Lean Scaling: A SaaS Founder’s Handbook

India SaaS has come a long way over the last decade. As globally SaaS becomes more competitive, founders confront the next hurdle - scaling cost effectively and creating enduring organisations.

Produced in collaboration with BCG, this report offers practical tips from India's largest SaaS companies.

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/Contributors/

/Covering strategies across four organizational pillars/

Sales & Marketing

Engine to land and expand

Pricing

Realizing full value

Channels

Supplemental route to scale

Product & Engineering

Driving focus and ownership

/About the Authors/

/Accel Team/

Shekhar Kirani

is a partner at Accel. He focuses on investments in business software across early and growth stages.

Rachit Parekh

is a Principal at Accel. He invests in early and growth stages across sectors with a focus on software.

Rishika Garg

is part of the investment team at Accel. She focuses on growth stage investments across sectors.

Sankalpana Agarwal

is part of the investment team at Accel. She focuses on growth stage investments across sectors.

/BCG Team/

Shaleen Sinha

is Managing Director with BCG’s Bengaluru office and leads the GrowthTech program which is focused on working with startups and venture funds.

Sreyssha George

is the Managing Director and Partner with BCG’s Bengaluru office and leads the Technology Media and Telecom practice.

Akash Bhatia

is a Managing Director and Partner with BCG’s Silicon Valley office and is a core member of the Technology Advantage and Technology Media & Telecommunications practice areas.

Pranay Ahlawat

is a Partner and Associate Director with BCG’s San Francisco office and is a core member of Technology Media & Telecommunications practice areas with focus on cloud and SaaS.

Sambhav Jain

is a Partner with BCG’s New Delhi office and is a core member of the Technology, Media and Telecom practice.