In a world where Indian edtech startups are burning cash and struggling to break even, PW (PhysicsWallah) stands out as a rare success story.
Over the last two years, they’ve scaled their business by 30x while remaining profitable every single year. From ₹24.5 crore in revenue in 2021 to ₹800 crore in 2023—with ₹127 crore in profit—PW (PhysicsWallah) has cracked the code for sustainable hyper-growth.
So, what’s their secret? It all comes down to low-cost operations, organic reach, and affordability.
1. Low Customer Acquisition Cost (CAC)
In the edtech world, startups often spend 35%-60% of their revenue on marketing, with some even exceeding 100%. PW (PhysicsWallah), however, keeps their marketing expenses below 10%. This is made possible by their organic reach—a direct result of building a loyal, engaged community.
2. Strong Organic Reach
Alakh Pandey (PhysicsWallah), the face of PW (PhysicsWallah), is a household name for students. With 31+ million YouTube subscribers, his relatable and humble persona resonates deeply with the youth.
His connection to students is so strong that many compare him to Kota Factory’s Jeetu Bhaiya.
This emotional bond ensures high trust and engagement, significantly reducing the need for paid advertising.
3. Affordability That Speaks to the Masses
While other edtech platforms and coaching institutes charge premium prices for courses, PW (PhysicsWallah) has kept affordability at the heart of its business model.
Their affordable pricing makes quality education accessible to a broader audience, ensuring they remain the first choice for students.
PW (PhysicsWallah)’s approach is a masterclass in balancing brand equity, profitability, and scale. Their strong brand builds trust, profitability ensures long-term sustainability, and affordability drives rapid growth. This cycle allows them to scale without compromising their financial health.
Lessons for Entrepreneurs
Community is King: Building a loyal community reduces dependency on paid marketing and fosters trust.
Affordability Wins: A customer-first approach with accessible pricing can set you apart in competitive markets.
Influencer Branding Works: Alakh Pandey (PhysicsWallah)’s personal connection with his audience is a critical driver of PW (PhysicsWallah)’s success.
PW (PhysicsWallah)’s story isn’t just about building a successful business—it’s about creating an impactful brand that resonates with people. They’ve shown that hyper-growth and profitability aren’t mutually exclusive.
💬 What’s your take on influencer-led businesses?
entrepreneurship business casestudy
This post was originally shared by on Linkedin.