Let’s be honest—taking the leap from a comfortable career to launching a startup is no small feat. It’s a journey filled with uncertainty, learning curves, and plenty of risk. But as Pulkit Agrawal, co-founder and CEO of Chameleon, proves, it’s also a path full of possibility if you’re willing to embrace the unknown.
In a recent conversation with Pankaj Raval and Sahil Chaudry, Pulkit opened up about his journey from being a risk-averse management consultant to leading a cutting-edge SaaS company that’s revolutionizing user onboarding. His story is not just inspiring—it’s packed with practical lessons for founders, business owners, and anyone considering a bold leap into entrepreneurship.
Let’s dive into some of the key takeaways from Pulkit’s journey, because whether you’re a seasoned entrepreneur or just exploring ideas, there’s gold here.
From Playing It Safe to Taking the Leap
Pulkit didn’t start out as the “typical” risk-taker. In fact, he admits to being a pretty cautious guy back in his management consulting days. Like many of us, he valued stability. The idea of taking big risks? Frankly, it wasn’t his thing—until it had to be.
His turning point came during his time at IndieCore, where he worked on innovative projects that pushed him out of his comfort zone. Pulkit realized something powerful: risk-taking isn’t just a natural trait—it’s a skill that can be learned and developed.
And once you build that muscle, it opens doors. It pushes you to see problems in a new light, think bigger, and approach challenges with creativity instead of fear. That mindset shift laid the foundation for what would eventually become Chameleon.
Fall in Love with the Problem, Not the Solution
One of Pulkit’s core philosophies? Don’t get too attached to your solution—fall in love with the problem.
Sounds simple, right? But it’s a game-changer. As Pulkit puts it, when you’re obsessed with solving a specific problem, you stay flexible. You’re willing to pivot, adjust, and even scrap your original idea if it’s not working. You don’t get trapped in a “this must be the way” mindset.
For Chameleon, that meant focusing on SaaS user onboarding—a critical pain point for software companies. They kept iterating until they nailed a product that truly helped customers. And guess what? That willingness to adapt is exactly why Chameleon stands out today in a crowded market.
Validate Fast: Don’t Waste Time Guessing
Here’s something every founder should take to heart: validation is everything. Pulkit emphasizes the importance of prototyping quickly, getting feedback early, and making sure you’re solving a real problem that people care about.
He’s not talking about vague, wishy-washy feedback, either. Pulkit says you should aim for strong signals—ratings of 9 or 10 from your early users. If people are lukewarm about your idea, that’s a red flag. Move fast, test your assumptions, and be brutally honest about the results.
Sharing Ideas Makes Them Better
Worried someone will steal your idea? Pulkit says—stop worrying.
In fact, sharing your ideas openly often leads to better outcomes. When you talk to more people, you get diverse perspectives, spot blind spots, and find supporters who might help you bring your vision to life. The myth that someone will swoop in and steal your concept? Pulkit says it’s just that—a myth.
Your success isn’t about guarding your ideas. It’s about execution, resilience, and the network you build by engaging with others.
Equity: Think of It as a Future Asset
Let’s talk equity—something that can make or break relationships in a startup.
Pulkit encourages founders to think of equity as a future asset, not immediate cash. It’s your way of aligning interests, building long-term partnerships, and showing commitment. But it’s also important to be clear-eyed: equity is a tool, not an infinite resource. Use it wisely, be transparent, and make sure everyone involved understands what they’re signing up for.
AI is Changing the Game—Are You Ready?
AI is everywhere right now, and Pulkit says it’s not just hype—it’s changing user expectations across industries. For SaaS companies like Chameleon, that means adapting to users who want personalized, fast, and seamless experiences.
If you’re in the startup world, or even if you’re a business owner thinking about your next move, Pulkit’s advice is to keep your finger on the pulse. AI isn’t just a trend—it’s a shift in how businesses will operate, sell, and engage with customers moving forward.
Legal Advice for Founders: Keep It Simple
Here’s a refreshing perspective from Pulkit: you don’t always need a massive legal budget to get started.
In the early days of Chameleon, Pulkit and his team kept legal simple—focusing on the essentials like clear agreements, basic contracts, and understanding their ownership structure. They didn’t overcomplicate things or spend too much on legal fees they couldn’t afford.
Of course, Pulkit also acknowledges the value of good legal counsel when it’s needed, especially as you grow. The key is to balance smart legal protections with practical decision-making—and that’s where working with the right law firm (hello, Carbon Law Group!) can make a big difference.
Final Thoughts: Embrace the Journey
Pulkit’s story isn’t just about starting a successful SaaS company. It’s about learning to take calculated risks, staying focused on real problems, and building something meaningful.
If you’re a founder, a business owner, or even just someone thinking about your next career move, there’s so much to take away from his journey:
✅ Validate your ideas quickly and honestly.
✅ Stay flexible—fall in love with the problem, not the solution.
✅ Build relationships and share your ideas.
✅ Use equity wisely—it’s your future, not just a payout.
✅ Adapt to AI and changing user expectations.
✅ Know when to DIY and when to call in legal experts.
Pulkit’s story is a testament to the power of curiosity, adaptability, and community. And it’s a reminder that you don’t have to have it all figured out from day one. Just start, learn, and keep moving forward.
Let’s Connect
If Pulkit’s journey resonates with you—and you’re building something exciting—let’s chat. At Carbon Law Group, we’re here to help founders and business owners navigate the legal side of entrepreneurship, from contracts to equity to growth strategies.
Reach out to us at carbonlg.com or connect with Pankaj and Sahil on LinkedIn:
Let’s build something great—together.