SupportBiz spoke to Praveen Majathi, founder and CEO of Sunohre Technologies. Edited excerpts from the interview:
Since when has Sunohre been in operation?
Since August 2011.
What is your background?
I have several years of experience in the technology industry, having worked with large firms such as Akamai, HP and Dell. Prior to starting Sunohre, I built and managed multiple lead generation teams with companies such as Akamai.
How did the idea of starting Sunohre come about?
In the course of my working career, I realised that, whether you are an early-stage start-up trying to acquire new customers or a large enterprise looking to expand into new territories, your success lies in the ability to find, nurture and qualify sales leads. I felt that most companies struggle with sales owing to several reasons. I decided to start Sunohre to provide world-class lead generation services to clients across the length and breadth of India, and help companies resolve these issues.
How can your offerings benefit SMEs in India?
Many Indian SMEs fail not because of bad products, but because of their inability to market and sell the product effectively. Most companies struggle with the unavailability of skilled resources, slower adoption of new technologies and lack of exposure to world-class sales methodologies and processes. Our lead generation services can help Indian SMEs overcome these problems, and proceed on the path to growth.
Since 2011, we have been helping many SMEs in India close more deals by assisting them in identifying new target customers.
What is your business model?
We offer companies lead generation services on demand. We work on a pay-for-performance model. Customers pay only for qualified leads. There are no fixed fees or deposits. Companies can start/stop their service at anytime based on their business need. Any company looking to boost their sales capabilities by generating more leads can sign up with Sunohre.
Tell us about the initial investment that was needed to start Sunohre...
Most of the initial investment came from my personal savings, and there was some help from family members as well.
How big is your team, presently?
We are a team of 15 members at the moment.
Tell us about the competition in your line of business. How do you cope with it?
There are several lead generation companies today. What sets us apart is that we work on a pay-for-performance model. Our team consists of seasoned professionals with a demonstrated track record in building and growing sales teams across diverse industries and multiple geographies. We hire only highly qualified people. Every employee at Sunohre is either an Engineer or an MBA.
What are the major challenges that you face? How do you overcome them?
Most of our challenges are around keeping pace with growth. We are growing very fast in a large market. We are adding more leadership to the team now to boost our service delivery capabilities.
What are your expansion plans?
We plan to grow our business globally. We are looking to expand to the US shortly.
What are your major learnings from business?
It is crucial to keep innovating your business model. Scale fast or fail fast.
Decisions are progress; make them quickly.
What are the major trends that you notice among Indian SMEs of late?
It is great to see so much innovation in the start-up community in India. There are so many product start-ups in India who have raised VC funding and are competing on a global scale. I think Indian SMEs can do even better if they boost their sales and marketing capabilities.
How do you think the SME and start-up sector in India is poised to grow in the next couple of years?
The Indian SME sector, at present, is seeing tremendous growth. Whatever happened in the silicon valley in the last 20 years is going to happen in India in the next five to seven years. We are going to see an explosion of Indian technology start-ups, who would compete on a global scale.