If you’re in sales and you haven’t heard of LinkedIn X-Ray search, buckle up—because you’re about to add a high-precision tool to your prospecting arsenal.

LinkedIn X-Ray search is the practice of using Google (or any search engine) to bypass LinkedIn’s limitations and uncover publicly available profiles—without needing Sales Navigator, InMail credits, or a 1st-degree connection. It works by combining advanced search operators with LinkedIn’s public profile structure to zero in on your ideal prospects.

Why Sales Teams Should Care

Let’s be honest: LinkedIn’s native search is limited, especially if you’re on the free plan. Even with Sales Navigator, filters can be clunky, and LinkedIn isn’t always generous with visibility outside your network. That’s where X-Ray search shines.

With a few smart keywords and operators, you can:

• Find decision-makers at target accounts
• Filter profiles by job title, geography, or tech stack
• Discover hidden talent or past roles that align with your ICP
• Avoid recruiter and job listing noise

A Working Example

Say you’re looking for Content Marketing Strategists in the US at Fortune 1000 companies. Here’s a sample search string you can drop into Google:

site:linkedin.com/in ("content marketing strategist" OR "content lead") ("United States" OR USA) ("Fortune 500" OR "Fortune 1000") -intitle:job -intitle:hiring

Boom. You now have access to dozens (if not hundreds) of profile pages with the right role, right market, and a filter to exclude job listings and recruiter spam.

Pro Tips for X-Ray Mastery

• Use Boolean logic: Combine keywords using AND, OR, - (exclude) and parentheses.
• Stick to site:linkedin.com/in: This narrows results to actual LinkedIn profiles, not groups or jobs.
• Add filters: Use "location", "past company", or "current company" in quotes to refine further.
• Exclude the fluff: Add -intitle:job -intitle:hiring -site:linkedin.com/jobs to avoid noise.
• Use intitle and intext for any mentions on the profile

When to Use It

• Pre-call research
• Target account list building
• Persona validation for ABM
• Prospecting for outbound email or LinkedIn DMs

One Warning

LinkedIn can throttle access or obfuscate some data due to privacy settings. So don’t expect 100% coverage. But for scrappy sellers or SDRs looking for an edge—it’s a goldmine.

So I just got off this incredible conversation with Clark, who’s one of the driving forces behind Bordy – yes, that Bordy, the AI voice connector that everyone in the tech scene seems to be whispering about on LinkedIn and beyond. And let me tell you… this isn’t just another chatbot or networking gimmick. This is something else entirely.

Picture this: you DM an AI on LinkedIn.

It calls you. Not a form, not an email, not a survey—a literal voice call from an Australian-accented AI who somehow makes small talk feel less awkward than your last Bumble date. And after a short, easy chat, it says, “Hey, should I introduce you to someone?” Then boom—real intros to real people with actual context and mutual value. It’s like a super-connector friend who knows everyone, never forgets, and is always available.

Clark gave us the lowdown on how he landed at Bordie. His path wasn’t the traditional ladder-climbing story either—he went from building his own business, dipping into sales, doing a stint in VC, learning startup growth at a company called Reveal in Paris, and even doing B2B work at an e-commerce agency. Eventually, a cold DM to Bordie’s Head of Ops led him into the heart of this fast-moving AI startup. Total serendipity.

Now, here’s the juicy part: what actually makes Bordy stand out?

Clark calls Bordy an “AI superconnector”—but don’t think of it like LinkedIn with voice. There’s no interface. No app to download. No endless forms to fill out. It’s just a DM, a phone number, and a surprisingly human-feeling voice call.

Then comes the magic. Bordy doesn’t just listen. He remembers. He suggests. He connects. And it’s opt-in, both ways. That means the intros are intentional, curated, and not some spammy blast. He sends follow-ups, intros both parties with a thoughtful message, and makes it feel like a friend-of-a-friend intro.

From a marketing perspective, though, Clark admits the positioning is tricky. It’s not a classic B2B tool. It’s not quite B2C either. It lives in this weird (and fascinating) B2P world—Business to Professional. And because there’s no interface, the challenge becomes even bigger: how do you scale something that’s entirely experience-based?

That’s where the genius of Bordie’s go-to-market strategy comes in. Clark and team aren’t just building a product. They’re building a character.

Yep, they actually have a screenwriter on the team helping develop Bordy’s “personality.” Think about that for a second. This is next-level AI marketing. Instead of sterile automation, they’re creating a digital persona—someone you’d actually want to talk to. The Australian accent? Intentional. The humor and empathy? Crafted. And when Bordie “raised” his own $8 million seed round, the headlines weren’t just about funding—they were about an AI raising money on its own. It hit differently. It felt different.

Clark emphasized something important: in an age of AI-driven everything, the winners won’t be the ones with the most APIs or data—they’ll be the ones with personality. AI with charisma. Agents you remember, want to use, and trust. And that’s what they’re leaning into with Bordie.

But how do they keep the content human in this overwhelming ocean of AI junk? According to Clark, it’s all about iterations and intentionality. It’s about having the right principles, good training data, and most of all—context. AI can sound magical if it understands who it’s talking to. That’s why they do deep research on the people Bordie engages with, which helps him tailor conversations and introductions with nuance. Clark believes the future of AI will feel like having your own personal, customized agent—one that really “gets” you.

