How might Postmates redesign its restaurant partner onboarding process to attract more diverse local eateries?

Introduction

To redesign Postmates' restaurant partner onboarding process to attract more diverse local eateries, we need to focus on streamlining the experience and addressing the unique challenges faced by small, local businesses. I'll outline a strategic approach to improve this critical aspect of Postmates' ecosystem, considering both the platform's needs and the pain points of potential restaurant partners.

Clarifying Questions

• Looking at the current market dynamics, I'm thinking Postmates might be facing increased competition from other delivery platforms. Could you share insights on Postmates' current market position and how it compares to major competitors in terms of restaurant diversity?

Why it matters: Determines if we need to focus on differentiation or catch-up strategies. Expected answer: Postmates has a strong presence but lags behind in local restaurant variety. Impact on approach: Would prioritize unique local partnerships and streamlined onboarding.

• Considering the emphasis on diverse local eateries, I'm curious about the current breakdown of Postmates' restaurant partners. What percentage of partners are currently local, independent restaurants versus chain establishments?

Why it matters: Helps identify the gap we need to bridge and potential resistance points. Expected answer: About 60% chain restaurants, 40% local establishments. Impact on approach: Would focus on tailoring the onboarding process for small business needs.

• Given the focus on the onboarding process, I'm wondering about the current conversion rate from initial contact to active partnership. What percentage of local restaurants that start the onboarding process currently complete it and become active on the platform?

Why it matters: Identifies the severity of drop-off and potential bottlenecks in the current process. Expected answer: Around 30% completion rate for local restaurants. Impact on approach: Would prioritize simplifying steps and providing more support throughout the process.

• Thinking about Postmates' broader strategy, how does increasing diverse local eateries align with the company's long-term goals and revenue model?

Why it matters: Ensures our solution aligns with overall business objectives. Expected answer: It's a key initiative to differentiate Postmates and increase user engagement. Impact on approach: Would focus on solutions that not only onboard restaurants but also drive platform growth.