ZOMATO- Never have a bad meal

1. Zomato is a restaurant search and discovery service founded in 2008 by

Deepinder Goyal and Pankaj Chaddah. It’s headquarters are in New Delhi,
India.
2. CEO- Deepinder Goyal.
3.
It currently operates in 23 countries, including India, Australia, and United
States.
4. The service began as "Foodiebay" in November 2010. Foodiebay was
renamed as Zomato.
5. By 2011, Zomato launched
in Bengaluru, Pune, Chennai, Hyderabad and Ahmedabad and introduced
smartphone applications.
6. In September 2012, Zomato expanded overseas to the United Arab
Emirates, Sri Lanka, Qatar, the United Kingdom, the Philippines, and South
Africa.

7. Zomato has two sections-Restaurant guide and blog. It earlier had an events
section which has now been discontinued.

8. Zomato has partnered with more than 4000 restaurants in India.

9. Number of restaurants listed on Zomato has grown upto 284,500.

10.Zomato is available in 100 of Indian cities.
11.Number of monthly users on Zomato platform has reached upto 19 million.
12.Zomato lists over 1 million restaurants across 23 countries.
13.Zomato is available in 9 international languages.
14.Zomato now attracts more than 90 million monthly visitors.
15.Till date Zomato has grabbed a total of $225 million in funding.
16.Number of Facebook fans for Zomato is 1.27 million.
17.Zomato covers over a million restaurants across 10,000+ cities in 23
countries.

SWOT Analysis

1. Users perceive Zomato as ‘Specialty product’ (Focused

only on foods & restaurants)
2. High awareness – Top of the mind product
3. Global presence – 25 countries – 1.5 million listed
restaurants
4. Superior technology and a strong workforce of over
1200 poeple
5. Asset less business model
6. High financial leverage due to its business model
7. Simple & user friendly interface
8. Aggressive and Innovative marketing strategy
9. Strong brand recognition and has won several accolades
Strengths & awards

1. Competition from search engines & other similar apps

means limited growth
Weaknesses 2. Drastic growth means susceptible to bad content

Opportunity to expand to further more countries

Increasing internet penetration & number of smartphone
users
Opportunities Rapid technology development

Intense competition
Threats Business model can be easily imitated by other players
Competition

1. Foodpanda
2. JustEat
Competitors 3. Burrp

Success factors:

1. They offer pure entertainment:

Zomato sends out messages with the right kind of image. And they’re always
entertaining. You won’t find a single image that doesn't make you smile, think
and most importantly give you a message. This is the primary reason that we
all wait for them to post something new everyday.
2. They deliver old message with a unique approach:
Zomato not only preaches to be different, but they have also proved it with
their work. They deliver the same message but in a new avatar. This makes
their social media updates unique, even though the concept is nothing new.
Thanks to their highly creative ideation and design team and a constant zeal to
create something new.
3. Their content is always fresh and topical:
Yes, RTM. They succeed in bringing forth something relevant and shareworthy
around the most talkable events/occassions. And true to their image marketing
strategy, they always do it innovatively and differently than other brands.

4. They know how to engage the audience:

Zomato’s social media posts are always simple sans industry jargons. It helps
them cater to all kind of audience. This is the main reason that their posts are
truly engaging. People not only spend time to go through their images but also
can’t resist themselves to create their own social media stories.
5. They stick to the niche: Zomato belongs to food industry and they know that
their prime audiences are foodies. So, they create images that are either
related to food or the behavior of foodies. And the amazing part is, they
successfully create the connection between their service and content.
6. They understand who they’re catering too: As we already hinted above,
Zomato clearly understands who their audiences are and how to win their
hearts with their content. It’s all about understanding the psychology of the
buyer along with having a clear perception of their pain points.

