What would make an IIT Bombay graduate ditch a high-paying finance job to start a beauty brand?

In this episode of Hard Truths by Virtex, I sit down with Gagandeep, co-founder of Pilgrim, to unpack his unconventional journey—from engineering and investment banking to building a ₹700 crore beauty empire. He shares the moment he secretly quit his job, the challenges of launching a brand no one knew, and how Pilgrim is making global beauty secrets affordable in India.

Tune in for a candid conversation on risk, reinvention, and what it really takes to build a successful consumer brand!

IN THIS EPISODE
(00:00) He quit his job… and didn’t tell his dad for two years?!
(01:00) The beauty industry is crowded—so how do you stand out?
(04:00) An IITian running a beauty brand? Even his relatives were shocked!
(06:00) When your first startup flops, do you go back to a job… or build a ₹700 crore company?
(09:30) The secret to giving customers what they want… before they even know it!
(10:30) This one unexpected insight led them to launch an entire new product line
(14:30) Brand campaigns sound cool, but do they actually work? Here’s how they test ROI
(16:00) From a digital-first brand to 5,000+ retail stores—what changed?
(17:30) How do you actually listen to customers? Most brands get this wrong!
(21:00) Scaling fast without losing the startup mindset—easier said than done!
(27:30) The one thing that turns first-time buyers into loyal customers
(28:00) What’s next for Pilgrim? How big can this get?

Gagandeep Makker
Gagandeep Makker is the Co-Founder at Pilgrim. He attended Indian Institute of Technology, Bombay.
https://www.linkedin.com/in/gaganmakker/

Rahul Thayyalamkandy
Director of Comms & Community, Vertex Ventures SEA & India
Rahul Thayyalamkandy joined the SEA/India team as the Director of Communication & Community in 2024 and is based in Singapore.

Before joining Vertex, Rahul served as a Product Manager at BLOCK71, an incubator and joint venture of NUS Enterprise and Singtel Innov8, where he developed scalable services for portfolio startups and designed mentorship programs. He also gained experience as a Summer Associate at Cocoon Capital, working with the Managing Partner on investment deals.
https://www.linkedin.com/in/rahulthayyalamkandy/

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Vertex Ventures Southeast Asia & India is a pioneer in investing in tech start-ups in this region and has helped to build a number of unicorns. In this podcast, we seek to share and uncover the Hard Truth - raw, unfiltered insights and venture capital knowledge from across Southeast Asia and India. Tune in to learn from leading founders, innovators, venture capitalists, and industry experts in the region and gain industry insights from those in the know.

If you like what you hear, please follow or subscribe to the show so you don’t miss out on any of our upcoming discussions.

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Follow us to get notified whenever new episodes are shared.

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For more information, please visit: https://www.vertexventures.sg

What happens when a founder thinks long-term in a trend-chasing industry?

I sat down with Kelvin Subowo, the founder and CEO of DailyCo—Indonesia’s fastest-growing multi-brand F&B company. We talked about his journey from launching a single rice box brand to building a business that serves millions of meals every month. He shared how acquisitions, not hype, drive sustainable growth, and why he always keeps the original founders involved. This one’s all about consistency, strategy, and feeding a nation—literally.

IN THIS EPISODE
(00:00) – What makes a founder truly worth backing?
(00:45) – Is acquisition the smartest way to scale F&B?
(02:00) – Are you building for the long term—or a trend?
(03:45) – Why most restaurants don’t last beyond two years
(05:15) – Daily comfort food or flashy menus—what really sells?
(06:00) – The share of belly strategy you’ve never heard of
(07:30) – Why food and beverage are totally different beasts
(10:45) – What Indonesia’s food future looks like—through cloud kitchens
(12:30) – The secret sauce behind DailyCo’s survival
(14:30) – Offline margins vs online commissions—what’s the real deal?
(15:15) – Why restaurants need soul—and founders bring it
(18:15) – This is what founder-first acquisition really looks like
(20:45) – How a war accidentally led to a new business
(24:45) – How DailyCo ended up catering for Vertex’s big events
(26:15) – 100,000 meals a day—now what?
(28:30) – Why no brand has 5,000 outlets in Indonesia
(34:00) – How to sell regional food across a country that doesn’t know it exists

Kelvin Subowo
Kelvin Subowo is the Co-Founder & CEO at DailyCo. He attended Universitas Tarumanagara (Untar) in 2011.

