:21,000 You are dealing with a problem 997 00:56:21,320 --> 00:56:24,880 and you could be successful 998 00:56:25,080 --> 00:56:26,760 in pinpointing the main issue 999 00:56:26,840 --> 00:56:28,680 and in building a small business. 1000 00:56:28,840 --> 00:56:31,360 However, today I'm not convinced 1001 00:56:31,480 --> 00:56:33,480 that your business will grow speedily. 1002 00:56:33,720 --> 00:56:35,600 That's the basic reason for me to be out. 1003 00:56:35,680 --> 00:56:36,920 [tense music plays] 1004 00:56:37,080 --> 00:56:38,720 Do you have money in the bank account? 1005 00:56:38,920 --> 00:56:40,040 - Yes. - How much? 1006 00:56:40,200 --> 00:56:43,040 Around Rs. 5.3 crores in the bank account and we have receivables too. 1007 00:56:43,160 --> 00:56:44,200 How long will they last? 1008 00:56:44,680 --> 00:56:46,600 - 25 months. - How will you use Rs. 70 lakhs? 1009 00:56:46,800 --> 00:56:49,360 We'll invest Rs. 70 lakhs in 2-3 things. 1010 00:56:49,440 --> 00:56:51,160 - Please be quick. - We'll invest in partnerships. 1011 00:56:51,240 --> 00:56:54,360 As you said, we want to work with OEMs. 1012 00:56:58,640 --> 00:57:00,120 by growing our lead generation. 1013 00:57:00,200 --> 00:57:03,080 - All right. - We need your reach and support. 1014 00:57:03,160 --> 00:57:05,840 There is a plethora of opportunities. We need guidance 1015 00:57:05,960 --> 00:57:07,680 to build a good business 1016 00:57:07,760 --> 00:57:10,800 and have strong fundamentals to reach that opportunity potential. 1017 00:57:10,920 --> 00:57:12,600 I said something to you in the beginning. 1018 00:57:12,840 --> 00:57:15,120 I told you that waste water plant OEMs 1019 00:57:23,000 --> 00:57:26,120 Unfortunately, I'm not at all in line with the market size 1020 00:57:26,400 --> 00:57:27,600 you claimed. 1021 00:57:27,880 --> 00:57:29,480 When people start capturing... 1022 00:57:38,360 --> 00:57:42,840 Finally, the valuation you told us is far from believable for me. 1023 00:57:42,920 --> 00:57:46,280 Rs. 70 crores makes absolutely no sense 1024 00:57:46,480 --> 00:57:48,400 for a company like yours at this stage. 1025 00:57:48,480 --> 00:57:50,240 So respectfully, I'm out. 1026 00:57:50,480 --> 00:57:51,360 Thank you. 1027 00:57:51,760 --> 00:57:55,400 - You already received a valuation of Rs. 41 crores. Right? - Yes. 1028 00:57:56,000 --> 00:57:58,600 I can't reduce your valuation. 1029 00:57:58,720 --> 00:58:01,000 For a Rs. 2.2 crore sales, 1030 00:58:01,200 --> 00:58:04,960 Rs. 40 crore valuation doesn't match in any way. 1031 00:58:05,400 --> 00:58:07,440 That is my biggest challenge 1032 00:58:07,520 --> 00:58:10,000 towards investing in the business and for that reason, I'm out. 1033 00:58:10,920 --> 00:58:13,240 Good job! Keep doing this as it's a nice purpose. 1034 00:58:13,320 --> 00:58:14,720 We need clean water. 1035 00:58:14,800 --> 00:58:17,680 Gurgaon, Bengaluru and other places will face this problem. Good effort. 1036 00:58:18,080 --> 00:58:20,480 Valuation is a big concern and you won't accept a lower value. 1037 00:58:20,560 --> 00:58:22,760 Unfortunately, I'm out. 1038 00:58:24,320 --> 00:58:27,320 You don't need money or an investor 1039 00:58:27,400 --> 00:58:29,280 because you already have money, I believe. 1040 00:58:29,400 --> 00:58:30,680 Thank you so much. 1041 00:58:31,160 --> 00:58:33,640 Somewhere the execution isn't adding up. 1042 00:58:41,040 --> 00:58:42,680 if you want to make sales of Rs. 6 crores. 1043 00:58:43,080 --> 00:58:46,400 According to me, it's a huge figure in SaaS. 1044 00:58:46,600 --> 00:58:50,400 And its execution is extremely difficult. 1045 00:58:50,600 --> 00:58:53,880 Maybe you need to revisit your sales process. 1046 00:58:53,960 --> 00:58:56,040 But I think both of you are doing a great effort. 