Matrimony.Com Limited (NSE: MATRIMONY) Q4 2025 Earnings Call dated May. 16, 2025
Corporate Participants:
Murugavel Janakiraman — Chief Executive Officer
Sushanth Pai — Chief Financial Officer
Analysts:
Jayram Shetty — Analyst
Unidentified Participant
Vasudev — Analyst
Madhur Rathi — Analyst
Presentation:
Operator
Ladies and gentlemen, good day and welcome to the Metromony.com Q4 and FY ’25 Earnings Conference Call hosted by ICICI Securities. As a reminder, all participant lines will be in the listen-only mode and there will be an opportunity for you to ask questions after the presentation concludes. Should you need assistance during the conference call, please signal an operator by pressing star then zero on your touchstone phone. Please note that this conference is being recorded. I now hand the conference over to Mr Jayram Shetti from ICICI Securities. Thank you, and over to you, sir.
Jayram Shetty — Analyst
Hi, everyone. On behalf of ICI Securities, I would like to welcome you all to quarter — to FY quarter-four FY ’25 earnings call of. From the company, we have Mr Janke, MD and CEO. Over to you, Mr sir, for your opening remarks.
Murugavel Janakiraman — Chief Executive Officer
Thank you,. Good evening, everyone. I am proud to share that we have crossed a significant milestone of 25 years, helping millions of people to find a life partner. We think this milestone is a testament to the enduring strength of our values, the dedication of our associates and the trust take place in our brand by millions of members, partners and shareholders.
FY ’25 was the very first year in our journey of 25 years there we had a degrowth. However, we started year-on-year growth from March onwards. Our year-on-year growth continues in April and May. With the various initiatives and strategies, we are highly confident of continuous growth in the coming quarters and the years to come.
We are declared to pass bidding loan as the conversions are not at the experted level and you may revisit in the future. If you have changed Astro chat to Astro free chat and offer five minutes of reconsulting, we are organically generating over 1,000 downloads per day and a few hundred consulting per day. We are still national stage on this initiative.
This year also marked the successful completion of our second buyback in the last two years. Now coming to the results. In-quarter four, on a consolidated basis, we achieved a billing of INR114.8 crores, a growth of 5% quarter-over-quarter-quarter and a decline of 5.3% year-on-year. Revenue at INR108.3 crores, a decline of 2.8% quarter-over-quarter and 9.1% year-on-year.
For the full-year, we achieved building of INR452.7 crores, a decline of 5.5%. Revenue at INR455.8 crores, a decline of 5.3 percentage. The key highlights for the management business in-quarter four are as follows. In-quarter four, the billing was at INR113.5 crores, a growth of 4.8% quarter-over-quarter and decline of 4.8% year-on-year.
Revenue at INR107 crores, decline of 2.8% quarter-over-quarter for the quarter and 9.1% year-on-year. For the full-year, the building was at INR448 crores, decline of 4.1 percentage. Revenue at INR450 crores, decline of 4.1%. We added 2.5 lakhs paid subscription during the quarter, a growth of 34.3 percentage quarter-over-quarter and decline of 9% year-on-year.
We added close to-1 million paid subscription during the year. 80 for the business grew by 1.1% quarter-over-quarter and 4.3% year-on-year, in-line with our customer acquisition strategy. For the full-year, ATV grew by 2.1 percentage. We create about 22,000 success stories in the quarter. Now coming to the managed services business, billing was at INR1.2 crores, growth of 19.1% quarter-over-quarter and decline of 36.6% year-on-year.
Revenue was at INR1.3 crore, a decline of 0.8% quarter-over-quarter and 4.8% year-on-year basis. For the full-year, the building was INR4.1 crore, decline of 46.4% and revenue was at INR5.9 crore, a decline of 34.1%. Loss in the quarter for wedding services and also for the new initiatives put together was INR4.9 crores as compared to the loss of INR3.8 crore in Q3 and INR2.4 crore in FY ’24, quarter-four.
For the full-year, losses are at INR14.5 crores compared to loss of INR10.3 crore in FY ’24. On the building and outlook for quarter one, we expect the matchmaking — we expect growth in matchmaking business year-on-year and also growth in bidding services revenues year-on-year. If you mean the billings, billing as a growth year-on-year. Let me pass-on to Susantha on the key profitable growth highlight. Susant, over to you.
Sushanth Pai — Chief Financial Officer
Thanks, Murra. Good evening, everyone, for joining us today. Our EBITDA margin for the business in Q4 is at 17.7% as compared to 18.7% in Q3 and 19.1% a year-ago. For the full-year, EBITDA margin for mass was at 20.5% as compared to 20.9% in FY ’24. Marketing expenses are at INR46.7 crores as compared to INR46.2 crore in Q3 and INR47.9 crore a year-ago.
