Yes for most of the funnel, and this is a genuine structural advantage rather than a compromise. Indian SaaS companies have built pipeline into the US for years with research, list building, sequencing and first-touch SDR work run from Bengaluru or Chennai at a fraction of US cost, then put a small number of senior closers in market. The parts that genuinely need to be local are late-stage enterprise relationships, on-site executive meetings and anything where a buyer wants someone in the room. Do not split it by seniority alone, split it by which conversations need presence. And fix the working hours honestly: an overlap window with the US is a real cost your team pays, so pay them for it.
5 resources, 5 India-specific, 5 link-checked.
Batti walks through narrowing GTM, choosing the US over India, a Fortune 10 customer landed at $25 a month, and running sales teams in both countries. One of the few Indian accounts that covers category creation and enterprise motion in the same conversation.
On Prime Venture Partners Podcast by Khadim Batti ~60 min
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.
On The Neon Show by Siddhartha Ahluwalia with Sharath Keshava Narayana 90 min listen
A rare account of channel evolution in order (outbound, then inbound, then events, then expansion) as Whatfix went from one million to seventy million ARR, plus why they split the CTO to the US and kept the CEO in India.
On The Neon Show by Siddhartha Ahluwalia with Khadim Batti and Vara Kumar Namburu 1 hr 9 min listen
Built from a masterclass with Mohit Garg, former CRO at MindTickle, and written for cross-border companies selling from India, including how to structure SDR and AE teams for cost efficiency. Covers qualification, MEDDIC scoring, pipeline reviews and loss reviews in one place.
From SeedToScale by Accel by Rachit Parekh long read
The index page for Accel India's five-part masterclass series with operators from Freshworks, Chargebee and CleverTap. Start here if you want the whole cross-border India SaaS playbook rather than one piece of it.
From SeedToScale by Accel by Rachit Parekh short read
Open seedtoscale.com →How outbound that works reads from a different seat.
The same ground, over in Get your first customers, our Starting Up track.
The same ground, over in Grow organically & retain, our D2C track.
