"The solution to every problem lies in the market, not the boardroom."

Ashok Vashist shares a powerful lesson on the importance of staying grounded and understanding customer needs directly, rather than relying solely on theoretical discussions in boardrooms. This principle has guided WTI's success.

Ashok Vashist is the Founder of WTI Cabs (Wise Travel India), one of India's leading B2B mobility solutions providers. He built WTI from scratch, starting with ad-hoc services in 2009, to a 400Cr revenue company which had an IPO in 2024, and is now expanding globally. Ashok's story is a testament to resourcefulness, customer-centricity, and the power of a "hungry" team.

Key Insights from the Conversation:

👉Niche to Scale: WTI started by dominating a neglected niche (ad-hoc corporate transport) before expanding into broader mobility services.

👉DCO Model Evolution: The interview provides a unique perspective on the rise and fall of the Driver-Cum-Owner model in the Indian mobility landscape.

👉Customer-Centricity is King: WTI prioritizes long-term relationships and bespoke solutions for its corporate clients.

👉Building Internal Strength: Ashok champions financial prudence and building internal liquidity over reliance on external funding.

👉Org Structure by Capability: Organizational design should be based on the capabilities of the team, not just abstract process frameworks.

👉Global expansion: A strong B2B focussed expansion strategy to grow into a global mobility major.

Chapters:

0:00:00 - Introduction: Ashok Vashist's Journey Building WTI

0:03:43 - The Origin of WTI and the Early Days

0:05:41 - Finding Opportunity in the Ad Hoc Market

0:08:50 - Scaling Up: From Ad Hoc to Process-Oriented

0:17:34 - The DCO Model: Origins, Benefits, and Drawbacks

0:29:28 - The Future of Fleet Aggregation: Beyond DCO

0:35:56 - Expanding into Car Rentals and MSP Services

0:40:39 - The Commonwealth Games: A Defining Moment

0:45:08 - Organizational Structure: People Over Process

0:50:37 - Going Public: The SME Board and Beyond

0:58:45 - Global Expansion: The Dubai Strategy

01:03:51 - Culture, Hunger, and the Importance of Staying Grounded

01:09:16 - Building sales culture, and the power of honesty

#IndianStartups #FounderJourney #Entrepreneurship #BusinessStrategy #CustomerCentricity #OrganizationalCulture #CompanyCulture