upGrad Success Story: 5 Powerful Lessons for Every Entrepreneur

Introduction

In the evolving landscape of India’s edtech revolution, upGrad has carved out a distinguished position as a pioneer in lifelong learning and professional upskilling. Founded in 2015 by media mogul Ronnie Screwvala, along with Mayank Kumar and Phalgun Kompalli, upGrad set out to bridge the massive skills gap in India’s workforce. At a time when online learning was still in its infancy, the company envisioned a comprehensive platform that could deliver industry-relevant education to professionals nationwide and beyond.

The upGrad success story is a compelling example of resilience, strategic growth, and vision-driven leadership. By August 2021, upGrad joined India’s prestigious unicorn club with a valuation of $1.2 billion, fueled by demand for online learning and a focused expansion strategy. In October 2024, the company reached a new milestone when Singapore-based Temasek invested $60 million, and Ronnie Screwvala increased his stake to 45% by acquiring Bharti Enterprises’ 1% share for $20 million, bringing upGrad’s valuation to $2.25 billion.

The company is now clocking a quarterly revenue run-rate of approximately $72 million and reported an annual revenue of around $140 million for FY23, reflecting a 97% year-on-year growth, despite broader challenges in the edtech sector. With a presence in North America, Europe, West Asia, and Asia-Pacific, upGrad has emerged as a global force in online education, backed by strategic investors such as Murdoch’s Lupa Systems and the International Finance Corporation.

The upGrad success story is not just about scale or valuation—it’s a reflection of how purpose, product-market fit, and long-term commitment to learning can build a resilient and impactful business in one of the most volatile sectors of the startup ecosystem.

Origin Story

The journey of upGrad began in 2015 when visionary entrepreneur Ronnie Screwvala, along with co-founders Mayank Kumar, Phalgun Kompalli, and Ravijot Chugh, noticed a critical gap in India’s education system. “There was a huge mismatch between what traditional education offered and what the industry demanded,” Ronnie once said. This insight sparked the idea to build a technology-driven platform focused on upskilling working professionals.

Ronnie emphasised, “We wanted to create a platform that doesn’t just teach but transforms careers.” 

The founding team aimed to provide flexible, outcome-oriented online programs that could scale across India’s vast population of young professionals eager to improve their skills.

Early collaborations with prestigious institutions like IIIT-Bangalore helped shape upGrad’s offerings in data science, product management, and entrepreneurship. 

Mayank Kumar added, “We were committed to ensuring our learners not only gained knowledge but also real career impact.”

This focus on learner success, with mentorship and placement support, became upGrad’s unique strength, enabling the platform to grow rapidly and become a leader in India’s online higher education space.

Business Space and Early Challenges

upGrad positioned itself as a comprehensive online higher education platform focused on professional upskilling and career advancement. Unlike traditional universities or fragmented online courses, upGrad combined rigorous academic programs with real-world industry relevance. It offered specialised courses in data science, management, technology, and more, partnered with leading universities to deliver credible certifications.

But entering the Indian education space came with significant challenges. The biggest hurdle was building trust among working professionals who were sceptical about online learning’s value and effectiveness. Many preferred conventional classroom education or were unsure if an online course could genuinely boost their career prospects.

“The biggest challenge was to convince learners and corporates that online education can deliver real impact, not just theory.” – Ronnie Screwvala

Another early obstacle was the limited digital infrastructure and low awareness about e-learning in India at the time. Scaling personalised mentorship, career support, and placement assistance online was a complex task that demanded constant innovation.

UpGrad’s founders tackled these challenges by prioritising learner outcomes through strong mentorship, live sessions, and industry collaborations. They invested heavily in technology and created robust support systems to ensure learners stayed engaged and job-ready.

“Education is not just content, it’s about outcomes — that’s what differentiates upGrad.” – Mayank Kumar

Despite initial scepticism, persistent efforts to deliver value and build credibility helped upGrad gain traction and eventually transform the way India approaches online higher education.

Growth Strategies

upGrad’s rise in India’s edtech landscape was no accident—it was driven by strategic partnerships, relentless innovation, and a learner-first mindset. The company’s early recognition that higher education needed reinvention laid the foundation for its tech-led, outcomes-focused approach to scaling.

From the outset, upGrad’s mission was to bridge the gap between education and employability. It forged deep collaborations with top-tier institutions like IIIT-Bangalore, IIM Kozhikode, Deakin University, and others to co-create rigorous online programs. These alliances brought academic credibility and ensured that every course was industry-aligned and globally relevant.

“We didn’t just want to provide content. We wanted to create careers.” – Phalgun Kompalli

To amplify learner outcomes, upGrad introduced a suite of career services: 1:1 mentorship, live sessions, interview prep, and placement support. These weren’t just add-ons—they were core features, setting upGrad apart in a crowded edtech space where completion rates were typically low.

Tech played a central role in this journey. upGrad built personalized learning paths, integrated AI-based progress tracking, and enabled real-time feedback mechanisms. This ensured that learners received continuous motivation and support throughout the program.

“Our product is not the platform. Our product is learner success. That’s what we optimise for.” – Ronnie Screwvala

A key strategic move was targeting working professionals instead of the K-12 segment, where many edtech firms were competing. This allowed upGrad to carve a niche in the upskilling market, where aspirations for career growth translated into higher ticket sizes and longer engagement periods.

The company also expanded into enterprise learning and global markets, tapping into demand from Southeast Asia, the Middle East, and North America. These moves helped upGrad become India’s largest online higher ed company, with over 10 million users across 100+ countries.

By staying committed to learner outcomes, continuously innovating, and focusing on high-impact partnerships, upGrad proved that online education can be transformative at scale.

