Way forward for Work 2020: Gojek explains the way it will get extra orders than Zomato, Swiggy

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Having based, constructed, and exited two market startups earlier than becoming a member of Gojek as Product Supervisor, Prasun Jain, is a person with deep insights.  At Gojek, he has been instrumental in constructing the expansion workforce at Indonesia’s first and fastest-growing decacorn, that runs the equal of three Indian unicorns rolled into one. 

Prasun Jain

Prasun Jain, Product Supervisor, Gojek



Gojek is a profitable super-app that can be utilized for ordering meals, commuting, digital funds, purchasing, hyper-local supply, and two dozen different companies in Southeast Asia.

Talking on the third version of Way forward for Work, YourStory’s flagship convention for design, product, and tech, Prasun shared fascinating anecdotes on how the startup was in a position to drive large progress by leveraging marketplaces.  He additionally emphasised on the ability of analysis in launching market-winning merchandise.

The important thing to reaching explosive progress

When Prasun joined Gojek, it didn’t have a progress workforce. However after chatting with a number of folks throughout the startup ecosystem, together with these within the Silicon Valley and learning profitable startups resembling Fb, Uber, and Airbnb, it was evident that having a devoted progress workforce was crucial to progress.

“These firms had a full-stack progress workforce. Again then, after I was speaking to Uber, they’d a 450 plus full-stack progress workforce,” Prasun shared. 

And thus, Gojek put collectively a devoted progress workforce, a transfer that was instrumental in accelerating the startup’s progress.

“I joined Gojek in December 2016. At the moment, it was doing about 300,000 to 400,000 orders a day. At this time, we have now grown 20x from there. On this interval, we additionally grew from not being a unicorn, to turning into one, and now a decacorn.” Decacorn is a time period used for startups which are valued at over $10 billion.

Know your buyer and competitors

In his discuss, Prasun pressured on the significance of understanding each the shopper and the competitors, equally nicely. “When you actually need to grasp what is occurring, not solely do it’s important to actually know your customers and discuss with them, but in addition repeatedly take a look at what’s going to doubtlessly exchange you.” 

He urged market startups to intently observe and perceive the actions of customers on competitor platforms. “By observing how your customers are partaking on different marketplaces you possibly can construct new use instances. You can even discover additional by seeing how your market can interact with customers in a transaction that’s related but by no means been finished earlier than. instance that we have now within the Indian market is PhonePe turning into a market with retailers accepting funds.”

The function of analysis is commonly understated in product growth, he identified. Opposite to the business norm, Gojek has virtually the identical variety of researchers as designers and product managers, he stated.

“Be it bridging present gaps, improvising on product options or increasing into new areas, our researchers, designers and product engineers work collectively and play equally necessary roles.”

Why Gojek didn’t observe the Zomato, Swiggy route

Earlier than wrapping up his discuss, Prasun shared some very fascinating anecdotes to clarify how Gojek leveraged market analysis and developed its fastest-growing service provider product. 

“At this time, we do extra orders than Swiggy or Zomato, with out our eating places being compelled to bear any type of loss or half with income,” he stated. 

The journey began with Gojek observing the Indian market intently and realising that the mannequin that was working for in style Indian foodtech startups resembling Zomato and Swiggy, was not simply unviable for them but in addition would lead to burning large quantities of cash. 

“In December 2018, Zomato was working a 50 % low cost for the whole month. Whereas we noticed that there was a big variety of orders, the place the low cost was the very best, we additionally noticed that the excessive low cost was attainable as a result of the gamers weren’t simply asking the eating places to low cost, but in addition had been topping it. Contemplating that, even again then we had been doing much more transactions than the 2 gamers, it clearly was a no go.” 

Gojek determined to speak to the eating places and customers in its personal market. It noticed that the eating places had been, in actual fact, working offline reductions on their very own and customers had been really lining as much as avail these reductions.

“That’s after we learnt that eating places weren’t allergic to run reductions. We additionally unearthed an fascinating remark that restaurant house owners knew particularly which dishes had a better gross margin and which dishes had a decrease gross margin.” 

Gojek then turned its consideration to customers, to see how they may run engaging reductions that may attraction to them whereas not hurting the eating places’ profitability. 

“We requested customers in the event that they knew what they wished to eat and from the place, did the low cost matter? They stated it didn’t. So, we requested them if the identical dish from one other restaurant was on low cost, would they go for it, to which they stated sure.”

These insights had been instrumental in Gojek enabling eating places to low cost particular dishes on its platform versus the business normal of a restaurant-wide low cost.

“This turned out to turn out to be the fastest-growing service provider product inside Gojek. At this time, 25 % of our meals orders are 100 % funded by retailers' reductions. Which implies we aren’t topping up on that low cost. The full low cost on this phase inside the final six months has already touched $200 million. And, how a lot did we spend – zero.”

(Edited by Ramarko Sengupta)


An enormous shout out to our Way forward for Work 2020 Sponsors: Alibaba Cloud, Larksuite, Vodafone Concept Restricted, Gojek, Adobe, Udaan, Pocket Aces, Junglee Video games, ShareChat, Open, Vesta Area Know-how, Maharashtra State Innovation Society, Kristal.AI and GetToWork; and our Information Accomplice: Ascend Harvard Enterprise Evaluate.

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