YouSaid · the spoken record

Kevin Aluwi

lines on the record
62
first
2023-03-26
most recent
2023-03-26
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1
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podcast

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  1. “And we didn't have to sell this idea to our customers that you had all of these services under one app because they thought about the Gojik driver. That made sense. You can easily cross-sell somebody from a ride healing customer to a grocery customer or a food delivery customer because they understood the unifying factor there being the driver. But then when you start doing other things that don't have that unifying factor in terms of the concept that a customer has when they think about your service, it starts breaking down. So one other fun UXR insight here was when we launched massage services. So we had at one point though we've already shut it down a few years after we had massage services where you can order a mass to come to your place. And a question that many of our customers asked was that, oh, is the driver going to come into my house and give me a massage? And for us like.”

    2023-03-26 · Lenny's Podcast · Taxi mafias, cash vaults, and 100% MoM growth: The story behind Southeast Asia’s biggest startup | Kevin Aluwi (Gojek) · IDENTIFIED FROM THE TRANSCRIPT · source

  2. “And only about 40% of our customers, like 30 or 40% of our customers knew that this product existed. And that completely blew our minds because one, it's a product that is relevant for all of our customers. Two, it was literally there on one of the six buttons in like on the home page. And I think the insight that we got here was that there kind of needs to be a unifying concept across all of your services within the app for your users to be able to think about your product in a sensible way. And for us, the way that our customers thought about us was that they thought about the driver. And so when we launch, when we went from ride hailing to package delivery to food delivery to grocery delivery, customers really understood that.”

    2023-03-26 · Lenny's Podcast · Taxi mafias, cash vaults, and 100% MoM growth: The story behind Southeast Asia’s biggest startup | Kevin Aluwi (Gojek) · IDENTIFIED FROM THE TRANSCRIPT · source

  3. “A majority of people are on prepaid plans instead of postpaid plans. So everyone basically buys their minutes and their data plans up front in the beginning of the week or the beginning of the month. So we had a product which was a mobile top-up product. And so the reason I mentioned this specific product as a really illustrative point on super apps is that it's a product that 95% plus of our customers need because they're all on prepaid plans. So it's a very, very relevant product. And we had our UX research team actually look into why the engagement on the product wasn't as high as we thought it should be. So one of the questions that our UXR team asked our customers was like, hey, do you know that you could top up your mobile minutes and buy data on the Gojik app?”

    2023-03-26 · Lenny's Podcast · Taxi mafias, cash vaults, and 100% MoM growth: The story behind Southeast Asia’s biggest startup | Kevin Aluwi (Gojek) · IDENTIFIED FROM THE TRANSCRIPT · source

  4. “Okay, I'm going to come off a little strong on this, but I am kind of annoyed at how much it's being mentioned these days. It's really popular in VC consultant analyst circles because it sounds really great on a strategy deck because all of the things that are really, really appealing that we'll talk about lower customer acquisition costs, higher attach rates to different products, talk about higher retention across different services, the ease of cross-selling and upselling. All of these things sound great, but in reality, a lot of those benefits don't pan out. And one probably really good example that I like to reference is that I remember one of our products was mobile phone top-up and recharge.”

    2023-03-26 · Lenny's Podcast · Taxi mafias, cash vaults, and 100% MoM growth: The story behind Southeast Asia’s biggest startup | Kevin Aluwi (Gojek) · IDENTIFIED FROM THE TRANSCRIPT · source

  5. “Yeah, yeah, definitely, definitely. I would challenge anyone within the company to be able to name all of our services that we've ever had on the app because it was pretty wild at one point. And I'd love to kind of talk a little bit about my thoughts on super apps at some point during this session because I definitely have some mixed views over it as a product strategy as we've gone through that whole cycle.”

    2023-03-26 · Lenny's Podcast · Taxi mafias, cash vaults, and 100% MoM growth: The story behind Southeast Asia’s biggest startup | Kevin Aluwi (Gojek) · IDENTIFIED FROM THE TRANSCRIPT · source

  6. “From the point when we had the most services, we had everything from ride healing to package delivery to food delivery to grocery deliveries. We had moving services, trucks and vans. We had on demand massages, cleaning services. You could get your hair done on Gojik. You could order movie tickets, you could get a loan. You could pay for things. I think at our peak, we had something like near 30 different services, all in one app.”

