India’s D2C market is booming, creating huge opportunities for B2B businesses. With revenues projected to grow from ₹89,000 crores in 2022 to ₹4,45,000 crores by 2027, brands in this space are actively seeking partnerships for tools, services, and platforms that can support their growth. This guide explains how to target Indian D2C brands effectively by identifying leads, segmenting prospects, and designing a structured sales pipeline.
Key Highlights:
- D2C Growth: Tier 2 and Tier 3 cities drive demand, with smartphone users expected to cross 1 billion by 2026.
- Why D2C Brands?: They are tech-savvy, fast-growing, and invest in scalable solutions like SaaS tools, logistics, and analytics.
- Finding Leads: Use platforms like D2CStory for a curated database of 1,300+ D2C brands, growth metrics, and funding details.
- Sales Pipeline Stages: Lead sourcing, qualification, outreach, engagement, and conversion.
- Outreach Tips: Personalise messages, focus on social proof, and leverage WhatsApp for quick communication.
By combining tools like D2CStory with a structured pipeline and tailored outreach strategies, you can tap into the thriving Indian D2C ecosystem.
How to Find and Segment D2C Leads
Finding the right D2C leads is a critical step in building a successful B2B sales pipeline. With India’s massive digital audience, the potential is enormous. But to truly tap into this, you need a strategy that goes beyond surface-level searches.
Using D2CStory for Lead Discovery
D2CStory is a powerful tool for discovering and analysing leads in India’s D2C market. It offers access to a curated database of over 1,300 Indian D2C brands. This platform doesn’t just provide a list - it gives you in-depth filtering options, such as Instagram metrics and growth analytics, that make it easier to zero in on the right prospects.
The platform offers key details like a brand’s website, Instagram and LinkedIn profiles, team size, and funding history. With this information, you can thoroughly research potential leads before reaching out, ensuring you connect at the right digital touchpoints.
One of D2CStory’s standout features is its ability to track brands in their growth phase. By analysing Instagram metrics such as follower growth rates, you can identify brands that are scaling quickly and may be ready to invest in B2B solutions. Additionally, filtering by funding dates helps pinpoint companies with fresh capital, making them more likely to explore new partnerships.
You can also segment brands by categories such as Instagram following, tech stack, team size, and funding status. This level of granularity lets you build a list of high-potential prospects tailored to your offerings.
Creating Customer Profiles
To refine your outreach strategy, start by analysing successful D2C brands to identify traits that align with your solution.
Begin with the industry category. For example, if your product is inventory management software, target fashion and lifestyle brands that handle extensive product ranges. Similarly, beauty and personal care brands are great candidates for logistics and supply chain solutions.
Revenue size and growth trends are also key indicators. Brands experiencing rapid growth often require advanced tools to manage their expanding operations. Look for signs like recent funding rounds, entry into new markets, or sharp increases in social media engagement.
Another helpful approach is analysing a brand’s tech stack. For instance, brands using Shopify or WooCommerce may have specific integration needs. Understanding their current setup allows you to position your solution as a perfect fit for their requirements.
Social media activity is another valuable data point. Brands with notable Instagram growth often invest in digital marketing tools and analytics. Their online presence can offer insights into their audience and marketing strategies, enabling you to craft a more targeted pitch.
Once you’ve gathered these insights, rank your leads based on their readiness and compatibility with your solution.
How to Prioritise Leads for Outreach
Not all leads are equal, so focusing on the ones with the highest conversion potential is crucial. D2CStory’s filtering tools can help you prioritise by scoring leads based on various factors.
Growth trends should be a top priority. Brands with steady Instagram follower growth, recent funding rounds, or offline retail expansion are often prepared to invest in tools that support their scaling efforts. These companies usually have the budget and the mindset to adopt professional solutions.
Market positioning is another important factor. D2C brands transitioning into offline retail through partnerships with established retail chains often face new challenges. This transition creates a need for inventory management, customer relationship management, or analytics tools - making them ideal candidates for outreach.
Alignment with your solution is key. If your product focuses on customer acquisition, target brands with lower social media engagement who could benefit from better marketing tools. If you’re offering logistics solutions, look for brands expanding their geographic reach or product offerings.
Timing is everything. Brands that have recently secured funding, launched new products, or announced expansion plans are often more open to partnerships. Use D2CStory’s tagging features to organise leads into pipeline stages and monitor their readiness for outreach.