Clark himself uses tools like Clay, Nanonets, and Lovelable in his own marketing stack. One of the coolest things he shared? He uses Clay to auto-reply to tweets as Bordie. It captures the tweet, does deep research on the person, runs the info through custom prompts, and then replies in Bordie’s voice. Talk about scalable authenticity.

That blend of no-code automation and creative spark is what defines the new marketer, according to Clark. It’s no longer just about writing copy or designing pretty visuals. It’s about being able to build automations, ship MVPs, and tell stories fast—without needing a dev, designer, or an entire agency. AI is reducing the friction between idea and execution to almost nothing.

And if you’re a young marketer reading this? Clark has a message for you: Get curious. Learn tools like Clay, Nanonets, and GPTs. Screenshot your problems, drop them into GPT, and ask better questions. That’s the real superpower now. Knowing how to solve with speed, not just strategy.

Before we wrapped, he told me about one of his favorite campaigns—sending out 200 physical Bordie box-heads with handwritten notes from each AI call. People literally built little cardboard Bordie heads, put them on their desks, and felt a tangible connection to the brand. Old-school meets new-school, and it totally worked.

So yeah, Bordie’s not just another AI product. He’s a whole vibe. A voice. A friend with a few megabytes of empathy. And thanks to folks like Clark, he’s slowly turning AI from something cold and robotic into something personal and unforgettable.

If that’s the future of marketing, sign me up.

• Market Growth: Quick commerce grew from $300M in 2022 to $7.1B in 2025 and is projected to hit $40B by 2030.
• Top Players: Blinkit leads with 45–46% market share, followed by Swiggy Instamart (25–27%) and Zepto (21–30%).
• Expanding Reach: Tier 2 and 3 cities are driving growth, contributing 60% of new e-retail customers since 2020.
• New Categories: Beyond groceries, quick commerce now includes electronics, personal care, and apparel.
• Dark Stores: Specialized hubs cut costs by 40% and enable 15–30 minute deliveries, with 1,000+ stores planned by 2027.
• AI & Automation: AI-driven inventory systems improve efficiency by 30–50%, while drones and robots are reducing delivery times.
• Sustainability: Companies are adopting green delivery methods, like electric bikes and eco-friendly packaging.
• Payment Innovations: UPI dominates, with 90% of Gen Z preferring it, alongside advanced tools like voice commands and BNPL.
• D2C Partnerships: Direct-to-consumer brands now account for 30% of sales, with 24× growth in order value since FY22.
• Market Consolidation: Mergers and new regulations are reshaping the competitive landscape, with fewer players expected by 2030.

Key takeaway: Quick commerce is not just about speed – it’s about innovation, efficiency, and meeting changing consumer demands.

Quick Commerce in 2025: Boom or Bust? |Air India + Vistara: The Business Class Battle |EV Revolution

1. Growth in Tier 2 and 3 Cities

Quick commerce is making waves beyond India’s big cities, with smaller towns and rural areas becoming key players in this transformation. Since 2020, nearly 60% of new e-retail customers have come from Tier 3 and smaller cities, showcasing spending habits that rival those in metro areas.

By 2026, these regions are expected to account for up to 50% of India’s e-commerce activity, signaling a major shift in the retail landscape.

This growth is fueled by cost advantages and changing consumer behaviors. The government is also stepping in with initiatives like the Urban Infrastructure Development Fund (UIDF), which invests INR 100 billion (about $1.3 billion) annually to support quick commerce in smaller cities.

"2025 will see rapid expansion of quick commerce as new categories (beyond Grocery) & new cities (Tier2+) drive stronger growth. We estimate 75% YoY growth in QC driving share gains." – Bernstein report

While affordability is still a priority, there’s a growing appetite for premium brands and high-quality products. The success of hyper-value platforms in these areas highlights the need for retailers to strike a balance between cost and quality.

Interestingly, over 60% of new e-retail sellers since 2021 have come from Tier 2 and smaller cities. This rise in local entrepreneurs is adding diversity to marketplaces, with logistics improvements expected to handle 45% of India’s total e-commerce volume by 2025.

Other factors driving this growth include:

• Increased trust in peer reviews and influencer recommendations
• Wider adoption of online payment systems
• Localized services catering to neighborhoods within a 3-mile radius

These developments paint a promising picture of how smaller cities are reshaping India’s e-commerce story.

2. High-End and Time-Based Products

As quick commerce spreads to new regions, it’s also diving into premium product categories – marking a shift that aligns with changing consumer preferences. By 2025, premium and non-essential orders are expected to make up 20–30% of this market’s share. This evolution, from basic necessities to high-end goods, reflects the broader transformation of retail through advanced technology, with the sector projected to grow by 73–76% in FY 2024.

A standout example of this premium shift is Blinkit’s collaboration with Apple Premium Reseller Unicorn Infosolutions. Together, they launched the iPhone 16 series for quick delivery, offering credit card EMI options. This move boosted Blinkit’s average order value to INR 625 (around $7.60) in Q2 2024.

Platforms are also tapping into seasonal and curated collections. Paul Hylla, founder and CEO of Besser im Glas Tee, emphasizes the importance of starting small and scaling thoughtfully:

"The key lessons would be the importance of starting small and testing the market. It’s crucial to understand your production capabilities and customer demand before scaling up".

To maintain premium quality, platforms rely on:

• Temperature-controlled logistics to handle perishables
• Real-time tracking systems to monitor premium shipments
• Specialized packaging designed for high-value items

Deepak Batra, Founder of Webdaksha, highlights the importance of precision when handling perishable goods:

"When shipping perishable goods internationally in e-commerce, ensuring timely delivery is all about precision and planning."

