In a groundbreaking initiative aimed at addressing global workforce gaps, Mayank Kumar, co-founder of upGrad, and Ayush Mathur, a former senior executive at OYO, have joined forces to launch BorderPlus. This innovative talent mobility platform is designed to connect skilled Indian workers with global opportunities, initially focusing on the healthcare sector in Germany and expanding into other domains such as hospitality and logistics.
A Reunion with a Vision
Mayank Kumar and Ayush Mathur’s collaboration comes more than a decade after their time together at the Parthenon Group. The duo aims to harness India’s demographic dividend, emphasizing the nation’s potential as a talent powerhouse. “India’s greatest resource is its people. To build something meaningful, we need to leverage this demographic advantage. BorderPlus is our step towards making India the largest supplier of skilled talent to the global economy,” says Kumar.
Focusing on High-Demand Sectors
BorderPlus’s initial efforts are concentrated on the healthcare sector in Germany, a region grappling with acute labor shortages. The platform will soon broaden its horizons to include industries such as hospitality, retail, teaching, and trucking, while exploring additional geographies including the UK, Middle East, and Asia-Pacific regions.
Ayush Mathur, who spearheaded OYO’s European operations, highlights the pressing need for workforce solutions. Sharing a personal experience in Germany, Mathur recalls a four-hour emergency room wait due to staff shortages. “This scenario highlights a significant opportunity for skilled Indian talent to step in and fill these critical roles,” he notes.
Transforming Lives Through Global Opportunities
The impact of BorderPlus extends beyond job placements. “When a nurse or driver transitions to an international role, it’s not just their income that grows; their entire family’s lifestyle transforms through exposure and experiences,” Mathur observes. This holistic upliftment is at the core of BorderPlus’s mission.
Overcoming Challenges with Innovation
BorderPlus faces challenges such as training candidates in foreign languages like German and competing with unregulated market players. The platform is addressing these issues through structured programs and technology. Training modules blend online and offline sessions over 6-9 months, focusing on language proficiency (70%), cultural preparation (20%), and skill enhancement (10%).
The startup’s innovative approach includes developing an AI-powered conversational bot to assist candidates in mastering new languages through interactive practice. This ensures candidates are job-ready and culturally attuned to their new environments.
Building Credibility and Trust
One of the significant hurdles for BorderPlus is establishing a strong Indian brand presence in international markets. Mathur emphasizes the importance of trust in recruitment processes, particularly in regions like Germany and the UK. By offering transparent, technology-driven solutions, BorderPlus aims to set a new standard in global talent mobility.
Scaling Operations and Expanding Horizons
BorderPlus has ambitious plans to scale its operations. Starting with monthly training batches of 20-30 candidates, the platform aims to increase frequency to weekly sessions. Training centers are being established in Pune and Mumbai, with additional locations planned nationwide. Kumar estimates that the startup will require an initial investment of Rs 100 crore to sustain its operations and scale effectively.
A Revenue Model Rooted in Collaboration
The company’s revenue model relies on partnerships with corporate clients rather than charging individuals. Employers pay for the recruitment and training services, making the process more accessible to candidates. Kumar projects significant growth, envisioning annual placements of 150,000 candidates across multiple markets, generating $500 million in revenue and an EBITDA margin of 25%.
In the long term, BorderPlus aims to transition beyond recruitment into staffing, with plans to manage payroll for over 100,000 employees globally. This strategy could scale revenue to $2 billion, with EBITDA margins ranging from 8% to 10%.
Leadership and Expertise
The founding team at BorderPlus brings a wealth of experience. Kevin Shah leads demand generation, Praniti Lal and Radnyee Naik oversee language training, and Subhendu Chandra manages supply. While Kumar is based in India, Mathur operates from the UK, leveraging his extensive global network.
“Our complementary skill sets make this venture stronger,” says Kumar. “Ayush’s expertise in global markets and my background in education and skilling create a balanced partnership.”
The Road Ahead
With plans to explore new geographies and industries, BorderPlus is poised to redefine talent mobility. By addressing workforce gaps and creating equitable access for Indian talent, the platform is set to make a lasting impact on global economies. As Kumar puts it, “If executed correctly, BorderPlus has the potential to become a $10 to $15 billion enterprise.”
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