Prateek Sabharwal

India’s DPDPA isn’t just a legal update. It’s an operational shift. 🇮🇳🔐 From data collection to consent, storage to breach response — every organization handling personal data is now accountable. No paperwork theater. No checkbox compliance. Real controls. Real governance. If your data flows faster than your policies, you’re already exposed. ⚠️ 📌 Need help understanding what actually applies to your business and where the gaps are? Cybernara helps teams translate DPDPA requirements into practical security and compliance actions. 👉 Talk to us before regulators talk to you. #DPDPA #DataProtection #PrivacyByDesign #CyberSecurity #Compliance #InfoSec #RiskManagement #Governance #Cybernara

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SDRs shouldn’t ever build lists or do admin work In 2025, SDRs are at a crucial crossroads Here's an example: At Org 1: they’re expected to build lists, do research, write scripts, cold call, etc At Org 2, they’re expected to focus on dialing hot leads, dialing intent-showing leads, cold calling, and manually prospecting tier 1 accounts. Which org do you think is winning? Org 2 is crushing. SDRs spend too much time doing admin when they should be generating & converting opportunities for their AEs. The way to fix this is by having a GTM/Growth hire build out the automated outbound sequences, website visitor plays, Linkedin engagement plays, etc so SDRs can focus on converting the traffic generated from those plays. Then, having SDRs manually prospect to the same leads that are being sent automated outreach. This creates separation of roles and KPIs, which allows SDRs to do what they do best → SELLING

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Bro " I am punching 100 calls everyday & yet hit 70% quota only". Asked one of the curious SDR's during my 1:1 SDR catch up's last week. Prompted me to share my thoughts on this.. Most SDRs don’t miss quota because of skill. They miss it because of inconsistency. The truth? It’s not the big strategies that change your results. it’s the small, boring habits that compound. When I stopped chasing hacks and focused on rhythm, everything changed. I learned Discipline beats motivation: You won’t always feel like calling, do it anyway. The best reps make it routine, not emotional. Pipeline is a lagging indicator: What you do this week shows up next month. If you stop prospecting today, you’re already losing ground. 4 days before i posted getting someone to say " Yes" after 7 months. Confidence isn’t built on results, it’s built on activity: Every call, every follow-up adds a layer. That’s how you sound sharp, not by waiting to “feel ready.” Your AE isn’t your handoff partner, they’re your co-pilot: Share context, collaborate, and they’ll go to bat for you when it matters. Data > drama: Track your metrics, fix your weak spots, and repeat what works. Sales is a science — treat it like one. None of this is flashy. But that’s exactly why it works. Show up. Execute. Repeat. That’s the real SDR advantage.

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Sales leaders must focus on "unit economics": What is 1) your cost / meeting type AND 2) what is each meeting type worth? You need to know your sales maths and anchor your GTM around that to generate profitable growth. In the UK, the average cost per B2B sales meeting typically ranges between £150 and £500 depending on industry complexity and lead generation method. Don't forget to consider to your installed customers... your NRR will rocket when you - Cross-sell / upsell - Mitigate churn - Maximise CLTV My portcos (across a range of sizes, sectors) generate vs. their historic benchmark > meetings / hour / seller AND at 35% discount CAC This is how rapid & efficient revenue growth, EBITDA and so company valuation is created.

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India is now the #2 most targeted country for ransomware globally — and the attack vectors are not new. They are the ones most organisations have never actually tested against. The Akira and NightSpire ransomware groups have been systematically targeting Indian BFSI, manufacturing, and IT services organisations through vendor portal compromise, credential harvesting, and AI-driven phishing campaigns. The BFSI sector in particular has seen supply chain attacks through vendor access pathways become the preferred entry point. Our red team simulated this exact vector last quarter. Here is what we found: → Vendor portals had no lateral movement controls — once inside, the network was flat → Phishing simulations bypassed email gateways in 3 of 5 attempts using AI-crafted lures → Credential reuse across internal systems was present in every single engagement → Average attacker dwell time before detection: over 11 days Exploited vulnerabilities account for 29% of ransomware entry points in India, compromised credentials for 22%, and malicious emails for 21%. InfotechLead Your attackers already know your weak points. The question is whether you do too. A red team engagement is not a box-ticking exercise. It is the only way to know — before an attacker does — exactly where your defences break. At SecureRoot Risk Advisory LLP, we provide end-to-end Ransomware Attack Simulation services — helping BFSI, SMBs, mid-market, and enterprise organisations identify exactly where their defences break before a real attacker does. 🔗 Visit us → https://lnkd.in/gRNh2qpw 📞 Talk to our team → sachin@secureroot.co #RedTeam #PenetrationTesting #EthicalHacking #CyberSecurity #InfoSec #Secureroot