This trend is especially prominent in mature markets, where average selling prices are 10–25% higher than in emerging markets. Platforms are capitalizing on festive demand, with items like gold jewelry seeing a surge during major Indian celebrations.

The focus on premium products is driving rapid growth, with projections of 75–85% by 2025. To meet these demands, platforms are heavily investing in storage and delivery infrastructure to ensure both quality and timely service. This expansion continues to redefine the retail landscape.

3. Local Delivery Network Updates

Local delivery networks are transforming at a fast pace, driven by changing consumer expectations and the push for premium services. The hyperlocal delivery market is on track to grow at an impressive 14.4% CAGR, potentially hitting a massive $5.18 trillion valuation by 2030.

Leading platforms like Zepto, with its 250 hyperlocal dark stores, and Blinkit, operating 1,007 ghost stores, are adopting micro-fulfillment strategies to streamline inventory management in densely populated areas. Meanwhile, Delhivery’s 2021 partnership with FedEx Express has significantly improved cross-border logistics and delivery efficiency.

Interestingly, rural markets are becoming a key focus, as 60–65% of new internet users are emerging from these regions. To cater to this demographic, companies are rolling out localized solutions like regional warehousing, mobile tracking, interfaces in local languages, and specially trained delivery teams. ElasticRun, for example, has bridged the gap between local Kirana stores and suppliers, solving last-mile delivery challenges in areas that are hard to reach. These initiatives, powered by advanced technology, are setting new benchmarks in delivery efficiency.

Artificial intelligence is also playing a pivotal role in reshaping delivery operations. AI tools have reduced delivery times by 31% and fuel consumption by 14%. Real-time tracking has increased customer satisfaction by 28%, while predictive analytics now help forecast demand and identify potential supply chain issues.

This growing infrastructure aligns perfectly with the rise of omnichannel retailing, where 73% of shoppers use multiple platforms before making a purchase. The focus on smarter and more sustainable delivery methods not only cuts shipping costs but also supports the industry’s commitment to eco-friendly practices. This is particularly crucial, as last-mile delivery alone accounts for 53% of total shipping costs.

4. Smart Inventory Systems

AI-driven inventory management is transforming quick commerce, improving demand forecasting accuracy by an impressive 30–50%. This leap in efficiency has led to real-world success stories that highlight its potential.

For instance, White House in Hyderabad managed to cut slow-moving stock surplus by 15% and boost the availability of fast-moving products by 28% within just six months. Similarly, Being Human saw a 10% increase in full-price sell-through while reducing store inventory by 23% after adopting AI-powered inventory systems.

The impact of AI on key performance metrics is undeniable:

Since 2020, the adoption of AI in retail has grown by 25% annually, with 90% of retailers now actively pursuing AI projects. The results speak for themselves: 87% of retailers report a positive impact on revenue, while 94% have seen operating costs drop.

"Retailers need AI tools that gather demand signals, identify products based on demand behavior, and cluster them together. AI must help determine which stores can sell a product and which cannot, with high certainty. More importantly, AI must optimize decisions."

• Chinmay Nayak, Head of Sales India at Onebeat

Smart inventory systems take the guesswork out of stock management by analyzing historical sales data, market trends, and customer behavior. These systems automatically reorder products when stock levels dip below set thresholds, significantly reducing manual effort. This seamless stock control also opens the door to adaptive pricing strategies.

But these systems go beyond just inventory management. They enable dynamic pricing, adjusting prices in real time based on demand and market conditions. This level of sophistication is becoming increasingly vital as the Indian quick commerce market edges closer to its projected $5.5 billion valuation by 2025.

One standout example is Incu, a Shopify merchant that saw a staggering 300% year-over-year sales growth after automating its inventory management with AI.

5. Rise of Dark Stores

Dark stores are specialized fulfillment hubs designed exclusively for processing online orders. Unlike traditional retail spaces, they aren’t open to walk-in customers. Positioned strategically in urban areas, these facilities aim to deliver orders within a tight 2-3 km radius, often within minutes. This setup is fueling a massive shift in the retail landscape, with the market poised for substantial growth.

Projections indicate that the total dark retail space will expand from 24 million to 37.6 million square feet between 2023 and 2027, tapping into a $150 billion opportunity across grocery and non-grocery categories .

Blinkit, which holds a 40% share of this market, reported an impressive 122% year-over-year growth, adding 149 new dark stores in FY24. Swiggy Instamart has also been scaling aggressively, expanding its operations from 27 cities in March 2024 to 43 cities. This rapid expansion reflects the sector’s focus on reducing costs and improving operational efficiency.

"Consumer habits are shaped in a way that they expect quicker delivery and are more used to online shopping. Dark stores are located in a way that the q-commerce platforms can deliver in 15 to 30 minutes." – Vimal Nadar, Senior Director and Head of Research, Colliers India

The cost savings are striking – fulfilling orders through dark stores cuts costs by 40% compared to traditional methods. These savings, combined with their urban locations, allow companies to offer ultra-fast deliveries while staying profitable.

Amazon is also testing the waters with its "Amazon Tez" pilot program in Bangalore. This initiative promises 10-15 minute deliveries for groceries and daily essentials, with plans to branch into beauty, home, and kitchen products.

However, the sector isn’t without challenges. Hygiene standards and property accessibility remain significant hurdles. As Ajay Rao, CEO of Emiza, explains:

"There is also a challenge in terms of the hygiene levels and the accessibility of properties. Many properties do not meet regulatory norms".

