Indian SaaS Companies Overlook Shelf Space Problem
Indian software-as-a-service (SaaS) companies are often skilled at building excellent products for other brands, but they underestimate the importance of marketplace distribution. According to Nasscom, this is because they treat it as an afterthought.
The problem lies in getting listed on platforms like Salesforce's AppExchange and HubSpot's marketplace. These marketplaces have become crucial for B2B software selling into enterprise, as they provide native listings that remove trust gaps between buyers and sellers.
However, getting listed requires a mandatory security review, which roughly half of first submissions fail. This is not because developers are weak but because they may not have the necessary experience with marketplace development.