Inbound has dried up. Leads are down two quarters running and nobody knows why. What do I do?
First separate the three things that look identical on a dashboard: demand fell, demand moved somewhere you cannot see, or your one channel changed its rules. If organic traffic dropped while brand searches held, you probably lost clicks to AI answers rather than losing buyers. If sales still hear "I have been following you for months", the demand is there and your tracking is not. Fix measurement before you panic and start discounting. Then face the structural issue, which is usually that a single channel carried you and it stopped compounding. Add a second motion deliberately, run it for two quarters before you judge it, and stop treating a channel dip as a marketing personnel problem.
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4 resources, 3 India-specific, 4 link-checked.
🎧 Podcast
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Kapil built one of India's few listed SaaS companies, so when he takes apart the myths (Indians will not pay for software, they demand endless customisation, they want enterprise support at SMB prices) he is arguing from a P&L. Essential if you are deciding whether India is a real market for you.
Sharath has built two enterprise companies (Observe, Sanas) with engineering in India and buyers in the US, and is direct about founder-led sales being non-negotiable for the first customers. Good on what actually has to move to the US and what does not.
The index into Accel's masterclass series, with each playbook attached to the operator who ran it (Freshworks on marketing, MindTickle on sales, Chargebee on sales ops). When your own channel stalls, this is the fastest way to find an Indian operator who has already hit that wall.
Five practitioner-led tracks: marketing (Freshworks), sales (Mohit, MindTickle/Oloid), sales-ops and team (Chargebee), product (CleverTap).
The recurring questions it was built to answer: when to hire a US or Europe sales leader, which early marketing metrics matter, and how to hold one culture across borders.
The design principle was peers at the same stage learning from operators, not from investors.
Names the six channels B2B companies actually grow on and shows how top companies weight them, which is the frame you need when one channel stalls. Also the useful reminder that organic inbound dominating usually means product-market fit, not clever marketing.