Marketing expenses for the full-year was at INR185.2 crores as compared to INR182.5 crores in FY ’24. Excluding marketing expenses, our Margins in are at 62% in FY ’25 as compared to 60% in FY ’24. On a consolidated basis, our EBITDA margin in Q4 are at 10.8% compared to 12.4% in Q3 and 14.2% a year-ago. For the full-year, our EBITDA is at INR63.8 crores as compared to INR73.4 crores in FY ’24, a decline of 13.2 percentage. Tax-rate in the quarter is at 19.8% as compared to 17.65% in Q3 and for the full-year 21.65% as compared to 23.42% in FY ’24. The lower tax-rate in current year due to long-term capital tax benefit on account of holding period of our investment and lower tax-rate compared to last financial year. Tax is at INR8.2 crore, a decline of 17.9% quarter-on-quarter and 30.3% year-on-year. Share of loss from our associate Astrovision reached INR1 lakhs in Q4. PATE for the full-year is at INR45.3 crores as compared to INR49.6 crore in FY ’24, decline of 8.6%. Cash balance is at INR324.3 crores and return on capital employed 14.2%. First, on the outlook for Q1 FY ’26, though we will have year-ender billing growth in Q1 FY ’26, however, due to lower billings in Q4 FY ’25, the Q1 PAT will be better than Q4. However, it will be less than Q1 of last financial year. We expect year-on-year PAT growth from Q2 FY ’26 onwards. Other announcements in-quarter as follows. The Board of Directors at its meeting held on 15th May 2025 have recommended a final dividend of 100% subject to approval of shareholders. I would like to-end with customary Safe-Harbor statement. Certain statements during this call could be forward-looking statements on our business. These involve a number of risks and uncertainties that could cause the actual results to differ materially from such forward-looking statements. We do not undertake to update any such forward-looking statements that may be made from time-to-time by or on behalf of the company, unless it is required by-law. Thank you. And now we are ready to take questions, handing over to ICICI Securities. Thank you.
Questions and Answers:
Jayram Shetty
Thank you so much.
Operator
Thank you very much. We will now begin the question-and-answer session. Anyone who wishes to ask a question may press star and one on their touchstone telephone. If you wish to remove yourself from the question queue, you may press star and two. Participants are requested to use handsets while asking a question. Ladies and gentlemen, we will wait for a moment while the question queue assemble the first question is from the line of Rushab Shah from Buggle Drop Capital. Please go-ahead.
Unidentified Participant
Hi, thanks for the opportunity. So we have entered the North Indian market, which is dominated by Shari for quite some time. Okay. Now we spent a lot of money to gain market-share out there. So were we able to gain market-share over these years and what steps did you take to win market-share out there?
Murugavel Janakiraman
Thank you, Rushav, for asking the question. So, yes, it’s important that North India, it’s — rather than North India market, we are a leader across India. So nothing definitely it’s a market we like to grow our market-share and even in the long-term. So we are — at this point in time, what we are looking at is that we are looking at having a continuous visibility because it was not the case last couple of years.
So we optimized our marketing campaign strategies. So only for the last couple of quarters, we are having a regular visibility in the North Indian market. We intend to continue our visibility in the North India market so that we could gain market-share in the long-term. So it was not the case in the last three years, it are more of on and off.
Now we are definitely looking at regular advertisement in North India market. Apart from that follow-up, okay. I’m sorry. So please continue. Yeah, yeah. So we also — apart from matrimony.com, we also add our community matrimony as a strategy to grow in the North market. We are looking some apart from Bharat Matrimony whether it could also promote the community Natiana market.
But considering that TV spend, we have to look at the best way to kind of promote a matter in-market. So we are looking at the combination of Bharat matrimony and the community matrimony. Maybe in the future, we may also look into rather taking other brands and not in the market. So it’s not looking at a matrimony, maybe a combination of brands possibly.
Again, these are the something, but at this point of time, we are looking at a regular visibility in the North Indian market.
Unidentified Participant
So just a follow-up on this one, sir. As you say it has been — it has been three years. So what changes have you seen up till now or we have not able to crack that market itself?
Murugavel Janakiraman
No, as I told you, it was first of all, we didn’t doubt that regular person in North India market because that the way the overall marketing spend and the challenge of having that spend in the North India market. Now the way you know, optimize and the way the budget is getting allocated. So definitely, we are looking at regular.
I think one of the reasons we need regular person not in the market. And we see that with the communication strategy, regular persons and we could — we believe we could able to penetrate our gain markets or not in the market?