The Daily Company (DailyCo) is Indonesia’s fastest-growing multi-brand F&B operator, delivering high-quality, scalable, and innovative dining solutions for individuals, businesses, and institutions. The company’s portfolio includes famous brands such as Dailybox, Antarasa, Breadlife, Lu'miere, Ayam Blenger PSP, HiGeorge!, Tempong PNS, and others. From quick-service meals to large-scale catering and enterprise F&B management, DailyCo makes delicious food accessible and effortless for Indonesian families.
https://www.linkedin.com/in/kelvin-subowo-035b64114/

Rahul Thayyalamkandy
Director of Comms & Community, Vertex Ventures SEA & India

Rahul Thayyalamkandy joined the SEA/India team as the Director of Communication & Community in 2024 and is based in Singapore.
Before joining Vertex, Rahul served as a Product Manager at BLOCK71, an incubator and joint venture of NUS Enterprise and Singtel Innov8, where he developed scalable services for portfolio startups and designed mentorship programs. He also gained experience as a Summer Associate at Cocoon Capital, working with the Managing Partner on investment deals.
https://www.linkedin.com/in/rahulthayyalamkandy/

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Vertex Ventures Southeast Asia & India is a pioneer in investing in tech start-ups in this region and has helped to build a number of unicorns. In this podcast, we seek to share and uncover the Hard Truth - raw, unfiltered insights and venture capital knowledge from across Southeast Asia and India. Tune in to learn from leading founders, innovators, venture capitalists, and industry experts in the region and gain industry insights from those in the know.

If you like what you hear, please follow or subscribe to the show so you don’t miss out on any of our upcoming discussions.

—

Follow us to get notified whenever new episodes are shared.

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For more information, please visit: https://www.vertexventures.sg

How is an Indian business dominating the U.S. market without a single person on the ground there?

Today on "Hard Truths by Vertex," I'm sitting down with Sanjay, the innovative co-founder and CEO at Spyne, who's going to share just how they pulled it off. Spyne isn't just another software company; it's revolutionizing how car dealerships use AI to transform simple car photos into stunning, studio-quality visuals. Dive into Sanjay's journey from starting with a broad focus in product photography to zeroing in on the automotive niche, drastically scaling their operations, and redefining online car merchandising!

IN THIS EPISODE
(00:00) How to conquer the U.S. market from abroad?
(01:30) What's the billion-dollar trick to transforming auto sales?
(04:00) Revealed: The key to fast-moving inventory without physical presence!
(07:00) How does advanced AI change the game for car dealers?
(10:00) A surprising pivot: From general photography to niche domination!
(13:30) Learn why focusing on one solution can lead to exponential growth!
(16:30) The big leap: How Spyne's unique model outpaced its competitors!
(20:00) Discover how immersive tech is supercharging car sales!
(23:00) A no-contact sales revolution in the U.S.! Hear how Spyne cracked the code.
(27:00) What's next for Spyne? Sneak peek into the future plans of a market leader!

Sanjay Varnwal
He is the Co-Founder & CEO at Spyne. Prior to this he worked as Tech & Product Leadership at Oyo. He studied B.Tech in the field of Civil Engineering from Indian Institute of Technology, Kharagpur.
https://www.linkedin.com/in/sanjaykv/

Rahul Thayyalamkandy
Director of Comms & Community, Vertex Ventures SEA & India

Rahul Thayyalamkandy joined the SEA/India team as the Director of Communication & Community in 2024 and is based in Singapore.

Before joining Vertex, Rahul served as a Product Manager at BLOCK71, an incubator and joint venture of NUS Enterprise and Singtel Innov8, where he developed scalable services for portfolio startups and designed mentorship programs. He also gained experience as a Summer Associate at Cocoon Capital, working with the Managing Partner on investment deals.
https://www.linkedin.com/in/rahulthayyalamkandy/

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Vertex Ventures Southeast Asia & India is a pioneer in investing in tech start-ups in this region and has helped to build a number of unicorns. In this podcast, we seek to share and uncover the Hard Truth - raw, unfiltered insights and venture capital knowledge from across Southeast Asia and India. Tune in to learn from leading founders, innovators, venture capitalists, and industry experts in the region and gain industry insights from those in the know.

If you like what you hear, please follow or subscribe to the show so you don’t miss out on any of our upcoming discussions.

—

Follow us to get notified whenever new episodes are shared.

—

For more information, please visit: https://www.vertexventures.sg