selling to the indian sme market - our learnings

Selling to the Indian SME MarketVijay Vadlamani, NowFloats

@vjv87 | @nowfloats

NowFloats Overview

Founded in Jan 2012

Sales operations started in September 2012

Co-founded by ex-Microsoft and ex-Saatchi & Saatchi team

Won the Microsoft Biz-Spark Challenge 2012 (Mobile Category)

Incubated at Microsoft Accelerator

2400+ customers across India

Getting Small Businesses Online using only SMS or Mobile App

=or

• Basic mobile phone

• Only 4 simple SMS

• Zero technology awareness

• Smartphone users

• Accurate location

• An active way to connect to the modern day customer

• Active updates thru SMS or APP

Text Messages

APP yourbiz.com

NowFloats offering

Key learnings from the field

1. Don’t sell. Consult

Sales Executive Vs Sales Consultant

Educate your customer

2. SMEs are willing to pay

Focus on value, not price

Never give away for free

3. Instant gratificationHelps build trust

“Wow” factor

Helps iterate faster

4. Feet on street is key

Customer feedback

5. Invest in a CRM

Sales discipline

Better follow up!

Thank you

Thank you!