The journey of Brijesh Agrawal, co-founder of IndiaMART, unfolds like a classic tale of ingenuity meeting opportunity.

Raised in a bustling joint family of 57 members, Brijesh’s early exposure to the family’s trading business in a small town near the Nepal border embedded a keen sense of business acumen and the importance of community.

Reflecting on his roots, Brijesh remarks, “I come from a traditional joint family… this backdrop was crucial for what was to come.”

From Family Biz to Internet Wiz

In a home where business was the daily bread, Brijesh Agrawal grew up surrounded by the hustle of trade. However, it was an ordinary day in 1995, amidst a quest to sell ancient shares, that led him to an extraordinary discovery: the internet.

Back then, finding information was akin to searching for a needle in a haystack. Yet, in a moment that felt like magic, Brijesh’s brother, from thousands of miles away in the US, unveiled the worth of those shares through the internet within seconds.

It was this moment of revelation that sowed the seed for IndiaMART.

The Rocky Start

Jumping into an internet business in the ’90s was as wild as planning a trip to Mars today. Brijesh Agrawal and his partner decided to start IndiaMART on a day when jokes are the norm—April Fool’s Day, 1996.

What a day to begin a serious business journey!

Back then, just explaining the internet to people was a huge challenge. Most didn’t even have a phone at home.

Brijesh recalls those days with a mix of humor and pride. “Trying to explain the internet was like trying to describe a color you’ve never seen,” he says.

They had a tough job convincing businesses that a website could connect them with buyers from across the globe. “People would look at us like we were speaking another language,” Brijesh remembers.

But they didn’t give up.

Their hard work slowly started to show results. This determination to push through disbelief and technical hurdles was what began to shape IndiaMART’s journey toward becoming a digital marketplace giant.

Lessons from a Grandad

During those challenging early days, it was Brijesh’s grandfather who stepped in to help.

No, not financially, but by offering something more valuable: perspective.

With simple yet profound questions, he made them reflect deeply. “Is what you’re doing truly beneficial?” he inquired.

This moment of introspection became a turning point.

Brijesh realized the journey wasn’t just about making money; it was about adding real value to people’s lives. This foundational principle went on to become their guiding light, helping them persevere through the ups and downs.

Growth, Challenges, and the Magic of Data

Fast forward through years of ups and downs, from near shutdowns to making it big. What kept IndiaMART on the upward trail wasn’t just tech-savvy; it was understanding what businesses needed and delivering it with a cherry on top.

They used data like a wizard uses his wand, figuring out where to set up shop based on where the demand was hot.

Brijesh’s take on hiring? Get folks who dream bigger than you do, even if it means shelling out big bucks for top talent. Their philosophy was simple: invest in people who can take your dream and sprint with it.

He also believed in the magic of delivering value. “If something costs you ₹10 to make, but your customer thinks it’s worth ₹100, there’s your real profit,” Brijesh explained, showing how understanding your customer’s value perception is key. This mix of delivering real value while being smart with resources has kept them growing strong.

Today and Tomorrow

Today, with IndiaMART being a household name in the B2B market and after a successful IPO, you’d think Brijesh would take a backseat and enjoy the view.

But that’s not how entrepreneurs roll, right?

For Brijesh, the journey won’t pause at success. “We crossed a thousand crores of revenue…but what really drives us is the potential of what’s next,” he reflects.

Brijesh’s vision for IndiaMART is clear: “We aim to grow by 20 to 30% every year, maintaining high margins, and generating significant cash flow. It’s not just about being a market leader today; it’s about continuously innovating and staying ahead.”

This forward-thinking approach underlines his philosophy, “We keep our eyes and ears open, but we focus on the foreseeable future, adapting and evolving with the market trends.”

Brijesh Agrawal’s journey from a small-town boy to the kingpin of India’s B2B marketplace is more than just inspiring. It’s a lesson in how one can make it big by… keeping it simple! That’s it!