# Call Prep: Manas Kanojiya @ Scrut Automation **Date prepared:** September 3, 2026 **Purpose:** Pre-call research brief for conversation with Manas Kanojiya --- ## Who Is Manas Kanojiya **Title:** SMB Sales at Scrut Automation (ZoomInfo-confirmed) **LinkedIn:** https://www.linkedin.com/in/manaskanojiya/ **Location:** Bengaluru, Karnataka, India **LinkedIn Following:** 8,763 followers, 500+ connections **Mutual connection:** Akash **Background:** - SDR background before Scrut (worked at **InterviewVector** and **Pixis** as SDR) - BMS degree from L.S. Raheja College of Arts and Commerce - His LinkedIn headline is literally Scrut's product tagline: "SOC 2, ISO 27001, GDPR compliance 5x faster" — he uses his profile as a sales tool - Has "Book an appointment" CTA on his LinkedIn — likely Calendly for demos - Represents Scrut at in-person events (India FinTech Forum / IFTA 2023, ibex India conference) **What he does day-to-day:** SMB-segment demos and outbound, event representation for fintech/GRC ICP, likely reporting into or alongside **Sayan Das** (Head of Outbound) --- ## Scrut Automation — Company Overview **What they do:** GRC (Governance, Risk & Compliance) automation platform. Automates SOC 2, ISO 27001, GDPR, HIPAA, PCI-DSS and 60+ frameworks. Replaces spreadsheets and manual audit workflows. **Stage & funding:** - Founded 2020 by Aayush Ghosh Choudhury, Jayesh Gadewar, Kush Kaushik - ~$21M total raised (most recent $10M growth capital in April 2024, led by Lightspeed + MassMutual Ventures) - ~184 employees - HQ: Milpitas, CA (India ops heavy in Bengaluru) - 1,700+ customers, 350% YoY growth since late 2021 - Valued ~Rs 624 Crore (~$75M) as of May 2025 **ICP:** Tech-first SMB and mid-market cloud-native companies. Strong in fintech, healthcare, SaaS. Companies needing SOC 2 to close enterprise deals. --- ## GTM Motion **Sales model:** Direct outbound (BDR-led) + Partner-led (MSPs, consultants, auditors) **US expansion:** Active — hired AE in US, BDRs in US (remote), funding explicitly earmarked for US GTM **BDR team:** 15 BDRs across North America, Europe, Australia, APAC **Sales motion characteristics:** - Heavily outbound-initiated, BDRs run multi-channel sequences - Partner channel growing (auditors/MSPs refer customers) - Content/SEO for inbound (advertising spend doubled in FY24 to 10.23% of expenses) - Events: fintech conferences, security events (IFTA, ibex India) - G2 reviews + awards used as social proof - Demo-booking via rep LinkedIn profiles --- ## Current Tech Stack (Confirmed) ### Outbound & Prospecting | Tool | Role | Status | |------|------|--------| | **Amplemarket** | All-in-one: prospecting, enrichment, sequencing, deliverability | **Primary outbound tool** (confirmed via published case study) | | **Bitscale** | AI enrichment/personalization layer, signal-led GTM data | **Confirmed integration with Amplemarket** | | **HubSpot** | CRM | Confirmed (team member mentioned "manually associating HubSpot deals to events") | | LinkedIn Sales Navigator | Likely (standard for BDR teams at this stage) | Not confirmed directly | ### What They Replaced (and Why) Previously ran: **ZoomInfo + Lusha + separate intent data platform + Salesloft + email warmup tool** Cost: $56,000–$80,000/year Problem (Sayan Das's words): *"Reps often had to move between tools to research prospects, build lists, enrich data, and launch outreach campaigns. This really created operational friction and definitely increased the time required."* BDRs were losing **3 hours/week each** on manual research. After switching to Amplemarket + Bitscale ($22,000/year): - Reply rates: 0.5% → 5–7% (10x) - 45–50 hours/week reclaimed across team - BDR ramp: 3–4 weeks → under 1 week --- ## AI Usage at Scrut **They are an AI-forward company:** ### Product AI (what they sell) - **Scrut MCP**: Launched ~1 month ago. Connects Scrut's compliance data to Claude, Cursor, Codex, ChatGPT. Allows: Q&A on compliance posture, audit readiness snapshots, evidence upload, failing cloud test remediation, security questionnaire drafting. Major product bet. - **Scrut Teammates**: AI-powered compliance teammate (launched ~1yr ago). AI for risk decisions inside GRC. ### Internal AI (what they use) - **Amplemarket** has built-in AI for prospect scoring and personalization - **Bitscale** — pure-play AI enrichment/signal tool for GTM - Sayan Das is actively promoting Scrut MCP to prospects (showing AI capability is a GTM tool for them) - Manas recently reposted Scrut MCP content (showing it's part of his sales conversations) **Do they use coding agents?** No public evidence of engineering-side Cursor/Claude Code usage. However, their product explicitly integrates *with* Claude, Cursor, Codex — so their engineering team almost certainly uses these tools to build and maintain the MCP integration. Not confirmed publicly. --- ## Pre-Sales Research — What They Use Today Based on the research, here's how they handle pre-call/pre-demo research: 1. **Amplemarket**: Handles bulk prospect list building + enrichment. Good for top-of-funnel ICP fit. 2. **Bitscale**: Signal-based enrichment — buying signals, intent data, AI personalization at scale. Used for sequence personalization. 