IndiaMART is India's largest online B2B marketplace, with 154 million buyers, 7.2 million+ sellers, and 86 million products. It started in 1996 as a website development service for Indian exporters and became India's first online B2B directory and ecommerce platform. After surviving the dot-com bust in the late 1990s/early 2000s, it pivoted to focus on the domestic Indian market. In 2008, IndiaMART relaunched as a full-fledged B2B marketplace to make doing business easy. It has since expanded its offerings to include services like lead management, order management, payments, logistics and other tools to enable commerce and business processes for buyers and sellers.

1. India’s Largest
B2B Online
Marketplace

2. Index
1. Who are we?
2. Early Days of IndiaMART
3. Dot com bust & Life after Y2K
4. Changing B2B Landscape
5. An Idea to IPO - A long Journey (2019)
6. The Start of a New Age
7. Journey Towards Commerce & Business Enablement
8. Creating a Digital Ecosystem to Make Doing Business Easy

3. Who are we?
154 M
7.2 M+
86 M
Buyers
Sellers
Products
Contributing 1% to India’s Total GST
Across 95000+
categories

4. Who are we?
B2B
marketplace is
a growing
market
2-way
discovery
marketplace
Behavioral data
driven
algorithmic
matchmaking
Strong network
effects
Diversified
across
categories and
geographies
Subscription
based revenue
model with
negative working
capital
India’s Largest Online B2B Marketplace

5. Early Days of IndiaMART
In 1991 - Economic Reforms
• Increasing demand for Indian Goods
• Internet started making its entry around the world
In 1996
• Mr. Dinesh Agarwal realized opportunity gap for Indian
Exporters
• Started with website development for Indian SMEs
• Broke even at operations fronts in first year
Challenges –
• Website Development not sufficient
• Lack of reliable databases for buyers/suppliers
First Set of Innovation – Free Listing & Free Enquiry
IndiaMART created India’s first online B2B directory
& accomplished India’s first ecommerce project
LEAD TO
A Big Idea!

6. Dot Com Bust & Life After Y2K
IndiaMART used the slack time created by the slump in sales to:
 Tighten their processes
 Improve cost consciousness
 Focus on new customer acquisitions
 Pivoted its focus from exports to domestic market
Dotcom firms towards the
end of 1999 led to a
financial bubble
Followed by 9/11 Terror
Attack which resulted in
Global meltdown -> 40%
Reduction in exports
volume
Resulting in Dotcom Firms
Closing their Operations

7. Changing B2B Landscape
When other Dotcom firms were closing down,
IndiaMART expanded & became aggressive
In 2008, IndiaMART to “make doing business
easy” relaunched as a B2B Marketplace

8. Changing B2B Landscape

9. Journey Towards Commerce and Business
Enablement
Products Specifications & Prices
Photos / Videos
Enablement of Commerce
Discovery
Reviews & Ratings
Buyer & Supplier Negotiations
Customer History & Reminder
Quotations & Invoicing
Conversation
Enablement of Business
Accounting /
Invoicing
Tax
Compliance
Inventory
Management Payroll
Order
Management
Distributor
Management
Commerce
Payments
Logistics / Tracking
Transaction Financing
Receivables
Management
Procurement
Management

10. Transforming through Technology
Buyers
Diverse set of products & suppliers
Price discovery
Specifications & reviews
Multiple payment options
RFQ – BuyLead
Web storefront
Conversational commerce
Multi-lingual search
CRM – Lead Manager
Accounting Services
Order management System
and Procurement Solution
Logistics solution
Suppliers
AI driven matchmaking Cloud Telephony – PNS

11. Conversational Commerce – Lead Manager System
Chat History
Direct Buyer Callback
Add Notes,
Set Reminders
Ratings
Share Link
AI-based Smart Reply
Reviews &
Ratings
Call Option
& Alerts

12. How RFQ/Buylead works?
Buyer Supplier
Interaction through
CRM – Lead Manager
Buyer Submits
Industry Specific
RFQ
AI-driven
Enrichment &
Matchmaking
RFQ Selection by
Supplier

13. Behavioural Data Driven Algorithmic Matchmaking
Supplier
Preferences
Buyer
Requirement
Location
Product
Price
Quantity
AI/ML Algorithm

14. Strategic Investments Done So Far
Aug’19 Mar’21 Apr’21 Nov’21
May’20 Apr’21 Aug’21 Dec’21
Business
Accounting
Software
27.5%
Legal Tech
Platform
15.4%
Transport
Management
25%
Invoice Discounting
and Factoring
7.7%
Distribution and
Salesforce
Management
17%
Shipping Operations
Automation
26%
Autonomous
Procurement Platform
26%
Inventory and
Warehouse
Management
26%
Feb’22
100%
Enterprise Resource
Planning Software
Jan’22 Feb’22
Feb’22
Mar’22
Mar’22
16.5%
10%
26%
51.1%
26%
Logistics Tracking
HR Tech
Accounting
Integration Software
Accounting
Software
Vertical
Commerce

15. The Start of a New Age
With a motto of
“Simple Solution can solve Big Problems”
IndiaMART solved the problems of millions of SMEs

16. Creating a Digital Ecosystem to Make
Doing Business Easy
A COMPLETE SOLUTION FOR THE NEEDS OF AN INDIAN SME IS FOUND WITHIN INDIAMART ECOSYSTEM

17. Thank you
Thankyou