91 people
Founded Freshworks in Chennai and took it to a Nasdaq listing, the reference case for selling globally from India
Freshworks is the most studied GTM story in Indian software: inbound and freemium first, priced deliberately below the incumbent, selling into the US and Europe with the team sitting in Chennai. He talks openly about the specific mechanics, why they picked a category with an obvious incumbent to position against, and what breaks when you move upmarket.
Built Eka Software into a global enterprise platform from Bengaluru, now backs Indian GTM teams through Together Fund
Eka sold six and seven figure enterprise contracts to commodity traders in Geneva and Singapore out of Bengaluru, so his material covers the hard version of Indian GTM: long cycles, on the ground presence, and hiring your first senior seller in a market you do not live in. He is also unusually direct about how long co-founder and first leadership hires take to get right.
Talks publicly about selling enterprise software from Bengaluru into Fortune 500 accounts in the US
He is specific about the hard part of India-to-US enterprise sales, the difference between what an India-based sales team can carry and what has to be hired on the ground. His accounts of the early pivot are a useful lesson in how an ICP decision determines every GTM choice that follows.
Employee number one at Whatfix who sold India to US enterprise for twelve years and now writes about why that motion breaks
Almost nobody with a real India-to-US enterprise track record writes the mechanics down in public, and that is explicitly why he says he does it. His posts are about the unglamorous middle of a deal: multi-threading into a Fortune 1000 account from a different time zone, and what actually breaks when an India-based team tries to run a US enterprise cycle.
Runs a LinkedIn newsletter and YouTube channel on consultative B2B selling built from two decades of commercial leadership
He is one of the more prolific India-based publishers on the fundamentals of consultative selling: discovery, qualification, and how a deal is actually structured with a commercial buyer. Useful if you are early and want the mechanics explained rather than tactics assumed.
Writes candidly about hard pivots, pricing and selling enterprise software out of India, from a decade running WebEngage
His interviews are unusually specific about the sequence most founders get backwards: how pricing decisions ended up dictating the product, and what changes when you move from selling to Indian companies to selling to enterprise buyers abroad. He is also frank about what a pivot costs a sales team mid-flight.
Explains how a sales enablement function gets built and measured, from running one globally at Whatfix
She is the rare India-based voice on enablement as an operating discipline: when a company is actually ready for the function, what problems it exists to solve, and how you measure its impact instead of counting training sessions. Useful if you are the person being handed 'go fix ramp time'.
A programmer who became an enterprise seller, and talks publicly about how that career switch actually works
She is one of the few people describing the move from writing code to carrying a quota in public, which is the exact path a lot of Indian technical people are quietly considering. Her SaaSBoomi and podcast material is grounded in the difference between selling large enterprise at LinkedIn and selling for a small Chennai SaaS company.
Sixteen years of startup sales leadership in Pune, now teaching GTM through the sessions he runs and moderates
He works at the specific altitude most Indian B2B startups get stuck at: past founder-led sales, not yet a real sales org. His sessions and teardowns are about the transition, what to hire, what to systematise, and what to stop doing yourself.
Runs a workshop for Indian founders on cracking the US market, from years of enterprise sales in sales readiness software
His workshop is one of the few India-authored, structured attempts at the question every Indian B2B founder asks: how do you actually get a US buyer to take the first call. He is also good on sales readiness as a discipline, since he sold the category rather than just practising it.
Hosts The Sales Algorithm, a Pune-based podcast where software sales veterans go through what actually closed and what did not
The show is one of the few India-based sales podcasts hosted by someone who carried a number for three decades rather than by a vendor, so the questions land where a practitioner would push. Episodes are long and unrushed, which suits deal stories that only make sense with the full context.
Runs sales and marketing at Darwinbox, selling HR software from Hyderabad into large enterprises across 130 countries
Darwinbox is one of the clearest examples of an Indian company winning large enterprise deals in Southeast Asia and beyond rather than defaulting to the US, and he owns that motion. His interviews are useful on how to sequence markets, and on selling a system-of-record product where the buying committee is enormous.
Host of The Neon Show, the long running interview series on how Indian founders actually built distribution
The show is one of the few places where Indian founders are pushed past the origin story into the actual go to market mechanics: how the first hundred customers came, what the sales motion cost, what did not work. Listening in sequence gives you a working map of Indian GTM playbooks by sector.
RevOps leader turned founder who publishes on sales compensation as a go-to-market lever
He treats sales compensation as a design problem rather than a finance chore, with concrete tests (can a rep explain their plan in sixty seconds) drawn from reviewing hundreds of enterprise comp plans. Useful if you are setting quotas and incentives for the first time.
Enterprise technology CMO who writes and teaches on brand and positioning for large B2B services businesses
He works at the scale where marketing has to move analysts, partners and very large accounts rather than a self serve funnel, and he is explicit about how brand, analyst relations and M&A communications fit together. A different set of levers from startup GTM.
The people who actually do this
GTM leaders and practitioners worth learning from, with what each one is known for and where they publish. Some of them have spoken at eChai events, so you can meet them in a room rather than only read them.
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Girish Mathrubootham
Manav Garg
Khadim Batti
eChai
Prakhar Jain
eChai
Bharat Ogirala
Avlesh Singh
Krati Seth
Shuba Bhaskaran
Piyush Bhamare
eChai
Suvikas Bhandari
eChai
Rengan Jayakrishnan
Jayant Paleti
Siddhartha Ahluwalia
Siva Rajamani
Sairam Vedam
How this list works
Everyone here has a public body of work on go-to-market: talks, posts, podcasts, newsletters, books. We link to those public profiles, and we say what you'd learn from each person. That's the whole list.
We don't publish anyone's email or phone number, and being listed here doesn't mean someone has offered to answer messages. Read their work first. If you do write to someone, their public profiles are the place.
Listed here and would rather not be, or something is wrong? Email [email protected] and we'll fix or remove it.
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