In a landscape brimming with SaaS solutions, achieving unicorn status is no small feat. LeadSquared, co-founded by Prashant Singh, has not only crossed this significant milestone but also established itself as a leader in sales efficiency platforms, catering to over 1,800 companies worldwide. As the COO, Prashant Singh has been instrumental in driving the company’s vision of solving industry-specific challenges with precision.
In this exclusive interview, Singh delves into the pivotal strategies that fueled LeadSquared’s rapid growth, the company’s differentiation in competitive markets like India and the US, and its steadfast commitment to customer-centric innovation.
DT: LeadSquared has achieved unicorn status and serves over 1800 companies. What were the 1-2 pivotal strategies that fueled this rapid growth, and how does LeadSquared fundamentally differentiate its sales efficiency platform in crowded markets like India and globally?
Prashant: One of the biggest drivers of our growth has been our focus on solving deep, industry-specific sales and onboarding challenges rather than providing a generic CRM solution. We have built automation-first, compliance-ready workflows tailored for high-velocity sales teams in sectors like BFSI, education, and healthcare—industries that rely heavily on customer acquisition efficiency. Our ability to streamline sales, marketing, and operations on a single platform has set us apart.
The second key strategy has been relentless customer-centricity. We have always prioritized customer feedback and co-innovated with our users, allowing us to develop our platform in ways that directly impact business outcomes. This agility has helped us scale rapidly in India while expanding successfully into markets like the US, and Middle East.
DT: Achieving 50% CAGR and attracting over 200 customers in the competitive US market is remarkable. Could you break down the key factors or approaches that drove this specific success, particularly in sectors like education and healthcare?
Prashant: At LeadSquared, we don’t believe in a one-size-fits-all approach. We have built our U.S. growth playbook by deeply understanding regional use cases, ensuring strict adherence to local compliance requirements, and customizing our product messaging to resonate with the specific priorities of each audience segment.
In education and healthcare particularly, regulatory sensitivity and operational complexity are high. That’s why we invest heavily in market research to identify unique pain points and shape solutions that are not only powerful, but also easy to adopt. Whether it’s HIPAA compliance in healthcare or MoE-aligned workflows in education, our local-first mindset ensures that customers see immediate, contextual value.
Beyond product, our localized engagement model—from onboarding to ongoing success—has been key to driving trust and adoption. It’s this blend of adaptability, insight, and execution that has helped us scale rapidly while staying grounded in customer outcomes.
DT: You work across diverse industries from Financial Services and Manufacturing to healthcare. Can you share an example of how LeadSquared specifically solves a core challenge for businesses in one of these key verticals, demonstrating the platform's core value?
Prashant: A notable example is our collaboration with Birla Fertility & IVF, where we helped improve patient engagement and operational workflows. In the fertility and IVF sector, timely and personalized patient interactions are crucial. Birla Fertility & IVF needed a solution to streamline patient acquisition, enhance engagement, and manage operations across multiple locations. Our platform enabled them to automate lead capture, track patient journeys in real time, and optimize appointment scheduling, ensuring prompt responses to inquiries.
Another great example of how LeadSquared solves industry-specific challenges is our partnership with Bajaj Auto. They needed a way to unify and streamline customer engagement across multiple business units like Motorcycles, EVs, and Commercial Vehicles. We helped digitize their entire customer journey—from lead capture to test rides to follow-ups, making it faster, more consistent, and easier to track. By automating key processes and giving their teams better visibility into each interaction, sales teams now respond quicker and manage lead more efficiently.
These success stories highlight LeadSquared’s core value: empowering businesses with automation that removes bottlenecks, enhances visibility, and drives higher efficiency.
DT: Drawing from your experience, what is the most significant trend you see shaping the future of the SaaS industry, especially for Indian companies with global ambitions, and what's one key piece of advice you'd offer aspiring founders in this space today?
Prashant: AI-driven automation is undoubtedly the biggest trend shaping SaaS. Companies today aren’t just looking for tools to manage data, they want platforms that intelligently optimize workflows, predict customer behavior, and drive revenue impact.
The future of SaaS lies in verticalized, AI-powered solutions that solve industry-specific pain points with precision. Indian SaaS firms have a tremendous opportunity here, especially with the global appetite for cost-effective, high-quality solutions.
My advice to aspiring founders is simple: Solve a real, well-defined problem and execute relentlessly. Many companies try to build broad, feature-heavy products, but true differentiation comes from depth, not just breadth.
The Indian SaaS ecosystem has the talent, cost advantage, and technical expertise to build global category leaders—we just need to stay laser-focused on value creation.
DT: Looking beyond current operations, what is LeadSquared's strategic vision for the next 3-5 years regarding product evolution, market expansion, or its overall impact on sales productivity technology?
Prashant: Our priority is sustainable growth and profitability. We are within striking distance of becoming cash flow positive and are making steady progress toward achieving the $100 million revenue milestone. At the same time, we are putting key growth drivers in place to ensure continued high double-digit growth.
On the market front, we aim to expand our footprints in BFSI, healthcare, education, and high-velocity sales industries globally. India and The US remain key focus areas, and we are actively investing in these regions to accelerate growth.
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