100% Outbound-Generated Pipeline
within the first 90 days
5× Leaner GTM Build
compared to traditional enterprise setup
6× Faster Ramp-Up
with SDRs live and performing in 45 days
Fully Systemized Function
with SOPs, dashboards, and leadership visibility
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Context
Sapaad is a leading Unified Restaurant Commerce Platform with operations across the GCC, SEA, and the US. After serving over 5,000 customers globally, Sapaad looked to expand into a new market: India.
The goal was clear — launch India GTM quickly, validate demand through outbound, and build a lean, self-sufficient sales team from scratch. But they were starting from zero.
Challenge
Sapaad’s India initiative began as a blank slate.
No localized GTM team, pricing, or process
No outbound workflows, playbooks, or tech infrastructure
Newly hired SDRs with limited sales experience and no F&B or SaaS background
Strategy team based abroad, with minimal visibility into local execution
Skopra was brought in to build a lean, outbound-led GTM system tailored to the India market: from team design to pipeline performance.
Objective
To build and launch a fully operational outbound motion in India, including:
Hiring and training a new sales team built for enterprise outbound
Designing scalable outbound workflows, SOPs, and enablement infrastructure
Providing leadership with visibility, reporting, and coaching systems
Proving proof of early traction within 30 days of launch
Skopra’s Approach
Skopra partnered with Sapaad over a 12-month engagement, delivering the India GTM in four structured phases.
Phase 1: Hiring & Functional Design
We defined role-specific JDs, hiring rubrics, and skill assessments tailored for first-time outbound hires. Each candidate was evaluated for coachability, communication clarity, and adaptability through structured screening rounds. Skopra worked closely with Sapaad’s leadership to finalize selections aligned to culture and scale potential.
Phase 2: Training & Launch Readiness
New hires completed a 4-week immersive training on outbound fundamentals, ICP context, and product positioning. Training culminated in a 1-week sales kickoff hosted at Sapaad HQ, including mock sales cycles, live cold call drills, and roleplays. Full outbound playbooks, scripts, and objection-handling guides were deployed before launch.
Phase 3: Systemization & Governance
We set up the full GTM tech stack — including HubSpot, Apollo, Sales Navigator, and Ozontel. SOPs and ROEs were created for account ownership, prospect engagement, handoff, and post-demo follow-ups. Real-time dashboards and reporting systems gave leadership visibility into rep performance and funnel movement.
Phase 4: Ongoing Support & Management
Post-launch, we delivered tactical support through async call reviews, targeted objection-handling sessions, and account strategy workshops. Reps were coached inside live pipelines, and weekly reviews focused on performance improvement, research quality, and message targeting. This approach kept the team sharp and execution standards high, without creating long-term dependency.
Impact
Impact Area | Metric / Outcome |
|---|---|
Speed to Market | Outbound GTM operational within 60 days |
Pipeline Creation | 10 meetings booked with the right ICP & DMs within the first 14 days |
Efficiency | 5× lower GTM cost vs traditional team buildout |
Capability Uplift | 4 SDRs fully ramped and retained post year-end |
Process Maturity | 100% outbound-generated pipeline for India market |
Leadership Visibility | Dashboards, SOPs, and structured reviews fully institutionalized |
Outcome Summary
By the end of the engagement, Sapaad India had:
A fully trained and operational outbound GTM team, built from scratch
Structured playbooks for hiring, enablement, prospecting, and handoff
Automation-assisted workflows that reduced research time and execution friction
Predictable outbound pipeline performance with full leadership visibility
A scalable foundation ready for AE onboarding and regional expansion
