CEO and Founder – NETSOL Technologies Ltd.

"At NetSol, we have changed the narrative by providing advanced solutions to some of the biggest names globally. Our journey began with a vision to represent Pakistan’s IT industry on the world stage, despite the challenges we faced in a market that initially didn’t recognize the potential of technology."

EVOLVE: SG, tell us about your early career and what inspired you to start NetSol?

Salim Ghauri: Reflecting on my early education in Romania, I initially pursued a degree in engineering while simultaneously taking a computing course. This was quite some time ago, when computers were still very basic - nothing like the advanced machines we see today. My fascination with these rudimentary devices was so profound that I found myself pondering whether the future would revolve around them. We’re talking about the late 1970s and early 1980s, a formative period when personal computers were just emerging.

As a result, I shifted my focus from my engineering degree to deepening my understanding of computing. I engaged in self-study, enrolled in various courses, and purchased a computer to explore software development - this was 45 years ago. It has been a long journey, one that I cherish without regrets about changing my career path.

Throughout my career, I have traveled extensively and lived in various countries. For the last nine years before joining NetSol, I resided in Australia, where I thrived in the IT field. I enjoyed financial stability and a comfortable life, and my family was happy there. However, I felt a persistent sense of dissatisfaction with my achievements. It seemed that I was only working for myself and my family, which left me questioning whether my efforts had a broader impact. The answer was no.

With this realization, I decided to leave my comfortable life in Australia and return to Lahore, arriving with nothing in my pocket, as I’ve never been one to save. Upon my return in 1996, I brought with me a dream: to build a truly global enterprise that would represent Pakistan’s IT industry to the world. At that time, the Pakistani IT sector was largely unrecognized and it was challenging to promote technology from Pakistan on a global scale.

Evolve: When you first envisioned NetSol Technologies, what was the biggest risk you took that people thought was crazy?

Salim Ghauri: It was crazy! It wasn’t just a risk; many of my friends in Australia questioned what I was trying to achieve or prove to myself by returning with empty pockets when I had a comfortable life. They wondered what my family had done to deserve such a change.

Fortunately, my elder brother, Shahab, agreed to be my investor. His support provided the initial funding - albeit a modest amount - from our family. With that investment, we set out together to build NetSol.

“The lesson here is that the challenges we face today can lead to better outcomes tomorrow.”

Evolve: What inspired you to start your journey in the tech industry and how did you identify the opportunities that led to NetSol’s expansion into international markets?

Salim Ghauri: When starting an enterprise, many of us believe that customers will eagerly line up for our services. I was no exception. Upon my return to Lahore, I assumed my technical background would lead to instant recognition, but I quickly realized that no one knew who I was.

At that time, IT was not taken seriously, and few recognized that automation could transform their businesses. The initial months were particularly challenging; each day, I would go to the office, reaching out to potential clients and offering my automation services. For many, it was merely a polite conversation over tea.

Fortunately, luck played a role in our early success. My brother, who was working for Mercedes-Benz in the UK, relocated to Thailand for a new project. He reached out, asking if we could assist him in finding IT professionals. This opportunity was the catalyst for NetSol’s global journey.

Evolve: NetSol Technologies operates globally. What are some of the most significant cultural challenges you’ve faced in managing a diverse workforce, and how have you addressed them?

Salim Ghauri: In the early days, we faced numerous challenges, primarily because we were not fully prepared for the global market. At that time in Pakistan, there were few trained professionals equipped to meet international standards, and our skill set was limited in terms of what we needed to deliver for our clients.

Culturally, I was fortunate to have lived overseas for an extended period, which gave me insight into the requirements for working internationally. This experience was invaluable as we needed to train our team thoroughly before they could engage in the global market. We worked hard to ensure our people were well-prepared to handle various challenges.

As time passed, we managed to overcome these hurdles. Today, ALHUMDULILLAH, Pakistan is home to a wealth of skilled resources, making it significantly easier to connect and collaborate with clients around the world.

“Creating a global enterprise that represents Pakistan’s IT industry was my dream, and I’m proud to have turned it into reality.”

Evolve: What strategies do you use at NetSol to differentiate it from other IT service providers and technology companies?

Salim Ghauri: We are not just IT service providers; we are a product company. Unlike integrators who merely sell third-party software or provide services, we design and develop our own products right here in Lahore. Our approach means that when we sell our products, we also offer accompanying services, which distinguishes us significantly within the Pakistani IT industry.

Not many companies in Pakistan operate in the same manner. We focus on creating IT products and building comprehensive services around them. Today, ALHUMDULILLAH, we are proud to be among a select group of vendors globally that offer both products and services in the international market.

Evolve: How do emerging technologies like artificial intelligence, block chain, and quantum computing impact the future of IT?

