Makhija: Indian brands prefer single-vendor software to prevent vendor blame games
Kapil Makhija · 7 Myths About Selling B2B SaaS In India ft Unicommerce Founder Kapil Makhija · Aug 29, 2025 · at 16:47
Kapil Makhija, CEO of Unicommerce, explains the strategic rationale behind expanding Unicommerce's product suite through acquisitions like Shipway and ConvertWay.
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“In a market like India, brands prefer to have everything under a single umbrella. They effectively want a single neck to catch that because today the biggest headache in a brand's life is that if something goes wrong, they go and talk to their vendors, vendor A ends up blaming vendor B and vendor B ends up blaming vendor A.”
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More from Kapil Makhija
Makhija: Unicommerce is the only profitable player among its top five rivals
“Although in our ecosystem, we are the only profitable player as of now amongst the top five players”
Makhija: An India-focused SaaS company will eventually reach $1 billion in revenue
“I firmly believe that there can be a company that can be created. Where we are getting billion dollars in, in revenues.”
Makhija: Unicommerce processes 1 billion transactions, 30% of Indian e-commerce volume
“Now Unicommerce now processing a billion transactions, about 25 to 30% of India's e-commerce volumes is that standard back, a very strong, solid backbone for e-commerce operations for any brand to make sure that they're able to navigate the complexity.”
Makhija: Unicommerce will eventually reach ₹1,000 crore in annual revenue
“So as we do well, execute well on all these four levers, We, ah, like in, in some time, which will hit the thousand crore revenue as well.”
Makhija: Indian enterprises are paying strong ACVs to domestic SaaS companies
“I know many examples like Exotel, Davenbox, Yellow, they are able to build or get large customer contracts in India, spot draft as you were talking about. So they have been able to sign up enterprises in India, which are paying good ACVs to them. And that mark…”
Makhija: Indian enterprises prefer configurable SaaS platforms over custom software code
“I think there's the second myth that is there, the Indian customers Want endless customization. That's not the case. I think customers are also realizing the power of platform. We have built this like a platform. We've made sure that the platform is configurab…”