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For any entrepreneur, the hardest part is to crack the first major deal. In my journey as an entrepreneur the first deal was selling the trading floor at Salomon Brothers (now part of Citigroup), I was competing against IBM and other such big companies. They threw all their might on winning the deal. I had a final meeting with Head of Technology, and he asked me, “You are a small company, why should we work with you?” I was expecting this question and I had the answer prepared and I gave him that. I told him the technology was better, double the features, the scalability and he asked me the same questions again, “Why should I work with you?” I thought he did’’t understand, so I repeated the reasons and he looked bored! So I stopped and said, “You know you are right. The reasons I gave you are good but not good enough, and there is only one reason for you to work with me. It is that ‘we have fire in our eyes’. Look at me and my people, you are never going to meet a more committed, passionate group anywhere on the planet, and we are going to make this work for you.” So he gave us the $20 million contract and that was a

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