Insights By Accel
 Series
Episode 
19

Building a B2B Marketplace for India

November 24, 2018
28 Mins
 Read

Building a B2B Marketplace for India

Insights By Accel
 #
19
Building a B2B Marketplace for India
 Mins Read
28 Mins
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Summary

We continue with our discussion on building for India in the #INSIGHTSpodcast series and in this episode, we focus on selling to manufacturing SMEs. To talk about this important topic, we have Narayan, Co-founder of Power2SME, a “buying club” for SMEs. Narayan is a serial entrepreneur and before starting Power2SME, he was the founder & CEO of Denave, India’s largest technology powered sales enabling services company. Previously he held various leadership positions in companies like Oracle and Microsoft.

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On this podcast, we discuss the need for a “buying club” for the Indian SMEs, the role of credit in the economy, the life of a few and inescapable market effects:

Identifying a value proposition that can scale
- Solving the right problems — choosing a problem which is a real pain point for customers
- Importance of aligning with the interests of all players in the ecosystem

Building out the marketplace
- Building out a marketplace for large sellers and small buyers
- How is the market structured, and the quality of supply in India
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Onboarding small unorganized players onto an organized marketplace
- Turning Skeptics to believers — getting your first large seller to take you seriously

Working capital for SMEs
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Challenges with getting credit for SMEs and the challenges for banks to — underwrite and service SMEs
- Why is working capital a big issue for SMEs? Potential for innovation
- Taking on risk with NBFCs to enable credit for SMEs
- The ILFS, liquidity crunch and how the credit system operates

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Lessons learnt from running a startup
- The ups and downs of running a startup — dealing with market effects
- Effects of policy and regulation on business and SME
- Diversification of portfolio of customers and lenders
- Advice for startup founders — the importance of building a strong leadership and mentorship network

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