Despite these obstacles, dark stores are creating a wave of employment opportunities, with an estimated 400,000 new jobs expected by the end of 2025. In Tier 1 and Tier 2 cities, they are quickly becoming the backbone of the quick commerce ecosystem.

6. Direct-to-Consumer Brand Teams

By 2025, the fusion of quick commerce with direct-to-consumer (D2C) brands has expanded far beyond groceries, making waves in categories like electronics, fashion, and personal care. This shift is projected to fuel a sector growth of 75–85%, pushing the market’s value to approximately $5.5 billion.

The numbers speak volumes. Since FY22, partnerships between quick commerce platforms and D2C brands have resulted in a staggering 24× increase in order value. D2C brands now contribute to over 30% of total sales, with smaller cities outperforming metros by achieving 2–3 times higher sales.

These figures highlight the success stories of emerging D2C brands. Take Earth Rhythm, for instance – a beauty brand that skyrocketed its monthly sales from $6,000 to $180,000 within just 18 months on Blinkit. Another standout, 4700BC, a gourmet popcorn brand, now generates a whopping 87% of its total sales through quick commerce platforms, maintaining a 45% year-over-year growth rate.

"Among online sales from traditional e-commerce platforms like Amazon and Flipkart, and direct website sales, it’s in quick commerce that we see the highest consumer engagement. It’s now integral to our overall digital strategy", says Chirag Gupta, Founder & CEO of 4700BC.

Fashion brands are also riding this wave of innovation. For example, NEWME introduced a 90-minute delivery service in Gurugram, which received over 100 orders in just 30 minutes. Today, they cater to 18 areas across Delhi-NCR. Similarly, Decathlon and Zepto have rolled out 10-minute delivery services in 16 cities, setting a new benchmark for speed and convenience.

To thrive in this fast-paced environment, D2C brands are adopting specific strategies:

• SKU Optimization: Focus on identifying and maintaining a steady supply of high-demand products.
• Supply Chain Adaptation: Build systems capable of managing frequent, smaller dispatches efficiently.
• Margin Management: Fine-tune pricing to balance platform commissions while ensuring profitability.
• Data Analytics: Use platform data to sharpen marketing efforts and streamline inventory management.

An extensive network of dark stores plays a pivotal role in enabling these achievements. By ensuring rapid local inventory management and near-instant deliveries, these stores help meet consumers’ growing appetite for on-demand fulfillment. The result? Faster service and happier customers.

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7. New Payment Methods

Quick commerce is evolving rapidly, thanks to advancements in digital payment systems. By 2025, payment technologies are expected to play a crucial role in driving growth, with the market projected to surge from $5 billion in 2024 to $40 billion by 2030.

Among these methods, UPI (Unified Payments Interface) stands out, especially with Gen Z, as over 90% of them prefer it for transactions. In October 2024 alone, UPI handled an impressive 16.6 billion transactions, with monthly person-to-merchant transaction volumes reaching $80 billion.

These figures highlight the growing importance of digital payment options and pave the way for innovations aimed at improving accessibility and security.

The National Payments Corporation of India (NPCI) has taken significant steps to make digital payments more inclusive. Their UPI123Pay and Hello!UPI services enable instant transactions on feature phones using voice commands in regional languages.

"Consumers demand speed, convenience, and integration across shopping channels. To meet these demands, businesses must invest in flexible, advanced payment solutions – from digital wallets and contactless payments to embedded finance systems – that facilitate frictionless commerce."

• Rahul Kothari, Chief Operating Officer at Razorpay

The embedded finance sector is also experiencing remarkable growth, with expected revenues climbing from $4.8 billion in 2022 to $21.1 billion by 2029. For instance, Razorpay’s DigiPOS has increased customer conversion rates by 17% at Apple Premium Resellers. Similarly, their AI-powered assistant, RAY, offers businesses real-time payment insights and has cut infrastructure costs by 30%.

Recent policy changes by the Reserve Bank of India (RBI) are further enhancing the payment landscape. Interoperability across prepaid payment instruments (PPIs) via UPI now allows fully KYC-compliant PPIs to process payments through third-party apps. Upcoming features in UPI 3.0 promise to streamline transactions even more with:

• Offline payment capabilities
• International payment options
• Voice-assisted transactions
• Auto-split payment functionality
• Enhanced recurring payment features

These advancements not only improve the efficiency and security of transactions but also reinforce UPI’s position as one of the most cost-effective payment solutions available. With such developments, the payment ecosystem is perfectly aligned to support the fast-paced demands of quick commerce.

8. Automated Delivery Tests

India’s fast-growing quick commerce sector is leaning heavily on automated delivery systems. Take Skye Air in Gurugram, for example – they managed 1.2 million deliveries in 2024, averaging an impressive 150,000 packages per month.

In February 2025, Apollo Hospitals and TechEagle launched India’s first 10-Minute Diagnostic Drone Delivery (D3) service. These AI-powered drones transport liquid biopsy samples from collection centers to labs in just 10 minutes.

At Aero India 2025, ideaForge unveiled four new UAVs, including the SWITCH V2, which boasts a 25% boost in performance.

