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Sector Thesis·3 min read·Week 5

HR Tech Distribution in India: Why Direct Sales Fails

HR tech founders in India chase enterprise sales and miss 80% of the market. Distribution works through accountants, consultants, and compliance platforms—not direct sales teams. Timing matters: India Stack maturity enables payroll APIs that gatekeepers now control.

ByAmit Tyagi·Fitoor Capital
Aletheia Insights · Weekly

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Amit Tyagi

Founder, AletheiaAI & GP, Fitoor Capital

Veteran of India's startup ecosystem. Writing about fundraising, investor psychology, and what it takes to build fundable startups in India.

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HR Tech Distribution in India: Why Direct Sales Fails · Aletheia Insights