B2B SaaS startups · Other
Get from the founder's network to customers who found you themselves.
The first ten customers came from the founder’s phone book. A former colleague tried the product, a college senior introduced the CFO of a logistics firm, and a stranger found the product on LinkedIn after a post. Customer eleven has never heard of you, and your team has not made that sale before.
Scope, fee, reporting and term are agreed in writing after we have read your brief and spoken to you.
In one paragraph
A B2B SaaS startup sells software by subscription to other businesses, and in the early years the founder is the one selling. GullySales builds the outbound list, the positioning and the follow-up routine aimed at buyers beyond friends of friends, and records every trial and demo in one place.
The product may be sound and the gap still sits elsewhere: who exactly the buyer is, what that buyer types into Google, and what happens after a demo goes well and then goes silent. A sales hire made before those answers exist is paid to go and find them.
Last updated 18 Oct 2026.
How buyers decide
How B2B SaaS startups are chosen.
A buyer at a mid-sized Indian company does not go looking for a new tool. A pain gets bad enough, such as invoices chased by hand, a spreadsheet that three people overwrite, or a compliance form that eats a week, and someone is told to fix it. They ask peers on LinkedIn and WhatsApp groups, search for the problem rather than the product category, and shortlist two or three vendors from a comparison page or a recommendation.
Then the cheque has to be justified. The finance head asks what happens to the data, the IT lead asks about integrations and hosting, and the founder of a small firm just wants to know who picks up the phone when something breaks. A clear page on security, a named onboarding contact and two customers willing to talk give that buyer something to take into the meeting.
After the trial, price and the effort of switching weigh most. A tool that arrives empty is easy to abandon, so help loading the team's own data in the first days matters as much as any feature.
The problem
What usually goes wrong for B2B SaaS startups.
What owners tell us on the first call, in their words.
“Every customer so far came through the founder”
If the founder stops selling for a fortnight, the pipeline is empty. Nobody else has the list, the pitch or the follow-up dates.
“Demos go well and then the prospect goes quiet”
The decision maker saw it, liked it and wrote nothing down. Without a dated next step, the deal sits for months and is then lost to a spreadsheet.
“We cannot say who the product is for”
The website lists five industries because early customers came from five industries. Visitors from none of them see themselves.
“Trial signups never talk to a human”
People enter an email, click around for a few minutes and leave. No one asks what they were trying to do, so nobody learns why they left.
“Rupee and dollar pricing confuses buyers”
Indian buyers ask for a quote in rupees with GST shown, foreign buyers want a card checkout, and the page treats them as one audience.
“Content gets written for investors, not buyers”
The blog covers the founder's thesis on the market. Nobody searching for the problem ever lands on it.
What we do
What we do for B2B SaaS startups.
Everything included for B2B SaaS startups.
Ideal customer profile and buyer map
A one-document description of the company size, the trigger event, the job title who feels the pain and the job title who signs. Built from your closed deals and the lost ones, not from a template.
Outbound list and first sequences
A list of target companies with the right contact named, and LinkedIn and email sequences that open with the problem rather than the product. Replies land in your CRM with the source noted.
A sales playbook taken from your own calls
The questions that qualify a prospect, the objections you hear most, the answers that worked, and the point in the call where deals stalled. Written so the first sales hire can use it on day one.
Trial and demo follow-up routine
Every signup and demo gets a reason-for-visit question, a dated next step and a reminder. Prospects who go quiet get a reply that offers something useful rather than a nudge.
Comparison, use-case and security pages
Pages for the alternatives a buyer is weighing, for each use case you serve, and one plain page answering the data, hosting and access questions a finance or IT head will ask.
How the result is measured
- Demos booked, by source
- Trial signups that spoke to a person
- Demos with a dated next step
- Deals lost, with the stated reason
- Time from first reply to first demo
- Paid accounts traced to the channel that started them
Recorded as a baseline before work starts, so every later report has an honest comparison.