Salim Ghauri: They are impacting already. The impact of these changes is already evident; we are moving into the future. The landscape of service delivery, software development, and system design is evolving rapidly. It is crucial for everyone in our industry to recognize and accept this shift. We must adapt to the technological demands of today, or we risk becoming irrelevant. Understanding the difference between being relevant and irrelevant is vital; if we fail to meet current business needs, we will lose the competitive edge we have built over the years.

AI is the most significant game changer we’ve encountered. It has already begun to reshape our industry, and now we must adapt accordingly. All our products need to incorporate AI components, as customers increasingly require AI solutions to enhance their operations. This is a challenge I embrace, and I believe we are well-positioned in the market. We recognized the need for AI integration earlier than many others and have gradually begun to embed AI capabilities into our systems, enabling our clients to run their businesses more effectively. This transformation will fundamentally change how information is shared and processed, and we must remain vigilant and aware of these developments.

“AI is the most significant game changer we’ve encountered; it has already begun to reshape our industry.”

Evolve: Which current technology trend do you think is overrated or not getting enough attention, and how do you plan to position NetSol in relation to this?

Salim Ghauri: AI is not overrated, but it can feel like an overkill. Why? Because it is very much a reality. In the past few years, AI was mainly a topic of discussion, but now it’s actively shaping our lives and businesses. The concern arises from the fact that, gradually, we may start to lose the need for human involvement in many areas. AI has the potential to replace jobs traditionally held by people, and that is genuinely alarming.

With such a large population, the displacement of jobs due to AI could have significant consequences. Many positions that once existed are now diminished or entirely gone, painting a troubling picture for the next fifteen to twenty years. While we may not fully realize it today, we could find ourselves questioning why we allowed machines to become so intelligent that humans are no longer needed. This could lead to chaos if we do not have enough jobs available, as machines take over various roles.

For instance, call centers have already been affected. Automated systems are increasingly replacing human operators, impacting millions of workers in countries like the Philippines, India, and Vietnam. These automated solutions are not only more cost-effective but also more reliable, resulting in a decline in human jobs in this sector.

In Pakistan, we may see significant job losses in similar areas. Fortunately, at NetSol, we have never focused on that segment, so we are not directly impacted. However, many companies in our region need to adapt their business models now, or they will face serious revenue challenges and uncertainty about their future.

“The displacement of jobs due to AI could have significant consequences. This could lead to chaos if we do not have enough jobs available.”

Evolve: What motivated you to write your books, and how has writing influenced your approach to business and leadership?

Salim Ghauri: I’m not a writer, and to be honest, my English isn’t perfect. In school, I struggled with writing essays and expressing my thoughts on paper. However, life has challenges - facing pain, experiencing failures, and making wrong decisions - have compelled me to share my experiences. I believe it’s important to communicate these lessons so others can learn from my mistakes and avoid the hardships that my family and I endured.

When tough times hit, it’s painful for everyone involved: family, friends, colleagues, and those around you. This is why I felt the need to share my story. I began writing my first book in 2015, titled Nothing to Everything. It recounts my journey when I arrived in Lahore with nothing and how, ALHUMDULILLAH, I now have everything.

When I say I have everything, some may see it as a bold claim, but for me, it’s true. I’ve set my own ceiling; many people constantly strive for more without considering what is truly satisfying. What I have is enough for me, and I’m happy. My main goal was to create a global enterprise representing Pakistan, and I have achieved that.

“Life has challenges - facing pain, experiencing failures - compelled me to share my experiences so others can learn from my mistakes.”

The feedback on my first book has been amazing; readers have shared how it has inspired them to change their lives and business perspectives. This led me to observe the struggles of startups and enterprises, and I saw many making the same mistakes I had made. It felt unfair to keep this knowledge to myself. We may not be here forever, but my books will remain on the shelves, offering insights and motivation to future readers.

This realization inspired my second book, Impossible is Nothing. If you have a strong desire to achieve something, trust me, you can do it. You will face many ups and downs and experience failures, but with dedication and self-belief, you can succeed. In Urdu, we say “Sab Mumkin Hai.” I carefully chose these words as the foundation for my book.

I want to emphasize that everything I write comes from my own experiences. I don’t read other people's books to inform my writing. If I ever reference someone else's work, I will give proper credit. My life is filled with its own quotes and lessons, and that’s what I aim to share in my books.

“Whatever plans you outline on paper will quickly become obsolete once you launch your business.”

Evolve: Which theme from your book do you believe aligns most closely with your experiences in technology, and what makes this theme particularly significant?

Salim Ghauri: In Sab Mumkin Hai, I discuss two distinct paths to success, particularly financial success. The first path involves using any means necessary to become rich, regardless of the sources or methods employed. This could include unethical practices, such as unfairly taking someone’s land or engaging in dishonest dealings. While some may find happiness in this approach, I believe true peace of mind is hard to come by when your wealth is built on the misfortune of others.

