How Shruti Kapoor Built Wingman To Seven Figure Revenue and Sold to Us-Based Clari
Wingman is a software as a service (SaaS) product that enhances sales team performance by providing real-time insights.
Wingman Revenue
About The Wingman Founders
Who is Shruti Kapoor?
Shruti Kapoor is the co-founder of Wingman, a SaaS tool designed to help sales teams generate more leads. She has a rich background in business development, including leading efforts at Payoneer, where she oversaw banking relationships.
Additionally, she is an active member of the Modern Sales Pros, which is recognized as the world's largest community for leaders in sales, operations, enablement, and related disciplines.
Following the acquisition of Wingman, Shruti now serves as the head of international business at Clari, further expanding her influence in the sales and business development sectors.
About The Business
Idea
How did Shruti Kapoor get the idea for Wingman?
Shruti conceptualized Wingman after her hands-on experience at a fintech company called Pioneer.
While working on their go-to-market strategy, she faced challenges in understanding why some sales reps excelled while others did not, despite similar efforts. Additionally, she struggled to relay customer feedback to a distributed team.
These experiences led her to recording, archiving, and making sales calls searchable, which would help analyze performance and improve communication. Thus, Wingman was born.
Build
How did Shruti Kapoor build the initial version of Wingman?
To build Wingman, Shruti's team focused on understanding their users' workflows and identifying key moments that could deliver significant value. They researched competitors' products to learn about common challenges and refined their product based on this feedback. A major innovation was the introduction of real-time feedback for salespeople during calls. Despite initial setbacks with zero conversions from 40 targeted meetings, they realized the need to better address customers' implementation costs and effort. This insight led to product adjustments aimed at providing quicker, more accessible value to users.
Growth
What is the growth strategy for Wingman?
- Direct Sales Approach: The direct sales approach helped the co-founders acquire their initial customers. The co-founders engaged existing networks through out the product development phase, giving them the early access and collecting feedback from them. When they launched the product on October 2018, several of these customers from the existing network were ready to pay for the product.
- Content Marketing: The team also focused on creating educational content and user guides to help them acquire new paying customer who did not necessarily come off the existing networks.
Pricing
How does Wingman price their products?
Wingman offers a single plan @ $100 Per Rep/ and per Month
Wingman Acquisition
How much did Wingman sell for and what was the acquisition price?
Wingman merged with Clari in June 2022 to make predictable revenue growth a reality for their customers.
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More about Wingman
Who is the owner of Wingman?
Shruti Kapoor is the founder of Wingman.
When did Shruti Kapoor start Wingman?
2018
What is Shruti Kapoor's net worth?
Shruti Kapoor's business makes an average of $125K/month.
How much money has Shruti Kapoor made from Wingman?
Shruti Kapoor started the business in 2018, and currently makes an average of $1.5M/year.
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