hkust 07.11.2015
TRANSCRIPT
Startingaweb-platformoramarketplace?KeyQuestionsWhenScalingAnO2OBusinessPlatformAcrossAsia
WhatYouWillLearn
1. Who’slalamove?
2. Startingyourmarketplace
3. Growingyourmarketplace
4. Takeaways
Who’slalamove?
1
BlakeLarsonHeadOfInternational
BorisStoyanov-BrignoliCreativeLead|Marketing
AboutUs
STARTING GROWING TAKEAWAYINTRO
WhoIslalamove?
Van,motorcycle,lorry,&truck
Instantmatching
Tracking
24/7
20145cities
201520cities
DEC.2013Launch
250kusers
+USD10M
450kusers
+USD10M
STARTING GROWING TAKEAWAYINTRO
OurPositioning
STARTING GROWING TAKEAWAYINTRO
*(cash/livestock/frozenmeat)
Whattypeofgoods?Regular Special*
Whatdistances?Intra-city Intercity Inter-province International
O2O,WhyIsItUnique?
STARTING GROWING TAKEAWAYINTRO
Startingyourmarketplace
2
Platformvs.Marketplace
GROWING TAKEAWAYINTRO STARTING
Amatterofprice&qualitycontrol
Platformvs.Marketplace
GROWING TAKEAWAYINTRO STARTING
What’syourlevelofimplication?
ProductEvolution
GROWING TAKEAWAYINTRO STARTING
KeyChallenges
GROWING TAKEAWAYINTRO STARTING
WhoamItalkingto?
KeyChallenges
GROWING TAKEAWAYINTRO STARTING
Chicken&eggs
KeyChallenges
GROWING TAKEAWAYINTRO STARTING
Tactics
Demand Supply
KeyChallenges
GROWING TAKEAWAYINTRO STARTING
KPI
Retention
Fulfillment
KeyChallenges
GROWING TAKEAWAYINTRO STARTING
Facingcompetition
KeyChallenges
GROWING TAKEAWAYINTRO STARTING
FindingPartners
KeyOpportunities
GROWING TAKEAWAYINTRO STARTING
Traditionalvs.Tech
API
Realtimepooling
Networkeffect
Notassets
KeyOpportunities
GROWING TAKEAWAYINTRO STARTING
Underutilizedcapacity&fragmentation
HowToMakeMoney
GROWING TAKEAWAYINTRO STARTING
Demand Supply
Growingyourmarketplace
3
BREADTH
DEPTH
Tactics
TAKEAWAYINTRO STARTING GROWING
Breadthvs.Depth
CoreValues&Assets
TAKEAWAYINTRO STARTING GROWING
Speed
Execution
Replication
Localization
Objectives&Stages
TAKEAWAYINTRO STARTING GROWING
CAC
Cashflow
Networkeffect
Criticalmass
Objectives&Stages
TAKEAWAYINTRO STARTING GROWING
Cohort
LifetimeValue
DoYouKnowWhoYouAre?
Beforeyouscale,knowwhoyouserveandwhoyouare
TAKEAWAYINTRO STARTING GROWING
Scale
Requires
Process
HowDoIPrepareToScale
TAKEAWAYINTRO STARTING GROWING
WhatAreTheyKeyDecisionsINeedToEvaluate?
TAKEAWAYINTRO STARTING GROWING
SoShouldIExpandToChina?
TAKEAWAYINTRO STARTING GROWING
WhereToInvestNext?
Norightanswer
Individualandpersonalopinionsoninvestors
TAKEAWAYINTRO STARTING GROWING
Takeaways
4
Yourstart
INTRO STARTING GROWING TAKEAWAY
Whatisparticularlytransformativeabouttheservice?
Whynow?
Whyhasn’tthisbeendonealready?
Whatcouldtheserviceultimatelybecomeandhowdoesthatchangethemarketopportunity?
Yourmarket
INTRO STARTING GROWING TAKEAWAY
Bytacklingaparticularprobleminamorenarrowly
definedmarket,astart-upcanbecomethenew
standardinthatmarket.
Acquisition
INTRO STARTING GROWING TAKEAWAY
Vs. CreativePAID
Supplyside
INTRO STARTING GROWING TAKEAWAY
Costper lead
Training
Backgroundcheck
On-boarding
INTRO STARTING GROWING TAKEAWAY
Demonstrate
Efficiency
FromTechnology
"10 things I wish I had known before I started Easyvan”Shing Chow, Founder & CEO
You need a great body to build a great company
1
You need to surround yourself with talents
2
You need to think bigger
3
You need to do a lot of sales
4
You will almost go to the brink of depressionsometimes
5
You will be on cloud nine on some days
6
5 and 6 will happen on the same day
7
Ideas matter, but matter only 1%
8
You need to be tough on yourself, but also tough on others
9
It is very very very tough and it is not for most people
10
49
Thank You
