Manas kanojiya call prep
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Call Prep: Manas Kanojiya @ Scrut Automation
Date prepared: September 3, 2026
Purpose: Pre-call research brief for conversation with Manas Kanojiya
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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)
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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.
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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
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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
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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.
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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.
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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)?"
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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.
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Quick Reference Card
| Attribute | Details |
|---|---|
| Name | Manas Kanojiya |
| Company | Scrut Automation |
| Title | SMB Sales |
| Manager | Sayan Das (Head of Outbound) |
| Location | Bengaluru, India |
| 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 |
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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
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