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As India’s securities market moves to the cloud, SEBI has set strict requirements like encryption, IAM, monitoring, and incident readiness for regulated entities. The Qualys Platform helps regulated entities achieve continuous compliance with unified visibility, vulnerability and patch management, policy enforcement, and audit-ready reporting. With TotalCloud™ for cloud security and the Risk Operations Center (ROC) powered by Enterprise TruRisk™ Management (ETM), Qualys strengthens security across hybrid and multi-cloud. Rahul Pareek explains why TotalCloud™, along with the Qualys Platform is your answer to achieve and maintain SEBI compliance. #CloudSecurity #SEBI #FinTech

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We’re aware of a ransomware leak-site listing referencing a company named “Halcyontek.” Our team investigated immediately and confirmed this refers to a different organization with a similar name based in India. Halcyon has not experienced a ransomware incident, and our customers and partners remain fully secure. We continuously monitor threat-actor infrastructure and investigate any references that could be mistaken for Halcyon to ensure accurate information is available. Any questions can be directed to pr@halcyon.ai.  More details: https://lnkd.in/gZXqTmva 

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6 point checklist for every new SDR inside 30 days. 1. Commission Plan Although you should've done this even before joining the team, you should validate your findings. You need to know the ceiling, realistic payouts, and avg attainment, and challenges with attaining the said target. 2. Call Listening Find all the top performers & listen to each conversation they've had on calls that are>2 mins. Study their opener, pitch, objection handling, and close. There's a lot of gold here. If you're top-class, there will be a ton of reminders for you. If you're still learning, you'll have a ton of learning. 3. Study top AEs Top AEs are probably making ₹1 crore+ every year and they're doing something amazing. Listen to their calls and learn how they're negotiating. This will help you get better on discovery + qualification. 4. Interview the top SDR Don't ask the SDR what you can already see on the CRM. Ask them about their mindset. There is something different and unique about them and that's why they're on the top. Learn what's working with them, and replicate that. 5. Historic deal information Your product is probably successful with specific industries, segments, personas, and markets. Find that information in the CRM, study those wins, learn the customer language, and remember those customer stories. These will come in handy on cold calls. 6. Low-hanging fruits When you take over a territory, every single time without fail, there are easy wins you can knock off to hit the ground running. - Lost deals - Old signups - ex Champions - Old Customers Go after all of these categories and make your first 30 days successful.

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AI adoption is accelerating, but security isn’t keeping up. IBM’s latest report shows the cost of a data breach in India has surged to INR 220 million — an all-time high.

