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User growth through global & product expansion by Chantal Ambord, GM @BlaBlaCar

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BlaBlaCar is today a global mobility platform with more than 70M members across 22 countries: an internationalisation that came with adapting to challenges in local environments as well as unexpected business opportunities 

Chantal Ambord (twitter.com/Chantal_Ambord) is the General Manager of PRO (blablacar.fr/pro), the new unit of BlaBlaCar focused on bus transportation. Previously she was the Head of International Business development at BlaBlaCar, working on launching new markets, partnerships & product lines. Learn about BlaBlaCar’s fast paced user and product growth and about brand new insights on the road ahead ️

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User growth through global & product expansion by Chantal Ambord, GM @BlaBlaCar

  1. 1. Chantal Ambord General Manager, PRO BlaBlaCar March 4th, 2019
  2. 2. User growth through global & product expansion
  3. 3. Our core product offering
  4. 4. 20€ 20€ 80€ 20€20€
  5. 5. 76%Trips between 100 - 800 km are done by car
  6. 6. 1.9 people per car in Europe 3.9 people per car in the BlaBlaCar community* *average in 8 countries in 2018 (FR,ES,DE,IT,PL,RU,UA,BR)Source: 2018 BlaBlaCar Environmental Study, Le BIPE
  7. 7. 1.9 people per car in Europe 3.9 people per car in the BlaBlaCar community* *average in 8 countries in 2018 (FR,ES,DE,IT,PL,RU,UA,BR)Source: 2018 BlaBlaCar Environmental Study, Le BIPE
  8. 8. A community reducing environmental footprint A global footprint with 70 million members A unique and disruptive category in travel Since creating BlaBlaCar, we’ve built ... € *Source : internal BlaBlaCar data, aggregation of all search intent on the BlaBlaCar platform. A search intent is defined as a unique search (12h hour window x departure city x arrival city) performed on our platform in a given week; 2018 BlaBlaCar Environmental Study, Le BIPE
  9. 9. Proven model in France 2006 - 2012 The Last 10 years ...
  10. 10. The Last 10 years ... Proven model in France Geographic Expansion 2006 - 2012 2012 - 2016
  11. 11. & the Next 10 years ... Proven model in France Geographic Expansion 2006 - 2012 2017 - 20222012 - 2016 2017-2022 Innovate and expand around the core
  12. 12. & the Next 10 years ... Proven model in France Geographic Expansion 2006 - 2012 Innovate and expand around the core 2022 - 20272012 - 2016 Be go-to marketplace for road travel 2017-2022
  13. 13. Innovate and expand around the core Focus of today Geographic Expansion 2012 - 2016 2017-2022
  14. 14. International expansion
  15. 15. Before going international, it is important to answer some key questions What is the size of your home market? Have you nailed it? Do you have a good product-market fit? How is local competition? How hard and costly it will be (regulations product localisation)? Is the organisation ready to spend time on it and build a team locally? Do you have enough cash in the bank?
  16. 16. Risks of entering too late Competition Business culture (tech, product, marketing) Copycats Risks of entering too early Unreadiness of product Home market still at risk Not enough money
  17. 17. Know which market to enter and how to scale Build a Playbook how to select a market how to launch a new market how to grow a new market how to monetize it Define Key Metrics KPIs to look at financial forecast stop signs signs to double down Assign a dedicated internal launcher responsible for playbook and launch execution
  18. 18. Members (in million) First employee in France Launch in Spain Launch in UK Launch in Italy Launch in the Netherlands, Belgium, Luxemburg, Poland & Portugal Launch in Germany Launch in Turkey Launch in Hungary, Croatia, Romania, Serbia, Mexico Launch in India Launch in Brazil, Czech Republic and Slovakia Launch in Ukraine & Russia We’ve built a global community of 70m+ members
  19. 19. We are in 22 countries
  20. 20. 3 different ways to launch a new country 1 Acqui-hireWe favored acqui-hire when the opportunity arise 2 Spin off of an employee 3 Local hire
  21. 21. Our growth has been fueled by external acquisitions 2012 2014 2015 2016 2018 Q1 2012 Q3 2012 Q1 2014 Q1 2015Q4 2014 Q2 2015 Acquisition in Italy Acquisition in Poland Acquisitions in Ukraine & Russia Acquisition in Hungary Acquisition in Mexico Acquisition in Czech Republic and Slovakia 2013 Acquisition of Less Q2 2018 Acquisition in Germany Q4 2015 Q4 2018 Offer to acquire Ouibus
  22. 22. €1.2M Business model €10M Expansion to nearby countries €100M Europe expansion €200M Global expansion One objective per fundraise €0.6M Rollout 2009 2010 2012 2014 2015 2016 Friends & family, angel €80M Strategic investment €101M Pro offer 2018 +existing investors
  23. 23. Product growth
  24. 24. We shifted our focus to Product & Tech After 5yrs of growth driven by international expansion We want to drive the next phase of growth through product innovation 2012-2016 2017 - present
  25. 25. Long-distance ridesharing Short-distance daily ridesharing Car insurance offer We launched several business lines around our core carpooling product Buses with professional drivers us
  26. 26. Long-distance ridesharing Short-distance daily ridesharing Car insurance offer Today I will speak to you about one in particular: our PRO offer Buses with professional drivers us
  27. 27. Russian story Russia - acqui-hired a Ukrainian company in 2014 - CEO became Country Manager for both RU / UA - today Russia is our largest market by usage - paved the way to our entry to bus market 20 M members
  28. 28. Russia, Ukraine, Brazil combined ● about 1bn yearly psgrs ● $5-10bn bus market ● 90-95% offline Driving offline to online transition in EM
  29. 29. Complementarity with buses More mobility solutions for BlaBlaCar travellers
  30. 30. Granularity of carpooling Courtenay 106km from Paris 115km from Orléans. No trains, few buses. Yet…. 9 233 BlaBlaCar drove by last month Source: Based on January 2019 data from BlaBlaNetwork (here)
  31. 31. Bigger vehicles on main routes High vehicle utilisation Fix schedule Ability to book in advance Space for luggage Group travel Competitive pricing Reduced environmental impact
  32. 32. Bus network : Big flux of psgrs Carpooling : Proximity 250 000 meeting points on a monthly basis 200 destinations Complementary networks between bus and carpool Source: BlaBlaCar internal data Domestic trips in FR Monthly average over 2018
  33. 33. In Russia, we launched a new platform to allow bus operators to publish trips on BlaBlaCar
  34. 34. In France, we made an offer to acquire Ouibus, with a view to expand a bus service across Europe
  35. 35. €1.2M Business model €10M Expansion to nearby countries €100M Europe expansion €200M Global expansion We raised a new round to finance our growth strategy €0.6M Rollout 2009 2010 2012 2014 2015 2016 Friends & family, angel €80M Strategic investment €101M Pro offer 2018 +existing investors
  36. 36. 3.1 54g of CO2 /Km >20 (40%) 46g of CO2 /Km Impact / pers Occupancy No more Shared road 1.7 89g of CO2 /Km
  37. 37. Be the go-to marketplace for road travel. Our mission International and product expansion are the key to our growth and drivers of our mission. Sometimes those are entirely different strategies, sometimes one can inspire the other...

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