Founder
I want to grow from about ₹8.5 Cr to ₹17 Cr.
Me
What is stopping you? And do not say 2X leads.
Founder
...
At ₹8.5 Cr ARR you will typically have at least ₹25 Cr of pipeline. That is enough to grow dramatically. You are leaking revenue, not lacking it.
Four leaks, in order of cost
The Four Leaks
1
Your best leads do not go to your best closers
Triage leads the way a sports team picks its side: the best players get the most important opportunities.
2
Most of your potential customers do not know you exist
Aim for full coverage of your ICP, not deeper spam into the same few accounts.
3
"We are just exploring" prospects eat your quarter
Engage them with useful content; do not chase them with your best people's time.
4
Non-ICP leads get through from lead generation
Disqualify them ruthlessly. A lead-generation team with a number to meet will game the system.
₹8.5 Cr
starting ARR
→
₹15 Cr
nine months later
He hired two salespeople, not four.
Related: 100 qualified leads, 62 never contacted — the first leak in detail.