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Software development companies · Lead generation

Turn the two-line idea into a scope before quoting it.

Lead generation for a software firm is bringing enquiries in and finding out, before an estimate is given, what is actually being built and who is paying for it. GullySales builds the outreach lists, the qualifying questions and the record of what each source produced.

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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 software development companies 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 software development companies

Sales and marketing for software development companies, the overview.

Last updated 5 Oct 2026.

For software development companies

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

  • “A price given on a two-line idea becomes the ceiling”

    Whatever number you say first is what the founder remembers once the scope has doubled.

  • “One client paying the salaries is not a pipeline”

    The month that account cuts scope, the founders are back on LinkedIn between production releases.

  • “Delivery stops selling every release”

    The people who can sell are the people fixing production, so the pipeline dries in exactly the busy months.

What we do

What we deliver for software development companies.

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

  1. A qualifying call before any estimate

    The problem, the users, the deadline, where the budget comes from and who signs, asked in order and written into the CRM.

    Result: Nobody quotes a number on a WhatsApp message.

  2. A paid discovery offer with a fixed fee

    A short priced stage producing a scope, an architecture note and an estimate, with the fee set against the build if it goes ahead.

    Result: The estimate rests on understanding rather than a guess.

  3. An outreach list narrowed to one domain

    Companies in the trade you know best, with the founder, the IT head and the problem they are likely to have researched beforehand.

    Result: Replies come from people who recognise themselves.

  4. Referral arrangements with ERP vendors and CAs

    A note for the advisers who see clients outgrowing spreadsheets, setting out what you take on and what you do not.

    Result: Projects arrive from somebody the buyer already pays.

  5. One view of every live opportunity

    Each deal by stage, owner and next action in a single view, reviewed with the partners at a fixed time.

    Result: Selling continues through a heavy release month.

  6. Every opportunity marked with its source

    Where each enquiry, discovery and signed contract came from, reported against the baseline recorded before work starts.

    Result: You invest in the source that produced contracts.

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

Where a software project enquiry starts, and what to capture before any estimate leaves the firm.

A referral from a past or current client
Record who referred, what they said about the work and the new buyer's role. Ask the referrer's permission before you name them, and thank them in your own way.
A Clutch or GoodFirms profile enquiry
Tag the profile and the project type chosen on the form. Check what the buyer has seen on the profile and ask which other firms they are talking to.
A reply to LinkedIn outreach
Note the post or message that brought the reply, the person's role and whether they hold budget. Move the talk to a call within a day or two, not a long thread.
A website form after a case study
Log the case study page the visitor read. Ask what is being built, who pays, the target date and whether code already exists. Then book the first call.
A tender or GeM requirement
Record the department, the requirement, the deadline and the eligibility conditions. Check turnover and experience clauses before putting engineer time into a response.
A past client's next project
Tag the earlier project and who asked. Repeat work is the cheapest lead, so record the date of the last release and what the client said was still left to build.

Who it is for

This is written for these software development companies.

  • Custom software development companies
  • Mobile app developers for Android and iOS
  • Product engineering firms working with startups
  • IT consultants and technology advisers
  • SaaS product companies selling to Indian businesses
  • Offshore development centres serving overseas clients
  • Firms specialising in one domain, such as healthcare, logistics or fintech
  • Low-code and automation developers
  • Software firms bidding for government work on GeM

Not for

It is not the right fit if.

  • One anchor client takes the whole team, and a new project could not be started without hurting that account.
  • You have no one who can run a discovery call, so a founder would still have to leave delivery for every lead.
  • You expect enquiries to arrive with a fixed price request and have no way to scope them first.

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
How do we answer a request for a fixed price?
Offer a paid discovery that produces the scope and the estimate. Serious buyers accept it, and the rest were comparing rates.
Where do new clients come from besides referrals?
Incubators, ERP vendors, CAs and narrow outreach in one domain. Tag every opportunity so you know which one repeats.
Should we sign an NDA before the first call?
Not usually. The first call can stay general: the problem, the users, the timeline. Sign when the buyer needs to share real data, code or plans. Keep a standard NDA ready so signing never holds up a serious prospect, and read the buyer's draft before you sign.
Who should take the first call, a founder or a salesperson?
Whoever can discuss the build in plain terms. A salesperson can qualify and book; an engineer or founder should join once the scope appears. A buyer who talks to someone unable to answer a technical question will take the next firm's call instead.
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 software development companies.

All articles

More for software development companies

Everything else we would do for you.

Closest to this: leads and follow-up

Also for software development companies

Or start from the overview: sales and marketing for software development companies.

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