Your new responsibilities as a sales manager include the following:

Selecting targets – There’s an adage that salespeople talk to whoever will talk
to them. In the new world of selling, your responsibility is to make certain that
they are talking to the decision makers who can approve large opportunities
that will come to fruition in the near future. Working with sales leadership, you
must establish a filter that helps to define the most likely candidates for
higher-opportunity sales efforts.
Defining priorities –Help your sales force prioritize what opportunities they
pursue and how much time and effort they spend on each opportunity. Good
sales managers keep key opportunities that are real and relevant to the
current circumstances in the crosshairs of their salespeople.
Defining time guidelines – Set and enforce guidelines for how sellers spend
their time. They no longer can just meander about a territory or go on a sweep
of their current account base with the intention of “checking in and finding out
what’s going on.” Rather, they must undertake a strategic and surgical
approach to going after identified targets in a prescribed way.
Monitoring compliance – You are responsible for providing data that allows
you and other leaders in the organization to monitor what is happening in the
marketplace regarding customers, competitors and surrounding regulations
and technology shifts. Consistency in the execution of a sales process gives
data to the organization that clarifies what works and what does not. We’re
not talking about activity management and monitoring for its own sake. Your
focus should be working toward compliance in the sales process to protect the
integrity of the data captured so everyone has relevant data for good decision
making.
Navigating the terrain – Your sales process lays out a map for action, but a
map is just a two-dimensional representation of a sequential process. Good
sales management also addresses the third dimension – assessing the terrain
of what is going on in the marketplace based on the data you’re getting
(including variant data) from the sales process. There will be occasions when
you will need to send out a scouting team of select salespeople to find out new
information. Then it’s up to you to analyze what they bring back and use that
information to better navigate the terrain.
Securing resources – There will be occasions when competing priorities of
other departments impede progress on landing a big account. It’s your
responsibility to make certain that significant sales opportunities are visible to
leadership and to secure from less-than-enthusiastic parties inside your
organization the resources needed for a successful sales process.
Knowing when (and when not) to expedite – It’s your job to expedite what
needs to be expedited—and to know when not to. If you try to expedite every
opportunity, soon no one will respond. Salespeople are often viewed as that
proverbial “boy who cried wolf.” For the sake of the organization and for the
sake of your reputation and that of your salespeople, you’ll need to be the
gatekeeper on when an opportunity needs to be expedited, and when
everyone should simply follow the normal sales process.

Requirements by Zomato-

Sales Manager - Bangalore

Job description

Why should you join Zomato?

If you've ever wanted to have a chance to sell offerings that have a visible and
immediate impact on people’s lives, if you believe in owning what you help
build, like we do, and if you’re looking for a place that will challenge you to
improve every day, then we think that you’ll feel right at home with us at
Zomato.

About the job:

 As a Sales Manager, you will play a key role in acquiring and engaging
the right set of restaurants to use Zomato’s products and help users and
merchants derive maximum value from it
 We are looking for someone with a good understanding of the sales
ecosystem and who fully embraces the fact that we are always just 1%
done
Here's what you'll do day-to-day:

 A field intensive role where you help restaurants market, engage and
connect with their audience better by selling Zomato products
 Effectively search prospective clients and convert sales leads, which
could range from take-away joints to 5 Star properties to chains
 Manage end-to-end client relationship including pitching, negotiation,
contracting, billing/ invoicing, and payment collection, result tracking
and troubleshooting

Requirements

Here's what we're looking for:

 People who come with 1 - 3 years of work experience. Relevant

experience in B2B sales will be great!
 Someone who comes with a strong sense of initiative and personal
leadership demonstrating the ability to function independently, and
comfortable working in large multi-cultural teams
 A person who is articulate, organized, detail-oriented, tech savvy and
has the ability to multi-task
 Comfortable with ambiguity and unpredictable work hours

Bonus Points:

 Someone who understands our audience

 Extra points if you are already a Zomato user

We’ve been growing very fast and don’t really feel like taking our foot off the
gas. And we would love to have you along for the ride because after all, it’s
never too late to be part of a growth story! We believe that no problem is too
big or too small to be solved. Come find out what you’re capable of!

Zomato security breach:

On 18 May 2017, India Zomato became target of hacking. A security blog

called Hackread claimed over 17 million accounts had been breached. "The
database includes emails and password hashes of Zomato users, while the
price set for the whole package is $1,001.43 (Bitcoins 0.5587). The vendor also
shared a trove of sample data to prove it is legit", Hackread's post said.
Hackread claimed details of 17 million users had meanwhile been sold on the
Dark Web. Zomato confirmed that names, email addresses and encrypted
passwords were taken from its database. The company reassured affected
customers that no payment information or credit card details were stolen.
Zomato said the security measures it uses ensure the stolen passwords can't
be converted back into normal text, but it still urged users who use the same
password on other services to change them. It also logged the affected users
out of the app and reset their passwords.