Cracking ₹100 Cr ARR from Tier 2 & 3 India | Lokal’s Content, Classifieds & Digital Services Business (Ft. Jani Pasha & Vipul Chaudhary, Co-Founders of Lokal)

This episode is a masterclass in building for the Bharat consumer. We sat down with Jani Pasha and Vipul Chaudhary, co-founders of Lokal, a content, classifieds, and digital services business for Tier 2 & 3 India doing:₹100Cr+ ARR,growing 20% month on month, andmanaging 30 apps with a tech team of ~25 people. From starting as a hyperlocal content app to adding classifieds and now digital services (i.e., online legal & medical advice, emotional wellness, and astrology), Lokal is playing a key role in defining how India outside the metros accesses the internet.If you're building for the next 500 million Indians coming online from Tier 2 & 3 towns, this one's a must-listen.Tune in and let us know what you think!Chapters: 00:00 – Coming Up: Why Lokal Is Winning in Tier 2 & 3 India1:31 – Intro2:36– The vision that shaped Lokal — and who it’s really for4:06  – How digital services became the next step for a 6-year-old company6:48 – The real problem: solving accessibility in small towns7:07 – Why classifieds couldn’t scale on their own8:18 – Lokal cracked what others couldn’t: here’s how9:47– The Lokal model: simple, online, pay-per-minute11:14 – Business Model: Is Lokal the Zomato or Uber of digital services?12:44 – Why digital services work better when layered on classifieds13:54 – User behavior from classifieds: what they’re learning from usage 16:19 – Why they’re building multiple apps (not one big super app) 17:31 – The content app: Lokal’s branding tool 20:47 – Matrimony in Tier 2+: one category, endless nuance 21:21 – Tier 2+ users do pay — if you get it right 23:25 – Why pay-per-minute pricing actually works here25:04– What Lokal’s conversion rates and user spend tell us 26:31  – Power users in small towns  28:43 – Lokal’s take: why “super app” thinking doesn’t fit Bharat 31:17 – Supply is the real challenge — here’s how Lokal is fixing it 33:59 – What Lokal service providers actually earn 34:34 – How Lokal fixes the “no response” problem  35:50 – User behavior in Tier 2/3 is different38:27 – Privacy challenges in matrimony  39:38 – Matrimony success stories from Lokal40:16 – Privacy across other verticals: legal, real estate & more 41:13 – Lokal’s take on AI: what’s coming next  42:54 – Inside Lokal: team structure and how they work 50:19 – Scaling services: building around proven playbooks52:39 – Rapid fire53:03 – What’s one quirky, fun tradition the two of you have as founders?  53:44 – What’s one truth very few people agree with you on?54:12– Do you have 90-hour work weeks at Lokal? 55:40  – What’s the proudest moment at Lokal? 56:51 – What’s one thing you’ll never put in a pitch deck?  57:10 – What’s one app you just can't live without? 57:28 – What’s the most bizarre thing you’ve done for your startup? 58:12 – What’s the most memorable failure you’ve experienced? 58:52 – If you could go back to Lokal’s early days, what would you tell your past selves? 59:45 – Breaking news or breaking for lunch? 1:00:07 – Bangalore weekends or outside Bangalore?1:00:43– Cricket match or the DOU?  1:01:09  – What’s the last number you see before sleeping?1:01:41 – Late-night debugging or late-night biryani runs? 1:02:18 – Closing