Starting Persistent Systems was a daunting task. In May 1990, when we started our work there was political uncertainty and the Indian economy was going through difficult times.

There has been a big change in the way technology was perceived then, and what we see today, right from the government policies to the number of market players everything has changed and so has the market dynamics.

One of the main reasons for getting customers was 'trust'. I firmly believe 'trust' should be the core foundation of any enterprise. Our first customer was O2 Technologies, who I had known while I was working with HP in the US. Our second customer was a fellow graduate student I had met during my academic years.

Our third customer was Microsoft, a customer that really helped us grow. Along the years I have learnt that network effect is an important sales tool.

For business to happen, you need to have three things, which I call the 'N B A' -- you should create a Need, the Budget and have the Authority. A founder's job is to sell to new employees and customers.

This role should not be delegated in the early stages of a company. Today, we are recognized as an award-winning technology company who pioneered the concept of outsourced software product development (OPD).

How many employees were there when you started and what is the strength now?

Image: Anand Deshpande with employees during a cultural event. | Photograph, courtesy: Persistent Systems.

Also read: The secret behind Aegis BPO's success

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