KEY HIGHLIGHTS:

• Tier 2 and Tier 3 cities now contribute 23% of India’s software exports.
• Companies like Vuram, InApp, and Ospyn Technologies are building global client bases
  without heavy VC funding.
• Lower costs, higher employee loyalty, and niche specialization drive success.
• Firms are moving from services to product-led SaaS models, inspired by pioneers like Zoho.
• Global clients increasingly prefer Tier 2 vendors for value, quality, and stability.

Across India’s smaller cities, a quiet software revolution is underway. While metros like Bengaluru
and Mumbai dominate headlines with flashy unicorns, Tier 2 and Tier 3 cities are building something
far more enduring — a thriving SaaS (Software as a Service) economy that is winning global markets
with little noise and even less venture capital.
Cities like Coimbatore, Jaipur, Bhubaneswar, Nagpur, and Kochi have seen an explosion of small,
tightly run software firms offering specialized SaaS products and services. These companies are
serving international clients, driving exports, and most importantly, building profitable, sustainable
businesses.
According to a 2023 Nasscom report, Tier 2 and Tier 3 IT firms now contribute nearly 23% of India’s
software exports, up from just 14% in 2018. This growth isn’t coming from mass-market consumer
apps. Instead, it’s fueled by niche enterprise solutions — workflow automation tools, ERP systems,
digital process management, and domain-specific SaaS products.
“The decentralization of India’s IT industry is not a trend — it’s the future,” says Debjani Ghosh,
President of Nasscom. “Talent is everywhere, and infrastructure gaps are shrinking fast. Smaller
cities are producing global-grade companies.”
Firms like Vuram, based in Chennai with a major base in Trichy, focus on hyperautomation and
Business Process Management (BPM) software. Without raising major VC money, Vuram has served
global giants such as Coca-Cola and Honeywell, scaling to over 500 employees and earning
multimillion-dollar revenues.
Another example is InApp, founded in Thiruvananthapuram in Kerala, which delivers custom
application development to North American clients. InApp emphasizes long-term partnerships —
some client relationships have lasted over 15 years — a testament to the trust built far from the
traditional startup hubs.
The choice to operate from smaller cities is often a deliberate one. Lower operating costs, less
employee attrition, and a calmer business environment allow companies to focus on perfecting their
products and services. Salaries are competitive but sustainable, rental and infrastructure costs are
lower, and talented young engineers are often more loyal, seeking career growth over job-hopping.
In contrast to many venture-funded startups chasing blitzscaling, these firms prioritize profitability
from the start. Ospyn Technologies, based in Kochi, specializes in digital process automation for
government and enterprise clients across India, the Middle East, and Europe. Despite minimal
external funding, Ospyn has built a profitable, export-driven business, with a strong focus on
customized solutions for sectors like education, banking, and e-governance.

“Sustainability, not valuation, is our north star,” says Sreeram R, CEO of Ospyn Technologies. “Our
clients trust us because we are stable — we don’t pivot every six months chasing the next big thing.”
Astin Technology, headquartered in Surat, Gujarat, provides cloud security and SaaS services to mid-
sized enterprises in Australia and the U.S. Despite operating from a Tier 2 city, Astin maintains ISO
27001 certification and has achieved a client retention rate of over 92%.
Global clients are increasingly preferring Tier 2 Indian vendors. A 2024 Zinnov Consulting survey
found that 30% of new IT outsourcing contracts by SMBs now go to companies based outside India’s
major metros. The reasons? Better value for money, faster response times, and dedicated long-term
teams.
“Tier 2 cities offer deep specialization and incredible loyalty. It’s no longer about location — it’s
about capability,” notes Pari Natarajan, CEO of Zinnov Consulting.
Specialization is another key driver. Many of these firms don’t try to be all things to all people.
Instead, they pick a niche and dominate it. For instance, Embien Technologies, based in Madurai,
focuses exclusively on embedded systems and IoT product development. Their clients include
automotive OEMs and healthcare device companies across Europe and Southeast Asia.
The next phase of this quiet revolution is even more promising. Inspired by pioneers like Zoho
Corporation — headquartered in Tenkasi, Tamil Nadu — many small-town firms are moving from
pure services to creating proprietary SaaS products.
Companies like Facilio (Chennai) are offering property operations management platforms globally,
while MindScroll (with teams in Jaipur) builds scalable Learning Management Systems (LMS) for
universities and corporates across the U.S. and Southeast Asia. Meanwhile, Ulektz (Chennai) offers a
cloud-based platform connecting higher education institutions across Asia and Africa, serving
millions of students.
There’s a cultural shift as well. Unlike previous generations that migrated to metros for
opportunities, today’s entrepreneurs are proud to stay rooted in their hometowns while building
global businesses. They are using digital tools, cloud infrastructure, and remote collaboration to turn
any location into a global headquarters.
“You don’t have to move to Bangalore or Silicon Valley to be global,” says Sridhar Vembu, CEO of
Zoho Corporation. “You can stay where you are, hire local talent, invest in your community, and still
reach the world.”
This philosophy is reshaping India’s tech geography — and potentially, its economic future.
In a world increasingly skeptical of hype and seeking real value, India’s small-town SaaS firms are
showing the way. They are building not just companies, but sustainable legacies. Far from the glare
of media spotlights, they are proving that in tech, patience, quality, and quiet execution can win
bigger than any funding round.
Sources:

• Nasscom 2023 IT Export Report
• Zinnov Consulting 2024 IT Outsourcing Survey
• Business Standard interviews, Economic Times SaaS Outlook 2024
• Official websites: Vuram, InApp, Ospyn Technologies, Embien Technologies, Zoho
  Corporation