Marketing Strategies

While upGrad’s academic rigour and tech infrastructure laid the foundation, it was their marketing clarity and narrative control that catapulted the brand into the public consciousness.

In a world where online degrees and upskilling were still met with scepticism, educating the market became the cornerstone of upGrad’s strategy. The company launched insightful campaigns like “Sirf Degree Nahi, Degree Ke Saath Career” and “Power Ahead”, which positioned upGrad not just as an edtech platform but as a career transformation partner.

“We’re not selling a course; we’re selling a future.” – Ronnie Screwvala

Recognising that it was building an entirely new category in Indian higher ed, upGrad embraced thought leadership as a primary lever. The team produced research-backed reports, career outlook guides, and a deep-dive blog series, making the brand a go-to knowledge hub for working professionals looking to pivot or grow.

The company also invested in storytelling through learner journeys—amplifying real stories of upGrad users who transitioned from stagnant roles to high-growth careers. These narratives brought authenticity and relatability, helping users see themselves in the success of others.

Digital marketing formed the backbone of outreach, with upGrad deploying a precision-targeted approach across LinkedIn, YouTube, Instagram, and Google Search—ensuring that its message reached the right audience: mid-career professionals hungry for advancement. It also collaborated with domain influencers, industry veterans, and career coaches, further boosting credibility.

One of its boldest branding moves came with the “upGrad Abroad” campaign, breaking the myth that global education required relocating. The message was clear—learn from the best, without borders.

By fusing career aspiration with smart branding, and combining education with empathy, upGrad not only won mindshare—it reshaped how India viewed professional upskilling in the digital age.

5 Strategic Lessons for Every Entrepreneur

1. Start with the Problem, Not the Platform

upGrad wasn’t created to ride the edtech wave—it was born to solve a very specific problem: working professionals in India had no trusted path for career advancement. Traditional degrees were rigid, and online options lacked credibility.
Ronnie Screwvala and his co-founders recognised this gap and built upGrad as a bridge between learning and employability.

“We asked ourselves—what do working professionals really want? It’s not just knowledge, it’s outcomes.” – Ronnie Screwvala

By focusing on outcome-based learning, upGrad created industry-relevant programs, built corporate tie-ups, and ensured learner success. The lesson? Don’t chase trends. Build something that truly addresses your audience’s pain.

2. Be Relentless About Credibility

In a crowded space where “online course” can mean anything from a 30-minute video to a full Master’s degree, credibility is everything. upGrad went the extra mile to partner with top global universities like Michigan State, Liverpool John Moores, and IIIT-Bangalore, offering degrees that held weight.

“We didn’t want to be just another edtech platform. We wanted to be a university without walls.” – Ronnie Screwvala

upGrad’s focus on academic legitimacy, peer learning, and structured mentorship gave it long-term trust—something most startups overlook in their rush to scale. The takeaway? In a trust-deficient market, be the brand that over-delivers on quality.

3. Adapt to the Learner, Don’t Expect the Learner to Adapt

One of upGrad’s core insights was that working professionals can’t follow a classroom schedule. Their solution? Build courses that fit into real lives—with modular content, weekend mentorship, and flexible timelines.
The platform even introduced career support tools, mock interviews, and 1:1 mentorship—blending tech with human guidance.

“Education isn’t about uploading videos—it’s about meeting learners where they are.” – Mayank Kumar

This level of user empathy allowed upGrad to become a category leader. The key insight? User-centric design isn’t a feature—it’s a philosophy.

4. Think Career, Not Course

Most edtechs sell “courses.” upGrad sells career growth. From the beginning, the platform positioned itself not as an academic tool, but as a career accelerator. Whether it’s software development, data science, or MBA pathways, every program is built with industry needs and job outcomes in mind.

“We’re in the business of outcomes, not just education.” – Ronnie Screwvala

This results-first approach changed the game. upGrad didn’t just offer education—it promised transformation. Entrepreneurs can learn that value isn’t in features—it’s in outcomes.

5. Build with Intent, Market with Integrity

upGrad’s branding has always been bold yet responsible. Whether through campaigns like “Power Ahead” or partnerships with real learners and industry experts, the messaging never felt gimmicky. It was authentic, sharp, and backed by proof of impact.

“The best marketing is when your product speaks for itself. You just amplify the story.” – Ronnie Screwvala

This balance of impact-driven storytelling and data-backed credibility helped upGrad rise above the noise. The lesson for entrepreneurs? Build with intent—and let that intent reflect in every piece of communication.

Conclusion

upGrad’s journey is far more than an edtech play—it’s a masterclass in purpose-driven entrepreneurship. In a country where education has often been treated as a means to a degree, upGrad dared to flip the narrative, placing career outcomes, learner flexibility, and trust at the heart of everything it built.

By merging technology with empathy, academia with industry, and scale with credibility, Ronnie Screwvala and his team didn’t just build a platform—they reimagined what lifelong learning should look like in the digital age. Their bold bets on full-stack programs, university partnerships, and working professional learners made upGrad a trailblazer in India’s education revolution.

“We didn’t just want people to learn—we wanted them to grow.” – Ronnie Screwvala

This quote reflects the core of upGrad’s success: education not as a transaction, but as a transformational journey. It’s a story of building trust where skepticism ruled, of taking a long-term view in a short-term world, and of consistently putting learner outcomes ahead of hype.

For entrepreneurs, upGrad offers more than inspiration—it offers a roadmap:
Solve real problems. Build credibility. Stay learner-first. Market with integrity. And never forget the power of intent.

Whether you’re launching a startup or scaling one, the upGrad success story is a powerful reminder that the future belongs to builders who lead with clarity, care, and courage.