"Every minute counts in healthcare. While food and e-commerce deliveries happen in minutes, critical medical samples still take hours. That delay can be the difference between life and death. With TechEagle’s AI-powered drones, Apollo Hospitals ensures that liquid biopsy samples – essential for early cancer detection – reach labs in just 10 minutes. The healthcare industry deserves the same speed and efficiency as consumer logistics, and we’re making that a reality."
– Vikram Singh Meena, Founder & CEO, TechEagle

This shift toward automation highlights a broader trend: automated systems are poised to transform urban delivery. Experts predict that by 2030, 70% of urban deliveries will rely on automated systems. These advancements bring several benefits to the table:

• Cost Savings: Automated robots can reduce delivery costs by 25% through better route planning and traffic monitoring.
• Round-the-Clock Operations: AI systems don’t tire, ensuring consistent service at all hours.
• Faster Deliveries: Drones and robots can bypass congestion, dramatically cutting delivery times.

"At ideaForge, we innovate with purpose, creating UAVs that address the unique challenges faced by defense forces and industries. Our latest lineup – NETRA 5, SWITCH V2, Tactical UAV, and Logistics UAV – embodies our commitment to enhancing national security, operational efficiency, and industrial capability."
– Ankit Mehta, CEO, ideaForge

That said, India’s automated delivery systems still face hurdles. For instance, human delivery services remain relatively inexpensive, costing around ₹40–50 per parcel, compared to $5–6 in the U.S.. However, as technology becomes more affordable and efficiency gains grow, the scales are expected to tip increasingly in favor of automation.

9. Green Delivery Methods

Quick commerce companies in India are embracing greener delivery methods, aiming to combine fast service with a focus on sustainability. This change is driven by the fact that nearly 80% of Indian consumers are deeply concerned about sustainability and climate change.

Leading the charge in this movement are companies like Blinkit and Zepto. Blinkit has committed to cutting its carbon emissions by 30% by 2025, introducing electric delivery bikes and eco-friendly packaging in select cities. Meanwhile, Zepto has rolled out a pilot program using electric vehicles, targeting lower fuel costs and reduced emissions. These efforts are paving the way for more environmentally conscious innovations in the industry.

"Decarbonization results in cost savings, new revenue streams, and brand loyalty, in addition to ecological and social benefits." – Chandrajit Banerjee, Director General, Confederation of Indian Industry

Companies like Zypp Electric and eBikeGo are also reshaping last-mile logistics with their electric fleets and battery-swapping models. This approach minimizes charging downtime, making electric vehicles a more practical option for quick commerce operations.

Sustainability efforts extend beyond just vehicles. Swiggy Instamart, for instance, is leveraging AI-driven stock prediction and energy-efficient hubs to cut waste, aligning with the preferences of 90% of customers who favor eco-friendly packaging.

Here are some of the key green initiatives shaping the quick commerce sector in India:

"Consumers in India care about the environment – but it’s not the only thing on their minds. Brands can encourage more sustainable purchasing and living in India by addressing shoppers’ desires for health, quality, and cost." – Ravi Swarup, Partner, Bain & Company

Packaging innovation has been particularly impactful. Pepcom India’s shift to eco-friendly packaging has eliminated more than 6 million plastic containers. Additionally, 83% of Indian consumers rate the environmental impact of packaging as ‘important’ or ‘very important,’ significantly higher than the global average of 61%.

As India’s quick commerce market heads toward a projected value of $5 billion by 2025, environmentally responsible delivery methods are becoming essential. With over 70% of consumers considering sustainability in their buying decisions, these green initiatives are not just a trend – they’re shaping the future of the industry.

10. Market Rules and Mergers

India’s quick commerce sector is undergoing a transformation, shaped by regulatory changes and market consolidation. In 2025, new rules and mergers are redefining how companies compete. The Competition Commission of India (CCI) has rolled out regulations aimed at tackling predatory pricing and deep discounting. One key update, the 2025 Cost Regulations, introduces a pricing framework that applies across industries, including the digital economy.

"The Cost Regulations 2025 establish a sector-agnostic, cost-based framework that is flexible and adaptable to various industries, including the digital economy."
– Competition Commission of India

The market is consolidating rapidly. With 61 quick commerce startups currently operating, many are feeling the pressure to merge or exit. Meanwhile, the top three players – Zepto, Blinkit, and Instamart – have each surpassed $1 billion in revenue for FY24. By 2030, the sector is expected to claim 15% of India’s $250 billion grocery market.

Companies are now required to review their contractual terms, adhere to stricter storage and handling rules, and ensure transparency in seller and product information.

"There are six to seven players today. That number won’t hold. Some will exit, while others will merge."
– Sumat Chopra, Partner & India Head, Kearney

Recent moves highlight this trend. Walmart has expanded its quick commerce operations to 20 cities, and Reliance Retail has successfully acquired Metro AG. As the industry shifts, businesses are adapting to updated rules around storage, labeling, and transportation while focusing on profitability rather than rapid expansion.

These developments underscore a clear shift in the market: a move toward sustainable and efficient operations. This evolution is setting the tone for the future of India’s quick commerce industry.

Market Leaders Performance Data

Data from early 2025 highlights advancements in delivery speed, fulfillment efficiency, and inventory management. These improvements showcase the strides market leaders are making in shaping the quick commerce landscape.

Companies at the forefront have significantly enhanced delivery speeds by strategically positioning dark stores and using AI-driven routing systems. For instance, Amazon’s ultra-fast delivery pilot, Amazon Tez, operating in Bangalore, consistently achieves grocery and essentials deliveries within 10–15 minutes. Alongside speed, expanding into new geographic regions has been a key growth driver.

