# Verixa · India Founder-Led Outreach Playbook v1.1 **Version:** v1.1 · 23 June 2026 (supersedes v1.0 per founder brief) **Status:** **Ready after contact verification and buyer-asset cleanup** (NOT "ready to execute") **Owner:** Vimal · `vimalv@verixa.ai` · Founder · Verixa **Commitment target:** 12 verified-then-executed founder-led outreach attempts before Day-30 review --- ## What changed from v1.0 | v1.0 (archived) | v1.1 (current) | |---|---| | Status: "Active operating playbook" | Status: "Ready after contact verification and buyer-asset cleanup" | | 30 contacts ready-to-send | 12/10/8 re-rank · 12 execute (verified) · 10 warm-intro · 8 parked | | 4 persona tracks × 5 touches = 20 variants | 2 primary email variants (QA leader · CEO/MD) | | RA / Annex 22 / multi-site / quarterly nurture | KILLED · revisit only after market feedback | | Deck as T3 default attachment | One-pager as T3 default · deck only on explicit ask | | WhatsApp as default channel | WhatsApp consent-required · NEVER cold | | No privacy / opt-out rules | DPDP + opt-out + suppression-list rules added | | No verification fields in tracker | 8 verification fields required before T1 | --- ## Why founder-led for India (unchanged · still true) India pharma SaaS does not close from cold email alone. Founder credibility in GMP QA, CAPA, CSV/CSA, data integrity, and inspections IS part of the product. First contact goal is a 20-minute workflow-fit conversation · NOT to sell ₹9 lakh. --- ## Operating motion · 3-touch founder-led sequence | Touch | When | Channel | Goal | |---|---|---|---| | **T1** | Day 1 (only AFTER verification cycle) | Personal email (1 of 2 templates) | Introduce problem + sprint frame · ask for 20-min workflow-fit call | | **T2** | Day 2 or 3 (24–48 hrs after T1) | Phone (NOT WhatsApp) | Reference email · one qualification question · NO product pitch | | **T3** | After fit call OR explicit "send info" ask | Email with **ONE-PAGER ONLY** attached | Provide context · two clear next-step options | | **T4 (re-engage · optional)** | Day 12–14 if NO reply to T1+T2 | One last gentle email | Different angle from T1 · then stop | **No T5. No quarterly nurture. No WhatsApp default.** Quiet stop after T4 · re-engage only on warm signal. --- ## Wave structure (per founder brief) | Wave | Count | Action | |---|---|---| | **Wave 1 · Execute after verification** | 12 | Run 6-check verification cycle · then send T1 | | **Wave 2 · Warm-intro only** | 10 | Spend 1–2 hrs/wk pursuing warm-intro routes · do NOT cold-email | | **Wave 3 · Parked** | 8 | Do NOT pursue unless warm inbound surfaces | See `Verixa_India_30_Account_Target_List_v1.1_2026-06-23.csv` for the named contacts in each wave. --- ## 6-check verification cycle (mandatory before T1 send) For every Wave-1 contact, ALL six checks must pass before sending T1: 1. **Current role verified** — LinkedIn profile last-updated within 90 days OR explicit company-page confirmation 2. **Email verified** — Apollo enrich confidence ≥75% OR confirmed via company directory 3. **GMP manufacturing fit confirmed** — company manufactures regulated drug product · NOT pure research / clinical-only / IT services 4. **QA owner identified** — this contact OR a named colleague has documented QA / RA / Ops decision authority 5. **Warm-intro path checked** — if available, USE warm-intro FIRST · do not cold-email 6. **Universal disqualifiers cleared** — NOT ex-employer · NOT pure research · NOT mature incumbent eQMS (Lane B only) · NOT clinical-ops contact **If any check fails → do NOT send T1 · resolve verification or drop with disqualification reason logged in tracker.