sellers.kiko.live

ONDC was, and still is, a new, evolving open network for digital commerce. Building a marketplace on it meant there was no established competitor playbook to copy for pricing, seller onboarding, or GTM.

The challenge was two-sided in the truest sense: sellers needed a reason to list, and buyer-side apps on the network needed a reason to route demand here.

Rather than plan the roadmap far in advance on a new network with no comparable data, treated continuous seller feedback as the primary steering signal: what was breaking their flow, where they dropped off, what they asked for repeatedly.

Defined product strategy, roadmap, pricing, and GTM together rather than as separate workstreams, since on a two-sided marketplace a pricing change and an onboarding change hit the same seller in the same week.

Redesigned partner onboarding specifically to shorten time-to-first-sale, treating the first week of a seller's life on the platform as the highest-leverage moment to influence.

Led a 12-person cross-functional team (APMs, design, engineering) on Agile/Jira, sustaining a 95% on-time launch rate across releases.

Shipped continuous seller-experience improvements sourced directly from customer feedback.

Rebuilt partner onboarding flows end to end, which doubled week-1 seller activation.

Scaled the platform from 0 to 12 Lakh+ processed orders, with 30% user growth and a doubling of week-1 seller activation after the onboarding redesign.

On a two-sided marketplace with no external playbook, the roadmap has to be a hypothesis you're willing to discard weekly. The seller-feedback loop consistently beat top-down planning at telling us what to build next.