Feb 2013

IT Challenges in scaling a consumer internet business Introduction to Policybazaar Challenges we faced in scaling 2

The consumer is confused 49 Licenses pending!! 3

Simple and relevant comparisons drive traffic Term QuotesHealth Quotes 4

Aggregators promote, simpler, high utility products, which are otherwise barely distributed 5 Source: IRDA annual report ; Motor Report 2011, Health Report 2011; Management estimates of Aggregator Business Retail Industry is primarily Traditional Investment products

Over 60% of online term is marketed by Aggregators 6 No. of Policies **Over 50% of the industry now offers term products online

7 Creating an online insurance business is expensive

8 Auction based on Cost per click No Auction but merit based listing Aggregator reduces cost of marketing everyone pays the same, rather than an auction, where the highest bidder gets the position

Lower Cost of Acquisition has lead to Acceptance by Insurance players 9 No of partners

Transactions grew rapidly 10 No of transactions

Aggregator Model: Costs decline rapidly with scale 11

IT Challenges in scaling a consumer internet business Introduction to Policybazaar Challenges we faced in scaling 12

Upgrading your team Team can only scale as much as its leader Some people will grow, some will not Camaraderie is good, but to a limit Specialists are necessary Product management function is critical 13

Issues with scaling Drawing the vision – getting the team to imbibe it Bite the Bullet Hiring right –Leaders –Specialists –Diversity Patience – it takes time Overinvest in aligning to business 14

Aligning to business Product Management to mirror business Regular meetings and Updates at BU level Scale the scope of IT Retain the agility in the process Business aligned v/s core 15

IT as strategy Most consumer businesses are innovating Standardize and productize innovation Tech helps in productivity and error free Leadership position retention IT has the potential to lead… 16