Unidentified Participant
My second question is, sir, last year, the advertising spends were 39% of our top-line. This year also it is around 40%, 41% and it has been increasing consistently despite our efforts into marketing and advertising spending. We are not able to see the revenue increasing at that pace. So what am I missing out, sir? Could you please help me out on this? Because I understand that this business requires marketing and of advertising spend. But sir, we can’t just keep burning cash, although we are not getting fruits out of it..
Murugavel Janakiraman
So last year was one of the years where the overall industry had a degrowth in the profile. And again all it has due to the post-COVID effect where during the COVID term, there is a surgeon profile after that there’s a thing. I think you see that things are getting normalized, we see that year-on-year growth in profiles.
So while the — in terms of marketing spend as a percentage of revenue, when the revenue starts moving up, the marketing spend as a revenue will come down. We don’t see the marketing going spend is going to increase from the current level of spend at this point of time. So the marketing spend will remain at this level, maybe at slightly at least at least level — or maybe I can assume that is going to be at a similar level.
So the revenue increases or do you see the percentage of spent of on marketing has come down, so my last question is, caters to which segment of the crowd.
Unidentified Participant
Is it the people who are not there with their families who stay alone or they think they stay alone, so they think to find the match in the community is better or people also with parents also registered on.
Murugavel Janakiraman
I think natural is very broad basis, not segment of play in 25 years, there are millions of people, users that we sign-up with the studies on a yearly basis. So I wouldn’t say that only one segment. So whether the individuals looking for are taking the lead or the parents are taking the lead, we may note that majority of users are individual themselves.
So definitely the way that the mattimony industry has transformed the Indian people find life partners. So what it was 10 years ago, the parents were in a driver’s state to their — today the or private state. But again, they also take the consider parents. Yes, there are certain parents also their platform. Majority of the individuals use their platform.
Moreover, it’s all — marriage happens with the consent parent, but it being a diversity. So it’s a broad-based, it’s not limited to one segment and it’s across the tiers, across the segment across the globe.
Unidentified Participant
Thanks, I’ll get back and thank you. Thank you.
Murugavel Janakiraman
Thank you,.
Operator
Thank you. We’ll take our next question from the line of from Equitas Capital. Please go-ahead.
Unidentified Participant
Thank you, sir for the opportunity. My question is on capital allocation and I mean, similar to the previous participants. So the question is on ad spends. Now over the past four, five years, we have increased ad spends, but we have grown slower than the second-largest player, at least, I mean their numbers are available till FY ’23.
And this one reason obviously could be because online mass-making has a deeper penetration in the South was other geography. But in
Unidentified Participant
FY — I mean, this current year, despite all the increase in ad spend by the entire industry and you as well, revenues and profiles have declined. So in light of all these really think that you need to spend so much on advertising and because while they are increasing ad spends, revenues have not really grown kept pace or I mean penetration has not really improved significantly.
So don’t you think, I mean you can do — do a little bit of a — I mean the ad spend is a bit also considering the fact that the third-largest player has regained their — I mean, given 30 has almost touched their INR100 crore revenue, which from which they had actually declined over two, three years ago and they have done — achieved this while cutting down management.
So do you really need the current level of ad? That is the first question. I’ll ask answer the — ask the second question after hearing your response.
Murugavel Janakiraman
Regarding that, should we look at the third player, in fact, it was a revenue probably to go back to the thing because the revenue they were doing in the past also. So they significantly stepped-up the marketing, that significant stepping of the marketing for them did not yield that as a result and it was changed different model or they do spend money on marketing,
But again, it’s gone back to the earlier level of the marketing spend and limited to only one geography, which is North Indian market. So it’s more like gone back to the earlier level. So I would say that, that was the reason for the reduced marketing spend. Only gone back because we only increase the marketing spend going beyond — going off the various markets, we are not even that for us. With refer to our marketing spend at the elevated level because there are other players as well. So at this point of the marketing spend at the elevated level. So if the company intensity reduces, no, we will reduce the marketing spend, but at this point of time, there are players are spending at a similar level, it’s important for us to spend that equal amount of marketing.
Plus we also have multiple brands. Now we also have the new brand at JODE. We began those brands to gain to grow those brands, the jury as well. So in terms of the growth, we — now we see it as I said, so while the last year was one of the year, the industry had some challenges of profile growth, now we see that the profiles are bouncing back.
So start of March, we are having year-on-year growth and the continued year 12, continued May and so we — when the growth happens, then we see that now the marketing — in the past, the marketing spend has gone up. Now we expect the marketing spend to remain at similar level or it may even come down also.
