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Introduction to the
Company
Live Q&A Session with Mayank Kumar Co-‐Founder, MD, UpGrad
Page -‐2-‐
Agenda for the session
CSF & KPI – Recap
CSF & KPI -‐ Zomato Example
Open Q&A
1
2
3
Page -‐3-‐
How to Think about Cri7cal Success Factors? CriPcal AcPviPes (Success Factors) that are required in order to achieve your Goals/ Mission/ Vision
AcPvity 1 (CSF)
AcPvity 2 (CSF)
AcPvity 3 (CSF)
AcPvity 1 (CSF)
AcPvity 2 (CSF)
AcPvity 3 (CSF)
AcPvity 1 (CSF)
AcPvity 2 (CSF)
AcPvity 3 (CSF)
Goal 1 Goal 2 Goal 3
Mission
Vision
Page -‐4-‐
How to Think about Cri7cal Success Factors? Formula based approach -‐ Maroosh example
Volume
Size of LocaPon
Total SeaPng Available
Occupancy RaPo of Seats
=
Real Estate
x Turnaround per Seat x x
Price
Average Price per Item
No. of Items per Order
=
x
Sales =
x
Layout Marke7ng • Cross sell • Bundling
Mission
Vision
Goal 1 = Sales
Volume Price
• Pricing strategy
Process
Page -‐5-‐
How to Think about Cri7cal Success Factors? Value chain based approach -‐ Snapdeal example
Value Chain
CSF
Breadth of offering
• Tying up with the right sellers
Ability to search
• User friendly pla^orm (UI/UX) • Accurate product informaPon
A`ract customers
• Digital MarkePng • TV Ads • Tie Ups
Delivery
• Managing logisPcs • Tie ups with delivery partners • Efficient warehousing and distribuPon Network • Strict Quality Control
Personalized Experience
• Data Science Pla^orm
Page -‐6-‐
What next aJer CSF? Key Performance Indicators
1 IdenPfy the acPviPes
2 Determine tangible, measurable metrics
3 Measure & monitor those
Page -‐7-‐
Agenda for the session
CSF & KPI – Recap
CSF & KPI -‐ Zomato Example
Open Q&A
1
2
3
Page -‐8-‐
Source: zomato.com/portugal
Zomato Example What all does Zomato help us discover?
Page -‐9-‐
Zomato Example Process chain based approach
Value Chain
CSF
KPI
Get Users Make Users Happy Charge Restaurants
Extensive LisPng Curated InformaPon Usability
Increase App
Download Increase Price per Ad
• Menu CollecPng Team
• Local Presence
• Menu CollecPng Team
• In-‐house Content Team
• User Interface
• User Experience
• Restaurant Tie Up
• Distributor Tie Up
• Digital MarkePng
• Word of Mouth
• Unique Users • AnalyPcs/ Consumer Data
• #LisPngs per months • Coverage as % of total #restaurants
• # shares per content piece • # likes per content piece
• App raPng • Net Promoter Score
• CPMs • B2B relaPonships • B2B sales people efficiency
• # of App Download • # of AcPve Users
Page -‐10-‐
Agenda for the session
CSF & KPI – Recap
CSF & KPI -‐ Zomato Example
Open Q&A
1
2
3
Page -‐11-‐
Ask your queries Open Q & A
What’s your venture’s CSF & KPI?
