Series B momentumYear 4
Scale across all of urban India — ₹120 Cr
Tier-2 and Tier-3 cities open up. Per-store revenue rises as we cross-sell more SKUs to existing kiranas — the cheapest growth lever there is.
The math
How the number adds up
No hand-waving. This is the exact formula we run the business on.
Brands onboarded850
Avg annual GMV per brand₹12 L
Total GMV routed₹102 Cr
+ SaaS, ads, fintech float₹18 Cr
Net revenue₹120 Cr
Key drivers
The 4 numbers we manage
4 L
Stores live
All metros + 100 Tier-2/3 cities.
8,000
Active SKUs
Premium + value SKU mix.
650
Field reps + ops
Hub-and-spoke across 6 zones.
₹6,200
Avg order value
Cross-sell drives basket size.
Revenue mix
Where ₹120 Cr comes from
Distribution margin (12.5%)₹96 Cr
80% of revenue
SaaS subscription (avg ₹40K/mo)₹14 Cr
12% of revenue
Ads, services, fintech float₹10 Cr
8% of revenue
Where we operate
- All Tier-1 + Tier-2
- 100 Tier-3 cities
- Modern trade national chains
Milestones
- 850 brands; first ₹100 Cr+ ARR brand on platform
- Launch Distrivo Capital — working capital for kiranas
- Open South India regional HQ
- EBITDA-positive at company level
Assumptions
What needs to be true
We're transparent about what this plan depends on.
Cross-sell adds 1.4× SKUs per existing store
Working capital float earns 3–5% spread
Series B round at this stage
Want the underlying model?
We'll share the full Excel model, cohort assumptions and unit economics on a call.