Live Session on Critical Success Factors

1. Introduction to the
Company
Live
Q&A
Session
with
Mayank
Kumar
Co-­‐Founder,
MD,
UpGrad

2. Page
-­‐2-­‐
Agenda
for
the
session
CSF
&
KPI
–
Recap
CSF
&
KPI
-­‐
Zomato
Example
Open
Q&A
1
2
3

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

4. Page
-­‐4-­‐
How
to
Think
about
Cri7cal
Success
Factors?
Formula
based
approach
-­‐
Maroosh
example
Size
of
LocaPon
Total
SeaPng
Available
Occupancy
RaPo
of
Seats
Real
Estate
x
Turnaround
per
Seat
x
x
Average
Price
per
Item
No.
of
Items
per
Order
x
x
Layout
Marke7ng
• Cross
sell
• Bundling
Mission
Vision
Goal
1
=
Sales
Volume
Price
• Pricing
strategy
Process

5. 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

6. Page
-­‐6-­‐
What
next
aJer
CSF?
Key
Performance
Indicators
1
IdenPfy
the
acPviPes
2
Determine
tangible,
measurable
metrics
3
Measure
&
monitor
those

7. Page
-­‐7-­‐
Agenda
for
the
session
CSF
&
KPI
–
Recap
CSF
&
KPI
-­‐
Zomato
Example
Open
Q&A
1
2
3

8. Page
-­‐8-­‐
Source:
zomato.com/portugal
Zomato
Example
What
all
does
Zomato
help
us
discover?

9. 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

10. Page
-­‐10-­‐
Agenda
for
the
session
CSF
&
KPI
–
Recap
CSF
&
KPI
-­‐
Zomato
Example
Open
Q&A
1
2
3

11. Page
-­‐11-­‐
Ask
your
queries
Open
Q
&
A
What’s
your
venture’s
CSF
&
KPI?