Futureforce Case Challenge

The brief

Salesforce dominates enterprise CRM but under-penetrates India's small and medium business (SMB) segment, where cheaper alternatives win on price and simplicity. The challenge: craft a GTM (Go-To-Market) strategy to capture SMBs.

Our solution

Ranjith's team ran market, competitor, sector, and trend analysis — combining secondary research (CRM market share, industry prioritization, revenue-by-cloud) with primary focus interviews of a manufacturing buyer and a Salesforce developer. They mapped in-demand services (Sales & Marketing Cloud = ~52% of 2024 revenue) to an SMB-tailored SaaS bundle, then laid out recommendations, a benefit analysis, and a future roadmap. The strategy won the national challenge.

The deck

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