There have been many important choices and strategies that have been instrumental to our journey. The first that comes to mind is our “sales before expense” approach—we chose to remain internally funded and profitable, growing and expanding carefully alongside our client base
In this exclusive Founder Friday interview, PayGroup visionary Mark Samlal opens up about the inspiration that led to the creation of PayAsia.
His story started with a mission: to transform how businesses of all sizes handle payroll, HR, and compliance. Mark shared how, early on, he saw the unique challenges businesses faced, especially those expanding into Asia.
“We recognised the challenges faced by Asian businesses and entities of multinational corporations expanding in Asia, and we wanted to help them navigate the complexities of workforce management,” he explained. As we dive deeper into his entrepreneurial story, we explore the strategies and decisions that led to PayGroup’s eventual acquisition by Deel in 2022, and the lasting impact it has had on both companies’ success in the global payroll market.
He then spoke about the company’s global expansion, noting that four years after its founding, they had already broadened their services to support organisations around the world. “We provided tier-one SaaS solutions and services developed in Asia, enabling our clients to go live in a matter of weeks or months, rather than the months or years they had experienced with other providers,” he explained. He highlighted that this approach led to greater efficiency, better return on investment, and enhanced compliance.
Passion for HR teams globally was another key point Mark stressed. He shared, “I’m very passionate about making sure HR teams across all corners of the globe have the same access to the tools and knowledge to help their organisations thrive.”
He went on to discuss the acquisition of PayGroup by Deel in November 2022, mentioning how the integration of both companies helped further support clients. “Since Deel’s acquisition of PayGroup in November of 2022, we’ve integrated our offering and supported even more customers, making great strides to bring PayGroup and Deel’s shared vision to fruition.”
Sales before expense
When reflecting on the important decisions and strategies that have contributed to the growth of PayGroup, Mark highlighted several key moments. One of the earliest and most crucial choices was their “sales before expense” approach, which allowed them to stay internally funded and profitable. “We chose to remain internally funded and profitable, growing and expanding carefully alongside our client base,” he explained.
Mark also noted the significance of launching their HR app in 2013, which was a pioneering move in Asia. “The first in Asia!” he proudly stated, emphasizing the app’s role in their growth. A major milestone in the company’s journey came in May 2018, when PayGroup completed its IPO on the ASX, following a period of growth and acquisitions. “In May 2018, after a period of growth and acquisitions, we completed our IPO on the ASX, followed by four further acquisitions completed with great founder-led companies.”
He went on to discuss the company’s integration with Deel, calling it incredibly valuable for their growth trajectory. Mark noted that, through serendipitous timing, PayGroup had begun engaging with Deel through its global partner program, and when the opportunity to explore buyers came up, it felt like a natural step to join forces with Deel.
“As a result of serendipitous timing, we had begun engaging with the company through its global partner program, and when the time came to consider buyers, joining the Deel umbrella felt like a seamless and natural step,” he said. With shared services and a vision closely aligned with their own, Mark expressed how rewarding it has been to evolve with Deel and offer customers a full-stack solution to simplify global workforce management.
From start-up to scale-up
Automation is one of our big focuses this year as we’re seeing more HR teams leverage AI to pull together hiring and payroll strategies.
When asked about what sets PayGroup apart from other businesses in the industry, Mark pointed to a significant challenge many businesses face. He shared that research indicates 71% of HR or finance professionals rely on up to five tools for payroll, which is both costly and prone to errors.
“We tackle this issue by offering a completely holistic view of an organisation’s workforce and integrated tools that reduce reliance on multiple, costly solutions,” he explained.
He also discussed PayGroup’s unique offerings, highlighting their integration with Deel and how it allows them to provide services like Professional Employer Organisation (PEO) and Employer of Record (EOR). This, he said, enables businesses to expand into new markets while navigating the complexities of local compliance.
“With payroll coverage in 90+ countries, we offer an unmatched solution in the market,” he added. Mark went on to talk about PayGroup’s approach to payroll in Australia, noting how they consolidated the three main areas of payroll for the largest employee types. “By making these three areas easily accessible and manageable via one platform, PayGroup and Deel can support Australian employers’ complete payroll needs,” he remarked.
As for staying ahead in the competitive market, Mark emphasized the importance of keeping a close eye on market trends and the evolving nature of work. “At Deel, we’re our first user, which helps keep us poised to break new ground and innovate for our customers,” he said. He also pointed out that automation has become a key focus for the company.
“Automation is one of our big focuses this year as we’re seeing more HR teams leverage AI to pull together hiring and payroll strategies,” Mark shared. He explained how Deel’s AI tool helps businesses comply with local laws and hiring regulations in over 150 countries, ultimately saving time and reducing manual work. When discussing the challenges PayGroup faced, Mark highlighted the complexity of integrating diverse teams through acquisitions.
“We’ve completed several acquisitions over the years and blending diverse teams with unique cultures and approaches has required careful coordination,” he shared. He acknowledged that it was undeniably challenging but emphasized how they tackled each obstacle by prioritizing team engagement to ensure smooth transitions and collaboration. He also noted the introduction of processes for cross-selling between client bases, which he stated had a significant impact on enhancing ROI.
Mark also pointed to legacy technology as another hurdle they had to navigate. He explained, “Navigating legacy technology also created hurdles for our team.” According to him, the key to overcoming this challenge was having a clear plan to help teams understand and implement new or inherited technology requirements in advance. Reflecting on the experience, Mark mentioned that, “As with many aspects of building a business, early planning and open communication have been crucial for success.”
Team triumph
Mark’s advice to aspiring entrepreneurs is simple yet profound: “Measure success on your terms.” He emphasizes the importance of setting clear goals and tracking progress based on personal values rather than getting distracted by competition or the rush to scale quickly. For him, it’s been essential to “look inward and to the past for clear indications of what might happen next,” a mindset that has guided his decisions along the way.
He also underlined the timeless principle that “cash is king.” Mark explained that managing healthy cash flow is crucial for sustainable growth, especially when facing market dips. “It’s important to grow sustainably and managing a healthy cash flow enables you to plan for market dips, when your team may need to tighten your belt,” he noted.
Lastly, Mark encourages entrepreneurs to focus on building a strong team, saying, “Invest in a strong team that shares your passion and ambitions.” He advised founders to recognize the “superstars” within their teams, even those not directly reporting to them, and prioritize nurturing their growth to ensure a company’s long-term success.
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