Saurabh Sharma

Difference between our smallest client ACV and largest one is 250x. That is the capability growth in past few years at Refrens For pay-as-you-go pricing this is normal but for feature based pricing, this is surprising for me also. The challenge is in growing the team's mindset to sell a 250x product. From few thousand rupees micro saas to few lakhs for mid market systems. Sales people need to go from talking about samosa chutney to cheesecake.

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Blink and you’ll miss two things: a new AI model and a new Vertical Qcom marketplace. Ecom led to a wave of vertical marketplaces -  Myntra, FirstCry, Nykaa, Purplle, Urban Ladder, Lenskart, Swiggy, Zomato. Repeating trend with Qcom -  Swish, Slikk, First Club, Tyro, Cavi, Knot, Apollo/1Mg 10mins. One thing that’s surely different - VC money isn’t flowing like the Ecom era. Survivors will have to figure out how to scale profitably while maintaining CX metrics! The costs for Last Mile are quite high for Qcom than Ecom. And the competition is intense - Swiggy, Zomato, Blinkit, Instamart, Zepto, FK Minutes, everyone is competing for the same fleet. Sharing a few key learnings for marketplaces just starting up, from our journey of scaling Qcom. Had to split this into 3 parts! (Supply, Product, CM) Part 1/3 & the most important - Supply/Your Fleet 3 core things that matter to them - 1️⃣ 𝗙𝗿𝗲𝗲𝗱𝗼𝗺 - 𝗗𝗼𝗻’𝘁 𝗹𝗲𝘁 𝘆𝗼𝘂𝗿 𝗽𝗹𝗮𝘁𝗳𝗼𝗿𝗺 𝗳𝗲𝗲𝗹 𝗿𝗲𝘀𝘁𝗿𝗶𝗰𝘁𝗶𝘃𝗲.  • Enforce right behaviour while keeping the platform non-restrictive.  • Freedom of working hours - Accommodate 2Hr/ 4Hr/ 6Hr/ 8Hr shifts. Helps get multiple personas to your platform.  • Freedom of earning model - Build flexibility over Fixed Earnings / Per Order Earnings and around Weekly/Monthly payout cycles. 2️⃣ 𝗘𝗮𝗿𝗻𝗶𝗻𝗴𝘀 - 𝗪𝗵𝗮𝘁 𝗺𝗮𝘁𝘁𝗲𝗿𝘀 𝗶𝘀 𝗘𝗣𝗛  • EPH (Earnings Per Hour), what do I earn if I put “X” hours with a company? >80% work at 2+ companies, which company at which hour depends on EPH. 3️⃣ 𝗛𝗮𝗽𝗽𝗶𝗻𝗲𝘀𝘀 𝗜𝗻𝗱𝗲𝘅 (𝗜𝘁’𝘀 𝗻𝗼𝘁 𝗮𝗹𝗹 𝗮𝗯𝗼𝘂𝘁 𝗲𝗮𝗿𝗻𝗶𝗻𝗴𝘀)  • Avenues to Grow - Make sure there is a path of career progression. Rarely does someone want to just deliver orders for long.  • Timely Payouts - Pay them on schedule as you would your employees. One delayed payout churns ~10% of your fleet.  • RnRs - Find ways to connect better. Deliver "X" orders & earn ₹"Y" is very transactional. Small gestures like monthly RnR, leadership connects go a long way.  • Insurance - Help them get life, health, and accident insurance. We aren’t perfect on many parameters; these are core things that are being fixed as P0s. Zomato currently sets an industry benchmark on most, 10X better at least providing citywide resting shelters, medical insurance, riders becoming part of product teams, and even tax filing support! Btw, there is a much easier way to launch a Qcom vertical marketplace.  Just use Blitz Qcom rails and launch in 10 cities on Day 1. You source, we deliver!

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Watch 20+ Startup IPOs in 2025. Closely study those Industries Zappfresh (D2C/Consumer) Zepto (Quick Commerce) Zetwerk (B2B/ Ecommerce) Infra.market (B2B/E-commerce) Innoviti - (Fintech) InCred - (Fintech) Indiqube (Co-working) Ofbusiness (B2B/E-commerce) PhysicsWallah (Edtech) PayU (Fintech) Pine Labs (Fintech) Shadowfax (Logistics) Smartworks (Coworking) To become more abundant follow the Industry closely. Data Source: MoneyControl

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