The second path focuses on self-improvement and integrity. It’s about achieving success - not necessarily becoming extraordinarily wealthy, but being financially secure through ethical means. This involves selling something genuine and earning a living through honest work. This approach not only fosters a sense of pride but also contributes positively to society.

“The first path to success involves using any means necessary to become rich. The second path focuses on self-improvement & integrity.”

Evolve: What’s a particular moment or achievement in your career that you often reflect on, and why does it continue to inspire you?

Salim Ghauri: Our greatest achievement is creating a technology that had never been developed in Pakistan before. While our country has long been recognized, MA SHA ALLAH, for its textile and basic products, we lacked a strong intellectual presence - something that showcases our capabilities as innovators.

At NetSol, we have changed that narrative. We provide advanced solutions to some of the biggest names globally and manage their portfolios effectively. We invest billions of dollars into the design and development of our software, crafted by talented Pakistani engineers. Now, MA SHA ALLAH, we have a presence around the world and are recognized as creators of intelligent and innovative solutions. This represents our most significant contribution to Pakistan.

Evolve: Looking back on your career of almost 45 years, is there anything you wish you had done differently, or any advice you would give to your younger self?

Salim Ghauri: That's a very interesting question, and I have an equally interesting answer. Let me pose a question to you: if none of my challenging experiences had been difficult, where do you think I would be today?

For instance, from 1980 to 1983, I partnered with a Saudi colleague to start a software development company. However, when the business began to stabilize, he unexpectedly kicked me out and took away my partnership. At the time, it felt devastating. I was just 22 or 23, and everyone had seen me as a promising entrepreneur. Yet, looking back, I realize that this setback was actually a blessing. If he hadn’t dismissed me, I might still be in Saudi Arabia today. During that difficult period, I struggled to understand why it happened. I found myself questioning Allah, only to feel a sense of reassurance that this was a pivotal moment for me. Allah was guiding me away from a situation that wasn’t right for me.

The lesson here is that the challenges we face today can lead to better outcomes tomorrow. It’s important to remember this, especially when life takes unexpected turns. You may find yourself wondering why things are going wrong when you’ve worked hard and feel deserving of success. However, these difficulties may be redirecting you toward your true path. Ultimately, you will reach a place where the hardships you experienced will make sense and guide you to new opportunities.

Evolve: What are you most excited about in the coming years, both about your writing and for NetSol Technologies?

Salim Ghauri: I believe I will write again. Whether just a few people read my book or only two learn from my experiences, my mission will be fulfilled, IN SHA ALLAH. I envision a third book in the future. Life is exciting and real, and I truly believe there are moments we must cherish and enjoy.

We often fall into the mindset that tomorrow or the next day will be better, which can diminish our appreciation for today. I refuse to adopt that perspective. I am happy and excited about today, reflecting on what we have accomplished so far. While I believe tomorrow will bring even more joy as we achieve greater things, it should never overshadow the excitement of the present moment.

“We are not just IT service providers; we are a product company that designs & develops our own products right here in Lahore.”

Evolve: What will be your message or advice for our Evolve readers who may be aspiring entrepreneurs, tech professionals, or individuals interested in your field?

Salim Ghauri: My first lesson is to be patient. When you start an enterprise, understand that success won’t come overnight. You won’t achieve your goals immediately.

Secondly, whatever plans you outline on paper will quickly become obsolete once you launch your business. The reality is that nothing will unfold as you initially envisioned. You must be ready to improvise based on what is actually happening around you. The world evolves rapidly; by the time you implement your plans, circumstances may have changed. While it’s essential to have a business plan that considers budget and resources, flexibility is key.

So, patience is paramount. Success will not happen overnight, and adaptability is crucial. Avoid the urge to argue that your initial plans were correct. Acknowledge that while you had good ideas, you must also stay attuned to your surroundings. Flexibility and improvisation are vital for success.

Also, be good to your team. When hiring, seek out the best talent and compensate them fairly. Trust them to do their jobs and guide you. Personally, I may not be the smartest, but I surround myself with talented young individuals who offer invaluable insights. I welcome their advice and even their disagreements. Leaders should recognize that their team can often be smarter and more educated. These young people are risk-takers, and it’s important to allow them to take those risks. If something doesn’t work out, support them rather than assigning blame. Embrace the learning opportunities that arise from these experiences, and together, you can try again.

Lastly, remember that there is no such thing as failure - only unsuccessful attempts. When you try something and it doesn’t succeed, you haven’t failed; you’ve simply encountered an obstacle. You become a failure only when you give up. If your attempt is unsuccessful, regroup and try again until you achieve your goals. Persistence is key; don’t let setbacks deter you.

“What I have is enough for me, & I’m happy. My main goal was to create a global enterprise representing Pakistan, & I have achieved that.”