Podcast

Ritesh Agarwal on Building OYO, the Decacorn of India's Hotel Industry

Ritesh Agarwal, hosted by Anand Daniel · SeedToScale (Accel India) Free Intermediate India

Agarwal describes how OYO had to define its ideal hotel partner precisely, small, underperforming, willing to be upgraded, before it could promise a consistent experience to the demand side. It is a useful Indian example of picking the harder, more fragmented side, thousands of small independent hotel owners, as the anchor. Listen for how narrowly OYO scoped its first partner hotels before expanding.

  • OYO anchored on a precise hotel partner profile before defining what travelers would get
  • The supply side was the fragmented, harder to standardize side, and got defined first
  • Consistency for demand came from narrow, disciplined supply selection, not marketing
Open on seedtoscale.com ↗

The question it answers

  1. How do I define an ideal customer for a two-sided marketplace where I have to pick two of them?

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