Building Your B2B Sales Pipeline for D2C Brands
Once you’ve refined your lead list, the next step is creating a systematic pipeline to manage these prospects. A structured approach ensures you can convert leads efficiently without missing out on opportunities.
Pipeline Stages and Actions
For D2C brands, a well-defined B2B sales pipeline typically involves five key stages. Each stage has specific actions and measurable outcomes, helping you track progress and address any bottlenecks.
Lead Sourcing is where it all begins. Platforms like D2CStory can help you filter and build a targeted lists of D2C brands that fit your customer profile - for example, brands with over 50,000 Instagram followers or those that recently secured funding. Additionally, D2CStory’s tools allow you to monitor brand growth metrics throughout the sales cycle, keeping your pipeline dynamic and up-to-date.
Qualification is about scoring leads based on their potential and readiness to engage. Factors like website traffic, recent product launches, and social media growth can help you evaluate prospects. For instance, a beauty brand with a 25% monthly Instagram growth and a new launch might signal a strong investment opportunity. Create a points-based scoring system that rewards growth indicators, funding activity, and alignment with your offerings.
Outreach is where personalisation makes all the difference. Instead of sending generic emails, craft messages that reference specific details about each brand, such as their recent social media campaigns or product launches. In India, WhatsApp is particularly effective for initial outreach, especially with smaller D2C brands. Mentioning their Instagram posts or recent press coverage shows you’ve done your research and adds a personal touch.
Engagement is about building relationships with value-driven interactions. Offer free demos tailored to the prospect’s product category - for example, showcase inventory tools to a fashion brand or customer analytics to a skincare company. Share relevant case studies with localised metrics in rupees to make your examples relatable to Indian businesses.
Conversion is the final stage, where you address objections, negotiate terms, and close the deal. At this point, the focus shifts to making the final step as easy as possible for the customer. This includes presenting clear, transparent pricing, reinforcing the value of your product or service, and ensuring a smooth and frictionless checkout or sign-up process. The goal is to remove any final barriers that might prevent a lead from becoming a customer.
Scaling and Optimizing Your Sales Efforts
Building a pipeline is just the first step; scaling and refining it is where the real growth happens. As you move more leads through the funnel, managing them effectively becomes critical. This is where a robust CRM system becomes essential, helping you track interactions, automate follow-ups, and maintain a clear view of your entire pipeline.
Personalisation remains key at every stage. With the rich data from D2CStory-such as a brand’s Instagram follower growth, funding status, and company headcount-you can move beyond generic templates. Craft outreach that speaks directly to a brand’s recent achievements or current growth phase. For example, congratulating a brand on a recent funding round or a spike in their social media engagement shows you’ve done your homework and makes your proposal more relevant.
Finally, a successful sales strategy is data-driven. Continuously monitor key metrics like conversion rates, deal size, and sales cycle length. Analyse what’s working and what isn’t. Are brands from a specific category converting better? Is your outreach more effective at a particular time? Use the ongoing insights from D2CStory to spot trends, refine your targeting, and double down on the strategies that yield the best results. By regularly analysing feedback and performance data, you can turn your sales pipeline into a predictable and scalable engine for growth.
FAQs
What are the best strategies to personalise outreach for Indian D2C brands?
To connect effectively with Indian D2C brands, it’s crucial to focus on understanding their specific needs and market dynamics. Begin by diving into their brand story, identifying their target audience, and exploring their product range. This insight will help you craft messages that align with their goals and address their challenges.
Use data-driven insights to segment your leads - look at metrics like growth patterns, social media engagement, and product categories. CRM tools can be a game-changer here, enabling you to track these details and automate personalised outreach. Make sure to clearly illustrate how your solution can help with their objectives, whether it’s enhancing their digital presence or scaling their operations.
Don’t forget to tap into local market nuances. For instance, consider the role of festive seasons or regional preferences when tailoring your communication. Thoughtful, customised messaging not only shows genuine interest but also builds trust, making it more likely for brands to engage and convert.
How can I prioritise leads using D2CStory’s growth metrics and analytics?
D2CStory’s analytics provide the tools you need to spot and prioritise promising D2C brands. By assessing factors like social media following, growth patterns, engagement levels, and conversion potential, you can make informed decisions about where to focus your efforts.
Concentrate on leads showing impressive social media growth and high engagement rates, as these brands are more likely to deliver results. This targeted, data-backed strategy helps you optimise your resources and streamline deal-making within India’s vibrant D2C market.