Growth in Tier 2 and Tier 3 markets has also played a pivotal role, supported by advanced inventory systems designed to maintain optimal stock levels across varied regions. Investments in technology have further strengthened the market position of major players. Walmart, for example, has integrated AI-powered inventory systems to create a seamless network connecting its stores and fulfillment centers.

Additionally, the adoption of cloud-based inventory systems has accelerated the quick commerce sector’s evolution. This shift has fueled growth in the retail cloud market, which is projected to rise from $28.3 billion in 2024 to $81.3 billion by 2030.

These advancements reflect a market that is maturing rapidly, where sustained success hinges on balancing ultra-fast delivery, efficient inventory systems, and strategic expansion efforts.

Conclusion

Quick commerce, trend-first commerce, and hyper-value commerce are reshaping the retail landscape in India. With the market projected to grow to $5.5 billion by 2025, this shift highlights how technology and changing consumer habits are driving adoption across the country’s varied regions.

In the digital retail space, quick commerce has taken center stage, redefining how people shop and what they expect from delivery services.

"Quick commerce is uniquely positioned across Proximity, Pricing & Selection & will continue to grow at 75-100 per cent YoY vs retail at low teens" – Bernstein Report

Looking ahead, the sector is expected to maintain strong momentum, with a projected CAGR of 16.07% from 2025 to 2029, potentially reaching $9.77 billion. To keep pace with this growth, retailers need to enhance supply chains, adopt advanced inventory management technologies, and broaden their service offerings to cater to diverse customer demands.

Quick commerce is not just changing how people shop – it’s reshaping the entire retail ecosystem. With speed, efficiency, and technology at its core, this evolution marks the beginning of a new chapter in Indian retail.

FAQs

What role are Tier 2 and 3 cities playing in the growth of quick commerce in India?

Tier 2 and 3 cities in India are emerging as major players in the growth of quick commerce. With rising disposable incomes, rapid urban development, and improved internet connectivity, these regions are driving a noticeable shift in consumer behavior. People in these areas are increasingly seeking faster delivery options for a wide range of products. While groceries remain popular, the demand now extends to essentials, electronics, and more.

Improved logistics networks in these cities are helping businesses expand their reach and keep up with the growing expectations of consumers. By tailoring their strategies to meet the specific demands of these markets, companies are not only boosting their presence but also shaping the future of retail and quick commerce in India.

How do AI and automation improve the speed and efficiency of quick commerce deliveries?

AI and automation have become game-changers for speeding up quick commerce deliveries and making them more efficient. By leveraging predictive analytics, these technologies can forecast demand with impressive accuracy. This helps businesses manage inventory better, ensuring products are stocked and ready where and when customers need them. On top of that, AI enhances route planning for delivery drivers, cutting down delays and shaving valuable time off delivery schedules.

Automation takes things a step further by accelerating order processing and enabling real-time tracking of shipments. For instance, automated systems are particularly effective in handling last-mile deliveries, ensuring packages arrive on time while keeping operational costs in check. Together, AI and automation empower retailers to meet the growing demand for speed and reliability in the fast-paced world of quick commerce.

What steps are quick commerce companies in India taking to make their delivery operations more sustainable?

Eco-Friendly Practices in Quick Commerce Delivery Operations

In India, quick commerce companies are making strides toward greener delivery operations by embracing eco-friendly practices. A major shift is happening as many of these businesses are switching to electric vehicles (EVs) for their fleets. This transition significantly cuts down on carbon emissions, offering a cleaner alternative to traditional fuel-powered vehicles.

Another area of focus is reducing packaging waste. Companies are increasingly using recyclable and biodegradable materials to package their products, which helps curb the environmental impact of single-use plastics. On top of that, they’re leveraging advanced technologies to optimize delivery routes. By streamlining routes, they not only improve delivery efficiency but also reduce fuel consumption.

These changes reflect a broader movement toward sustainability, driven by the growing awareness of environmental issues among both businesses and consumers.

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Want to grow your SaaS business in India? Here’s how:

India’s SaaS market is booming, with projections to hit $50 billion in annual recurring revenue (ARR) by 2030. To succeed, you need a strategy that balances growth with efficiency. Here’s a quick breakdown of what works:

• India-Specific Pricing: Offer freemium or usage-based plans for SMBs, tiered pricing for mid-sized firms, and custom packages for enterprises. Integrating local payment methods like UPI can boost conversions by 30%.
• Key Metrics to Track: Focus on Monthly Recurring Revenue (MRR), Customer Acquisition Cost (CAC), churn rate, and Customer Lifetime Value (CLV) to ensure profitability and growth.
• Localized Marketing: Use regional languages, mobile-friendly features, and UPI payments to connect with India’s diverse customer base.
• Reduce Churn: Build proactive customer success programs, offer localized support, and focus on upselling and cross-selling to retain users.
• Automate Financial Systems: Use tools for automated billing, tax compliance, and multi-currency support to streamline operations.

Quick Overview of Strategies:

Takeaway: Build a revenue model tailored to India’s unique market conditions. Focus on affordability, localization, and operational efficiency to thrive in this fast-growing sector.

Building Blocks of SaaS Revenue

India-Specific Pricing Models

When it comes to pricing SaaS products in India, striking the right balance between delivering value and aligning with local market conditions is key. Incorporating popular local payment methods like UPI can make a significant difference. For example, one HR management SaaS provider saw a 30% increase in conversion rates simply by integrating UPI as a payment option.

