How we've Landed 200 Customers by Intelligently Bundling Virtual HR Services with our HR Software

B2B SaaS Podcast

In this episode, Surendra Varma, the founder and CEO of Emgage, shares insights into their journey of scaling from zero to 100 customers by offering virtual HR services alongside their HR software.

Here's what you'll discover in this insightful conversation:

• Introduction to Emgage: Get acquainted with Emgage, a virtual HR platform designed to cater to the needs of startups and MSMEs. Surendra Varma shares the company's vision of simplifying HR management for growing organizations.
• Identifying Market Gaps: Learn how Emgage identified the challenges faced by startups and MSMEs in implementing traditional HRMS solutions due to lack of resources and expertise, leading to the inception of their holistic ecosystem approach.
• Product and Service Offering: Understand Emgage's unique proposition of combining HR software with consulting services to provide end-to-end HR solutions. Discover how their platform assists clients in setting up HR departments, managing HR operations, and digitalizing HR processes.
• Customer Base and Revenue: Surendra reveals that Emgage has acquired close to 200 paying customers, with an average deal size ranging from $1,200 to $1,500 per year per customer. Emgage primarily targets organizations with around 20 to 25 employees facing HR management challenges.
• Sales and Growth Strategy: Explore Emgage's sales approach, which involves a mix of inbound digital marketing efforts and outbound sales outreach. Learn about their short sales cycle of around two weeks and the importance of consultative selling in demonstrating value to potential customers.
• Customer Acquisition Channels: Discover how Emgage leverages digital presence, SEO, content marketing, and referrals to attract customers. Surendra discusses their focus on targeting startups and MSMEs in the Indian market due to its significant growth potential.
• Funding and Team Structure: Gain insights into Emgage's funding journey, with an initial investment of $200,000 from angel investors. Learn about their team of 40 members, comprising experienced professionals in sales, tech, customer success, and HR services.
• Vision for the Future: Surendra shares Emgage's vision of becoming a comprehensive HR ecosystem, offering solutions for all employee and employer-related challenges. The company aims to continue scaling its customer base and ARR, focusing on serving the zero to 500 employee segment.