For Tanuj Shori, the toughest part of building Square Yards wasn’t strategy or capital — it was retail distribution.
Building people.
Managing large field teams.
Unlocking productivity.
Designing sales interventions.
Creating real operating leverage.
From 2014 to 2019–20, Square Yards was in what he calls the learning phase — figuring out how to build scale and economies on the sales side of the business.
It was slow, messy, and daily work.
Then the ecosystem shifted.
COVID accelerated digitization, changed talent availability, and structurally reshaped how distribution could operate.
From 2021 onwards, scale finally kicked in.
The numbers tell the story:
📈 FY21: $30M revenue
📈 FY25: ~$220M revenue
➡️ ~7x growth in 4 years
Not from hacks.
Not from virality.
But from years of learning how to build distribution as a system — not just a team.
In this episode of The Blume Podcast, Karthik Reddy speaks with Tanuj Shori about the unglamorous work behind scale — and why execution beats ideas every time.
🎧 Watch the full episode for a deep dive into how Square Yards actually scaled.