How analytics launched a new delivery model in the CIS and Kazakhstan

When “Yandex Lavka” considered how to expand its assortment without building new dark stores, analytics set the direction for development. Ivan Borisov, team lead for product analytics of ecosystem projects, led the team that developed and implemented the first model in the CIS: now couriers can pick up goods not only from dark stores but also visit stores along their route.

Aida Akhmetkireeva, city — Astana, Editor-in-Chief of WE media

The pilot direction was pharmacies. The project launched its first integrations in Moscow, and then expanded to regions in Russia and Kazakhstan. For the market, this was a real breakthrough: previously, no such model existed anywhere in the CIS.

New challenge: assortment without borders

A classic “Lavka” can accommodate only 3,000–6,000 units of inventory (ESU). For food products, this is sufficient, but users have a demand for goods that cannot be stored in dark stores: medicines, pet supplies, cosmetics.

Ivan Borisov, team lead for product analytics of ecosystem projects

Technically, this looked like transferring the “Yandex Eats” storefront to “Yandex Lavka” with smart filtering. And the logistics mechanic — “the courier drops by a pharmacy or store on the way” — gave the business the ability to increase its assortment without expanding infrastructure. This solution immediately improved metrics: from increased user retention to growth in the number of first-time users.

Scale in Kazakhstan and the CIS

After the first months in Moscow, the model began to scale. Currently, the project operates in dozens of cities, including Almaty, Astana, as well as Yekaterinburg, Novosibirsk, Nizhny Novgorod, and other major cities.

For Kazakhstan, this became especially important: access to pharmacy products through a quick delivery service is a new level of convenience. Now residents of the country’s largest cities can receive medicines and groceries in a single order within minutes.

Analytics as a strategic tool

The analytics team led by Ivan played a crucial role. Their task went far beyond reporting: it was they who defined the integration strategy.

Ivan Borisov, team lead for product analytics of ecosystem projects

We explored dozens of directions. We used “Yandex Maps” data to analyze the density of local businesses — pharmacies, stores, beauty salons, pet shops. We tested many hypotheses and compiled a priority list for the year. Pharmacies became the first direction, and even then it was clear: the future lies with them.

This choice determined the development vector for “Yandex Lavka” in the CIS. Today, pharmacies, beauty products, pet supplies, and flowers are already connected to the project.

An important factor was the level of Yandex’s data infrastructure: a mature DWH culture allowed for rapid report building and decision-making based on high-quality data.

Results: growth and new scenarios

To date, more than 400 pharmacies across different CIS cities are connected to “Yandex Lavka.” Demand for pharmacy products is steadily growing, and almost every order is combined with goods from “Yandex Lavka” — which increases upsell and overall check size.

For the business, this means a new source of GMV, and for partners — revenue growth. For users, it means a fundamentally new scenario: medicines and essential goods can be obtained faster and more conveniently than ever before.

How analytics shapes the future of delivery

For the first time in the CIS, a scenario has been implemented where a quick delivery courier visits stores along their route. This step became not only an innovation for “Yandex Lavka” but also a driver of change across the entire industry.

Ivan Borisov’s role here goes beyond the company’s internal success. His work has become an example of how analytics can not just support a product but define its strategy, shape the market, and create new trends.

The pharmacy project is just the beginning. New integrations follow, and this approach shows: the future of quick delivery in the CIS and Kazakhstan is built at the intersection of data, technology, and leadership.