Decoding India’s $100 Bn+ D2C Opportunity: Market Landscape And Trends Report, 2021

Decoding India’s $100 Bn+ D2C Opportunity: Market Landscape And Trends Report, 2021

More than 800 new-age brands from India bade farewell to middlemen in the past few years and took the direct-to-consumer (D2C) route. The D2C model has witnessed a massive uptick across the country as it enables brands to bypass the intermediaries to reach consumers faster and cater to them more efficiently.

The recent outbreak of the Covid-19 pandemic hit the traditional retail sector hard, making brands realise the importance of shifting towards a digital-first D2C model. The pandemic accelerated the growth of many major D2C brands, and those with their dedicated websites recorded an 88% rise in consumer demand in 2020 compared to the previous year.

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Decoding India’s $100 Bn+ D2C Opportunity: Market Landscape And Trends Report, 2021

Quoted & Trusted By

the economist
business insider
cb insights
the huffington post
the economic times
live mint
the times of india

Key Highlights


Total No. Of D2C Brands In India As Of April 2021

$200 Bn+

Indian Ecommerce Market Opportunity By 2026

$100 Bn+

Indian D2C Market Opportunity By 2025

100 Mn+

No. Of Online Shoppers In India In FY20

$2.04 Bn

Funding Raised By D2C Brands Since 2014

Table Of Contents

  • Scope of The Report
  • Executive Summary
  • Ecommerce Market Opportunity
  • The Rise Of Online Shoppers
  • Inside India’s D2C Rush
  • The D2C Landscape
  • D2C Addressable Market Opportunity
  • D2C Market Segmentation
  • Business Models
  • The Competitive Scenario
  • Operational Parameters
  • Financial Parameters
  • Top Investors In D2C Space
  • Current Opportunities In Indian D2C Market
  • How D2C Websites Thrived Amid Pandemic
  • Methodology
  • Bibliography


Over the past few years, the D2C model has gained traction in India due to the growth in ecommerce penetration, the rise in digital infrastructure, the growing millennial population, an increase in consumer tech awareness, and a growing number of D2C startups and their diverse offerings. However, the much-required push due to the Covid-19 outbreak helped the D2C sector reach a tipping point. A series of lockdowns to contain the pandemic, people’s fear of going out (FOGO) and the social distancing mandate have brought about a paradigm shift in consumers’ mindset, urging them to opt for digital platforms. As a result, the D2C market is expected to grow exponentially and reach a market size of $100 Bn by 2025.

New trends and opportunities have also driven the D2C sector in India. These include a rise in personalised offerings, increased focus on sustainability, mass adoption of social media and influencer marketing and the emergence of subscription services. In brief, the D2C market is expected to thrive in the next couple of years due to a shift in consumers’ shopping behaviour and the accelerated digitalisation due to the pandemic.

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