Introduction

Elephant Edge positions itself as a go-to-market partner for tech companies that want to solve their B2B sales challenges in the United States. The company works as a fractional VP of Sales for its clients, stepping in to build and structure their in-house sales teams. Instead of offering only consulting advice, Elephant Edge helps companies create a functioning sales engine that generates a consistent pipeline from the US market.

The company supports tech, SaaS, AI and emerging technology businesses that want to establish and grow their presence in the US without depending entirely on the founders for sales. Elephant Edge also supports GCCs in India to enable their sales capability in the global and Indian market.

A Real-World Example: From Founder-Led Sales to Structured Growth

One example shared by Founder Venkatesh Majji is a 15-year-old IT services company called Amdrodd. Until recently, most of Amdrodd’s business came from referrals, founder networks and past relationships. However, as buyer behaviour in the US began changing in 2026, the company decided it needed a structured in-house sales organisation to accelerate growth.

Elephant Edge worked with Amdrodd for about five months to build its go-to-market and sales operations team. Today, the company identifies 10 to 15 highly targeted accounts daily and reaches out independently, without relying on founders to drive conversations. The shift has enabled Amdrodd to build a stronger and more predictable US sales pipeline.

India’s Global Capability Centers are entering the GCC 5.0 era, where centers are no longer just delivery hubs; they’re becoming revenue engines, driving global sales and strategic partnerships. Elephant Edge is already a part of this shift recently by onboarding a Japanese firm whose specific objective is to grow its global sales capability from India. Elephant Edge helps them in streamlining their outbound operations and train their junior sales development representatives to sell to C-suite leaders from other GCCs.

Why the Focus Is on the US Market

According to Venkatesh Majji, the US market continues to be the most proven and lucrative market for SaaS and tech companies. Over the last decade, many successful tech companies have scaled revenues significantly by focusing on the US.

There is currently strong demand in the US for modern technologies, including AI and agent-based AI solutions. Elephant Edge believes Indian tech companies should harness this demand. India is seen as a strong producer of technology in this space, and building robust B2B sales systems can help these companies establish a global presence.

From the founder’s perspective, there are also practical challenges. Many Indian tech founders are unsure whether they need a physical presence in the US. Most come from technology backgrounds rather than sales, making go-to-market strategy and initial customer acquisition difficult. Hiring and managing a US-focused sales team until reaching the first million dollars in revenue is another major hurdle. Elephant Edge aims to solve these gaps.

Balancing AI With Human Interaction in Sales

While automation tools like LinkedIn outreach, email marketing and cold calling exist, Elephant Edge believes enterprise and mid-market sales still depend heavily on meaningful human interaction.

To address this, the company partnered with a US-based firm called GTM Partners. Through this partnership, Elephant Edge gains access to fractional sales and go-to-market leaders across industries such as healthcare, cybersecurity, manufacturing, e-commerce and education.

When onboarding a client, Elephant Edge organises roundtables or sales mixers that connect potential buyers with experienced fractional sales leaders. This approach ensures that sales efforts are not reduced to automation alone but are supported by real conversations and domain expertise.

Experience at WeWork Growth Campus

Elephant Edge is currently part of the WeWork Growth Campus. The ecosystem has directly contributed to business opportunities. For example, the company recently onboarded a Japanese client based out of WeWork Galaxy in Bangalore.

Through a Growth Campus initiative event, the team interacted with around ten businesses that fit their ideal customer profile. Venkatesh believes at least two to three of these interactions could convert into partnerships focused on US market expansion. According to him, being in a space where their ideal customers are present has been highly beneficial.

A Bootstrapped and Profitable Venture

Elephant Edge operates as a bootstrapped and profitable venture. Venkatesh explains that the fractional VP of Sales model is still new in India. While it is gaining traction globally, especially in the US and Europe, awareness in India remains limited.

Unlike traditional sales consulting, the fractional VP model involves actively building and leading the sales function rather than just advising. The company is now transitioning from founder-led sales to building a dedicated sales team and moving towards a franchise-like model for fractional sales leadership across industries.

So far, the founder has not pursued venture capital or grants, choosing instead to grow organically.

The Biggest Challenge: Educating the Market

The hardest part of building Elephant Edge has been educating the market. Since the fractional VP of Sales model is relatively new in India, many target customers are not aware that they can solve their US B2B sales challenges in this way.

Convincing companies to adopt a new model takes time. However, once the concept is clearly explained, many businesses show immediate interest. The challenge lies in increasing awareness and category acceptance.

Lessons From a Serial Entrepreneur

Before Elephant Edge, Venkatesh Majji built and exited two companies. His first venture, Red Solar, was built and sold within four years. His second company, Hyperly AI, a LinkedIn content creation tool, was acquired in December 2024.

Based on his entrepreneurial journey, he shares two key lessons for young founders. First is clarity. Being clear about what you are building and why makes decision-making easier. Second is persistence. Many founders give up too early or jump to conclusions when challenges arise. According to him, staying consistent and patient makes a significant difference in the long run.

Interview by : Khevna Reddy