Case Study Transforming User Experience, Driving Growth
How a global audio equipment leader built its Indian DTC presence and scaled to ₹100 Cr in six years.
₹100 Cr
Annual e-commerce revenue
120%
YoY revenue growth
35%
Repeat purchase rate
The Client
A world-renowned pioneer in sound technology and audio engineering.
The client is one of the world’s largest and most respected audio equipment manufacturers, globally recognized for its innovation and sound quality. Their product portfolio spans consumer headphones, home audio systems, professional studio gear, and high-performance speakers.
Recognizing the potential of India's fast-growing digital consumer market, the brand made a strategic decision to establish a direct presence in the country's e-commerce ecosystem. Previously, their products were available only through a fragmented network of traditional importers and physical retail outlets, which limited their ability to build a relationship with consumers.
Entering this competitive landscape required more than just listing products online. It required a localized strategy to engage India's price-sensitive but tech-savvy shoppers, establish direct-to-consumer (DTC) channels, and manage distribution across major e-commerce platforms.
The Challenge
Navigating a fragmented marketplace presence and intense local competition.
The brand faced significant challenges when entering the Indian online market. They had no direct-to-consumer (DTC) web presence, and their distribution on third-party marketplaces like Amazon and Flipkart was fragmented. Multiple distributors listed overlapping SKUs with inconsistent pricing, creating channel conflict and confusing consumers.
Furthermore, the Indian audio market was dominated by established local brands and global competitors targeting price-sensitive shoppers with aggressive marketing. To establish a presence, the brand needed to build a unified DTC experience and streamline its marketplace catalog, with the goal of scaling from a zero baseline to a major regional revenue channel.
₹0
E-commerce revenue in India at the start of the engagement.
120%
Year-over-year e-commerce growth rate sustained.
No direct-to-consumer (DTC) online presence in the Indian market.
Fragmented marketplace listings with inconsistent pricing and catalog details.
Intense competition from local and global audio brands.
The challenge of scaling regional e-commerce revenue from zero.
What our audit found
Identifying data gaps and channel conflict.
Our diagnostic began with an audit of the brand's e-commerce listings, pricing structures, and inventory levels in India. We found that pricing across marketplaces was inconsistent, with different distributors running unauthorized discounts that eroded brand value.
We also identified a lack of data visibility. The client had no unified view of sales, ROAS, or inventory levels across their channels. This made it difficult to forecast demand, resulting in frequent stockouts of popular items and overstocking of low-demand products. The diagnostic confirmed that scaling required building a central DTC store, unifying marketplace pricing, and implementing real-time inventory tracking.
Channel conflict and price erosion due to unauthorized distributor discounts.
Lack of centralized visibility into multi-channel sales and ad performance.
Frequent stockouts of high-demand items, leading to lost sales.
Inconsistent product listings and brand assets across marketplaces.
The Solution
How we turned it around.
Building a DTC store and unifying marketplaces.
We began by designing and launching the brand's first dedicated direct-to-consumer (DTC) e-commerce storefront in India. Built on a scalable enterprise platform, the store was designed to offer a premium brand experience, featuring product guides, search options, and customer support.
In parallel, we consolidated the brand's presence on third-party marketplaces. We worked with the client to establish a single seller of record, unifying the product catalog and pricing across Amazon, Flipkart, and the DTC store. This eliminated channel conflict and ensured that consumers received a consistent brand experience, regardless of where they shopped.
What we shipped
- Dedicated regional DTC storefront designed and launched.
- Marketplace catalogs consolidated under a single seller profile.
- Automated pricing synchronization implemented across all platforms.
Implementing data-driven dashboards.
To solve the data visibility issue, we built a centralized reporting platform. This dashboard integrated sales and ad data from the DTC storefront, Amazon Vendor Central, and advertising accounts on Google and Meta.
We also linked the dashboard with the client’s regional warehouse management system. This integration provided the client with real-time tracking of sales velocity, ROAS, and inventory levels. With these insights, the brand could forecast demand, optimize marketing spend, and manage stock levels across channels.
What we shipped
- Integrated reporting dashboard built to track sales, ROAS, and stock levels.
- Real-time visibility into multi-channel e-commerce performance.
- Inventory tracking tools implemented to support demand forecasting.
Running multi-channel ad campaigns.
To drive traffic and sales, we designed a full-funnel advertising strategy. We ran targeted campaigns across Google, Meta, and programmatic platforms, tailored to different stages of the consumer decision process.
We focused on building brand awareness during major shopping seasons, such as the Diwali festive cycle. For mid-funnel users, we targeted search queries focused on product comparisons and reviews. For bottom-funnel, high-intent shoppers, we optimized product search ads on Amazon and Google, driving them directly to the product pages to complete their purchase.
What we shipped
- Full-funnel campaigns executed across Google and Meta.
- Media spend aligned with regional shopping cycles.
- Product search ads optimized to convert high-intent buyers.
Enhancing post-purchase engagement.
To maximize customer lifetime value, we implemented a post-purchase engagement framework. We designed automated email and SMS flows to guide customers through product setup, registration, and warranty activation.
We also created localized content, including video guides and FAQs, to help users get the most out of their audio equipment. This support helped reduce product returns and build brand affinity, encouraging customers to purchase accessories and newer models directly from the DTC store.
What we shipped
- Automated email and SMS flows deployed for post-purchase onboarding.
- Localized setup guides and video content created to reduce returns.
- Customer retention campaigns implemented to drive repeat purchases.
The Numbers
Outcomes we can talk about.
Over a six-year engagement, the brand's Indian e-commerce channel scaled from ₹0 to ₹100 Cr in annual revenue. This growth was supported by a 120% year-over-year growth rate across all online channels.
By implementing real-time sales and inventory dashboards, the client improved demand forecasting, reducing inventory stockouts of popular items by 25%.
Furthermore, our post-purchase engagement campaigns drove customer loyalty, resulting in a 35% increase in repeat purchase rates. The combination of a premium DTC store, consolidated marketplace presence, and data-driven optimization helped the brand establish a leading position in the Indian audio market.
₹100 Cr
Annual e-commerce revenue
120%
YoY revenue growth
35%
Repeat purchase rate
25%
Reduction in inventory stockouts
What We Built
What's Next
Implementing AI-driven personalization and local retail sync.
With a stable e-commerce engine in place, the next phase focuses on implementing AI-driven product recommendations on the DTC store. This will allow the platform to personalize the shopping experience based on user behavior and preferences.
We are also planning to connect the DTC store with authorized offline retail partners. This "Click and Collect" model will allow consumers to buy products online and pick them up at a nearby store, bridging the gap between digital and physical retail.
Frequently Asked Questions
About This Project
The questions teams usually ask when they want to run a similar engagement.
Over six years, the e-commerce channel scaled from ₹0 to ₹100 Cr in annual revenue, maintaining a 120% YoY growth rate.
The Real Numbers
Need real numbers? Let's talk.
We kept the names off the page. The story is real, the outcomes are real, and we're always happy to walk a serious team through the rest of it.
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