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Software testing companies · CRM

Track each trial from the first enquiry to the second release.

A CRM for a testing company records who enquired, which domain they work in, what trial was offered and whether it led to a second release. GullySales works on the fields, stages and views so that your team can see where each opportunity stands.

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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 CRM means

A CRM is the record where every enquiry, call and quote is kept against a customer, replacing separate notebooks, spreadsheets and memory. GullySales sets up or cleans an existing CRM and reports from it by enquiry outcome rather than by activity logged.

Also for software testing companies

Sales and marketing for software testing companies, the overview.

Last updated 18 Oct 2026.

For software testing companies

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

  • “The trial is the real stage, not the proposal”

    A testing deal turns on whether the one-release trial goes well and continues. A CRM with stages like proposal sent and negotiation hides the point where deals are won or lost. Make the trial and the second release stages of their own.

  • “Domain is a field that a standard CRM lacks”

    Whether the lead is lending, claims, hospital software or e-commerce shapes which case to send and which tester to bring. If that sits only in someone's memory, the next follow-up is generic.

  • “Agencies and direct clients need different handling”

    A studio that sends several clients behaves unlike a product firm buying for itself. Record the source of each opportunity and the agency behind it so that partner referrals can be thanked and measured.

  • “Procurement documents belong with the account”

    Empanelment forms, signed confidentiality terms and security questionnaires get asked for again at each renewal. If they live in someone's inbox, the account manager rebuilds them every time.

What we do

What we deliver for software testing companies.

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

  1. A stage design for trial-led selling

    Stages from enquiry to scoped trial, trial running, report delivered, second release and engagement, each with an exit rule.

    Result: A pipeline that mirrors the way your deals actually move.

  2. Fields for domain, role and source

    Fields for the domain, the role of the contact, whether it came via an agency and the release date at stake.

    Result: A list view you can filter by domain or by agency.

  3. A document attachment routine

    A place on each account for the empanelment pack, confidentiality terms and security answers.

    Result: Account pages where a procurement request can be answered from one place.

  4. Views for the sales lead

    Saved views for trials running, reports awaiting feedback and accounts with no contact since a given date.

    Result: Views that the sales lead opens in a review meeting.

  5. An import from current records

    A one-time clean-up of the contacts in spreadsheets and email into the chosen CRM.

    Result: One list of contacts with duplicates merged and the fields filled.

  6. A short guide for testers

    A page for test leads on what to note after a call with a client, in their own words.

    Result: Notes from the delivery side that reach the account record.

How the result is measured

  • Enquiries logged in the CRM
  • Data completeness
  • Reports generated from CRM data

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

Read the full CRM implementation and customisation page

Fields worth keeping

The fields a testing firm needs to track a trial through to a second release.

Domain
Filled by the salesperson at first contact. It lets you see which domains bring trials and where to build depth.
Trigger event
The failed release or launch that started the enquiry. It tells you how to time the next message.
Trial scope and release date
Filled when the trial is agreed. It sets the date of the review call.
Roles on the client side
Product, engineering, procurement and any agency. Each deal turns on who raised the issue and who signs.
Procurement documents received
Vendor forms and terms attached to the account. It stops the same paperwork being requested twice.
Second release outcome
Filled by the test lead after the trial. It shows whether the trial turned into continued work and why or why not.

Who it is for

This is written for these software testing companies.

  • Manual and functional testing teams
  • Test automation and framework specialists
  • Performance and load testing providers
  • Security and penetration testing firms
  • Mobile app and device-lab testing providers
  • API and integration testing specialists
  • Domain-focused QA for banking, insurance and healthcare software
  • Independent QA firms that review another vendor's delivery

Not for

It is not the right fit if.

  • Nobody will update it after a trial review, and the data would go stale.
  • You run a handful of accounts and a shared sheet is enough.
  • Testers are asked to keep sales records with no time given for it.

How it works

How the CRM 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

    Map the sales process

    We sit with the people who sell and write down how a deal moves from enquiry to payment, including where it stalls.

  2. 2

    Agree stages, fields and owners

    Each stage gets a name your team already uses and a proof that the deal has left it. We agree which fields are required at which stage, and who may change what.

  3. 3

    Build on a copy

    Pipeline, fields and views are built on a trial copy where the CRM offers one, or in a separate pipeline where the plan allows. Live work stays untouched.

  4. 4

    Connect channels, then switch on automations

    Channels are connected first. Each automation is then switched on separately, so a misfiring rule is easy to find.

  5. 5

    Test with real deals

    The people who will use the CRM run open deals through it. Gaps are fixed before the whole team switches over.

  6. 6

    Switch over and trim

    Once real use shows which fields stay empty and which stages nobody uses, those are cut and the handover record is updated.

Where this fits

Three pieces of sales work, in this order.

This work sits inside sales management. A target, a review routine and someone who owns the number.

  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

    Sales process design

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

    Start here if every salesperson sells differently.

  3. Step 3 · you are here

    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
Which CRM should we use?
The one your team will keep updated. Indian firms commonly use a tool such as Zoho CRM or HubSpot. GullySales works inside your choice and focuses on the stages and fields.
Should testers update the CRM?
Test leads should add what they hear from clients, since they learn about the next release first. Keep the form short, and let the account owner handle the rest of the record.
Should the CRM hold defect data from the trial?
No. Keep defect reports in the test tool and link to them. A CRM with bug detail spreads confidential client data to people who do not need it. Store only the trial outcome and the date, and check the client's contract for what may be kept outside the project.
Can we manage trials in a spreadsheet?
Yes, if you run only a few at a time. A sheet with columns for domain, trigger, trial release and next call is enough. Move to a tool when more than one person updates it, and keep the same fields so the history carries over.
What should the stages be?
Name the stages after what happens in a testing sale: enquiry, discovery call, trial agreed, trial running, review and second release. Avoid generic stages like 'proposal sent' only. Each stage should have an owner and a next step.
How much does it cost?
There is no price list, because the work differs by business. The fee is scoped after we have read your brief and spoken to you, and put in writing before anything starts, split into our time, your media spend and production.
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.

More for software testing companies

Everything else we would do for you.

Closest to this: leads and follow-up

Also for software testing companies

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

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