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Udaan: Flying Too High
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Udaan was an Indian business-to-business (B2B) e-commerce start-up founded in 2016. Initially, it grew at a brisk pace, achieving unicorn status in record time. For the small retailers Udaan targeted, the pre-existing product distribution chain was long, inefficient, and highly fractured. With the arrival of e-commerce, deepening cell phone penetration, and the government's increased interest in digitization, many start-ups emerged in the B2B e-commerce space. While most players adopted a vertical-based business model focused on specific product categories, Udaan pursued top-line growth and attacked the sector's inefficiencies with a horizontal, cross-category business model. As of 2021, the valuation of Udaan's competitors have grown much faster than its own. In face of this pressure, Udaan's founders had to consider revisiting their strategy and exploring other options.