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ERP software providers · Lead generation

Turn a demo request into a deal your presales team wants to work on.

Lead generation for an ERP provider is the work of getting enquiries from businesses that have a reason to change this year, and knowing which ones they are before presales builds anything. GullySales sets the questions asked before a demo, records every stakeholder met, and brings back the deals that went quiet.

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Scope, fee, reporting and term are agreed in writing after we have read your brief and spoken to you.

Realistic editorial illustration of erp software providers at work in India

What lead generation means

Lead generation is the combined work of every channel that brings in a new enquiry, whether from search, adverts, referrals or a stall at an exhibition. GullySales runs these channels together and reports the number of enquiries each one produced, not the activity behind it.

Also for ERP software providers

Sales and marketing for ERP software providers, the overview.

Last updated 5 Oct 2026.

For ERP software providers

Where it usually goes wrong, and what we would do.

  • “A free customised demo is the most expensive thing you give away”

    Two days of presales go into one, and a comparison shopper uses it to push another partner's price down.

  • “The buyer arrives with a trigger and a date”

    A bank wanting better stock statements, e-invoicing reaching their turnover band, or a son joining the business. Ask for it on the first call and the timeline stops being a guess.

  • “Half your pipeline is four months old and unopened”

    The distributor who saw two demos last year has not been called since, and nobody remembers what the last objection was.

What we do

What we deliver for ERP software providers.

Every deliverable, what it covers for you, and the result it is there to produce. Nothing here is an extra.

  1. A discovery call that happens before any demo is built

    Fifteen questions on current system, user count, the trigger, the go-live month and who signs, asked on a call your salesperson runs from a printed sheet.

    Result: Presales builds for prospects who have already given you something.

  2. A paid process study to replace the free custom demo

    A priced study of the buyer's process with a demo on their own items and ledgers, adjusted against the implementation fee if they sign.

    Result: Comparison shoppers step back and serious buyers commit early.

  3. Every stakeholder recorded against the deal

    The owner, the accounts head, the stores in-charge and the external CA, with what each one asked and what they were told, kept where the next person can read it.

    Result: A deal survives the salesperson who leaves.

  4. A referral route through chartered accountants

    A short note a CA can forward, an introduction meeting format, and a record of which accountant sent which enquiry.

    Result: The person owners ask first starts naming you.

  5. A revival list for demos older than three months

    Every stalled deal grouped by trade and by the objection that stopped it, with a reason to call that is not just checking in.

    Result: Last year's demos turn back into conversations.

How the result is measured

  • Enquiries generated
  • Cost per enquiry
  • Enquiries by source

Recorded as a baseline before work starts, so every later report has an honest comparison.

Read the full demand and lead generation page

Where enquiries come from

The places an ERP provider's enquiries arrive, and what to record at each.

Demo request on the website
Record the company, the number of users and the system now in use. Do not book a demo before a discovery call has asked who signs and why they are changing.
Referral from an accountant or auditor
Note the accountant's name, the client and the pain described. Thank the accountant with the outcome. A CA who has seen the client's books often knows the trigger better than the client.
Tally or add-on partner passing a customer on
Record the partner, the client and what Tally could not do. Agree in writing who owns the account, so the partner does not feel the client was taken.
Software directory or review site enquiry
Log the directory, the module asked about and the company size. These buyers contact several vendors, so call before the next vendor and ask what they have already seen.
Existing customer asking for a new module or branch
Record the customer, the module and the number of new users. These are your easiest sales, so assign an owner and a date for the quote.
A compliance or system change forcing a decision
When a tax or reporting change makes a spreadsheet or old system unworkable, record what changed and the date it applies. Open the call with that, as the deadline is the buyer's reason.

Who it is for

This is written for these ERP software providers.

  • ERP implementation partners for SAP Business One, Odoo or Microsoft Dynamics
  • Tally partners selling add-ons and customisation
  • Zoho partners and implementation consultants
  • Industry-specific ERP product companies
  • ERP providers for pharma and retail distribution
  • Manufacturing ERP and MRP software vendors
  • Construction and project ERP providers
  • Cloud ERP and SaaS accounting providers for small businesses

Not for

It is not the right fit if.

