Whatfix did not wait for inbound. Khadim Batti and Vara Kumar Namburu sent 500 personalised cold emails to SaaS product managers from Bengaluru, and the first customer, a hospital management system, signed before production code existed. They tested price in person from 10 dollars a month to 1,000 and settled around 100. Of the first ten customers, seven or eight came from outbound and two or three from Google Ads. The reset came at Dreamforce 2016, where they spent 35,000 to 40,000 dollars on a booth while still under 500,000 in ARR: Khadim quoted 8,000 dollars meaning per year, the buyer heard 8,000 per month, and accepted on the spot. That accident moved the whole ladder from a 2,000 to 2,500 dollar ACV to roughly 100,000 dollars per contract today. They also learned the reverse: a US bank walked away from a 75,000 dollar quote because a rival had quoted 300,000 to 400,000, and the low price read as a survival risk rather than a bargain.
4 resources, 4 India-specific, 4 link-checked.
Both founders tell the Dreamforce booth bet and the accidental twelve times pricing discovery, which is the single most useful anecdote in Indian SaaS pricing.
On The Neon Show by Khadim Batti About 1 hr 9 min
The 2025 update, including the 500 emails that produced the first customers and the Fortune 10 logo they took at 25 dollars a month for the brand value alone.
On Prime Venture Partners by Khadim Batti About 48 min
The richest India origin account of moving from founder led selling to a sales organisation, with the actual price ladder, the SDR and AE split, and the geography sequencing.
On The SaaS Podcast by Khadim Batti About 54 min
Open saasclub.io →Batti on category creation and building a global go to market flywheel from Bengaluru while targeting US buyers from the very beginning.
On Indian Silicon Valley with Jivraj Singh Sachar by Khadim Batti 49 min
Listen on Apple Podcasts podcasts.apple.com →How gtm teardowns reads from a different seat.
