What 25 Years of Selling Software Taught Me About Winning Enterprise Clients

About this episode

Kapil Bhutkar, founder of Cybridge and a B2B marketing strategist with 25 years in the field, gives a behind-the-scenes look at how small software companies land large enterprise clients. In this episode of Chaos To Clarity, Kapil shares why chasing more leads is the wrong goal, how to qualify prospects on budget, authority, need and timeline before you ever reach out, how to define an ideal customer profile that actually holds up, and how to price software on the value it creates rather than what it costs you to build.

He also unpacks the case of a client whose accounting software sold for 15 dollars a month in India and, after repositioning to US accountants, sold on 100,000 dollar annual contracts with no change to the product. Plus the two numbers that close enterprise deals, return on investment and cost of inaction, why a six person team beat 17 larger firms to a national contract, and what 25 years of scaling from an internet cafe to a global client base taught him about growing a team without drowning it in tools.

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Connect with our Guest: Follow Kapil Bhutkar on LinkedIn: https://in.linkedin.com/in/kapilbhutkar Cybridge: https://cybridge.in Cybridge on LinkedIn: https://www.linkedin.com/company/cybridge

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Meet Your Host: Follow Piyush Thacker on LinkedIn: https://www.linkedin.com/in/piyushthacker/ Visit Thinkonic: https://thinkonic.com

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