  • Presales is already stretched and cannot take on more demo requests without a gate in front of them
  • You have not yet decided who answers an enquiry first, so a new source would add to the pile that waits

How it works

How the lead generation work runs

The work itself, in order. How an engagement starts, from your brief to a written scope, is set out on our method page.

  1. 1

    Understand your capacity

    We ask how many enquiries your team can answer well, who answers after hours, and what a good enquiry looks like. Without this, the system fills a funnel nobody is watching.

  2. 2

    Audit current sources

    We read your call log, WhatsApp chats, enquiry sheet and platform dashboards. The baseline is recorded: enquiries by source, reply time, conversion and cost per order.

  3. 3

    Strategise the channel mix

    Search and maps are chosen for people ready to buy, ads for people who are not yet looking, and content and referrals for trust.

  4. 4

    Implement capture and follow-up

    Pages, forms, tags, the lead record and the first-reply message are built and tested end to end. We submit test enquiries ourselves before any media money is spent.

  5. 5

    Measure and optimise

    Enquiries are traced to source and judged by what became orders, not by volume alone. Channels that fill the sheet with poor enquiries are cut back. How often you are reported to is agreed in writing.

Where this fits

Three pieces of sales work, in this order.

This work sits inside sales process design, at stage 1, prospecting and lead generation. The audit comes before it, and sales management keeps it running.

  1. Step 1

    Sales audit

    Find where deals are being lost and what to fix first.

    Start here if you cannot say where orders are lost.

  2. Step 2 · you are here

    Sales process design

    One written way to sell, from first enquiry to repeat order.

    Start here if every salesperson sells differently.

  3. Step 3

    Sales management

    A target, a review routine and someone who owns the number.

    Start here if the team has targets and no routine.

Tell us what you need Your brief is read before we call. Scope, fee and term in writing.

FAQ

Questions owners ask before they call.

Not here? More answers, or ask on WhatsApp.

Tell us what you need
Where do our best ERP enquiries actually come from?
The accountant, an existing customer's sister concern and the trade association meeting. We trace last year's signed implementations back to first contact, so you spend where they came from.
Should a salesperson or a presales person take the first call?
Sales, with a written question sheet. Presales time is the scarce thing, and it should be spent after you know the user count and the trigger, not before.
How do we tell a real project from someone collecting prices?
Ask who will sign, what happens if nothing changes, and by which month they want to go live. A buyer who answers all three has a project. One who cannot is collecting prices, and gets a short reply with a link to your process study.
A partner's client asks us for a discount. What do we do?
Decide before the conversation who owns the account and what discount you can give, and tell the partner first. Quoting the client directly under the partner's nose ends the partnership. Record the discount and who agreed it.
How long is the contract?
The term is agreed in writing after we have spoken, along with the fee and the reporting. It is never a default twelve months, and renewal is decided on the numbers against the baseline recorded at the start.
How soon will we see results?
It depends on the trade, the channel and what is already in place. After we have read your brief and spoken to you, we say what we would expect to move first and how it will be measured against the baseline. Nothing here is guaranteed.
Who will actually do the work?
The person you speak to before anything starts. We work from one office in Nagarbhavi, Bengaluru, with no account managers in between.
What do you need from us?
Your brief, and a conversation. After that, access to whatever this work touches, such as your website, your accounts or your enquiry record, and time with the people who handle your enquiries.
What if we are not happy with the work?
Tell us and the plan changes. Everything is reported against the baseline, so a number that is not moving is visible to both sides. The term is in your written scope, and the refund and cancellation policy sets out the rest.

From the blog

Further reading for ERP software providers.

All articles

More for ERP software providers

Everything else we would do for you.

Closest to this: leads and follow-up

Also for ERP software providers

Or start from the overview: sales and marketing for ERP software providers.

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