When the revenue increases, then marketing spend and the percentage will come down and also profitability increases. In case the assume progress with the company intention reduces, we may reduce the marketing spend. So lookar second thing that because of the is one-side, other is also the Google other thing because of the increased spend that the marketing spend also goes up, the cost of also goes up and also.
So the thing is that marketing, we don’t expect to further increase, either remain the same level or it may come zone. Also, you have to keep in mind that now we are using the market — similar marketing spend also to promote our other brands. So we started the commitment in, we started investory. So let’s see the same market has now started much bigger other brands as well. So those initiative may as well.
Unidentified Participant
Sure. Okay. Okay. But correct me if I’m wrong, I mean you said in the Q3 call, the previous call you said that you’re going to optimize on certain spends. So what is the plan? I mean, were you referring to marketing more solely or were there other spends as well which you had in mind for the coming year that you plan to optimize?
Murugavel Janakiraman
So we definitely we see that there will be increase in PV spend that may come from the online, there’s some automation happen online and will be able to flow-back that into our TV because in North India, where you are not investing efficiently now starting Q4 Q3 onwards, you are starting investing in North India consistently.
It’s also coming from the way they optimized and organize our marketing strategy and marketing campaign. So it’s coming from plus also, we continue to do leverage technology AIA to run efficient operations. So wherever we’re able to optimize and we continue to do that. So in terms of that, as I said, the overall the market remain at the same level, but still you can be able to continue in North India and also in this begin the other brands of.
So it’s all coming from the same marketing. So it remained at the same level. But now I just want to tell you that we are in this begin the multiple brands. It’s not only.
Unidentified Participant
Okay. And the other question was on, I mean, the new initiatives. And so as I look at your P&L, you have increased, the costs have gone up in Mari services. So it’s currently, I mean, around INR6 crores-odd for the quarter. So — and your overall loss, as you pointed out was around INR15 crores.
So are any of those businesses close to breakeven, which you kind of alluded to, I mean, you had plans of breaking even in the Services business earlier in FY ’24. So are we anywhere close to breaking even in any of the new businesses or what is the outlook there in terms of how much capital will we need to spend? So can you give some money there?
Murugavel Janakiraman
So basically all those things include the marriage service is only one part of the losses includes marriage services, you and the other tried a wedding loan and many jobs, the investment is happening. So wedding loan, as I said, with the conversion not at expert level, it is it to pass. And with respect to many jobs, so-far you will almost invest in the last couple of years and the monetization for many job will start very soon, so maybe a next month or maybe a subsequent month.
So we reach a decide level of registration than, let’s say, empire and we intend to monetize in the near-future. So-far, it’s all investment mode. So in respect to weighting services, the initiatives, biddings of the make, we expect to even 100 plus paid bookings. So there are some interesting things happening. So it also include chat.
So all this put together is all our new initiatives. So we definitely see that the growth happening because as I told in many jobs we were going to monetize in the coming months and we hope it will be coming up kind of successful and based on the success we foreseen coming out here to figure out the strategy for other markets going-forward.
It’s not only waiting for this. And now the wedding loan have been stopped, so you may see some the loss is coming down because of that business being passed.
Unidentified Participant
Sure. Got it. So it will be in that same range of INR12 crores for this year as well. That’s how we should look at it?
Murugavel Janakiraman
Yeah, probably the better clarity going to start monetizing, maybe 1/4 down the line with a better clarity. Maybe I just wanted the company has to continue maybe INR10 crore, yeah.
Unidentified Participant
Okay. Sure. I have some other questions. I’ll fall-back into the queue and then sure. Thank you.
Operator
Thank you. The next question is from the line of Vasu Dev from True Value. Please go-ahead.
Vasudev
Hello, good evening, sir.
Murugavel Janakiraman
Good evening,
Vasudev
Hello.
Murugavel Janakiraman
Yeah, yes, positive. I can hear you. Please go-ahead.
Vasudev
You can hear me now. Congratulation sir on your similar.
Murugavel Janakiraman
Thank you so much,
Vasudev
Yeah. Thank you. Looking at your figures, sir, there has been a decline in all aspects building revenue and profit share. And rather the earlier has pointed out, you have made nearest competitor, sadly almost take the INR400 crores. What — is the management slightly become complicit about growth, sir and what are the steps you have taken to shore up the revenue, sir?
Murugavel Janakiraman
So I don’t know whether the revenue number of the thing, which is not in the public government. So in terms of our initiatives, we’re definitely we’re taking various initiatives to improve. As we said, okay, last year was one of the year where in the 25 years we are a degrowth because overall the industry a degrowth in the profile.
So in the absence of the information about the player and I’m not able to comment on them because we only have a published number of few years ago. And yes, sometimes the possibility of the will maybe some strategy would work better for them. And however, we are — we are taking steps and we definitely see that we are once again back-in growth and as I told you.