    2023-03-26 · Lenny's Podcast · Taxi mafias, cash vaults, and 100% MoM growth: The story behind Southeast Asia’s biggest startup | Kevin Aluwi (Gojek) · IDENTIFIED FROM THE TRANSCRIPT · source

  7. “In terms of volume, I would say that we're up there with Uber globally and definitely larger than Lyft. I don't remember how many drivers are in the US, but it's definitely, we definitely have more drivers in the region than all of America.”

    2023-03-26 · Lenny's Podcast · Taxi mafias, cash vaults, and 100% MoM growth: The story behind Southeast Asia’s biggest startup | Kevin Aluwi (Gojek) · IDENTIFIED FROM THE TRANSCRIPT · source

  8. “With Indonesia's top e-commerce platform. And we've managed to also expand outside of just Indonesia where today we have about 2.7 million drivers across Southeast Asia. We've completed about 3 billion orders last year. So that's 3 billion orders so that the scale of our region is often underappreciated, where we also have about 15 million merchants general e-commerce, but also restaurants on our food delivery service. And on that IPO, we're pretty proud to say that it was Indonesia's largest IPO of all time where we raised over a billion dollars at something like 27, 28 billion dollars in terms of valuation. And these numbers you shared, 2.7 million drivers. 30 billion orders, or 3 billion. How would that compare to like an Uber or a Living? I don't know what.”

    2023-03-26 · Lenny's Podcast · Taxi mafias, cash vaults, and 100% MoM growth: The story behind Southeast Asia’s biggest startup | Kevin Aluwi (Gojek) · IDENTIFIED FROM THE TRANSCRIPT · source

  9. “So, Gojik started as a motorcycle taxi based service. So it's a kind of a uniquely Indonesian thing where we have millions of motorcycle taxi drivers in all of the urban centers in Indonesia. And so we started with a very local problem. And the first product was a on-demand super app, if you will, where you could ask someone on a motorcycle to give you a ride, send a package for you or buy something and deliver it to you. This then evolved over the years into a more general on-demand consumer super app that also included car drivers and other services ranging from the ones mentioned to grocery deliveries and payments and financial services. And today we took the company public about a year and a half ago after we merged.”

    2023-03-26 · Lenny's Podcast · Taxi mafias, cash vaults, and 100% MoM growth: The story behind Southeast Asia’s biggest startup | Kevin Aluwi (Gojek) · IDENTIFIED FROM THE TRANSCRIPT · source

  10. “Kevin, welcome to the podcast. Thank you. Thanks for having me, Lenny. We've finally made it happen after a few weeks or months of going back and forth.”

    2023-03-26 · Lenny's Podcast · Taxi mafias, cash vaults, and 100% MoM growth: The story behind Southeast Asia’s biggest startup | Kevin Aluwi (Gojek) · IDENTIFIED FROM THE TRANSCRIPT · source

  11. “So we actually work with private security companies to help our drivers in those situations, you know, to help kind of like extract them out of these sticky situations. And so we actually ran a fairly big private security operation for a fairly long time.”

    2023-03-26 · Lenny's Podcast · Taxi mafias, cash vaults, and 100% MoM growth: The story behind Southeast Asia’s biggest startup | Kevin Aluwi (Gojek) · IDENTIFIED FROM THE TRANSCRIPT · source

  12. “In the early days of Gojik, there was a lot of resistance to our services. The most common form of that resistance in the early days was actually by motorcycle taxi mafias. So you would have like these areas that are essentially controlled through violence by specific area mafias. And when we start having drivers pick up orders and pick up passengers, these people would actually physically assault our drivers. We've had everything from like bricks thrown at our drivers to knives and machetes being brandished at them. And I think it would have been easy for us to say like, hey, you know, they're all contractors, they're third parties, you know, let them let them kind of just sort it out. But instead, we actually hired private security.”

    2023-03-26 · Lenny's Podcast · Taxi mafias, cash vaults, and 100% MoM growth: The story behind Southeast Asia’s biggest startup | Kevin Aluwi (Gojek) · IDENTIFIED FROM THE TRANSCRIPT · source