Introduction

 Indian e-commerce company that provides B2C, B2B and customer to customer
sales services via its web portal

The group began in 1996 by Dinesh Agarwal and Brijesh Agrawal with seed
money of Rs 40,000

IndiaMART InterMESH-was developing directory of the websites for customers

in the DELHI-NCR region
 Business Model
 The idea was to help the small and medium enterprises in the country market
their products and services

 Despite expensive computers and slow internet connectivity they bagged

NIRULAS as first client

 Employed a few marketing and sales personnel to help generate business.

 Offered businesses free listings on our platform

 Offered customized, full service to enable business to draw even bigger

numbers
In 2011 - Created a buyer-dedicated forum

 In August 2013-acquired the local event discovery app Playcez, to

focus on the mobile business.

 June 2014, the firm launched Tolexo, an e-commerce platform for

SMEs.

 Tolexo - it leverages the existing buyer & seller networks and has built
the largest collection of 1,000,000+ products.
 It has already served customers from more than 900 cities & towns
across India.
 Subscription & Transactions
 Launched its Initial Public Offer (IPO) on June 24, 2019

 A price band of Rs 970-973

 The company has offered 48,87,862 equity shares in the issue

 Raised over Rs 474 crore

 IndiaMart had close to 5.98 crore registered buyers and a catalogue of over 5 crore
products

 Supplied by over 47 lakh suppliers.

Background of the Company
• They are India’s largest online B2B marketplace for business products and
services
• In India online B2B classifieds 60% market share in Indian government
revenue by 2017 according to KPMG
•  www.indiamart.com or “IndiaMART”. The online marketplace provides a
platform for mostly business buyers
• For product and services the supplier has to contact such business companies
• IndiaMART had an aggregate of 325.8 million and 552.6 million visits in fiscal
2017 and 2018, respectively, of which 204.8 million and 396.9 million
comprised mobile traffic
How they do earn Money ?
• The market for SMEs manufacturers to find buyers on their e-platform.
• On the basis of monthly offer subscription packages the company charges
annual and multi-year subscription models
• They offer basic and premium subscription models, which include a set
number of RFQ credits (depending on the level of the paid subscription
package) that may be used by the suppliers.
• Suppliers may view sample RFQs before selecting a paid subscription package.
 Key Growth Metrics 
• The most important metric among all
is Number of Paying Subscription Suppliers
• Most of the company’s income is coming
from this segment only and it has shown a
robust CAGR growth of ~20% in last 3
years.
•  They also charge for the leads
generation on their platform and
advertising.
• The Indian supplier storefronts had
listed 50.13 million products, of which
75% of goods comprised products and
25% were services.
Analysis of IndiaMART’s valuation

• Planning to raise through IPO

• Financials

• Risks
 Transition From B2C To B2C

B2C and B2B both utilize the same type of skills:

❏ Excellent oral and written communication skills

❏ Interpersonal skills

❏ Creativity

❏ Organizational ability

❏ and ambition.
 Transition From B2C To B2C contd...

❏ Social Media Strategy Changes Drastically

In the world of B2B marketing, it’s easiest to reach potential clients
through LinkedIn and even Twitter ,When marketing to businesses,
content is king
❏ Lead Nurturing is Key
B2B marketing and sales work together to build relationships with
prospects.The B2B prospect’s journey through the sales funnel is
typically very slow and can last anywhere from three months to a year!
 Transition From B2C To B2C contd...

❏ B2B Marketers Need to Inform

As a B2B marketer, duties turn away from traditional advertising to
problem solving
❏ Dealing with a Much Smaller Market
➢ potential client list is much smaller.
➢ understand your audience, know their issues, and pay careful attention
to their needs and learn how you can help them