Last three months, we are having year-on-year growth. And the outlook for us, we believe that this various initiative, be it a product initiatives, be it on the — on the product side as well as on the marketing strategy to try the profile plus conversion strategies. We definitely see once again the back and the growth path.
So starting this year, we see that in a quarter-on-quarter actually Q1 will definitely the building growth, but it may take one more quarter for the revenue growth happen because that’s the 1/4 gap between the building and revenue growth. So we see definitely the growth is coming back and the profit will also go up and because the market is going to a similar level.
So I feel now we are once again back-in time. It’s not that management has become competent. Sometime there Are places we go through, but we are definitely very resilient and we have done some interesting stuff as well on the product side. On Bharat, we can also easily maybe go to the committee done the product integration. So someone creating a profile Bharat matimony, same way they can act a profile commit. So like we continue to do various initiatives. So we feel confident of the growth it’s already happening. Yeah, not complex and definitely we’re all the more upbeat and very agile and focus on driving all that.
Vasudev
Hello. My next question,. You are having excess cash, whatever you are having, you’re giving in the way of dividends and buybacks, sir, why not you go for acquisitions of, sir?
Murugavel Janakiraman
Yes. So again, if there is any — we’ve done some investment in the past on appreciation. If there are many right opportunities, we’re definitely looking at it, but maybe achieved products, we continue to keep these options open in terms of any opportunity to procure company-related industry. So we don’t certify any opportunity across in the matchmaking business, match money business, but if there are any related or growth opportunity, we definitely look at it.
So that’s something progress. We definitely not looking only organic growth. We definitely look at strategy as well. So that’s one of our growth initiatives. Maybe so-far we are not focused much on maybe in the coming year, we may look at opportunities between the company.
Vasudev
My next last question, sir, then the new CFO you’re going to appoint, sir next month.
Murugavel Janakiraman
Next month.
Vasudev
Thank you, gentlemen. Thank you for your time. Thank you.
Murugavel Janakiraman
Thank you, Mr.
Vasudev
Thank you.
Operator
Thank you. The next question is from the line of Ankur Jain from Prayas Capital. Please go-ahead.
Unidentified Participant
Yeah. Hi, thanks for taking my question. MR., I had a couple of questions and the — the first question is about the profiles. So we see that the industry had a degrowth in the paid profiles last year. So did you — or I mean, did the industry degrow in the free profiles as well because that is the number we used to have a couple of years back and now we don’t have that number. But directionally, was there a degrowth in the free profiles as well?
Murugavel Janakiraman
Yeah, yeah. Growth, what I meant was it is based on the information got from Google. The world industry had de-grown the profile last year. Again, I feel it has to do with the COVID effect because COVID there was a certain profile. I believe that some other people who probably advant the because when they are sitting at-home, probably nothing else to do, they probably advant the ratiation, positively that could be one of the reasons, right.
So — but having said that, so we also done our marketing strategy that the way we have done the various online and offline strategies. Once again, we see that we are back on the growth, both in terms of profile and as well as our other initiatives also. And now we have started growing actually.
So for last year, yes, there was growth interest-rate on it and the free profile. That’s the information I will pass-on Group to you.
Unidentified Participant
Okay. Thanks. And one another question is about profiles is that about monetization of profiles that most people they create their registration on different websites. And on, they are taking a free registration, so they are able to see profiles, so you know of the opposite members of the opposite 6 and is it — I mean, do you face this problem where the people who are on free profile, they check the profiles and then look for contacts on Facebook and LinkedIn in order to avoid paying the fee? And do you face this problem? And if yes, how do you tackle this problem?
Murugavel Janakiraman
These are very, very insignificant the problem because you know, maybe radily keeping their duals because I don’t think be accepted by the opposite number nicely that you know if someone doesn’t want to pay money and contacting outside a medium that sort of shows that the character of the person so whether someone wants to get married to a person is something people so we don’t see that as a problem but very rarely do come across but we don’t see that as an issue actually.
So our conversion percentage remains strong and we are looking at — continue to look at various initiative to increase the conversion percentage as well.
Unidentified Participant
Okay, great. And another question is on the Google billing this issue. So what’s the update on the case? That is one. And I read in the notes to account that changed the business model in order so that it is not covered by that particular payment system. So could you please update on that overall issue? That is one.
And in the interim, it’s still — is even still invoicing matrimony and are you still paying 4% what was directed by the court earlier?
Murugavel Janakiraman
No, actually it’s not the case because there is a CCI verdict against Google that the Google building was at least of dominance and our researchers are building against CCI, the investing is going on. There’s a direct by CCI to the Google. And recently NCL to also update the Google order.
