Inbound has dried up. Leads are down two quarters running and nobody knows why. What do I do?
The short answer
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.
Go deeper, your way
4 hand-picked resources, 3 India-specific, 4 link-checked. Pick how you want to dig in.
🎧 Podcast
✓ Link checkedIndiaFreeIntermediate
Why we picked it
When demand looks dead in India the reflex is to blame the market. Kapil Makhija, who took Unicommerce public, takes that apart myth by myth with real numbers (10,000 to 12,000 dollar enterprise ACVs) and argues the problem is usually depth of focus, not willingness to pay.
Why we picked it
Sharath Keshava Narayana built Observe and Sanas with the team in India and the go-to-market in North America, and did not hire a sales team at either until 5 million dollars of revenue. A useful check when you are tempted to solve a demand problem by hiring.
Why we picked it
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.
Why we picked it
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.