Every service, written for B2B SaaS startups
Each has its own page: what it involves for B2B SaaS startups, what you get, and what it is measured on.
- Lead generationFind buyers who have the problem your software solves, beyond the founder's contacts.
- SEOBe the page a buyer finds when they search for the problem your software solves.
- Social media marketingMake the founder's LinkedIn and your product's channels work as one sales channel.
- Content marketingPublish what a buyer needs to read to trust software they have never used.
- Buyer personaWrite down who feels the pain, who approves the spend and who stops the deal.
- CRMKeep every trial, demo and renewal in one record the whole team can read.
- Follow-up systemsGive every demo and trial a dated next step so no deal goes silent by accident.
- WhatsAppUse WhatsApp for the conversations where Indian buyers already prefer to reply.
- Digital marketingChoose the few channels that bring demos and drop the ones that only bring clicks.
- WebsiteBuild a site that tells a stranger who it is for, what it does and what to do next.
Worth a page and a campaign of their own
A written ideal customer profile with named job titles · Positioning that says who the product is not for · An outbound list built from real companies, not scraped bulk data · Founder-led sales calls recorded, reviewed and turned into a playbook · A demo flow with a dated next step at the end · A trial follow-up routine that asks what the person was trying to do · Comparison and alternative pages for the searches buyers already make · Case study pages built from customers willing to be named · A pipeline view the founder can read in two minutes
Priority campaigns
Campaigns for what B2B SaaS startups most want to sell.
Each one planned around when your buyers decide, and measured against the baseline.
Problem-led outbound to one segment
An outbound push to one tightly defined set of companies, such as logistics firms in the Bengaluru and Chennai belt. The message names the problem the product removes and offers a short call.
Alternative-to search campaign
Search ads and a landing page for people typing the name of a rival tool or a spreadsheet-based workaround, with a rupee-priced plan visible on the page.
Customer story drive
Short conversations with two or three happy customers turned into pages, a LinkedIn post each and a one-page PDF for sales calls. Named only with their permission.
Webinar for a single job title
A practical session for finance heads or HR managers on the problem, promoted on LinkedIn and to your list, with the recording sent to each person who registered.
Lapsed trial recovery
A message to each person who started a trial in the last six months and did not convert, asking one honest question about what stopped them.
Beyond search
Where we reach buyers of B2B SaaS startups, beyond Google.
Search matters, but it is rarely the only way this industry's buyers find a supplier.
LinkedIn and founder communities
Finance heads, operations managers and CTOs ask each other what to use in these threads. Posts and replies go out in the founder's own voice, and each demo is traced back to the conversation behind it.
Search for the problem
Searches such as how to automate GST invoice reconciliation or best attendance software for factories each get one page, ending in a clear next step.
Referral through accountants, consultants and implementation partners
CA firms, ERP consultants and freelance implementers recommend tools to the clients they serve, and a short partner pack with a simple referral arrangement gives them something to hand over.
Cold email and WhatsApp to a named list
Low volume, researched, one message per company. Replies go to a named person on your team, not to a shared inbox.
Marketplaces and review sites
Listings on software review platforms and, where it fits, cloud marketplaces, with real customer reviews collected and replied to.
Who it is for
This is written for these B2B SaaS startups.
- Early-stage SaaS selling to Indian SMEs and mid-market firms
- Vertical SaaS for one trade, such as clinics, schools, dealers or builders
- Developer tools and APIs sold to engineering teams
- HR, payroll and compliance software for growing companies
- Finance and accounting tools sold through CA firms
- Indian-built SaaS selling to buyers in the US, UK or Middle East
- Spin-offs from services firms that turned an internal tool into a product
- Bootstrapped founders who have not raised and cannot hire a sales team yet
Not for
It is not the right fit if.
- You want a guaranteed Google ranking or a guaranteed number of leads. Nobody honest can promise either.
- You need enquiries by next week and have nobody to answer them.