Here’s how different pricing models can cater to various customer segments:

Revenue Planning and Analysis

Planning revenue effectively starts with tracking the right metrics. With the SaaS industry expected to grow at a CAGR of 11.7% through 2030, keeping a close eye on key performance indicators (KPIs) is essential for staying competitive.

"With accurate SaaS sales forecasting, you can manage growth expectations and make long-term plans for your business." – Nico Prins, Founder, Crunch Marketing

Some must-watch metrics include:

• Monthly Recurring Revenue (MRR): A measure of growth trends and revenue stability.
• Customer Acquisition Cost (CAC): Ensures your customer acquisition strategy remains cost-effective.
• Churn Rate: Aim for a churn rate under 1% monthly or 5-7% annually.
• Customer Lifetime Value (CLV): Tracks the long-term value of customer relationships.

By focusing on these metrics, SaaS companies can lay the groundwork for sustainable growth while ensuring their revenue strategies remain on track.

Sales Pipeline Development

Once revenue planning is in place, the next step is turning those insights into tangible results with an optimized sales pipeline. Research shows that businesses with structured sales pipelines see 16% higher win rates. Additionally, maintaining a pipeline-to-bookings ratio of 3-4X is a hallmark of high-growth SaaS companies.

Here’s how to refine your sales pipeline:

• Lead Generation and Qualification
  Focus on quality over quantity. High-growth companies typically allocate around 45% of their revenue to sales and marketing, compared to 30% for lower-growth businesses.
• Pipeline Management
  Regularly review and update your pipeline. As Galem Girmay, Revenue Enablement Manager at UserTesting, puts it:

  "You want to make sure your goals as a sales team are reflected in your CRM, so that means having accurate data and updating your pipeline consistently as a prospect moves to the next stage".

• Follow-up Strategy
  A strong follow-up process is crucial. Studies show that 80% of new leads fail due to poor follow-up, and 60% of prospects need multiple contacts before converting.

Getting and Keeping Customers

India-Focused Marketing Tactics

The Indian SaaS market is full of potential, but success here hinges on strategies that resonate with local customers. One of the most important factors is language accessibility, as 57% of Indian internet users consume content in regional languages. This highlights the need for a thoughtful approach to localization across all customer touchpoints. Here’s how businesses can adapt:

Creating tailored experiences for the Indian market is just the first step. The real challenge lies in maintaining customer loyalty and reducing churn.

"Generative AI democratizes the landscape, offering start-ups a vital edge. At Fitbots OKR, we employ it to amplify customer intimacy through personalization, while reaping a 30% boost in marketing efficacy. Our strategic investments focus on automating customer engagement workflows through Generative AI. Personalized messaging addressing challenges and solutions is our cornerstone. We anticipated gains such as a 30–45% upsurge in product adoption, a 15% drop in queries, yielding heightened revenues and elevated NPS."

Reducing Customer Loss

For nearly half of startup founders, revenue generation is the top priority, making churn reduction a critical focus for long-term success. Late-stage startups are particularly invested in upselling and cross-selling, with over 70% prioritizing existing customer relationships.

Here are some effective strategies to minimize churn:

• Proactive Customer Success Programs
  Monitoring usage patterns and engagement metrics can help identify customers at risk of leaving. Automated alerts triggered by declining usage allow teams to step in before cancellations happen.
• Localized Support Infrastructure
  Providing customer support in regional languages across multiple channels helps build stronger relationships and improves retention.
• Value-Based Engagement
  Continuously demonstrate value through:
  • Regular product updates that address local needs
  • Educational content in regional languages
  • Personalized notifications for milestones
  • Clear communication of service improvements

"Indian SaaS companies perfect the product before spending a lot on Sales & Marketing, which is great. However, a common tendency of many first-time founders here is that they get so smitten by their product that Sales & Marketing take a back seat. A killer product rocks, and while it will bring in sales up until a certain point, it falls short of scaling. That’s why you’ll spot many Indian founders doubling down on sales right now."

To build and maintain strong customer relationships, Indian SaaS companies are increasingly focusing on smaller, highly targeted engagement efforts. This includes organizing exclusive events that foster meaningful conversations and creating personalized outreach campaigns that respect local business practices and cultural nuances.

Financial Systems for Growth

Revenue Management Systems

As India’s SaaS market is projected to hit $50 billion in annual recurring revenue by 2030, automated financial systems have become a cornerstone for scaling operations effectively. A modern revenue management system typically includes these key components:

Unlike customer acquisition strategies, these systems focus on simplifying billing and tax operations. Here’s how they make a difference:

• Automated Subscription Management: Managing complex billing is no longer a headache. For instance, a client using Chargebee saw unpaid invoices drop by 80% while achieving 600% growth. Even with this scale, they only needed 1–2 hours each week to handle accounts receivables.
• Multi-Currency Support: Expanding into global markets requires seamless handling of international transactions, which is essential for SaaS companies aiming to grow beyond their home turf.

Once automation is in place, the next step is to track performance effectively using a dedicated metrics dashboard.

Performance Metrics Dashboard

Streamlined financial operations pave the way for real-time performance tracking, which is vital for sustained growth. Here are the metrics every SaaS business should monitor:

For maximum effectiveness, dashboards should be:

• Team-Specific: Each department should see metrics tailored to their responsibilities.
• Real-Time: Quick access to data allows for faster decision-making.
• Visual: Simplify complex data with clear graphs and charts.
• Mobile-Responsive: Ensure accessibility across devices for convenience.