** --- ## Email template selection | Contact persona | Template | |---|---| | Head of Quality · VP Quality · QA Director · Cluster QA Head · Site Quality Head | **Email 1 · QA / Quality leader** | | CEO · MD · Founder at SMALL companies (<250 emp) where CEO is reachable + QA-involved | **Email 2 · CEO / MD** | | Head of RA · VP RA · Plant Head · Site Head · VP Ops at LARGE companies | Use **Email 1** with QA framing (RA variant killed for Wave 1) | See `Verixa_India_Email_Templates_v1.1_2026-06-23.md` for the locked templates. --- ## Buyer-asset rules (per founder brief) **First T3 attachment:** ONE-PAGER ONLY (`Verixa_GMP_DP_Sprint_OnePager_v1.0_Buyer_2026-06-23.pdf`) **Deck (`Verixa_GMP_DP_Deck_v4.5_BuyerFirstSend_11slides_IN.pdf`):** send ONLY after the prospect has reviewed the one-pager AND explicitly requested deeper context. **NEVER send the 15-slide v4.4 PrefinalDraft to a buyer** — that's internal presenter version only. v4.5 11-slide is the conversion-grade buyer deck. **SoW templates** (Phase 0, Phase 1, acceptance criteria, customer obligations, data-use boundary, validation responsibility, no-certification language): held in `3_Commercial_SoW/` · drafted after first fit-call interest · India counsel review before any SoW shared with prospect. --- ## Founding Partner Cohort — pricing discipline (INTERNAL · locked 2026-06-24) Anchored deliberately below the realistic India competitor entry point (AmpleLogic ~₹10L Y1 — *verify before quoting; not published*). | Phase | Founding Partner (Cohort 1) | Standard list (Cohort 2+) | Buyer-facing? | |---|---|---|---| | Phase 0 · Evidence Mapping Sprint (10 BD) | **₹3 lakh** (100% credited to Phase 1) | ₹6–8 lakh | YES — one-pager + deck | | Phase 1 · GMP Design Partner Sprint (90 d) | **₹9 lakh** | ₹22–35 lakh | YES — one-pager + deck | | Phase 2 · expansion (founding-partner protected) | ~₹25 lakh | higher | **NO — investor model only** | | Phase 3 · scale (founding-partner protected) | ~₹50 lakh | higher | **NO — investor model only** | - **Cohort 1 = the first 2 paid design partners who sign by 31 December 2026.** They lock founding-partner pricing, including Phase 2/3 protection. - **Cohort 2+ reverts to standard list pricing.** - **Phase 2/3 numbers NEVER appear in the buyer deck or one-pager** — investor-model only (consistent with the SoW-checklist quarantine rule). - Founding-partner framing is an urgency/scarcity lever, **not a discount to lead with**. Fit-call discovery still precedes any number. --- ## Privacy + opt-out + suppression (jurisdiction-dependent · DPDP Act 2023) - **Lawful basis:** B2B legitimate-interest under DPDP for cold outreach to business email - **Opt-out:** "If not, I will not push" closes every email · honor every DNC immediately and permanently - **DNC log:** Separate suppression list · cross-check before any outreach - **Retention:** Personal contact details purged on disqualification, DNC, or 12-month inactivity - **Enriched personal-email data:** USE B2B work-email only · do NOT use personal-email enrichment - **WhatsApp:** consent-required · NEVER cold · only after email reply, prior relationship, or warm intro - **Phone:** Only