Gopal Rao Kallepu

CAD Strategic Pivot ($650K impact)

Currently leading a strategic initiative called Common Automation Dashboard(CAD) of repurposing Test Observability prodct to power BrowserStack's core products, Automate and App-Automate and improve the core business.

• Built and launched the new Common Automation Dashboard(CAD) experience and achieved 90% rollout and 85% user adoption within 2 quarters of the launch.
• Improved Pro plan attach rates for Automate and App-Automate products by 70% and 20% respectively, generating ~$650K additional revenue over a span of 3 quarters.
• Optimized the new user sign-up and onboarding journey to start 100% of new sign-ups on CAD, resulting in a 25% jump in the conversion (5.2% → 6.7%, A/B tested).
• Led the GTM strategy, including pricing updates, sales enablement, user webinars, and growth experiments to improve Pro plan attach rates

Test Observability - from $30k to $800K ARR

Led the feature fencing strategy and worked on making the product’s Pro offering stronger and stand apart from competitors, helping drive the product revenue from ~$30k to ~$800k over 6 quarters.

• Delivered Pro features Advanced Custom Dashboards, User Home, Top-down debug workflows, one-to-one build comparison, collaborative debugging with comments, and more.
• Worked on an ROI calculator for customers and operationalized it in the sales team to strengthen the Pro pitch
• Improved User Happiness Index(UHI) on the dashboard by ~27% (55 to 70) by identifying and prioritising the top gaps in the dashboard based on user feedback

Driving Test Observability from Beta to GA

Led Test Observability from early beta to General Availability, delivering core enterprise capabilities and scaling adoption

• Launched essential GA features in short time including Role-Based Access Control, JUnit Report Uploads, Public REST APIs, and Team-wise Execution Allocation, ensuring enterprise readiness.
• Achieved a 47% jump in the build volume in 2 months by releasing an alternate integration approach with JUnit report uploads and improved user reach
• Partnered with strategic customers to validate Ideal Customer Profile (ICP) and refine product-market fit, aligning roadmap with high-value customer needs.

Automate - Strengthening PMF for Cypress & Playwright

Improved PMF of Cypress & Playwright frameworks of Automate with competitive parity and addressing key gaps.

• Delivered features: Network Logs, Parallel & Test Coverage Insights, and framework-specific Test Reporting enhancements for Cypress.
• Reduced Cypress stability support tickets by 40% through targeted improvements addressing top stability pain points.
• Resolved multiple enterprise deal blockers, including a $63K customer upgrade with the Lighthouse Integration for Playwright

Led a complete redesign of Gainsight's C360 and R360 modules, business-critical and foundational product areas that had become outdated and had started negatively impacting sales demos and customer experience.

• Drove a thoughtful redesign of existing features and introduced an array of new features addressing ~90% of the community feature requests for the product area.
• Designed and executed a seamless rollout experience with zero impact/disruption in business-critical customer workflows, completing one of the smoothest transitions in company history.
• Ran a closed beta with 10% of the customer base, achieving ~80% adoption within the first month and 92% CSAT among participating admins.
• Achieved 40% adoption for the net new features within a month of beta with a series of customer webinars, detailed user guides, in-product flows, change documents, and community-led initiatives.
• Collaborated with multiple product teams to align on functionality, secure prioritization, and ensure cross-team consistency and timely delivery of interdependent features.

Spearheaded the product team's efforts to implement a new, scalable pricing and packaging strategy for the Gainsight platform.

• Worked closely with consulting partners and cross-functional teams to translate business recommendations into a comprehensive PRD, and define a clear product-wide feature matrix.
• Led the product team's efforts to define the feature-level behavior of each product area against new packages, advanced vs basic definitions of features, and the add-on pricing strategy for a few product areas.
• Identified and prioritized license abuse cases with the new packaging strategy across the product.

Led a team of three back-end developers as lead software engineer and shipped some stategic projects like Horizon Analytics, NXT Upgrade platform

• Directly managed and mentored junior developers to ship key features over 3 years for Dashboard and Reports module of Gainsight
• Supervised and owned the backend technical design for Horison Analytics project. Co-architected and developed a complex migration suite for the same.
• Worked on a platform to migrate SFDC edition customers to NXT Edition of Gainsight and led the team effort to implement it for Report and Dashboards modules
• Developed and shipped some other key features like Dashboard Permissions, Global Filters on Dashboards over the course

• Developed a Salesforce Lightning app, 'ASI Portfolio Rebalancer' for client Advisor Software Inc. (acquired by Rifinitv later) on the Force.com platform. Worked on JQuery, SOQL, Lightning web components
• Contributed to various projects for clients (Nova, Motorola networking tools, Monitise, etc.) as a developer. Worked on enhancements and bug fixes across projects using different technologies: Java, Spring MVC, JavaScript, JQuery, Adobe Flex, Talend, etc.