Exclusive Interview with Nilesh Patel, Founder and CEO of Leadsquared

For most organizations, the task of connecting between multiple sales channels and teams becomes difficult, and making the process automated can be the only solution to avoid such chaos. LeadSquared is a Bangalore-based SaaS (Software as a Service) company that provides end-to-end sales, marketing, and other front-end automation solutions. Analytics Insight has engaged in an exclusive interview with Nilesh Patel, Founder, and CEO of Leadsquared.

1. Kindly brief us about the company, its specialization, and the services that your company offers.

LeadSquared is a Bangalore-based SaaS (Software as a Service) company that provides end-to-end sales, marketing, and other front-end automation solutions.

We are solving sales challenges for high lead-volume, high sales-velocity businesses that typically have multiple sales channels and teams. These are usually B2C businesses selling complex products/services at scale.

Our sales tech stack – sales automation, digital onboarding, and marketing + process + field force automation, currently empowers 250,000 users worldwide.

2. With what mission and objectives, the company was set up? In short, tell us about your journey since the inception of the company.

Initially, we started out to build marketing automation and lead generation engine.

While working with multiple clients, we found that businesses were using multiple tools to run their sales and marketing operations. There was an information gap and communication lag, leading to efficiency loss and lower ROI from sales efforts. Moreover, with data scattered across different platforms, it was hard to extract meaningful and actionable insights.

As these functions are fundamentally interdependent, it made sense to work on a centralized solution that could streamline sales and marketing, and that is where the idea of LeadSquared was born.

Over the years, we realized that our strategic competence lies in software that helps drive high-velocity B2C sales. Today, LeadSquared is a leader in high-velocity sales and revenue process that drives the entire process from start to finish across the web and mobile platforms.

We aim to build truly connected, empowered, and self-reliant sales organizations, with the power of automation.

3. Mention some of the awards, achievements, recognitions, and clients' feedback that you feel are notable and valuable for the company.

We recently won the National Startup Award 2021 and got recognized by DPIIT, under the Enterprise Software Category. We are a six-time Deloitte Fast 50 company. Last year, we were recognized multiple times by G2 as a High Performer in the Enterprise category. We have been included in the prestigious Economic Times' India's Growth Champions list.

However, if you ask me, our biggest achievement is the fact that we have redefined what industry sales standards look like. LeadSquared focuses on improving sales processes in a verticalized manner that drives new efficiencies not seen earlier.

Our customers report a range of improvements in their sales processes, including an increase in sales, zero lead leakage, improvement in closure rates, and reduced time to close a sale.

4. What is your biggest USP that differentiates the company from competitors?

Most Sales CRMs (Customer Relationship Management) today are focused on traditional B2B sales solutions. B2B sales processes have less lead volume, and a longer sales cycle. LeadSquared, however, is a category creator. We focus on solving challenges unique to high-velocity B2C sales businesses.

LeadSquared has been built using a vertical-centric, use-case first approach, instead of keeping features at the center of the software. We offer flexible, scalable, industry-first solutions (that adapt to the customers' processes, not the other way round) with sales empowerment at its core.

Importantly, we offer a lower TCO (Total Cost of Ownership) compared to most well-known players.

5. How is your company helping customers deliver relevant business outcomes through the adoption of the company's technological innovations?

LeadSquared's end-to-end CRM (Customer Relationship Management) offers a variety of solutions that improve sales efficiency. LeadSquared can capture leads from all online, offline, and third-party lead sources, helping businesses cut down their lead leakage to zero. Organizations can automate lead distribution and customer communication, resulting in faster Turnaround Time.

Forms and process designers make it easy for businesses to create and modify processes on the fly, high-growth businesses love this as it allows them the flexibility they need to respond to market needs. Our extensive tracking and reporting tools provide real-time visibility and actionable insights for better decision-making. Multichannel customer conversation tools in a single place increase the sales productivity of reps.

6. What are your growth plans for the next 12 months?

We aim to reach the 3000 customer mark soon. Currently, we are aggressively penetrating the US markets, and are laying foundations for expansion in the Southeast and EMEA markets. We expect to grow revenue by 150% this year.

7. What is the edge your company has over other players in the industry?

As mentioned in the fourth question, we build verticalized, industry-centric solutions.

Our extensive customization capabilities enable businesses to build workflow according to their specific needs, across verticals & industries.

8. Which industry verticals are you currently focusing on? And what is your go-to-market strategy for the same?

We are currently focused on education, banking, lending, insurance, healthcare, tech, marketplace, and automotive industries. Our market strategy is simple, be relevant by offering vertical, industry-first solutions. We collaborate with industry leaders and work together to build our products. Currently, we are building an integrated performance management suite, collaborating with 30+ business leaders for the same. Our go-to-market strategy is aligned with our business plan, which is to build our existing business in North America, continue to expand in India, and establish a foothold in Southeast and EMEA.

9. What is your Leadership Mantra?

I have a bias for execution, I believe in hiring good people who take ownership and get things done.