after T1 email · NEVER cold-phone a regulated QA leader **Recommendation:** India counsel signoff BEFORE sending to >10 verified contacts. --- ## Weekly cadence (founder time) | Day | Activity | Hours | |---|---|---| | **Mon** | Verification cycle (4 Wave-1 contacts · 6 checks each) + 2 warm-intro asks for Wave 2 | 2.5 | | **Tue** | Send 2–3 T1 emails (only for verified contacts) | 1.0 | | **Wed** | T2 phone follow-ups for prior week's T1s | 1.5 | | **Thu** | Take fit calls (20 min each) + T3 follow-ups | 2.0 | | **Fri** | CRM tracker update · weekly KPI review · plan next week | 1.0 | | **Total weekly founder commitment** | **~8 hrs** | Over **4 weeks:** 12 Wave-1 contacts verified + executed · realistic outcome = 1 Phase 0 signed if motion is well-calibrated. --- ## Day-30 review checkpoint (target: 23 July 2026) After 12 Wave-1 verified outreach attempts, run KPI dashboard in tracker. Decide: | Outcome | Action | |---|---| | ≥1 Phase 0 signed | Continue · activate Wave 2 warm-intro · expand to next 12 | | Strong fit-call rate but no Phase 0 signed | Refine Phase 0 framing · revisit pricing tier | | Weak fit-call rate (<2 booked) | Re-examine Wave 1 verification · re-target with sharper ICP | | <1 Phase 0 AND <2 fit calls AND >50% verification failures | PAUSE Lane A India · reassess motion | --- ## What NEVER to do (locked discipline) 1. **NEVER send T1 to an unverified contact** — verification is the gate 2. **NEVER send the deck as first-touch attachment** — one-pager first · deck only on explicit ask 3. **NEVER bulk-send via Apollo for Wave-1 list** — these are founder-led 1-to-1 4. **NEVER call without an email first** — cold-phoning Indian QA leaders feels intrusive 5. **NEVER pitch ₹9 lakh on T1 or T2** — fit call discovery first 6. **NEVER claim:** validated · compliant · audit-ready · inspection-ready · GxP-ready · regulator-safe 7. **NEVER target ex-employers** (BMS · Genentech · Alumis · Arcellx) — intro/reference only 8. **NEVER use WhatsApp cold** — consent-required channel 9. **NEVER ignore a DNC** — honor immediately and permanently 10. **NEVER count an unverified send as an "attempt"** — only verified-then-sent counts --- ## Companion files (current v1.1 package) ``` Verixa GTM/India_Founder_Outreach/ ├── 0_README_v1.1_2026-06-23.md │ ├── 1_Internal_Execution/ │ ├── Verixa_India_Founder_Outreach_Playbook_v1.1_2026-06-23.md (this file) │ ├── Verixa_India_30_Account_Target_List_v1.1_2026-06-23.csv (12/10/8 re-rank) │ ├── Verixa_India_Email_Templates_v1.1_2026-06-23.md (2 variants) │ ├── Verixa_India_ICP_Profiles_and_Enrichment_v1.0_2026-06-21.md (carried · unchanged) │ └── Verixa_India_Founder_Outreach_Tracker_v1.1_2026-06-23.md (8 verification fields) │ ├── 2_Buyer_Facing/ │ ├── Verixa_GMP_DP_Sprint_OnePager_v1.0_Buyer_2026-06-23.md (T3 default attachment) │ ├── Verixa_GMP_DP_Sprint_OnePager_v1.0_Buyer_2026-06-23.pdf (rendered) │ ├── Verixa_GMP_DP_Deck_v4.5_BuyerFirstSend_11slides_IN.pptx (deeper-dive only) │ ├── Verixa_GMP_DP_Deck_v4.5_BuyerFirstSend_11slides_IN.pdf │ ├── Verixa_GMP_DP_Deck_v4.5_BuyerFirstSend_11slides_US.pptx │ └── Verixa_GMP_DP_Deck_v4.5_BuyerFirstSend_11slides_US.pdf │ ├── 3_Commercial_SoW/ │ └── Verixa_Commercial_SoW_Checklist_v1.0_2026-06-23.md (to-draft list) │ └── _Archive_v1.0_superseded_2026-06-23/ ``` --- **Vimal Veereshwarayya, PhD, RAC** Founder · Verixa (Navira Quality Systems Pvt Ltd) 23 June 2026