3. **Manual research**: Still a factor. The Amplemarket case study was specifically about reducing manual research time, suggesting deep account-level research (pre-demo) still happens manually or via basic Google/LinkedIn lookups. **The gap Drevon could address:** Amplemarket+Bitscale solve *outbound list-building and sequence personalization*. They don't solve *deep pre-call research* for a specific account — understanding the prospect's tech stack, current compliance posture, recent news, org structure, key stakeholders, security incidents. That kind of research is still done manually by each BDR/AE before a demo call. Manas, as SMB Sales, is doing 5–10 demos per week — that's a lot of manual research time. --- ## Conversation Angles & Questions to Ask ### Opening — Make it about him/his role - "I saw Scrut recently launched the MCP integration — how's that landing in your sales conversations? Are you finding compliance-aware developers are your easiest champions?" - "You're covering SMB accounts — what's the typical journey from first outreach to first demo right now?" ### GTM Motion Deep Dive - "You went from a big stack (ZoomInfo, Salesloft, Lusha) to Amplemarket — how has that consolidation actually changed what BDRs do day-to-day?" - "Is Bitscale doing the heavy lifting on signal-based prioritization, or are reps still deciding which accounts to focus on?" - "What does your outbound motion look like across regions — same playbook for US vs India vs APAC or is it segmented?" ### Pre-Sales Research (Drevon angle) - "When you book a demo, how much time does the rep spend researching the prospect before the call? What does that research look like?" - "Are you using anything specific for pre-call prep — understanding the prospect's current compliance posture, their tech stack, whether they've had recent security issues?" - "Is there a gap between the automated enrichment you get from Amplemarket/Bitscale and what you actually need to know walking into a call?" ### AI & Coding Agents - "Beyond Scrut MCP, is your internal team using AI coding agents like Claude Code or Cursor for building/shipping faster?" - "Sayan mentioned MCP is now part of how he talks about Scrut's AI story — are you finding that buyers who already use Claude/Cursor have a faster time-to-value with the MCP integration?" ### Competitive Intelligence - "When you're losing deals, is it usually to Vanta, Drata, or Sprinto — and what's the deciding factor?" - "Are you seeing any shift in buyer behavior with the new AI compliance tools Vanta launched (their agentic trust platform)?" --- ## Things to Know Going In 1. **He's a seller, not a buyer** (for Drevon) — but he's a qualified insider on how a fast-growing SaaS BDR team operates. His feedback on what's missing in their pre-sales research workflow is valuable signal. 2. **His boss is Sayan Das** (Head of Outbound) — if Drevon is the pitch, you may want to get access to Sayan eventually. But Manas is a great starting point given the mutual connection. 3. **They just had a major stack consolidation** — they moved away from multiple tools to Amplemarket. They're unlikely to add complexity right now unless Drevon clearly fills a gap that Amplemarket/Bitscale doesn't. 4. **AI-forward buyer** — Scrut is building MCP integrations with Claude. They think in AI-native terms. Don't pitch Drevon as "a tool." Pitch it as an AI agent that does specific research work. 5. **India-centric ops, US-focused GTM** — the actual reps are in India/APAC, but they're targeting US and European enterprise SaaS companies. Research context needs to be relevant for US accounts. 6. **Compliance is their language** — they care about structured, auditable processes. If Drevon can frame research outputs as "your pre-call dossier is always consistent, sourced, and repeatable" that resonates. --- ## Quick Reference Card | Attribute | Details | |-----------|---------| | Name | Manas Kanojiya | | Company | Scrut Automation | | Title | SMB Sales | | Manager | Sayan Das (Head of Outbound) | | Location | Bengaluru, India | | LinkedIn | linkedin.com/in/manaskanojiya/ | | CRM | HubSpot | | Outbound tool | Amplemarket | | Enrichment/signals | Bitscale | | Previous stack | ZoomInfo + Lusha + Salesloft | | Team size | 15 BDRs | | Key AI product | Scrut MCP (Claude/Cursor/Codex) | | Funding | $21M total, Lightspeed-backed | | Customers | 1,700+ | | Key GTM move | US market expansion | --- ## Sources - LinkedIn profile: https://www.linkedin.com/in/manaskanojiya/ - ZoomInfo profile: https://www.zoominfo.com/p/Manas-Kanojiya/7024837346 - Amplemarket case study: https://www.amplemarket.com/customers (Scrut Automation entry) - Amplemarket AI prospecting blog (Scrut mentioned): https://www.amplemarket.com/blog/best-ai-prospecting-tools - Sayan Das LinkedIn: https://www.linkedin.com/in/sayandas31/ - Scrut funding announcement: https://www.scrut.io/post/scrut-automation-has-raised-10-million-in-growth-capital - Scrut marketing strategy: https://businessmodelcanvastemplate.com/blogs/marketing-strategy/scrut-automation-marketing-strategy - Pitchbook/G2 company data via WebSearch