SalesUP
Mining Public Trade Data to Find Cross-Border Payment Buyers
Razorpay's cross-border payments team needed Indian exporters who already bill international clients.
SalesUP mined public GST invoice data to find them, including businesses using a competing provider, and ran outbound on those lists.
From a clear constraint to a measurable result
- 01
Starting point
Standard B2B databases cannot tell you which Indian businesses earn in foreign currency.
- 02
First move
SalesUP mined public GST invoice data to find businesses already paying a competing provider.
- 03
Verified outcome
747Meetings set747 meetings set at a 74% show rate, with displacement lists converting at 2.8x.
Key numbers
- Meetings set
- 747
- Show rate
- 74%
- Meeting rate on competitor displacement lists
- 2.8x
About Razorpay Cross-Border
Payments infrastructure that helps Indian businesses get paid from anywhere
Razorpay's cross-border product lets Indian businesses collect international payments. Its buyers are exporters, agencies and service firms with meaningful monthly overseas revenue.
The business challenge
Databases miss foreign revenue
Standard B2B databases cannot tell you who earns in foreign currency.
A rising qualification bar
Billing is per SQL, and the qualifying floor rose from $5k to $10k monthly volume mid-engagement.
Volume and intent together
Pipeline had to be volume-rich and high-intent at the same time.
How the work unfolded
Each step in the order it was built and run.
- 01
Mined GST invoice data
Competitor's GST B2B data, 35,418 invoices across 6,955 buyers (Apr-Jun 2026), became a displacement list.
- 02
Export data crossover
Matched export and GST records to find active exporters.
- 03
Outbound and qualification
Calls, follow-ups and qualification against Razorpay's volume criteria.
- 04
RevOps and client base
Funnel reporting, no-show tracking, deal-size pricing tiers; re-engage and expand Razorpay's existing customers.
The channels behind the result
- Data engineering
Exporters from trade data
GST invoice data from a competing provider became a list of businesses already paying for cross-border payments.
- Invoices mined
- 35,418
- Buyer businesses
- 6,955
- Outbound
Qualified against volume
SDR calls and qualification against Razorpay's monthly volume floor.
- Meetings set
- 747
- Show rate
- 74%
- Client base
Existing customers, re-engaged
Separate programs re-engaged and expanded Razorpay's existing customer accounts.
- Meetings handed over
- 185
- Meetings completed
- 90
The outcome
- Competitor displacement list6.4%
78 contacts · 5 meetings set
- Export + GST crossover2.0%
702 contacts · 14 meetings set
- All sourcesBaseline2.3%
32,819 contacts · 747 meetings set
Why it matters
From March to September 2026, SalesUP worked 32,819 contacts, set 747 meetings and completed 416 at a 74% show rate.
Competitor displacement lists converted at 2.8x the meeting rate of all sources combined.
The math
- Meetings set
- 747
- Show rate
- 74%
- Meeting rate on competitor displacement lists
- 2.8x
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