So at this part-time, so we are all the product no issue to no payment to Google and so it’s not required. With respect to — globally, the lot of developments also happening. You us seen in the Apple that verdict against Apple in the US that Apple has opened up the payment policy, which Apple is a much more vault in the global market and the judgment heavily against Apple saying can communicate the payments in the app, so only for the US market.
So globally, it’s happening. It’s a matter of time because India already Google payment policy was here we dominance. It has a billing image going on. Is our time. So we are protective and of it continues.
Unidentified Participant
Okay. So just to clarify, Google is not invoicing in the interim and there are no payments that you are making as per the earlier court order.
Murugavel Janakiraman
Yeah, yeah.
Unidentified Participant
Okay. And finally, on finally my question on the wedding services business that the breakeven that we envisage that has not come and the profitability still seems little distant. So are there any plans to exit certain segments like, etc, where the bargaining power of the owner may be quite high and the fruits are not reaping. So do you have any plans to exit?
Murugavel Janakiraman
No, actually we don’t mind exiting things where we feel that it’s not working out actually waiting on one PVC at is not required. But again the waiting services, the new model what you’re trying to do is make my waiting where the customer need to pay money to our elevating services and by facilitating the service, we also get the commission from the service provider.
That’s something we are working on it. And apart from that the optimize the cost and the services trying to achieve the breakeven. So these are — we launched few months ago at we are now crossing this month booking. And again, we have to fulfill the service delivery to get that commission. That’s something we are working on it.
So again, but again, the loss is not only a bidding services because it also includes the investment on many jobs and other initiatives as far. As I told many jobs we intend to monetize in the coming months. So we, I think the wedding services to breaking — it’s not about breaking wedding service more of growth in things.
So we are — continue to tie out things if things works out, then the scale-up will be much better. It’s more like you want to get that right that switch part and are right that the point of the growth that we are confident and scaling up significantly. So we are trying something, maybe this year we have some better clarity on some of the initiatives.
On the sure, sure.
Unidentified Participant
Thanks and all the best.
Murugavel Janakiraman
Thank you. Thank you. Mr.
Operator
Thank you. We will take our next question from the line of Madhar Rathi from Counter Cyclic Investments. Please go-ahead.
Madhur Rathi
Sir, can you can see the success stories that were there in this quarter? I’m sorry. Success stories that you mentioned every quarter. So what was the number for this quarter?
Murugavel Janakiraman
22,000.
Madhur Rathi
Okay okay. Sir, so if I look at our success story as a issue to the number of subscription we have. So in FY ’20, it was around almost closer to 14,000 and that has been going down every quarter, every year it has — it’s now around 10%. So is there an issue with our like getting people on our platform that’s why we need to grow with them or sir is something else that we can’t see right now might be issue for this growth to happen going-forward, or have you our or is some that would be very helpful
Murugavel Janakiraman
Sorry, there’s a little bit of noise. I hope you sir.
Madhur Rathi
Yeah, can I repeat my question?
Murugavel Janakiraman
Yeah. Please go-ahead, yeah.
Operator
Sorry. So can you bear a little louder? Your voice is coming very low. We cannot hear you.
Madhur Rathi
Yeah, I’ll do. I’ll do that. I’ll do that just a minute. Is it better right now?
Murugavel Janakiraman
Yeah, yeah, please go-ahead, sir. Y
Madhur Rathi
Yeah. So I wanted to understand, is there any problem issue with getting the number of people on our platform that is the eligible candidates or is there an issue with people not getting enough out of our platform? Because I look at our success change to the ratio number of paid subscribers that we have added, it was around 15,000 INR15,000 activity, but that due to 11% in 110, 11,000 for the last — since FY ’21 to FY ’25. So just trying to understand is there any issue with our platform or is there an issue where the eligible candidate are not finding enough success rate that’s why they are not subscribing to a longer time plan or something on that.
Murugavel Janakiraman
Yeah. I understood now. And thank you for asking questions. I don’t think it has nothing to do with the platform other things. The last year also one of the years while the profile degrowth happened and also in some other markets where it had a prolong state particular market like under.
So — and also the success story is not something may inform something may not inform, also has to do with the number of the number of biddings or number of bidding days and many things in factor on the factor side being reported. We don’t think that way any issue on that front actually, whether the platform or other reasons.
So we definitely don’t see that an issue. Issue and we project definitely more than that. So, sir, how do we plan to increase the number of eight subscribers on our platform?
Madhur Rathi
And sir, also we had been trying to some pricing strategy that we are following. So if you could just help us understand where are you on that and if whatever — in whatever extent you can, what are the measures that we have taken on that
Murugavel Janakiraman
On increase in the subscriptions, the paid subscriptions, was that your question?