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🚀 **Rethinking Outbound Sales: The Age of SDRs 2.0 and AI** 🚀 Gone are the days of cold calling and numbers game in outbound sales. In today's buyer-empowered environment, information-rich and resistant to traditional sales techniques, it's high time to realign how Sales Development Representatives (SDRs) add value in this AI-first era. Reflecting on my own experience, stepping away from traditional metrics like call volume towards engagement quality has not only streamlined our efforts but significantly boosted our conversion rates 😌. ### How AI is Shifting The Fundamentals: 1. 🤖 **Automation Takes Over Repetition:** AI handles the groundwork—prospecting, follow-ups—liberating SDRs for higher-level engagement. 2. 🕊️ **Buyers Drive Their Journey:** With AI, the approach shifts from intrusion to meaningful conversations on the buyer's terms. 3. 🤝 **SDRs as Relationship Architects:** The role evolves from scheduling to strategic advisory, empowering SDRs to nurture relationships using data-driven insights. ### What This Means for Your Sales Team: If you're still measuring SDR success through old-school metrics, it might be time to rethink. Modern KPIs should concentrate on the depth of prospect engagement and the quality of interactions fostered by AI tools. 🔍 **AI and Smarter Prospecting:** Imagine knowing the optimal moment and the right message for each prospect. AI-enabled platforms analyze behaviors and prioritize leads, transforming how connections are made. ### Why Zoho One? Zoho One harmonizes your sales processes by integrating advanced AI capabilities into your CRM, helping you focus on what truly matters—building meaningful relationships and driving growth. 🌐 From outbound to community-driven sales, embrace AI to enhance your outreach strategies and pivot from volume to value. 🔗 Embrace AI, retool your GTM strategy, and redefine the SDR role to thrive in this new sales landscape. ### Are you ready to transition to smarter, AI-driven outbound strategies with tools like Zoho One guiding your journey? 💬 I’d love to hear how AI is reshaping your sales strategies. Has your team made the switch to data-driven prospecting yet? #Sales #AI #ZohoOne #OutboundSales #SDR #BusinessDevelopment #Automation #Innovation Start with your free account today! https://zurl.co/qCHA and discover valuable insights and tips on our blog https://zurl.co/P4EZ

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Episode 14 in the Growth Amped podcast series where Mohan Kumar - CEO & Naveen Konrajankuppam Mahavishnu - Co-Founder & CTO (Aira Security) tell us about their journey in the cybersecurity space, particularly focusing on agentic security and the challenges that come with it. They discuss their backgrounds, the motivation behind starting Aira Security, and the importance of understanding agentic behavior in AI systems. The conversation also covers the significance of MCP (Model Control Protocol) in ensuring security, the role of open source in their approach, and the future of agentic security. They highlight industry trends, the impact of regulations, and their goals for growth in the coming year. In this episode, they cover: The Shift to Agentic Security: The necessity of securing AI systems as they move from simple experiments to autonomous actions in production environments. The MCP Security Challenge: The specific risks associated with the Multi-Capability Protocol (MCP) and how Aira Security's tools, like MCP Checkpoint, provide real-time visibility and context to mitigate threats like tool poisoning. Industry Adoption and Value: The slow but inevitable adoption of AI agents in highly regulated industries (HealthTech, FinTech) and the challenge of demonstrating clear ROI to unlock security budgets. Future of the Space: The need for continuous innovation to understand the non-deterministic nature of LLM behavior and the goal of making Aira Security the trusted layer for agentic adoption. https://lnkd.in/giyEdfcS

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DPDP Compliance is not a document exercise. It’s an operating model. As organisations move from intent to execution under India's Digital Personal Data Protection (DPDP) Act, success depends on a structured Compliance Accelerator Framework - not siloed policies or point solutions. A practical DPDP accelerator must bring together privacy policies, business procedures, staff awareness, technology enablement, compliance mapping, and continuous training - all aligned to how data is actually collected, processed, shared, and governed across the enterprise. The organisations that get this right wont just meet regulatory expectations - they'll build digital trust, audit readiness, and digital resilience at scale. Data Safeguard India Sudhir Sahu Lee Nocon Dr. Damodar Sahu, PhD Mahi Gupta Sam Pande Pranab Mohanty Ashis Rout Ajit Sahu Swarnam Dash Dr.Deepak Kumar Sahu,PhD #DPDP #DataProtection #DigitalTrust #PrivacyLeadership #Compliance #Governance #AI #IndiaDPDPA2023

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Every SDR eventually hits a phase where effort stays high but results feel slow. You’re making the calls. Following up properly. Doing everything “right.” That phase isn’t failure. It’s refinement. This is where small improvements matter. Listening better. Asking cleaner questions. Controlling pace instead of forcing outcomes. Growth here is quiet but powerful.

