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In this section, We share value bombs 🤯 from one of our weekly live sessions or well-researched Product/ Growth teardowns.
When Goibibo entered the hotel business, MakeMyTrip, Yatra, and Cleartrip were some of the big players present for a long time.
MakeMyTrip was the market leader, Cleatrip had a great product in terms of UI, and Yatra also had a good product with a memorable name.
While dominating the hotel industry over the years, all these three companies had defined their users as ‘the one paying money & booking the hotel’. Their focus was entirely on the end user.
On the contrary, Goibibo defined its users in two categories - one as ‘the end user booking the hotel’ & other as ‘the hotelier providing the accommodation’.
Goibibo considered both users equally crucial and decided to build a product for both.
Of course, the different set of users means different needs, motivations & product features serving that needs. But Goibibo was on with the challenge.
So what did Goibibo do?
They launched an app instead of the website...that too in 2012 when 80-90% of the users were on desktop only while the rest 10-20% were on mobile.
They knew that mobile phones were the future & embraced reality quickly. Also, they rolled out a lot of discounts for the end users. Even though Goibibo was burning a lot of money, it attracted end users using Discounts.