India B2B Software Industry 2026: The Shift from Hypergrowth to Efficient Enterprise Sales
Explores the evolution of enterprise SaaS sales in India, highlighting longer deal cycles, ROI-driven buying, outbound-led GTM strategies, and the shift toward multi-stakeholder decision-making processes.
This transcript analyzes the transformation of enterprise SaaS sales in India, moving from rapid COVID-era adoption to a more disciplined, ROI-focused buying environment. Deal cycles have expanded from 2–3 months to 9–12 months, with increased scrutiny from cross-functional stakeholders and leadership.
Outbound-led sales has become critical as inbound demand declines, while buyers prioritize measurable impact on revenue and cost savings over features. Successful SaaS companies balance inbound, outbound, and partner channels, with strong emphasis on retention, expansion, and multi-year enterprise contracts.