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A genuine question to all the sales folks out there 👀 Why are clients so hesitant to talk about budget? I’ve been in sales for more than 5 years now, and this still confuses me. Clients are comfortable asking for: Product demos Multiple discussions Detailed presentations Customizations But the moment we ask about budget… everyone suddenly becomes silent 😅 Honestly, sharing your budget doesn’t make you smaller, and it doesn’t make the salesperson bigger. In fact, it helps both sides. If I want to buy a car, I’ll walk into a dealership and clearly say: “My budget is around this amount.” That helps the salesperson suggest the best possible option within my range. So why does it become different in software sales? When clients openly discuss budget: We can understand whether we are the right fit or not We can explain why the pricing is structured the way it is We can recommend better alternatives if needed And most importantly, both sides save time Sometimes the issue is not pricing. It’s just a mismatch of expectations. Curious to hear from other sales professionals: How do you handle prospects who avoid budget conversations? 🤔

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Govt Alert: Rising AI-Powered Cyber Threats – Are We Ready? India’s cybersecurity agency CERT-In has issued a high-risk advisory on emerging AI-driven cyber threats, highlighting systems like Claude Mythos. What’s changing? Advanced AI is no longer just assisting — it’s automating cyber attacks: • Identifying zero-day vulnerabilities at scale • Planning and executing multi-stage attacks • Scanning entire networks with minimal human effort Why this matters (especially for BFSI & MSMEs): Institutions like the Reserve Bank of India have raised concerns about: • Faster exploitation of software weaknesses • Increased phishing, impersonation & fraud risks • Potential large-scale disruption of banking & digital services Key Risks: • AI-generated phishing emails, voice & video scams • Unauthorized access & data breaches • Financial fraud & identity misuse • Cascading impact across connected systems What organizations should do NOW: • Adopt a Zero Trust security model • Enable Multi-Factor Authentication (MFA) • Patch systems without delay • Monitor logs & network activity continuously • Remove unused or vulnerable systems • Avoid unverified AI tools in production For individuals: • Verify links, calls & messages before acting • Avoid sharing sensitive data online • Stay cautious of “too good to be true” offers • Use secure networks or VPNs for transactions Bottom line: AI is transforming cybersecurity — for defenders and attackers alike. Proactive security is no longer optional, it’s essential. #CyberSecurity #AI #DataProtection #MSME #Infosec #DigitalIndia #ZeroTrust #CyberAwareness

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A Data Breach is no longer just a Cybersecurity Incident. Under India’s Digital Personal Data Protection (DPDP) Act, it is becoming a Boardroom, Legal, Regulatory, Reputation, and AI Governance issue. Many organizations still evaluate breach impact only from: • Downtime • Recovery Cost • Ransomware Exposure • Penalty Risk But the future risk is much bigger. A major data breach can now impact: ✅ Trust of customers and citizens ✅ Ability to use enterprise AI models safely ✅ Validity of data used in AI training ✅ Cross-border data sharing permissions ✅ Vendor and partner confidence ✅ Regulatory scrutiny from multiple agencies ✅ Litigation exposure and evidence integrity The emerging challenge is not only: “Was data stolen?” The larger question is: “Can the organization still trust its own data ecosystem?” In the AI era, compromised or improperly governed data can create: • AI hallucination risks • Model poisoning concerns • Compliance gaps in training datasets • Legal restrictions on using disputed datasets • Loss of auditability and explainability This is why organizations must move from: “Reactive Breach Response” to “Continuous Data Governance + AI Governance + Compliance Monitoring” Under DPDP readiness, organizations should now focus on: ✔ Data Discovery & Classification ✔ Data Lineage & Source Validation ✔ Consent Governance ✔ Data Subject Rights workflows ✔ 72-hour breach readiness mechanisms ✔ Board-level compliance dashboards ✔ AI data governance controls ✔ Continuous monitoring of sensitive data exposure Cybersecurity + DPDP Compliance + AI Governance together will define the next generation of trusted enterprises. The organizations that prepare early will not only reduce regulatory risk — they will build long-term digital trust and AI readiness. #DPDPAct #CyberSecurity #DataProtection #AIGovernance #DigitalTrust #Privacy #DataBreach #CyberRisk #Governance #India #ArtificialIntelligence #Compliance #Boardroom #RiskManagement

