Sanjeev Bikhchandani started Naukri.com in 1997 with the idea of creating an online platform to collate all job advertisements in one place after observing that people had no centralized source for finding jobs. He grew the business from an initial 1000 jobs posted to becoming India's largest job site, facing challenges like lack of capital and internet access in its early days. Key lessons learned included persistence, taking a contrarian approach, putting customers first, and surrounding oneself with great people.

1. MADE BY
NIDHI SETH
11452

2. YOUNG ASPIRATION
At the age of 12 he wanted to
own a company !!!!

3. BACKGROUND
Born-1964
Family- father (Govt. Doctor) , Mother ( Housewife) No Business background
Education-studied Economics at St. Stephens College and schooled at St. Columba's
School in Delhi, left IIT ( as 5 yrs. course)-Buck the trend ,IIM Ahmedabad, PPM,Led
courses
Career- worked in advertising with Lintas and in consumer marketing at Glaxo
SmithKline. For a brief period, he was the Consulting Editor of Avenues – the careers
supplement of 'The Pioneer' newspaper.
In 1990-Along with a partner, Sanjeev set up two companies - Indmark and Info Edge.
The first specialised in pharmaceutical trademarks and the second produced salary
surveys and reports.
In 1997- Naukri.com

4. Idea Origin
 friends usually read business magazines back to front because the job ads
appeared on the last pages.
 conclusion that in those days (this was around 1996) people had no one source
for job ads.
 every week head-hunters would call and offer jobs that weren't ever
advertised.
 DOT-Videotex’ – a service where people would be able to access information
stored on a central server from terminals all across Delhi (IDEA)
 IT ASIA- WWW stall ,VSNL internet accounts ( Website Idea)
 we could collate job ads onto one accessible platform, then maybe we would be
able to attract some customers. In April 1997 we launched Naukri.com with
1,000 ads taken out of various magazines.
 Hoping that over time companies would begin to approach us directly for
advertising jobs if we could gather sufficient traffic.

5. Sources of Finance
 Wife & Batch mate – angel investor running the family
 25 $ a month cost of sharing server- sushil ( Brother-5 % share in the
company)
 Some money by Info edge-(salary survey & reports)- construction work –
shifted to second floor of his house.
 VN Saroja-operations- 9% stake
 Anil Lall ( friend & good programmer)-7% stake
 Two Data Entry Operators- Recession –offered them job
 Info Edge (India) Pvt. Ltd, the company that owns Naukri.com and other
businesses, got private-equity funding from ICICI Ventures,
 further validation came in the form of PE firms Kleiner Perkins and Sherpalo
picking up a small stake just before a public listing, which came about in
November 2006.

6. IPO
IDEA
(nov 2006)

7. Business Model
Primary Target
1,000 jobs minimum on the site. Live and current. No job older then 30 days, all jobs
taken from the newspapers.”

8. TARGET CUSTOMERS
 naukri.com has a list of 15,000 clients. The two major categories of customers are
job providers and job seekers. In 2003-04, job providers and job seekers
accounted for 91.6 per cent and 8.4 per cent of revenues respectively.
 Placement agencies were an important customer group for the firm. In the last
quarter of 2004,10 per cent of the clients were placement agencies which
contributed to 60 per cent of the jobs and 30 per cent of the revenues
 Other important customer groups were firms from IT and related areas 23% of
job openings) and telecom and FMCG relatedfirms (5% of job openings).

9. 1000 Jobs in 3 days

10. The story After That……………..
 one of few sites targeting Indians living in India- traffic to website
 Naukri.com- Distinctive name
 Press coverage- writing for Indian audience
 Within six months of launch, a direct mail letter was sent out to 3,000 HR
managers and recruiters. For 350 rupees you could list a job on the site. For 6,000
rupees you could get annual subscription which gave you unlimited listings
through the year.
 Low Business-2to 2.5 lacs
 Largest in terms of Revenues-Rs 18 lacs P.a
 Focus on Naukri.com ( Dotcom Boom)
 jobs Ahead and Monster came to India- deep pockets and world-class
technology infrastructure
 Launched first IPO in 2006 ( first internet company)

11. Problems Faced
 Lack of capital ( Middle class family background) we had to make do with less fewer employees, lower salaries, poor infrastructure, a rudimentary site, lower
marketing budgets etc.
 Running family (worked in pioneer newspaper)
 Lack of Internet access. early days of the Internet and access was only through a
dial-up modem and the then State-owned VSNL was the monopoly provider.
 Market Size-14000 accounts only
 Split of business ( business partners separated )
 Server only in US
 Contrary views regarding Name “ Naukri” or naukar etc.
 Problems of technology & advertising budget ( IPO-ICICI)

12. Lessons we learn







No shortcut to success, but indeed there are experiences to success
Never Give Up ( POSITIVE ATTITUDE)
Take a Contrarian Stand in life
Brand is not built by advertising but by customer experience
Be a Seeker ( always open to change)
Persistence (try long enough and hard enough)
Get great people - sell them the vision, the idea and share the wealth, be generous
with offering stock.
 Bootstrap your business-unless no strong business model
 Leaving aside egoistic attitude

13. DO NOT CHASE MONEY

14. Lesson Learnt by him
One should look for meaning not money. Money is a happy
outcome if you are really good at what you do. It should not
replace your dreams and become your sole motivator.
I follow no particular philosophy. I believe that one should keep
improving on the past. You should be happy with what you do.
What motivates me in particular is serving our customers and
helping people find jobs.

15. SWOT ANALYSIS
STRENGTHS
• naukri.com has the first mover advantage. It was a forerunner in ushering in the
change in the way Indians looked at job hunting.
• Its nomenclature has received acceptance among Indians.
• It has the experience and learning of being in the market for almost a decade.
• It has a large market share compared to monster India and jobs ahead.
• It ranked as India’s number one job site on all parameters — page view, reach, and
traffic.
• It has the advantage of an interactive and simple site design which has ensured
loyalty amongst clients.
• It has the advantage of a clear revenue model since its inception. While it has a few
services that are free to both job seekers and job providers, the majority of their
services are paid for by the recruiters.
• It has a very committed CEO and a marketing and sales team. This is clear from the
visits made by them to establish contact.

16. WEAKNESSES
• It has a large number of employees — 280 — while its present competitor has
barely 200 plus employees..
• The company incurs a high cost for managing sales force (48% of the total cost).
• There is a high level of attrition.
OPPORTUNITIES
• Internet users are increasing day by day. Approximately, 7.5 million urban Indians
are using the net.
• Further, with broadband infrastructure being rolled out, there are more
opportunities on the net. The scope of online recruitment is, therefore, increasing.
• Like any other online recruitment company, it has
the advantage of being a low cost medium of recruitment; it also cuts recruitment
cycle time drastically.
• The recruitment market is booming and it can be said that the job market is one of
the best in recent years.
• The online opportunity for hiring in India is growing at 80-90 per cent each year.

17. THREATS
• It faces a major threat from the merged entity —monster India — with
combined strength and a largerTraffic
 TOI has launched a jobsite-emerged as leading job portal
 India’s major IT companies-Infosys,Wipro,TCS etc has career option on
their official websites
 Emergence of regional language job portals
 Overcrowding

18. Characteristics of An
entrepreneur
Contrarian
stand
Dynamic
Positive
attitude
Self
employed
mindset
Passionate
about
learning
opportuni
st
Risk taker
Good
planner
creativity
Work
ethics
Team
player
Sell
benefits
Self
motivated
intuitive
Having a
vision
Risk
averse