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Why did Dunzo fail even after being the early comer in the fast commerce industry?

In weaving this tale of ambition, growth, and adversity, we embark on a journey through the quick commerce landscape, uncovering the intricate dynamics that define success and failure. Dunzo's story, while unique, is a critical study in the importance of adaptable strategies, financial prudence.

Why did Dunzo fail even after being the early comer in the fast commerce industry?

Friday March 29, 2024 , 4 min Read

In the cutthroat world of startups, where overnight success stories mingle with cautionary tales, Dunzo's saga stands out as a prime example of Icarus Syndrome. Once a shining star in the hyperlocal delivery space, Dunzo now finds itself on the edge of incognizance, its branches burned by the flames of ambition and strategic missteps. This article delves into the 'why' behind Dunzo's potential downfall, offering valuable insights for aspiring entrepreneurs and investors alike.

The Early Days: A Novel Concept Takes Flight

Dunzo's inception as a WhatsApp group, where tasks ranging from grocery shopping to document delivery were personally handled by Kabeer Biswas, underscores a humble yet innovative beginning. The transition into a formal business structure marked by Sahil Kini of Lightrock's initial investment, catapulted Dunzo into the limelight. From a mere 15,000 monthly orders in 2016, Dunzo experienced a steep rise to over 2 million by 2021. This 130X growth trajectory, however, was dimmed by substantial financial losses—a testament to the company's aggressive pursuit of market dominance.

The Quick Commerce Gamble: A Golden Opportunity or a Foolish Foray?

Just when things seemed to be stabilising, with a significant rise in active users and a glimmer of financial improvement in 2020, Dunzo decided to gamble on the huge quick commerce market. This bet led to the launch of Dunzo Daily which proved to be a double-edged sword. While the quick commerce space offered immense potential, it demanded a completely different infrastructure, the 'Dark Store' model, requiring hefty upfront investments. Dunzo, strapped for cash, found itself in a crowded arena, facing stiff competition from well-funded giants like Swiggy's Instamart, Zomato's Blinkit, and even established players like Tata's BigBasket. Despite raising over $400 million, Dunzo's USP – its hyperlocal expertise – began to fade, and the company struggled to keep pace.

A Lifeline from Reliance: A Strategic Savior or a Sugar Daddy with Strings Attached?

In a dramatic twist of fate, 2023 saw Dunzo turning to Reliance Industries, securing a 26% stake for $200 million. This partnership, while infusing much-needed capital, also brought with it veto powers for Reliance on significant company decisions. The following disagreements and declined additional funding requests deepened Dunzo's financial woes, leading to the closure of quick commerce operations in various cities and leaving a scant operational footprint in Bengaluru.

The Dunzo Debacle: Lessons Learned in the Land of Hyperlocal

Dunzo's fall from grace serves as a cautionary tale for aspiring startups. Here are the key takeaways:

  • Don't Abandon Ship: Guarding Your USP is Paramount: In the gold rush of quick commerce, Dunzo strayed from its core competency – hyperlocal delivery. This not only diluted its brand identity but also made it a follower, not a leader. Startups must remember that a strong USP is a company's crown jewel, and venturing into new territories shouldn't come at the cost of losing it.

  • Profitability Before Expansion: Building a Sustainable Foundation: Dunzo's focus on subscriber acquisition at any cost led to a mountain of financial losses. Before chasing shiny new market segments, startups must ensure operational profitability in their core business. This financial stability acts as a launchpad for sustainable growth.

  • Investor Alignment: Choosing the Right Partner for the Journey: While funding is crucial, choosing the right investors is equally important. Dunzo's dependence on Reliance, a strategic investor with its agenda, may have hampered its ability to make independent decisions. Aligning with investors who share your vision and values is essential for long-term success.

The Future of Dunzo: A Phoenix or a Footnote?

Dunzo is currently fighting for survival, with reports suggesting a dangerous financial situation. Whether the company can rise from the ashes like a phoenix or become a mere footnote in startup history remains to be seen. However, Dunzo's saga offers valuable lessons for anyone navigating the ever-evolving landscape of the business world. By prioritising strategic decision-making, financial prudence, and a distinct market position, startups can increase their chances of soaring high, avoiding the Icarus Syndrome that befell Dunzo.


Edited by Rahul Bansal