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Recently someone shared a post about the pricing math behind AI sales calls, and I thought of sharing my point of view, because there’s a big assumption we often overlook. First of all, to start with, ₹10–20/min is definitely on the higher side. There are more affordable and reliable options out there (not even factoring economies of scale). And more importantly, we’re still focusing on input cost, when the real story is the output value. SMBs don’t buy “minutes”, all they care about is the output. I would happily pay if someone is able to improve my topline, it could be "Artificial Intelligence" or "Human Intelligence". So when we look only at per minute pricing, we’re measuring the cost of running the engine, most important question is “How much impact does this create for the business?”. And honestly, the numbers in reality might differ too: - AI qualification calls aren’t 5 minutes, we have been able to make it under 1 minute. - Plus a human doing 200–250 mins/day is exhausted & forgets to follow-up, with AI possibilities are infinite. Not every lead deserves a human. Filtering the 70–80% junk leads alone saves more salary than the AI minutes cost. Plus we are ignoring the biggest shift happening in SaaS, It is moving away from subscription pricing to output based pricing: From “₹X per minute” to ₹X per qualified lead or ₹Y per meeting set. Because businesses don’t care about your tech costs. If someone helps them grow their topline or reduce operational effort, they’ll happily pay for that value. Whether you like it or not, It's our job as a business to train the workflows to get to the value driven pricing, we have been able to make this shift at Fixit and that's the only way to survive. Happy to jam deeper on this https://lnkd.in/gK7YXm-T

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🚀 Why MSMEs Need SIEM: From Survival to Scale India’s MSMEs are no longer just “small businesses”—they are the backbone of digital India, powering innovation, jobs, and financial inclusion. But with growth comes responsibility. In today’s regulatory climate, compliance isn’t a checkbox—it’s the passport to credibility, trust, and scale. 🔒 The New Reality CERT-In mandates: 180-day log retention, 6-hour incident reporting DPDPA Act: Data privacy and protection now carry legal weight Customer trust: Breach = reputational damage + financial penalty 🌟 The Exciting Shift Security is no longer a cost center—it’s a growth multiplier. By adopting IPM+ SIEM, MSMEs don’t just “comply,” they: Win trust faster: Demonstrating compliance builds credibility with banks, investors, and enterprise clients. Scale confidently: With enterprise-grade monitoring at MSME-friendly costs, expansion isn’t held back by fear of breaches. Stay resilient: Continuous monitoring and audit trails mean business continuity even in the face of cyber threats. 💡 The New Equation Security + Compliance = Competitive Advantage MSMEs that embrace SIEM aren’t just protecting data—they’re future-proofing their business, unlocking new partnerships, and positioning themselves as trusted players in the digital economy.

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🔍 SDR Investigation Framework: 1-2-3-4 ✅ 1.Revenue • Question: Are opportunities progressing all the way to closed revenue? • Why it matters: If revenue is low despite strong activity + pipeline, there’s a conversion or qualification issue. • What to check: • Win rates • Quality of handoff to AEs • % of pipeline converting 2.Pipeline • Question: Is the SDR generating enough sales qualified opportunities? • Why it matters: Pipeline is the bridge between activity and revenue. Weak pipeline = activity isn’t hitting the right prospects. • What to check: • of qualified meetings booked • Conversion from initial conversation qualified opp • Pipeline coverage ratio (target vs. actual) 3.Activity • Question: Is the SDR putting in the right volume + quality of touches? • Why it matters: Without activity, pipeline starves. Too much unfocused activity = wasted effort. • What to check: • Dials, emails, LinkedIn touches per day • Contact to meeting conversion rates • Personalization vs. spray-and-pray 4.Calendar (Productivity) • Question: How is the SDR actually spending their time? • Why it matters: Activity can look “good” on paper but be unproductive (bad timing, poor follow up, scattered blocks). • What to check: • Time blocking (prospecting vs. admin vs. follow-ups) • % of time in conversations vs. busywork • Adherence to call blocks / sequencing strategy 🚦 Diagnostic Logic • If Activity is high but Pipeline is low messaging/targeting problem. • If Pipeline is strong but Revenue is weak qualification/discovery problem. • If Calendar is messy, productivity + focus problem (fix time blocking & prioritization). • If all 4 are low (wrong hire or lack of training) #sdr #bdr #salesdevelopment #coldcalling

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