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QWIKCILVER™ and WOOHOO™: Developing a Complementary Platform

In: Platform Business Models

Author

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  • R. Srinivasan

    (Indian Institute of Management Bangalore)

Abstract

This case on Qwikcilver and Woohoo analyzes the development of the Qwikcilver gift card processing business, its various challenges in evolving the primary B2B business model and how the firm has introduced the Woohoo platform to help with direct customer connect. It begins with the efforts of the founders in identifying a green field opportunity, how they go about bringing in the initial customer base, and then the case delves into the different developments that have shaped the firm’s evolution. The case helps develop an understanding of the gifting market in India, the challenges of building a sustainable business in this sector, and how the firm compares with the rest of the competition worldwide. It highlights how a software as a service (SaaS) business model could increase resilience to competition by bringing in a new side in the form of direct connect with customers who buy or redeem gift cards, thus transforming from a pipeline business to a two-sided platform business model. The case highlights how combined (platforms plus SaaS) business models can bring in additional competitive differentiation as compared to independent business models by increasing switching and multi-homing costs for the customers.

Suggested Citation

  • R. Srinivasan, 2021. "QWIKCILVER™ and WOOHOO™: Developing a Complementary Platform," Management for Professionals, in: Platform Business Models, chapter 0, pages 287-313, Springer.
    • Handle: RePEc:spr:mgmchp:978-981-16-2838-2_20
    DOI: 10.1007/978-981-16-2838-2_20
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