SalesUP
Consistent SQLs for Two RazorpayX Products, Zero New Headcount
Razorpay, one of India's leading payments and business banking platforms, needed more qualified leads for RazorpayX AP and Payroll without growing its SDR team.
SalesUP ran a separate pay-per-lead program for each product.
From a clear constraint to a measurable result
- 01
Starting point
Internal SDR capacity was committed, and leads had to clear Razorpay's qualification bar, not just book a call.
- 02
First move
SalesUP split the program by product, each with its own ICP, list, script and SQL criteria.
- 03
Verified outcome
~15SQLs / product / monthAbout 15 SQLs per product per month for a year, with no new internal SDR capacity.
Key numbers
- SQLs / product / month
- ~15
- SQLs / product / month
- ~15
- Engagement
- ~1 year
About RazorpayX
Business banking, payouts and payroll for growing companies
Razorpay powers payments for Indian businesses. RazorpayX is its business banking suite, including Accounts Payable automation and Payroll, sold to finance leaders and founders at growing companies.
The business challenge
Two products, two buyers
Finance teams buy AP, while HR and finance teams buy Payroll.
SDR capacity already committed
Internal SDR capacity was already committed.
A real qualification bar
Leads had to meet Razorpay's qualification bar, not just book a call.
How the work unfolded
Each step in the order it was built and run.
- 01
Split by product
Own ICP, list, script and SQL criteria per product.
- 02
End-to-end qualification
End-to-end outreach and qualification, handing over only SQLs.
- 03
Per-lead pricing and partners
Priced per qualified lead; partner channel to accounting and IT firms advising RazorpayX buyers.
The channels behind the result
- Outbound
A program per product
Separate ICPs, lists and scripts for AP and Payroll, handing over only qualified SQLs.
- SQLs / product / month
- ~15
- Product lines
- 2
- Partners
Advisors as a channel
A partner channel to accounting and IT firms advising RazorpayX buyers, priced per qualified lead.
- Partner meetings handed over
- 402
- Partner meetings completed
- 223
The outcome
Why it matters
RazorpayX received ~15 SQLs per product per month for about a year, without adding internal SDR capacity.
The relationship has since expanded to Razorpay Payment Gateway, cross-border payments and inbound qualification.
The math
- SQLs / product / month
- ~15
- SQLs / product / month
- ~15
- Engagement
- ~1 year
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