Madhur Rathi
Okay. Yes, sir.
Murugavel Janakiraman
Okay, okay. Sir, the increase in paid subscription is one of two things. One is that you have to increase overall profiles of member signing-up on the platform. And second one is that increase the conversion percentage. So we continue to take steps to do that the pricing strategies to drive the conversions and for various segment of the customers.
And also they continue to drive the profit growth. So the two levers are the profile and increase the conversion. The conversion based on the segmenting pricing and various strategies and the profile growth, marketing strategies and the communication strategies, yeah.
Madhur Rathi
Okay, sir, just a final question from my end. Sir, regarding what would be the average time or what the average time — I would say the timeline package that the candidates would buy, sir. So are there any possibility of increasing the timeline or earnings going for to a six-month package? Is there a possibility for that or is there a possibility for going for a lower month package, but at a higher price that will drive our ARPU growth forward. Is there any possibility of?
Murugavel Janakiraman
Yeah, so it may take average nine to 12 months for someone to fund a life partner. So we have various packages. We have from peri months-to the one-year package. So it’s ideally is better if someone go for a one-year package because of the benefit it’s brings and also the cost advantage. But some people do prefer taking or majority prefer taking a shorter-duration of the package. But on average, what you’ve seen is that it takes probably around the nine to 12 months, while there are people who got mad with the one the only content, but there are two taken here as well.
I’m such average it may take to kind of nine to one year or to find a live partner. So — but again, it depends on individual to our push to get people to go for earlier duration, but majority profit go for shorter-duration.
Madhur Rathi
Sir, can we improve the ARPU growth forward by just paying on the timing — timing of the monthly or quarterly packages? Is there a possibility for that going-forward? Sorry, what is going-forward, what are the questions? Sir, if we sir, increase our ARPU growth just based on increasing the pricing for the shorter timeline packages
Murugavel Janakiraman
We definitely employ various pricing strategies to drive the growth and also conversion. We continue to do so, sir.
Madhur Rathi
Okay, sir. Sir, thank you so much and all the best.
Murugavel Janakiraman
Thank you.
Operator
Thank you. We’ll take our next question from the line of Rushab Shah from Drop Capital. Please go-ahead.
Unidentified Participant
Hi,. Hello opportunity again. So I have two questions. So I sir, wanted a perspective that has the trend in the mindset of people change rather than going to Bumble or, is it better to match — to find match on money? And why so? Because as we see there these apps, the users are increasing at a rapid pace in the last four to five years. So why would like the current-generation would want to go to Matra money and find their map? Your use sir.
Murugavel Janakiraman
So definitely. So the is the most credible custody and intention is very clear. So someone looking for a life partner to get married, mattimony should be the platform the choice for Hindu as well. So the platform like told another thing, the people go there for various reasons, which you may know that.
So there is in fact the challenge those platform, the interns of users also percentage of the female profile. So we don’t — it definitely comes true when people are clear about want to get married and is a platform. While there may be some percent user, they may want to quickly explore and they want to — they may have the internet get married, but they may use this platform.
So one of the reasons we also launched the is helping the people who want to fall in love and get married. So that’s something you just kind of launch it, you are fine-tuning it, you are relaunch it again. So but definitely when it comes to marriage, monocytes are the most under preferred for us. Well, there may be some personal triple, but that’s not large-enough.
Unidentified Participant
Sir, my second question is, in the matter we have many category for services we offer. So there any matter money which we have. So are we focusing more on that elite matter money because let’s say, average revenue per user is higher than the rest of the services we have or we are — how is our time allocated between all the services we are you are offering to the customer.
Murugavel Janakiraman
Definitely we are the pioneer of the Elite matrimony. We are the first one India launching exclusive, sorry for its an under the brand Elite matrimony almost like 17 years and also — but again, the segment of the percentage of population is less. But having said that, it’s rightly said, it’s high ARPU, we’re definitely looking at growing all our businesses and not that we’re just focusing on one part of the business.
We have various business yet and there is a focus and drive for all this various initiatives or various brands for that matter. So definitely is one of the opportunities. As I told you, we are the pioneer and PL2 is working with the life partner, your large data profile and among the industry. So reality is definitely one of the focus areas for our group.
Madhur Rathi
Okay. Okay. Thank you so much.
Operator
Thank you. You. The next question is from the line of Vedan Sarda from Nirmal Bang Securities. Please go-ahead.
Unidentified Participant
Thank you for the opportunity. Can you listen me?
Murugavel Janakiraman
Yes, please go-ahead,. Sir,
Unidentified Participant
My question is I just heard some dispute with the Google so are we currently working with the Google advertising?
