This Startup's Jaw-Dropping 6-Month Strategy Will Leave You Shocked—Are You Ready to Lose?

KARACHI: Consistency is rapidly becoming the defining currency of startup success, surpassing traditional pillars such as capital, connections, and even innovative ideas. This pivotal insight was echoed at Build Up 2025, an annual entrepreneurship forum hosted by Invest2Innovate (i2i) in Karachi. The event drew together founders, investors, and industry experts to explore what it takes for startups to thrive in Pakistan's challenging market landscape.

Throughout a series of high-impact panel discussions, participants unanimously agreed that persistence, clarity of purpose, and disciplined financial behavior are the cornerstones of a startup's ability to break through barriers. One notable panel, titled "The Art of Selling: Convincing Customers, Partners & Investors," was moderated by Arif Lakhani from Qist Bazaar. This session brought to light the emotional and practical exhaustion that often accompanies early-stage sales.

A powerful narrative emerged from Omar bin Ahsan of Haball, who shared his experience of meeting the same potential clients up to 40 times before finally securing a significant deal, facing an equal number of rejections along the way. “You must not give up,” he emphasized, asserting that persistence is the sole reliable predictor of sales success within Pakistan's B2B landscape.

Panelists further elaborated on the importance of "selling oneself" before attempting to sell a product. Trust-building was identified as a critical factor, particularly in an ecosystem where potential clients may dismiss a pitch simply because they are unfamiliar with the founder's name. Maha Shahzad from BusCaro stressed that credibility, a strong image, and consistency in fulfilling commitments are essential. "You must deliver every promise you make about your product," she noted, underscoring that quality and reliability form the bedrock of customer acceptance.

Interestingly, many panelists warned against placing products directly in large supermarkets too soon. Launching in big retail chains can severely impact margins due to high listing fees, tight payment cycles, and promotional costs. Instead, they advised founders to focus on selling through neighborhood stores and street-level retail initially, allowing them to build organic demand.

The discussion also touched on the sensitive issue of leveraging familial connections to secure sales. While the panel acknowledged that powerful references can open doors—such as a senior official recommending a pitch to a large retailer—once inside, the quality of the product becomes paramount. Poor-quality offerings that rely solely on influence may see initial traction but are unlikely to achieve lasting success.

Another panel, "The Pressure to Raise & What Happens After," led by Misbah Naqvi of i2i Ventures, shifted the focus from sales to the crucial topic of fundraising. This discussion featured insights from industry leaders like Sharoon Saleem of Salesflo, Somair Rizvi of Myco, and Dr. Sara Saeed from Sehat Kahani. The panelists contended that while consistency is key in sales, clarity is critical in fundraising. Founders must succinctly articulate the problem they solve and their proposed solution, often in just a single sentence.

Interestingly, Sharoon Saleem emphasized a somewhat contrarian approach to funding, stating, "We don't go to fundraising," suggesting that bootstrapping can be a viable path. This view stands in contrast to the traditional belief that external capital is essential for growth. Dr. Sara Saeed reiterated that fundraising is a continuous process that introduces new tasks and responsibilities, with founders obligated to deliver on their promises to investors.

The key takeaway from this discussion was that the deployment of capital requires rigorous planning. Founders must be clear about how funds will be utilized and remain adaptable to changing circumstances. Wasting funds can have lasting repercussions, as future investors will likely scrutinize past capital management decisions.

Omar bin Ahsan also highlighted the importance of market-testing strategies. "You must assess the reasons for rejection, then effectively sell yourself and your product," he advised. Building and earning client trust was underscored as a critical factor for sales success.

Ultimately, the insights shared at Build Up 2025 serve as a valuable roadmap for aspiring entrepreneurs in Pakistan, emphasizing that success is not merely about having the right connections or ideas—it's about the relentless pursuit of clarity, trust, and consistent effort.