Onboarding project | Vyapar App | Poorna Muthyala

ICP

User selection:

Shortlisted users who have been associated with Vyapar for more than 6 months.
Currently listed out users primarily in the Retailer segment (75% of userbase)

Attributes	ICP1	ICP2	ICP3
User Name	Guru Chandra Shetty	Vasantha Rajan	Amit
Turnover	50 lakhs to 1 cr	1 cr to 5 cr	10 to 50 lakhs
Personal apps they use	WhatsApp	WhatsApp	Gpay, Bharatpe, Instagram, Photoroom,
Biz category	Retailer	Retailer	Retailer
Can you walk me through a typical day of your life?	Work hours: 9:00 AM - 7:30 PM 1. Stock check on Vyapar 2. Payment IN/OUT (recording every entry) 3. Sends Purchase Order to the supplier 4. Orders stock according to inventory 5. routine customer handling	He has a pretty hectic schedule. He has around 500 items and finds inventory management difficult. He has a vehicle (truck) on a contract basis with some vendor, which delivers items to the hotels/bakeries once a week, covering one particular area on any day. He runs his business from the store.	From morning to afternoon tries to complete the operational work for the shop, after that invests time in figuring out how to grow the business.
Why did you move to Vyapar?	Usability, Compatibility	Billing is easy	Reports, Composite GSt, Sync, Export reports
Can you tell us what were the challenges you were facing that you wanted to solve using software?		Billing	Online store, Marketing
Which of these challenges was solved by adopting Vyapar?	Billing	Billing	NA
Why did you decide to go with Vyapar? Can you tell us one particular thing that stood out for you?	Simplicity	Billing is easy	NA
Desktop - Which features do you find most useful/critical? Can you please name them?	Stock management, Billing, GST Filing	Billing	NA
Android - Which features do you find most useful/critical? Can you please name them?		Billing	Reports, Backup
Desktop - How frequently do they use Vyapar (Daily, Weekly, Monthly)	Monthly	Daily
Android usage frequency	Very Frequent	Daily	Daily
What is the main benefit that Vyapar brings to you?	Value for money	Billing	Intelligence from Reports
Can you give an example where you has delighted/wowed by Vyapar?	No	Billing is easy	When everything started happening on phone Inventory, billing, etc, the business became easy to manage
What are the challenges/frustrations you face with Vyapar? -Can you explain how these things are impacting your business?	1. Billing name search 2. Party name cannot be same 2 names	App crashes, trust issues - stock mismatch, not enough reports. He doesn't trust Vyapar - He finds the stock calculation wrong, not satisfied with the reports that we have. Need more reports related to items - by category, day wise sale report of an item. Wants Tally features in Vyapar - sundry debtors, creditors, price list etc.

Key Takeaways

Primarily uses the app for Billing purposes.
Usage of Android application is higher than Desktop application
Vyapar App seems to be easily usable by a business owner
Since the inception of GST, tracking bills has been paramount, and then the priority is to create Invoices for users
Majorly helps to segregate bills while filing GST returns and ITR returns

JTBD Framework

Goals	Explanation
Functional	Reduction in business management time and focus growth Increase visibility of business and help in planning
Financial	Track and maintain bills for Filing and ITR returns Increase profits by dealing with favorable parties.
Personal	Not Applicable
Social	Not Applicable

Goals for signing up

Description: As established in the Acquisition project and also in user interviews above the majority of the three major modules came across as primary use cases

Make Billing
Inventory management
Party management

Also, the JTBD aligns with user interviews and goals defined earlier.

Activation Metrics

Hypothesis: Since major use cases have been identified, we will be tracking activation events for the same metrics as mentioned above

Activation Statement 1: # of bills made first Y days of onboarding.
- Note: We will play around with a couple of iterations to arrive at the sweet spot
Activation Statement 2: # Items added in first Y days of onboarding
Activation Statement 3: # of parties added in first Y days of onboarding.

Reasoning:

We have hypothesized metrics-based user goals established in user interviews.
The app's activity is calculated to arrive at these activation metrics.
Roughly 4 lakh invoices are created just on the Mobile application
50K parties are added in the month on the Mobile application
80K items are added daily to manage inventory or make bills.

1 lakh Items Added Daily

4 lakh Invoices Created Daily

50K Parties Added Monthly

Tracking

Given that Vyapar is a subscription-based model, we plan to track the license payments of cohorts over a while.
Payment metrics of users not adhering to the activation metric vs users adhering to activation to be compared.

Activation Statement 1:

5 invoices made in the first 7 days of login to the Desktop application

LTV of users who have not made activation 1

At a mature stage LTV (12 months) we see a total conversion of 3% to 4%

LTV of users who have not made activation 1 - Data to be collected

Retention of users: User who are making 5 sale invoices in week for 6 months after login

Retention of users in the existing cohort vs. - Data to be collected
Retetion of users in the cohort who have made 5 invoices in first week - Data to be collected

Activation Statement 2:

10 items added in the first 7 days of login to the Desktop application

LTV of users who have not made activation 2 vs LTV of users who have made activation 2
Retention of users who have not made activation 2 vs Retention of users who have made activation 2