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“Zero customer acquisition cost is the biggest unfair competitive advantage we have” – Deepinder Goyal, Founder, Zomato

Six months after Deepinder Goyal, Founder of Zomato, did his first conference call for Info Edge investors, he has done another one. The reasons were remarkably different, and an indication of how quickly the mood can change in the digital space. The first call ("We have scale on our mind") was during the heady days of Zomato's Urbanspoon acquisition in the US, with investors expecting aggression; this one appeared to be to allay investor concerns in the aftermath of a turbulent time for online food ordering companies in India (FoodPanda, TinyOwl), with some of the issues being faced by Zomato's competitors being reflected on them: the exact opposite of reflected glory. Issues that Goyal had to address were around the layoffs the company has announced in the US, the rollback of its Cashless business, the reaction in the US to the Urbanspoon switchover to Zomato, and also of many senior hires leaving the company over the past six months. Yelp, the market leader in the US, and the benchmark for many investors, has seen its valuation fall. Details of the Q&A (paraphrased in some instances): Deepinder Goyal: The last time we spoke, we had just acquired Urbanspoon, and in June we migrated this traffic over to Zomato. Now we are in 23 countries and market leaders in 18. In 12 we have really high levels of traffic. We have recently split our markets into full stack and enterprise. Full stack are where traffic levels are high, and we are looking at…

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Written By

Founder @ MediaNama. TED Fellow. Asia21 Fellow @ Asia Society. Co-founder SaveTheInternet.in and Internet Freedom Foundation. Advisory board @ CyberBRICS

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