Sales automation software-as-a-service (SaaS) platform, LeadSquared, has been growing its US footprint and aims to make the US a larger contributor to its overall revenue mix this year even as India remains a core growth engine. Prashant Singh, co-founder and COO, LeadSquared, tells S Shanthi the company wants to scale up in markets where it has a strong product–market alignment : Excerpts
You have been growing your international footprint, particularly in the US. What are your expansion plans this year?
Over the next 12 months the US will remain a central pillar of our growth strategy. Our focus is on deepening our presence in high-fit verticals such as education and healthcare, expanding within existing customer accounts, and strengthening our on-ground capabilities across functions.
While India will continue to be a core growth engine, our priority is not rapid multi-country expansion but rather making the US a larger, more stable contributor to our overall revenue mix. We want to scale with intention, in markets where we have strong product–market alignment and a clear roadmap for profitability.
Prashant on Leadsquared’s strategy for US
What is the strategy you have followed to expand in the US?
We have over 150 customers in the US and we work with verticals. Our focus on niche segments within the education and healthcare verticals ensures product fitment and ease of adoption. And this is the path to success we see moving forward, identifying sub-segments within verticals and ensuring we meet the specific requirements of the segment to drive faster sales and adoption cycles.
Which industries are driving growth in India?
BFSI has become our strongest growth driver, led by heavy digitisation and need to manage large, complex customer lifecycles. Today, we power over 17 crore financial journeys, including over 18 million insurance prospects, over 90 million borrower relationships, and over 4 crore wealth management journeys. This scale is enabled by over 1.5 billion automated workflows each month, over 50,000 mobile CRM agents, over 35,000 web agents, and over 1 million daily customer interactions on our platform.
Manufacturing and digital-native businesses are also accelerating, driven by the shift towards structured sales processes, automation, and compliance-led execution. We work closely with users, improve workflows based on their feedback, and prioritise features that genuinely impact their business.
Prashant on the firm’s balancing act
How do you intend to balance expansion and profitability in the next few years?
We are within striking distance of becoming cash flow positive. Our path to profitability and IPO readiness revolves around revenue expansion, product innovation, and operational efficiency. By prioritising markets and industries where our value proposition is strongest, we can drive faster conversions and maintain tight control over customer acquisition costs (CAC). This ensures that every dollar spent on expansion delivers a measurable return, allowing us to scale efficiently without compromising profitability.
We are also optimising our cost structure, particularly cloud and infrastructure expenses, and continuing to invest in product innovation, including AI-led capabilities that enhance efficiency and customer outcomes.
What is the timeline you are looking at to achieve profitability?
In FY25, we reduced the net loss by 45% to Rs 89.2 crore from Rs 162.2 crore in FY24, driven by operational discipline and sustained top-line growth.We hope to be cash-flow positive soon and hit full profitability in FY27, supported by double-digit revenue growth as we progress toward the $100 million mark. We are maintaining strong unit economics by reducing core technology costs, improving people productivity, and driving sustained revenue growth. This includes tighter operational efficiency, cloud cost optimisation, and AI-led product investments that strengthen both top-line momentum and cost discipline.
When was your last funding round, and when do you plan to raise next?
We last raised $153 million in 2022 from WestBridge and in all we have raised around $180 million. These funds have been allocated primarily toward market expansion in India and the US, product innovation with a heavy focus on AI integration, and building our vertical-centric capabilities across BFSI, healthcare, education, and digital-native businesses. We have also invested in strengthening our on-ground teams, particularly in the US market. Our cash position is comfortable.