Product Overview

Incubated by two engineering students from the Indian Institute of Technology, Mumbai. After several pivots, the company focused on home appliances, specifically ceiling fans. The fan-related journey began in 2016 as a Business -to-Business business (B2B) venture, but soon, the company focused on the larger consumer market. In a very short span, it had grown to a revenue run rate of US$80 million in annual revenues by 2022. At the same time, it faced many challenges. To begin with, the company's marketing efforts were mainly through digital channels. 25% of Atomberg’s sales were made through online channels, far higher than the industry average of approximately 10%. However, to scale its ceiling fan business to the next level, the company needed to grow its share in the offline market dominated by regional distributors and retailers. While e-commerce will continue to grow, companies such as Atomberg need to have a multi-channel strategy in the short run. They need to focus their marketing and brand-building activities through digital channels and synchronize these with in-store promotions. The case follows the life of a young and successful start-up that pivoted its business model multiple times to reach its current size but needed fresh thinking on its marketing strategy to scale to the next level.

Learning Objectives

This case has been designed to enable students to understand the following: - The promotion process and evaluation of the campaigns run by Atomberg at multiple points in time. - How digital campaigns can be effectively used to generate offline sales through a combination of brand building and influencing channel partners and intermediaries. - Targeting multiple intermediaries in the sales process using different campaigns.