Now, MMT has moved big in corporate travel, away from the earlier ‘implant’ story, enabling both large corporate houses and SME sector to directly control costs, also enable executives to book directly, as per their entitlements. A win-win situation for everyone. MMT intends to scale this further to become the leading player this segment, just as much as in leisure travel. Raj Rishi Singh, Chief Marketing Officer & CBO – Corporate, Flights & GCC, MakeMyTrip in conversation with Team DiTE
MakeMyTrip has for long been a leader in the consumer travel space, in many instances the first mover. What prompted this strategic move into the highly competitive corporate travel market?
Our leadership in consumer travel space across varied travel use cases gives us a unique vantage point over the entire travel ecosystem, and from that position, the corporate travel sector’s inefficiencies were impossible to ignore. We had previously experimented with the traditional “implant” model, placing our personnel within a client’s office, but realized it was not scalable and fundamentally misaligned with our DNA. That model was service-heavy, not tech-forward.
The real opportunity, as we saw it, was to tackle the B2B space with a completely different, tech-first lens. The market was dominated by solutions that relied on manual processes, creating friction for both companies and their employees. This was a direct contradiction to what we have in leisure travel, the seamless digital experience.
Our decision to re-enter the corporate space was therefore highly strategic. We leveraged our core strengths, our technology stack, our supply relationships, and scalability capabilities, to build a solution that addressed a clear market need for a modern, efficient, and user-centric platform. This pivot from a manual, service-based approach to a scalable, technology-driven one was the key to unlocking this significant business opportunity.
You entered the market through an acquisition and the launch of a new platform. What was the strategy behind acquiring Quest2Travel (Q2T) and building myBiz, at first sight may look surprising?
Acquiring Quest2Travel gave us an immediate foothold in the top-tier corporate segment, clients who require full-service corporate travel management and are accustomed to enterprise-grade workflows.
However, our ambition was never limited to large corporates. We recognized that a far larger, underserved market existed among SMEs, mid-sized enterprises and startups, organisations that either had no formal travel policy or were stuck dealing with fragmented, time-consuming processes. To address that segment effectively, the only sustainable path was a scalable, tech-first solution, built ground-up. That led us to develop myBiz.
The global disruption caused by COVID-19 only reinforced the relevance of a digital, self-service corporate-travel platform. As companies recalibrated around cost-control, flexibility, and remote operations, the demand for a nimble, tech-driven solution increased substantially. The pandemic period gave us the time to refine myBiz, to harden its features around cost efficiency, flexibility, seamless onboarding and remote-first workflows, so it emerged as a matured product ready for widespread adoption once travel demand returned.
The success of corporate travel venture has been significant. What are the key metrics that illustrate the scale of MakeMyTrip’s corporate travel growth and market impact?
The response from the market has been very positive and validates our strategic direction. Today, Quest2Travel (Q2T) serves over 500 large corporates across 10,000+ locations and myBiz serves over 75,000 corporates and SMEs across India. myBiz was recently rated number one on G2 with a 94% satisfaction score, making it the only Asian representative on the global leaderboard, reflecting its evolution from a booking tool into a full-stack corporate travel and expense platform.
What is the core differentiator for myBiz? In a market with established players, what makes your platform the preferred choice for so many businesses?
The key differentiator is our tech-first, traveller-centric approach to a B2B problem. Unlike traditional travel management companies that rely heavily on manual processes and call centers, myBiz is built on a foundation of automation, choice, and user experience.
We empower employees with the flexibility to book their own travel within pre-set company policies, giving them access to the same extensive inventory of flights and hotels available on a B2C platform. This not only improves employee satisfaction but also drives significant cost savings and efficiency for the company. Our platform provides companies with complete control and visibility through customizable approval workflows, detailed reporting, and GST-compliant invoicing. In essence, we offer the best of both worlds: a consumer-grade booking experience for the employee and robust corporate controls for the business.
Looking ahead, what is the future vision for MakeMyTrip’s corporate travel business? What new innovations or expansions can we expect?
Our vision is to create a fully integrated ecosystem for corporate travel that goes beyond just booking flights and hotels. We are continuously investing in technology to enhance the user experience and provide deeper value. This includes leveraging AI and machine learning for personalized recommendations and cost savings. We have already started integrating international flights; forex could be next. Our goal is to make Q2T and myBiz the indispensable, end-to-end travel partner for every Indian company, solidifying our position as the leading OTA in the corporate travel landscape.