The impact of robust financial systems is evident. Take Finarkein, for example: they secured $4.75 million in funding and supported over 50 enterprises within just 18 months. However, as you implement these systems, remember to comply with the DPDP Act, 2023, safeguarding data privacy while keeping operations efficient.

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Decoding Indian SaaS: How to Sell, Price, and Thrive in a Unique Market

Indian SaaS Success Examples

These examples showcase how Indian SaaS companies have applied smart revenue strategies to achieve long-term growth, tying back to the financial principles and frameworks discussed earlier.

Freshworks: Targeting Small Businesses

Freshworks found its niche by catering to small and medium-sized businesses (SMBs) with cost-effective, enterprise-quality solutions:

"It used to take a year for a helpdesk implementation. With Freshservice, it took us three hours." – Rineke Renema, Senior Project Manager

One standout example is Evans Manufacturing, which saw a 23% revenue increase, tripled email open rates, and a 225% surge in sales activities after adopting Freshworks’ solutions.

Chargebee: Scaling Global Payment Solutions

Chargebee started as a billing platform and evolved into a comprehensive revenue operations solution by addressing specific customer pain points:

"We identified a real problem and built an elegant solution." – Krish Subramanian, Co-founder & CEO

Chargebee’s success is rooted in three guiding principles:

• Solving specific challenges with precision
• Adopting a global perspective from the start
• Continuously improving based on customer feedback

BrowserStack: Dominating with Pay-Per-Use

BrowserStack’s rise from a self-funded startup to a $4 billion valuation highlights the power of the pay-per-use model:

"Performance was a priority from the start." – Nakul Aggarwal

These examples highlight the variety of strategies driving growth in India’s SaaS sector, from tailored pricing models to global scalability and customer-driven innovation.

Conclusion: Next Steps for SaaS Growth

Building sustainable SaaS revenue in India depends on understanding the market, prioritizing customers, and running operations effectively.

These pillars are critical for thriving in India’s expanding SaaS market. With projections pointing to $50 billion in annual recurring revenue (ARR) by 2030, companies must prioritize key areas to stay competitive:

Smart Pricing: Adopt transparent, value-based pricing strategies. A hybrid approach – mixing subscription and consumption-based models – can be particularly effective. Notably, 60% of SaaS companies now offer usage-based pricing, making it a trend worth considering.

Customer-Centric Operations: Personalization is key to building customer loyalty. As Rohit Goyal from Windrose Capital explains:

"SaaS startups are no longer receiving the same valuations they did five years ago, despite having similar annual revenues. This marks a notable shift in investor behavior and market expectations".

Technology Integration: Leverage AI and smart automation to streamline operations and maintain quality. Currently, 85% of Indian SaaS companies are integrating AI into their processes, which helps cut costs while ensuring a high standard of service.

"SaaS is the best money model because the assumption is that most users underutilize the service. They use less of the service than they pay for." – Startup Spells 🪄

FAQs

What are the best strategies for creating an effective SaaS pricing model tailored to the Indian market?

To design a SaaS pricing model that works in the Indian market, it’s crucial to strike a balance between affordability and perceived value. One effective strategy is value-based pricing, where the cost reflects the benefits customers see in your product. This approach is especially relevant in India, where price sensitivity is a key factor.

Tiered pricing is another strategy worth considering. By offering multiple pricing levels, you can cater to different customer segments, accommodating a range of budgets and requirements. For businesses looking to enter the market quickly, penetration pricing might be the way to go. Starting with lower prices can help you build market share and customer loyalty, giving you room to adjust pricing as your product gains traction.

For a diverse market like India, usage-based pricing can be particularly appealing. This model allows customers to pay based on how much they use the service, making it an attractive option for businesses and individuals with varying needs. Lastly, tailoring your product features and pricing to align with local preferences can help your SaaS offering stand out in a competitive market. By addressing regional needs, you create a stronger connection with your audience.

What are the best ways for SaaS companies in India to reduce customer churn and boost retention?

Reducing churn and keeping customers loyal is a challenge for SaaS companies in India, but a few smart strategies can make a big difference. Start with a personalized and seamless onboarding process. When new users can quickly grasp your product’s value, they’re more likely to stick around. Providing clear instructions and tailored support early on helps lay the groundwork for a positive long-term experience.

Another key approach is using customer health scores to track engagement. These scores can highlight users who may be at risk of leaving, giving you a chance to step in with timely, targeted actions. Whether it’s a quick check-in or addressing a specific issue, proactive communication can go a long way in strengthening relationships and boosting retention.

By implementing these strategies, SaaS companies can build stronger connections with their customers and lower churn rates effectively.

How do automated financial systems help scale SaaS businesses in India?

Automated financial systems play a crucial role in helping SaaS businesses in India scale effectively. They take care of repetitive tasks like billing, invoicing, and financial reporting, making operations more efficient while cutting down on manual errors. Plus, they help businesses stay compliant with local regulations, which is especially important when managing India’s complex tax structures and reporting requirements.

Another big advantage is the real-time insights these systems provide. With instant access to cash flow data and performance metrics, businesses can make smarter decisions and adapt quickly to market changes. By leveraging integrated data and analytics, companies can gain a deeper understanding of customer behavior, fine-tune pricing strategies, and concentrate on growth opportunities. This mix of cost savings, better accuracy, and scalability is essential for standing out in India’s competitive SaaS landscape.

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