Murugavel Janakiraman
Yeah, Google we continue on Google
Unidentified Participant
Okay thank you sir.
Operator
Thank you. Now, thank you. We will take our next follow-up question from the line of Damo Dharan from Equitas Capital. Please go-ahead.
Unidentified Participant
Hi, thanks for the opportunity again. This is — so in your opening remarks, you had mentioned that this is the first year that you’ve seen this de-growth. So is this attributable to some — I mean, have you seen some structural change in the online matchmaking
Unidentified Participant
Market where — wherein people are either shifting to other mediums or I mean looking at all alternatives like offline brokers or, is that what is that what’s the reason behind this decline in profile or is it — does it have something to do with the fact that if we are in the Southern market and it’s already, I mean, fairly penetrated and if you want to grow, we have to look at other markets. So just wanted your thoughts on that.
Murugavel Janakiraman
No, actually it did nothing to do with the of the other platform. I think one of the reasons is that so normally they said in first-half April come and there is some increase in the profiles. And I think my thing is about during the COVID time, there was a surge in the profile and probably advance that probably got normalized.
And so it’s not limited to one particular market, it’s out our or East or not. It’s a degrowth one across the market. So I believe that’s one of the years now and we — nothing any structural or any shift in the category. So it definitely is one of the — one of the year. Not in terms of out no actually we are number-one player except North Indian market, West, beta, East, Beta and South.
So the level of leadership vary from market-to-market. But North is one market where we are one of the leaders. We definitely we are taking steps to grow in the long-run, we intend to other days on ongoing basis. So in terms of things, yeah, it’s nothing to do with our strong penetration in certain markets.
The big growth was across the market, it’s not for us, it’s overall interested growth as per the book yeah. So — but sir, correct me if I’m wrong. I mean, the profiles on your app are generally there for like nine or 12 months. So even if there was a increase — the price increase during COVID time, time that would have normalized in the next year.
We are almost three or four years past. So wouldn’t — I mean, if there was a normalization that have happened in FY ’22 or again, the de-growth was not — if you look at our de-growth on building was one year 5% rate. So even you’re talking about the people in 22% at in 24, it’s two years after the COVID. So it is that way it should be seen us.
I think that’s one of the logic to it on whether that’s the reason or that’s my view ask based on what you’ve seen it now also. So 2021, ’22, we are in second phase and second year of COVID happened. So I attribute could — the drop could be on account of some advance happening.
Again, if the growth is only a 5% and profit growth would have been some little more than that thing. So however, now we are once again back-in the growth part. So we attribute to that one. So I couldn’t think of anything else, but I have nothing to do with the category shift or other things.
Unidentified Participant
Okay. And sir, yes, internally — I mean sure you must be tracking a lot of metrics, but your customer satisfaction scores and the customer engagement scores or all those metrics are — have we shown any kind of — I mean something we have we shown any decline or are you seeing something that is — I mean that you’ve not seen there before?
Murugavel Janakiraman
So no, no. No, nothing. I think that your product continue to get better and we continue to make a good improvement on the profit side, customer experience side and the metric side as well. So you do have, I mean you have the ways of tracking customer satisfaction and yes, yes.
Unidentified Participant
Okay, sir. That’s all from my side. Thank you.
Murugavel Janakiraman
Yeah. Thank you,.
Operator
Thank you. Before we take the next question, participants in order to ask a question, you may press star and one. The next question is from the line of Dinesh Kumar, an Individual Investor. Please go-ahead.
Unidentified Participant
Hello, sir.
Murugavel Janakiraman
Yes, Dinesh. Hello.. Please go-ahead. Yeah, please go-ahead, Dinesh Kumar.
Unidentified Participant
Yeah, sir. Sir, can you give a revenue guidance for next financial year, sir, revenue top-line look?,
Murugavel Janakiraman
Actually just we just kind of highlighted what is the coming quarter. So we definitely expect the building growth to continue the way it outlook for the — with this year, but we are not sharing or not talking about the growth the coming year. So our objective is to continue to drive the growth, but we definitely see that the building growth happening in this quarter and we expect that growth momentum to continue.
Unidentified Participant
Okay. Thank you.
Operator
Thank you. Ladies and gentlemen, as there are no further questions from the participants, I would now like to hand the conference over to the management for closing comments.
Murugavel Janakiraman
Thank you so much, City and ICC for in the call and look-forward to continue to stay-in touch with our investors. And any questions feel free-to please see it, sir. Thank you and have a good evening. A nice weekend. Thank you.
Operator
Thank you. On behalf of ICICI Securities Limited, that concludes this conference. Thank you for joining us and you may now disconnect your lines