Borzo pivots to B2B

Borzo is shifting its India business toward bigger business clients as the intracity delivery market gets more crowded and margins get tighter. (livemint.com) Darryl Dias, who recently became Borzo’s country head for India, told Mint he wants to move beyond a customer mix dominated by individuals and small businesses. India is Borzo’s biggest market, contributing 60-65% of gross merchandise value and 78% of global deliveries. (livemint.com) Mint reported that about 85% of Borzo’s India revenue now comes from individuals and small and medium businesses, with 15% from large enterprises and business-to-business work. Dias said he wants that mix closer to 50-25-25 across individuals and small businesses, mid-market clients, and enterprise customers. (livemint.com) Quick commerce is built around nearby warehouses and short delivery routes that promise orders in minutes. That model has pushed logistics companies to compete not just on speed, but on whether each order makes money after rider pay, discounts, and operating costs. (livemint.com; kearney.com) India’s quick-commerce market has expanded fast, drawing in well-funded rivals and intensifying price competition. Business Standard reported that Amazon Now, Flipkart Minutes, and Reliance Retail’s JioMart joined incumbents such as Blinkit, Zepto, and Swiggy Instamart as platforms increased discounts and cash burn. (business-standard.com) Borzo sits in a different lane from grocery apps, but the pressure reaches it through last-mile delivery. In India, it competes in intracity logistics with Porter, Delhivery, Shadowfax, and Swiggy Genie, according to Mint. (livemint.com) The company has already been talking more openly about profitability than pure growth. In late 2025, Borzo said its India business had turned profitable in 2024, with the global business targeting breakeven in 2026. (businessindia.co; cnbctv18.com) Borzo’s leadership had previously said large quick-commerce clients could bring high operational demands and low margins. CNBC-TV18 reported in November 2025 that chief executive Alina Kisina said serving giants such as Blinkit and BigBasket taught the company that small and medium businesses offered better long-term economics. (cnbctv18.com) That makes the latest shift less like a sudden turn and more like a sharper version of a strategy already underway. Borzo is still betting on fast urban delivery in India, but it is trying to fill more of those trips with repeat corporate demand instead of one-off consumer orders. (livemint.com; cnbctv18.com)