At the ITServe Alliance Phoenix Chapter’s January 2025 meeting, Thiru Thangarathinam, KeenStack’s Founder & CEO, took center stage on the panel. Sharing his insights and experiences.
If you missed this impactful event, don’t worry. Here’s a closer look at Thiru’s insights, why they matter to entrepreneurs, and how his latest venture, KeenStack, is set to build on his legacy of innovation.
Networking and Building from Scratch
One of Thiru’s standout lessons for entrepreneurs was the power of networking. When asked, “How did you secure your first three clients?”, his response highlighted persistence and the value of personal connections.
“We gained our first three clients through my network—prospecting on LinkedIn, following connections as they shifted roles, and consistent outreach.”
For new entrepreneurs, this underscores a critical takeaway: when customer references and case studies are non-existent, relationships are your most valuable asset. Don’t just tap into your network; nurture it consistently to uncover opportunities.
Culture Over Strategy for Long-Term Success
Many founders focus on business strategies, yet Thiru emphasized a different secret ingredient to success—company culture. Citing Peter Drucker’s iconic phrase, “Culture eats strategy for breakfast,” he shared how MST Solutions thrived by embedding core values into daily operations.
“Investing in culture made our service delivery exceptional, which in turn resonated with our customers. It’s what set us apart.”
Entrepreneurs often grapple with building a loyal and motivated team. Thiru’s message is clear—when employees embody the mission and values of your organization, it creates a cascading effect that benefits customers and yields long-term growth.
Sales and Marketing as Foundational Pillars
One of the most vulnerable moments Thiru shared was his initial hesitation toward sales. Like many technical founders, he underestimated the role of a founder as the “Chief Sales Officer.”
“The founder is the best salesperson for the organization. Once I embraced that, my approach to sales transformed entirely.”
For entrepreneurs, this lesson cannot be overstated. While scaling requires a dedicated sales and marketing team, the founder’s passion and vision fuel the foundation of your brand’s narrative. His advice aligns with KeenStack’s focus on precision and customer-centric value delivery—qualities that resonate with both clients and stakeholders.
Transitioning from “Working in” to “Working on” Your Business
The transition from working on day-to-day tasks to architecting a business for growth is a hurdle many founders face. Thiru referenced “E-Myth” by Michael Gerber as a critical resource that changed his mindset, allowing him to think about scalability.
“Founders need to make the shift from ‘working in the business’ to ‘working on the business.’ It’s about enabling others and creating a framework for growth.”
This mindset allowed Thiru to position KeenStack as his next venture. It highlights an essential lesson for aspiring entrepreneurs—true growth often requires stepping back and entrusting capable hands to manage operations with expertise.
Why KeenStack?
Why create another company after the success of MST Solutions? For Thiru, the answer is rooted in passion and impact.
“I missed the challenge of building a company from the ground up. This time, I’m applying the lessons and wisdom I gained with MST Solutions to KeenStack.”
KeenStack aims to empower organizations with cutting-edge solutions designed to be as dynamic and forward-thinking as its founder. For business owners, IT professionals, and entrepreneurs eager to innovate, partnering with KeenStack means tapping into technology’s most advanced capabilities, all while benefiting from a thoughtful approach deeply informed by experience.
Insights for Entrepreneurs at All Stages
Thiru highlighted key challenges often faced by entrepreneurs, including undervaluing the role of sales, neglecting to prioritize company culture, and struggling with the critical transitions required for scaling. He emphasized the vital role of community and collaboration—a perspective strongly reinforced by ITServe Alliance’s Phoenix Chapter.
Key Takeaways for Today’s Entrepreneurs
If you’re an entrepreneur or an IT professional navigating challenges in your business, here are the top lessons from Thiru’s story:
- Network Relentlessly: Your personal and professional connections can open doors you never knew existed.
- Invest in Culture: A strong, value-driven culture directly impacts employee performance and customer satisfaction.
- Own the Sales Process: A clear, authentic sales approach led by the founder is key to earning initial trust.
- Enable Growth: Shift your focus from managing operations to scaling through strategy and frameworks.
- Engage with Community: Organizations like ITServe Alliance provide access to mentors, partnerships, and knowledge that can accelerate your growth.
Final Thoughts
Thiru’s journey with KeenStack reflects his entrepreneurial spirit—an inspiring blend of experience and innovation. KeenStack is set to redefine what businesses can achieve with cutting-edge solutions.
Looking to apply these lessons or leverage technology for your business? Get in touch with KeenStack to see how we can help your organization achieve its next milestone.
