The business currently known as Clear used to be known as Cleartax before. It started out in 2011 as a minimal, sleek and blazingly fast website to help Indians file taxes. Today, it does much more than just people's taxes, even though its overwhelming market leadership means competitors are just "rounding errors," according to Archit Gupta, the company's co-founder and CEO.

Operating largely below the funding and valuation radars of 2020-2022, Clear has been quietly effecting a business model pivot under Archit's leadership. Today, it is overwhelmingly a business-to-business focused company, not a business-to-consumer one. As India digitises and formalises its tax systems together, Clear has ridden both waves to help businesses and consumers stay compliant. But this transition hasn't been quick or easy, as Archit candidly opens up about in our conversation. 

We talk about building a profitable and lasting company and why he turned from a "business-focused" to a "product-focused" CEO a year ago. We also go into how much of a cultural shift it took for Clear to start charging its customers to file taxes – and then, another significant shift: deciding to expand from India to Saudi Arabia. Archit also tells us how he spots excellent talent and much more in this episode.

This is Episode 24 of First Principles, with Archit Gupta — The Ken's fortnightly leadership podcast.

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