Hepsiburada is the market leader in Turkey today, but in a society and culture where change is so prevalent, the question is not just how you maintain your market leadership for the next 10 years, it is how can you maintain it for the next 12 months. This is the story of how Hepsiburada and Thoughtworks are working together to transform the business from being subject to the demands of the market to being the masters of their own destiny with the ability to rapidly respond to their customers' needs.

1. RAPIDLY RESPONDING
TO OPPORTUNITIES
letting customers’ needs drive the business
1

2. Emerging markets
are ripe for disruption
2

3. TURKEY IS AMONG THE WORLD LEADERS IN
3
B2C ECOMMERCE GROWTH
5%+ Expected GDP Growth
for 2012-2015
75MM People
28YRS 50%
$4Reta5il Ma0rket SBize N Average Age
Pop 15-45yrs
11%
Total consumer spending
CAGR 12-15E!

4. 20MM Visits per Month
7MM Members
1M
Products Shipped & Reviewed
Each Month
45%
500,000 2014 Growth SKUs 34%
YOY Growth
in 12 Years

5. THE LARGEST PLAYER
IN THE TURKISH B2C
ECOMMERCE MARKET

6. 6
“If the change happening
outside your company is
far more unsettling than
the change happening
inside it, you’re not
innovating at all. You’re
being left behind.”
— Doug Stephens

7. WORKING TOGETHER
TO TRANSFORM A
BUSINESS

8. Know Your
Limitations

9. Know Your
Limitations
Know Your
Market

10. Know Your
Limitations
Know Your
Customers
Know Your
Market

11. Know Your
Limitations
Know Your
Customers
Know Your
Market
Know How Your
Organisation
Impacts the
Customer

12. NEW
PLATFORM
UNDERSTAND
BUSINESS
UNDERSTAND MARKETPLACE
CUSTOMER
RESPONSIVE
STOREFRONT
UNDERSTAND
MARKET
ORGANISATIONAL
TRANSFORMATION
UNDERSTAND
CULTURE

13. VISION
OPERATIONAL
EXCELLENCE
SUSTAINABLE
GROWTH
THROUGH
TECHNOLOGY
CUSTOMER
SATISFACTION
GROW THE
MARKET
NOT ONLY
MARKETSHARE

14. THANK YOU
For questions or suggestions: