Why

You have 15 customers plus 10 live discussions on tickets between $5k and $100k. With custom equipment and pharma buyers, every deal involves multiple stakeholders (procurement, QA, plant head) and 3–9 month cycles. A spreadsheet survives 25 deals; it does not survive 25 deals × 4 contacts × 6 months of email threads × 2–3 people sharing ownership — especially once your conference + outbound push starts adding cold accounts that need 8+ touches before they reply.

What you actually need

1. Zoho Bigin Express (₹400/user/month, billed annually — [verified on Bigin's India page](https://www.bigin.com/articles/bigin-india-pricing-clarification.html)) — one shared pipeline with stages like *Inquiry → Spec sent → Quote → PO → Won*. It connects to Gmail/Outlook and WhatsApp Business so contact history lives next to the deal, which is what you actually need for long export cycles. ₹1,200/month total for 3 users. Skip Premier until you hit its limits.
2. A separate "target accounts" sheet for ABM — not a tool. For outbound ABM at your volume, a Google Sheet with 50–100 named pharma manufacturers, the 2–3 people at each, and a "last touched" date beats any sequencer. The 10-workflow cap in Bigin is the most cited limitation in reviews — teams running parallel outreach exhaust it quickly, so don't try to run sequences inside Bigin either.
3. Weekly 30-min pipeline review (habit) — every Monday, the 2–3 of you walk every open deal and decide the next physical action + date. This is the actual CRM. The software just remembers.

Do this today

Open bigin.com, start the free trial, create one pipeline called "Equipment Sales" with 5 stages, and enter all 25 existing relationships (15 customers + 10 active discussions) as deal cards with the contact, ticket size, stage, and a next-action date. Two hours, one person. Done.

What to ignore

HubSpot Sales Hub paid and Salesforce — Bigin offers single-click migration from HubSpot and Pipedrive later if you ever outgrow it, so there's no lock-in risk in starting small. Skip Apollo/ZoomInfo/Outreach/Salesloft entirely — these solve a prospecting-at-scale problem 20+ person outbound orgs have; they're wrong for inbound-led or small teams. Also skip Zoho One (₹1,500/employee/month) until you actually need Books + People + Desk together.

What doing nothing costs you

One forgotten follow-up on a $50k custom quote is your entire 3-year Bigin bill, many times over. With pharma buyers who go quiet for 6 weeks then come back asking for a revised drawing, "I'll remember" is the expensive option.

Where this leaves you

The plan gives you: a shared place where any of the 3 of you can see deal status without asking, a clean separator between *warm inbound* (Bigin) and *cold ABM list* (sheet), and a weekly habit that catches slippage before it becomes lost revenue. The contrarian bit: your marketing push will tempt you to buy "AI ABM" tools — resist until you have 50+ accounts in motion and a measurable reply-rate problem.

When to revisit this

When inquiries cross ~30/month, or when one of you says "I can't tell which deals are actually moving" in a Monday review.