- You want posts and reach reported, not enquiries and orders.
How it works
From your first message to the first report.
No open-ended retainer. Every step gives you something in writing.
First
Your brief
You tell us what you need in a few short steps: your business, what you want, where enquiries come from and how they are handled.
After the brief
A conversation and a written scope
We read it, then talk with whoever handles your enquiries. If you want our help, the scope, the fee and the reporting come in writing, and nothing starts before you have read them.
Before work starts
Baseline recorded
The numbers this work is meant to move, such as enquiries, quotations, orders, visits or renewals, written down so every later report has an honest comparison.
After the baseline
The first fix goes live
The fix we agreed to start with is put in place and measured against the baseline, whether that is a reply, a follow-up, a page, a listing or the handover between marketing and sales.
As agreed
Report against the baseline
What moved, what did not, and what changes next, in plain words. How often you get it is set in writing before work starts.
At renewal
Renew on the numbers
The term ends and you decide whether to continue from the results. The length is agreed in writing before anything starts.
How the work runs for B2B SaaS startups
- 1
Collect what you know
Who buys, who has bought, what you charge in rupees or dollars and what the team can handle are written down before any call.
- 2
Record the baseline
Where signups, demos and paid accounts come from today, how long a first reply takes and how many deals go quiet after the demo are counted from your CRM or inbox.
- 3
Define the buyer and the pitch
The ideal customer profile and positioning are written and checked against your last ten wins and last ten losses.
- 4
Run one outbound segment and one inbound page set
Starting narrow means any result, good or bad, can be traced to one message or one page.
- 5
Review against the baseline and extend
Segments and pages that bring demos are widened. The ones that do not are dropped and the reason is written down.
Why us
Why owners pick GullySales over an agency.
Marketing and sales, as one job
Most agencies stop at the enquiry. We also fix what happens after it: the reply, the follow-up, the quote and the CRM.
The person on the first call does the work
No account managers in between. You are never handed to someone you have not met.
A baseline before anything starts
Your numbers are written down on day one, so every later report compares against something honest.
The fee in writing, split three ways
Our time, your media spend and production on separate lines. You always see what goes to us.
No guarantees we cannot keep
The term is agreed in writing and never a default twelve months. We never promise a ranking or a lead count, because nobody controls those.
One office, and we say so
Nagarbhavi, Bengaluru. We work across India by call and WhatsApp and travel when a session needs to be in person.
#257, 3rd floor, Sri Nanjundeshwara Complex, Nagarbhavi 8th Block, Outer Ring Road. How we work.
Engagement options
Ways to work with us.
Pick the size of commitment that fits. Every option starts with your brief and a conversation.
Option 1
The conversation on its own
A call after you send your brief. It says honestly whether you need outside help, and many fixes are ones your own team can make.
Option 2
One fix, scoped
Start with the fix that matters most, such as reply time or follow-up. The fee is in writing before anything starts.
Option 3
An ongoing programme
We run the work, report against the baseline, and you renew on the numbers. The term and the reporting are agreed in writing first.
Option 4
Guidance for your own team or agency
We plan, brief and check the work of your in-house team or current agency, instead of replacing them.
Your brief
Tell us what you need, and we will read it before we call.
Eight short steps about your business, what you want and who decides. Most questions are a tap, and you can skip any you would rather answer on the call.
FAQ
Questions B2B SaaS startups ask before they call.
Not here? More answers, or ask on WhatsApp.
Do we need a sales hire before we start?
Can you work with a product that is still changing?
Do you write the LinkedIn posts as the founder?
How do you price this?
We sell to buyers abroad as well. Does that change anything?
How long is the contract?
How soon will we see results?
Who will actually do the work?
What do you need from us?
What if we are not happy with the work?
Part of Other. See the other industries in the sector.
Your next practical step
Tell us what you are trying to grow, and we will read it before we call.
Eight short steps, mostly taps. Skip anything you would rather answer on the call.