Lumen Learning: Plenty of Demand, Nothing to Buy
Product Management
medium45 min0 submissionsGoldman Sachs
Scenario
Lumen Learning runs a edtech marketplace in India, live in 10 cities.
Last month: 336,920 active buyers, 7,137 active sellers, 212,721 searches, and an overall fill rate of 44%.
That average conceals a wide spread. The three largest cities fill at about 73%. The bottom half of cities fill at around 22%.
Growth marketing has been buying buyer-side installs, because buyer acquisition is cheaper and the install numbers look good in the board deck. Supply acquisition is manual and slow.
Supporting data
scale
- searches
- 212721
- active buyers
- 336920
- active sellers
- 7137
- buyer to seller ratio
- 47.2
liquidity
- cities live
- 10
- overall fill rate pct
- 44
- top 3 cities fill pct
- 73
- bottom half cities fill pct
- 22
acquisition
- buyer side
- paid, scaling
- seller side
- manual, flat
Your task
Advise the general manager. Your answer should provide:
- Analysis — which side is constrained, where, and what the fill rate really says.
- Risks — what happens if you keep acquiring on the current side.
- Recommendation — which side, which cities, which mechanism, and the metric that proves it.
State any assumptions you make.
Ready to move forward? Up next: Northwind Energy: Plenty of Demand, Nothing to BuyNext question
How you'll be graded
80 points, 60% to pass.
- recommendation15
- market analysis25
- risk assessment20
- financial analysis20
Hint
Reveal suggested structure
Liquidity is local. Find the constrained side per geography, stop acquiring on the long side, and concentrate supply until density crosses the threshold.