S.No.

Company Name
1 Druva
2 Whatfix
3 Chargeebee

4
Procol
5 Mindtickle
6 Fareye
7 CleverTap
8 Icertis
9 SirionLabs
10 WebEngage
11 Darwinbox
12 Exotel
13 E2E Networks
14 Zoho
15 Freshworks
16 Vymo
17 Postman
18 Docusign
Description
Enterprise data protection and management, Unicorn category
DAP solutions, 300%YoY growth, Multiple other recognition, backed by sequoia
Billing and subscription management tool
User friendly procurement software to help companies reduce costs and digitize procurements by replacing
tradiitonal emails
Sales readiness platform to help companies improve sales and increase revenues by aligning content, analysing performance
and optimizing behaviour throughout their sales organizations.
Predictive logistics platform to execute, track, collaborate, predict and optimize movement of goods
Customer retention platform combining analytics, segmentation and engagement tools for companies to build long-term relation
with customers.
Cloud based contract management software. Provides critical contract information and brings strategic advantage for consume
Contract management Software, use AI tools to digitize processes in a contract lifecycle
Enable greater user engagement for e-commerce businesses. Helps companies with effective marketing.
Provides companies HR Management Suite on cloud with services covering workforce management, payroll and expenses, tale
acquisition and talent management.
Cloud based platform for building communication products for companies; empower teams to work remotely
One of the largest public cloud solution provider
Provides cloud based customizable CRM platform for companies, enhances remote working capabiities of companies
Provides SAAS services to small and medium sized companies to engage and support their customers through email, phone a
website.
CRM Buildstotechnology
platform that isforce
automate sales easyof
tocompanies.
use for everyone.
Collect sales data, relate sales activities to outcomes and enable sales pe
to focus on high ROI activities.
Cloud based platform to help companies for API development. 500,000 companies use Postman as of 2021.
E-signature software tool. Can aign agreements in 44 languages and send them in 14 products. Helps companies in the contra
management cycle.
 Funding/ Stage

nalysing performance

build long-term relationships

dvantage for consumers.

roll and expenses, talent

of companies
hrough email, phone and
es and enable sales people

mpanies in the contract

Insights
Sales Process- Enters into partnerhsips with established companies to expand customer base
Examples
Sales Team-include Dell and
Enterprise PartnerSync
Sales, Business Development and Sales Representatives
Sales Process- Representatives cold call/email prospects, then focus is on generating leads and marketing.
1. Inbound
Sales
Their Team-
main leads enterisfreshworks
Enterprise
challenge Sales and
selling CRM
Customer
to customers and globally.
BDR's
Success doThey
mannual research
overcame by having a lean sales team.
which complements
Sales Process- Salesleads
cyclescoring
involvesondiscovery,
CRM 2. SDR's getand
building in touch with lead
managing over call or email, book for
relationships,
mapping potential clients and acquiring new customers and preparing sales projection reports
and monthly sales plans.
Sales Training-
Also involves There is also
developing specialized
strategies onboarding
to improve renewalprogram for sales
rates and reduce representatives
churn rates and detailing about the
identifying
company's vision and the
product expansion activities. various products they use.
and pain points of customers.
Sales Tools- Also use tools like CRM for automating price quote process and e-signatures
Sales Process- Drive sales growth through partnerships. Ex- Recently entered into a strategic allaince
with KPMG.
Sales Process- Help find prospects, score leads, send emails/cold calling and report the results.
Sales
and founders Use analysts
Tools- Developed
did the such
BOX
selling. as Gartner,
platform
Later, upon Forrester
to expansion
keep and team
customers
sales IACCM
engaged
wastofrom
increase
hired. outreach
beginning from customers.
to reduce churn rate
USP- along
"lost" Client with
referrals- incentives
the reason or same.
for the targets5.for sales representatives
Tracking- Sales dashboard were is designed accordingly
used to track performance of
sales representatives.
Sales Tools- Pipeline CRM for managing sales process
Have a dedicated
Developed training
an internal dataprocess
base tofor sales
share representatives
information acrossincluding
different onboarding
teams and using technology (CRM)
Sales Process- Uses its own CRM for automation (reduced product
Focus on outbound sales- develop strategies and identify customer pain points. acquisition cost)
Key People- Rajesh Sabhlok (Chief Customer Officer)
Sales
Key Process:
People- Sam1. Jones
Prospecting (scouting
(Director for and
of Sales) new Wes
leads) 2. Contacting
Schifone (approaching
(Director of Customerleads to gather information)
Success)
and sales
Sales quotas.
Process: Focus on customer success to create stronger relations (provide key insight into direct user
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