1047 00:58:56,160 --> 00:58:57,440 I'm out for now. Thank you. 1048 00:58:59,080 --> 00:59:00,520 Unfortunately, all of us are out. 1049 00:59:00,960 --> 00:59:02,040 - Thank you. - Thank you. 1050 00:59:02,360 --> 00:59:03,760 - Alright, guys. Bye. - Thank you. 1051 00:59:03,840 --> 00:59:05,640 - Thank you. Bye. - Bye. 1052 00:59:32,640 --> 00:59:35,720 Team Digital Paani, welcome to PokerBaazi zone. 1053 00:59:36,440 --> 00:59:37,600 My eyes just water 1054 00:59:37,680 --> 00:59:41,000 after looking at you father-daughter duo. 1055 00:59:41,080 --> 00:59:42,800 I mean, with happiness. 1056 00:59:43,040 --> 00:59:45,080 But right now, you won't play 1057 00:59:45,240 --> 00:59:46,600 as a team but 1058 00:59:46,800 --> 00:59:48,400 against each other. 1059 00:59:48,880 --> 00:59:50,000 It's a lovely little game. 1060 01:00:05,200 --> 01:00:07,240 You're already saying four! 1061 01:00:07,360 --> 01:00:08,840 So underconfident? 1062 01:00:09,160 --> 01:00:12,120 If dad says five, you can at least come up with six. 1063 01:00:12,240 --> 01:00:12,960 Alright, I'll try. 1064 01:00:13,040 --> 01:00:14,520 Do you want to raise? 1065 01:00:14,600 --> 01:00:16,320 Do you think you can say 7-8? 1066 01:00:16,400 --> 01:00:18,720 Not in 10 seconds. So let's give her a chance. 1067 01:00:18,840 --> 01:00:20,360 Alright, he has called it. 1068 01:00:20,440 --> 01:00:22,840 Your time starts now. 1069 01:00:23,040 --> 01:00:25,840 'Rani', 'Nani', 'Mani', 'Sayani', 'Hani', 1070 01:00:26,120 --> 01:00:28,520 And 'Matwali'. 1071 01:00:29,040 --> 01:00:30,400 No worries, I'll help you. 1072 01:00:30,520 --> 01:00:32,120 - 'Maharani'. - 'Maharani.' 1073 01:00:32,240 --> 01:00:33,760 We did cheat a little. 1074 01:00:33,960 --> 01:00:36,440 But daughters are allowed such things. 1075 01:00:36,600 --> 01:00:38,480 You've become the 'Baazigar Of The Day'. 1076 01:00:38,640 --> 01:00:40,720 I want to give you this. 1077 01:00:41,280 --> 01:00:42,800 - Thank you. - Entry ticket 1078 01:00:42,960 --> 01:00:45,520 to National Poker Series India worth one lakh rupees 1079 01:00:45,600 --> 01:00:46,520 on PokerBaazi. 1080 01:00:46,600 --> 01:00:48,400 India's biggest poker platform. 1081 01:00:57,760 --> 01:01:00,720 Only on PokerBaazi, where you hold the cards. 1082 01:01:00,960 --> 01:01:01,880 Download now! 1083 01:01:02,320 --> 01:01:04,120 Welcome Team Digital Paani. 1084 01:01:04,480 --> 01:01:05,760 Tell me something. 1085 01:01:05,840 --> 01:01:08,200 Which one of you spends the most? 1086 01:01:08,320 --> 01:01:10,600 Out of the two of us, it's me. 1087 01:01:10,760 --> 01:01:12,520 - Oh! - He doesn't spend. 1088 01:01:12,720 --> 01:01:13,600 [chuckling] 1089 01:01:13,680 --> 01:01:16,360 That's balance and money management. 1090 01:01:16,560 --> 01:01:19,160 If your money management is good, then you can spend all you want. 1091 01:01:19,280 --> 01:01:21,520 By the way, do you know about the offerings of 1092 01:01:21,640 --> 01:01:24,320 FIRST Wings by IDFC FIRST Bank? 1093 01:01:24,800 --> 01:01:25,640 - No. - No. 1094 01:01:25,800 --> 01:01:27,960 No worries, I'll tell you. 1095 01:01:28,280 --> 01:01:30,360 FIRST Wings by IDFC FIRST Bank 1096 01:01:30,480 --> 01:01:33,320 understands the needs of scaling start-ups. 1097 01:01:33,400 --> 01:01:36,040 That's why, they provide unique products and services 1098 01:01:36,120 --> 01:01:38,680 specially curated to power up your startup. 1099 01:01:38,800 --> 01:01:40,440 Their founder success program 1100 01:01:40,560 --> 01:01:42,160 gives you the opportunity 1101 01:01:42,240 --> 01:01:44,440 to get mentorship from industry leaders, 1102 01:01:44,520 --> 01:01:47,960 network with startups, and raise funds to scale your startup. 1103 01:01:48,160 --> 01:01:49,920 All the very best for your business. 1104 01:01:50,160 --> 01:01:51,320 - Thank you. - Thank you. 1105 01:01:51,760 --> 01:01:52,920 Alright. This was fun.