Pre-GTM

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Problem Statement & Context

Context - It is 12th September. You are working as a Credit Growth Manager at Jumbotail, a Food & FMCG B2B e-commerce. One of your Key OKR is to Increase the First Time User of Jumbotail Credit on the platform.

You have mapped to onboard 3000 new Jumbotail customers on credit this month, while Jumbotail onboards about 6000 customers on the platform.

At the current daily run-rate (DRR), you are expected to touch 2,100 new credit customers. You have 18 days to execute a plan for remaining 600 customers.

Goal

Get 1000 First Timer Credit Transacting Users in 18 days

Input Levers

In order to get to 1000 new credit customers, we need to look at 2 ways to achieve this:

1. Current Month Onboards on JT → Credit Activated New Customers → Order Placed On Jumbotail → Delivery Initiated
2. Last 3 Month Onboards on JT → Credit Activated Customers → Order Placed on Jumbotail → Delivery Initiated
3. Last 3 Month Onboards on JT → Not Activated on Credit → Customers Activated on Credit → Order Placed on Jumbotail → Delivery Initiated

Channels To Prioritise:

1. Feet On Street (FoS)

• For Any New Onboarding - Pitch Credit availability from Jumbotail and get the customer signed up on credit.
• For any revisit customer, not on credit - do as mentioned above .
• For any revisit customer on credit - check for customer's past credit transaction. If zero, place an order equivalent to credit limit.

1. Inhouse Credit Onboarding executives

• Last 3 months onboarded customer with at least one Jumbotail transaction and zero credit transactions inspite of having credit limit - call & place an order for customer on credit.
• Customers with scheduled delivery tomorrow & having enough credit limit to pay for entire order - call & pitch them benefits of credits and take delivery on credit.

1. Delivery Executive

• Train delivery executives to pitch credit at the time of delivery basis order value and available credit limit.

1. WhatsApp Channel

• Out for Delivery message on the day of delivery with available credit limit & order value.

Users:

1. Current Month Jumbotail Onboards
2. Last 3 Months Jumbotail Onboards, with Credit Activated
3. Last 3 Months Jumbotail Onboards, with Credit Not Activated

User Segmentation:

For Current Month Onboards

• Informative Pitch, on availability of credit services, its utility & nominal interest rates

For Last 3 Months Jumbotail Onboards, with Credit Activated

• Promotional Pitch, on missing out zero interest charges paid during the comfortable 15 days window

For Last 3 Months Jumbotail Onboards, with Credit Not Activated

• Informative Pitch, on availability of credit services, its utility & nominal interest rates

Project Planning

During GTM

​Milestone​

• 1st Milestone - 500 New Credit Users by 25th September
• 2nd Milestone - 1000 New Credit Users by 30th September

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