From building a Conversation Intelligence SaaS to getting acquired by Clari with Shruti Kapoor of Wingman

Sales team is closer to the customer's problems.


How do we bring the marketing and product teams closer to
customer problems, so that they feel the voice of the
customer? 


Voice of the customer is really valuable. It's very hard to
get access to it, and even if you get access to it, it's a pain
to gain insights from it, and then scale it up.


This is the pain point which led Shruti Kapoor and her
co-founders Muralidharan Venkatasubramanian - Head of Product and
Srikar Yekollu -  to start Wingman, a conversation
intelligence SaaS.


Wingman acts as the single source of truth for all types of
interactions between sales teams and buyers including emails and
calls.


It analyzes them and it gives the ability to deep dive into these
conversations and provide the larger analytics and intelligence,
to improve revenue.


Their 1st million revenues came in around 2.5 years, and 2nd
million in the next 6 months. They’ve also been part of
Ycombinator and SaaSBOOMi GrowthX. 


Wingman recently got acquired by Clari. 


Tune in to this episode to gain insights on right time to get
acquired,  nitigrities of valuation from the standpoint of
acquisition and fundraising, the AI piece on strengthening
revenues, how personal branding for you as a founder helps and
more.


1:31 - What’s Wingman?


3:07 -Why Wingman welcomed the early acquisition by Clari - 3 key
factors


3:22 - Figuring out the valuation 


4:32 - Valuation multiples by Private Equity companies
7:15 - Valuation multiples during fundraising versus acquisitions


10:03 - VC valuation v/s PE valuation


12:19 - What does it mean if a VC is giving a 20x valuation
multiple?


15:43 - The idea of Wingman and how did the founding team come
together?
21:06 - Using AI to gain sales intelligence from sales calls
using Wingman


24:55 - Funds raised and investors


25:31 - Rationale for high pricing, is it a sales barrier?


29:18 - ICP of Wingman
30:56 - SaaS pricing insights for Indian market


31:31 - Change in org structure after acquisition


34:45 - Wingman’s go-to market model


35:50 - Creating proxies of trust - personal branding as a
founder
36:40 - How to increase average ticket sizes 
39:46 - OTE v/s sales quota