Borzo, a prominent intracity delivery platform, is recalibrating its business strategy in India, where it generates 60-65% of its gross merchandise value and 78% of global deliveries. New country head Darryl Dias emphasizes the need to diversify the customer base, moving away from its current reliance on individuals and small-to-medium businesses (SMBs), which currently account for 85% of revenue. The goal is to achieve a more balanced revenue distribution of 50% from individuals/SMBs, 25% from mid-market clients, and 25% from enterprise customers.

The quick commerce sector is evolving, with a shift in focus from speed to unit economics and reliability. Borzo has maintained profitability in India for the past two years, attributing this success to a high repeat customer rate, a stable rider base, and a robust technology stack that supports B2B operations. The company operates with 35,000-40,000 active riders and aims to strategically position them using AI-driven insights to enhance delivery efficiency.

As the Indian intracity logistics market is expected to grow significantly, Borzo is also contemplating future expansions into cities like Pune and Ahmedabad, while remaining open to funding opportunities or acquisitions to support its growth strategy.