Search, social, tele-calling, field sales, and now AI, whatever channel brings your next customer in the door, I've built and run it at scale.
Vikas Omprakash Goyal is Vice President, SMB & New BD Head at Naukri.com (InfoEdge India), with 13+ years scaling B2B SMB acquisition at Naukri.com and IndiaMART across India.
I help businesses get their customers. For 14+ years, that has meant owning the full go-to-market motion end to end, inbound and outbound, digital and offline, human-led and AI-driven, not just one channel in isolation.
On the inbound side, that's Google Search, Google Ads, SEO and social media pulling buyers in. On the outbound side, it's tele-calling desks and field sales teams reaching the SMBs that never search at all. I've built, run and scaled both sides of that funnel, and I'm now extending it into AI, from AI-driven lead qualification bots to showing up where buyers are starting to search: inside ChatGPT and other AI answer engines.
My training is in mathematics, not marketing. I taught GMAT and CAT quantitative aptitude early in my career before moving into statistics, data analytics and AI. That's the lens every GTM motion gets: a number attached to it, and a decision that follows the data, not the loudest opinion in the room.
The specific channels behind 14+ years of SMB acquisition, each one run to a number, not just a checkbox on a strategy deck.
Organic search is the long-game inbound channel: content and site architecture built around real buyer intent, so the right page ranks for the right query, and now shows up in AI answer engines too.
Search and display campaigns that capture high-intent demand the moment a buyer is looking, tuned continuously on CPL, CAC and ROAS, not clicks or impressions.
Every funnel I run is instrumented in GA4, from first click to paid conversion, so growth calls get made on cohort and channel-level data instead of gut feel.
As buyers start discovering vendors inside AI chat interfaces, I'm building the same discipline into ChatGPT Ads and AI-answer-engine optimisation that I built for Google a decade ago: structured content, clear entity signals, and continuous testing of what AI actually surfaces to buyers.
LinkedIn, Meta and platform-native content run for both brand awareness and direct-response acquisition, matched to where a given buyer segment already spends time.
For categories where trust closes deals faster than reach, I've partnered with creators and industry voices to build credibility with SMB buyers ahead of paid media.
Affiliate and channel-partner programmes act as an outsourced, performance-paid sales force, extending acquisition into geographies and segments a direct team can't cover economically.
A few moments that marked the journey, awards, a published book, a national exam record, and features across press & stage.
Built India's recruiter SMB engine from a standing start. Wrote the playbook, hired the team, scaled the funnel.
Took India's largest B2B marketplace from 50K paid sellers to 125K+ by turning a free directory into a subscription business.
Took e-Learning into 100+ districts via 20,000 Common Service Centres, and learned how India's smallest towns actually buy.
Free tools I've built outside of work, made for real users, shipped without a team.
A free AI transcription tool that converts audio & video to text in 99+ languages. Built for Indian users tired of paying $20/mo for 10 minutes of transcription.
A free math quiz platform I built for my son Vivaan. Chapter-based Grade 2 questions with characters, timers and a persistent scoreboard, no sign-up, no ads, nothing stored.
A free NCERT Ganita Prakash practice tool for Grade 7 students. 15 chapters of MCQs, fill-in-the-blanks and matching games, no sign-up, no ads.
The competencies, frameworks, and tools behind 13+ years of scaling SMB businesses across India.
Notes from 14+ years of building and scaling B2B sales engines across India.
India's SMB market isn't one market. It's 50 different markets stitched together by language, geography, and trust. Here's the playbook that actually works when you're selling to a shop owner in Tier-3 India.
Read on LinkedIn → Sales OperationsEveryone said tele-sales was over. Meanwhile, we scaled a 300+ FTE call centre to 65% higher conversions using data-driven targeting and AI. The phone still works if you pair it with the right data.
Read on LinkedIn → Channel SalesThe fastest way to kill a channel partner programme is to pay them a commission and hope. I ran 10+ partners at IndiaMART contributing 55% of new paid sellers, and the real unlock wasn't the commission, it was the scorecard.
Read on LinkedIn → Growth MarketingMost B2B companies in India run three separate sales motions and wonder why none of them scale. The unlock is running digital, tele-sales, and field sales as one engine with one P&L, not three teams with three dashboards.
Read on LinkedIn →Teaching has been part of my life since my college days. Over a decade of sharing quantitative aptitude with entrance-exam aspirants and statistics with university students, because numbers, done right, are beautiful.
India's SMB market is messy, fragmented, and unforgiving, and it's where the next decade of B2B growth in India will be won.
I've spent 13+ years inside the two companies that have figured this out the hard way, owning both ends of the funnel: the digital top, and the field and tele-sales orgs at the bottom.
If you're building a B2B platform that lives or dies by SMB acquisition, I've already made the mistakes, written the playbook, and shipped the wins. The rest, we can build together.
Vikas Omprakash Goyal is Vice President, SMB & New BD Head at Naukri.com (InfoEdge India Limited), with 13+ years building B2B SMB growth engines at Naukri.com and IndiaMART. He is also the author of “A Date with Numbers” and an All India MAT Topper (800/800, 99.87 percentile).
At Naukri.com (InfoEdge), Vikas Goyal leads the SMB and New Business Development function, owning the customer growth P&L across digital, tele-sales, field sales, and AI-driven acquisition channels. He drove 120,000+ new SMB users in FY26 and won the InfoEdge Merit Award (Gold) for Cracking the SMB Code.
At IndiaMART InterMESH, Vikas Goyal served as AVP and GTM Head for MSME Acquisition from 2015 to 2023, growing the platform from 50,000 to 125,000+ paid sellers while leading a 3,500+ person field and tele-sales organization. He was a two-time Employee of the Year (2022, 2020).
Yes. Vikas Goyal is the author of “A Date with Numbers,” available on Amazon and Flipkart, and built the free tool Wish by the Numbers, which turns any date into a shareable number equation.
Vikas Goyal studied at Xavier Institute of Management Bhubaneswar (XIMB) and LD College of Engineering, Ahmedabad, and is an All India MAT Topper with a perfect score of 800/800 (99.87 percentile, 1st of 80,000+ candidates).
Vikas Goyal can be reached by email at vkas145@gmail.com, by phone at +91 9560732111, or on LinkedIn at linkedin.com/in/goyal-v-91252860.
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