Top 100 Product Strategy Questions With Solutions

1.
How would you launch a new feature to increase user engagement on a social
media app like ShareChat?
Solution:
1. Clarifying Questions:
What are the current user engagement metrics on ShareChat (e.g., DAUs, session length, number
of posts per user)?
Which existing features drive the most engagement (e.g., videos, chatrooms, influencer content)?
Is there a specific target user segment for this feature (e.g., rural, young users, specific language
communities)?
How does the new feature align with the company’s overall business goals?
What is the projected timeline for the feature’s rollout?
2. Structure & Overview:
ShareChat is a regional-language social media platform in India catering to non-English speaking users
from Tier-2 and Tier-3 cities. To increase engagement, we need a feature that resonates deeply with
this user base and complements ShareChat’s mission of localizing the internet.
3. Describe Company & Product:

Company Mission and Vision: ShareChat’s mission is to empower users by providing a platform
where they can communicate in their native languages. The vision is to be the largest social
network for non-English speakers in India.
What It Does: ShareChat is a UGC-based social platform enabling content creation and sharing
across India’s vast regional languages.
Why It Does It: ShareChat bridges the gap between non-English speakers and digital content, a
demographic largely underserved by global platforms.
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How It Does It: It uses an easy-to-use interface, language-optimized content curation, and
influencer partnerships to drive engagement.
For Whom It Does: ShareChat serves regional-language speakers, primarily from rural areas and
small towns.
SWOT Analysis:
Strength: Strong regional presence, user-generated content, understanding of local
preferences.
Weakness: Difficulty in monetizing content; limited urban penetration.
Opportunity: Increasing internet penetration in rural India, regional ad growth.
Threats: Competition from global giants like TikTok and Instagram, which could start
incorporating more regional content.
Unique Value Proposition: ShareChat provides an unparalleled localized experience in native
languages, making it the go-to platform for users who prefer non-English content.
Competitors: TakaTak, Roposo, TikTok, and Instagram (in terms of regional content).
4. Business Goal/Objective:
Using the AAAARRR funnel, the primary goal is to improve Activation and Retention by adding
features that enhance long-term engagement, particularly focusing on Tier-2/Tier-3 users.
AAAERRR: The feature should improve the Activation (increase first-week engagement) and
Retention (drive daily visits).
HEART: Focus on Engagement and Happiness (users should enjoy the new feature and share
positive feedback).
5. List Down Strategies:
Here are potential strategies to increase engagement:
1. Introduce Live Chatrooms: Build real-time chatrooms around trending topics (local festivals,
cricket matches), enabling users to chat live with others from their region.
2. Collaborative Challenges: Encourage users to participate in challenges that reward them with
badges or visibility, particularly leveraging regional influencers.
3. Localized Filters for Photos and Videos: Add fun filters based on local festivals or language-
specific themes.
4. Enhanced Push Notifications: Notify users when relevant content in their language is trending or
when someone engages with their posts.
5. Reward-Based Engagement: Implement a gamification layer where users earn points for daily
usage or sharing content, redeemable for local rewards.
6. Evaluate Strategies (RICE Framework):
Live Chatrooms (Reach: High, Impact: High, Confidence: Medium, Effort: High) – RICE Score: 45
Collaborative Challenges (Reach: Medium, Impact: Medium, Confidence: High, Effort: Medium) –
RICE Score: 35
Localized Filters (Reach: Medium, Impact: Medium, Confidence: High, Effort: Low) – RICE Score:
40
Enhanced Push Notifications (Reach: Medium, Impact: Medium, Confidence: High, Effort: Low) –
RICE Score: 30
Reward-Based Engagement (Reach: Medium, Impact: Medium, Confidence: Medium, Effort:
Medium) – RICE Score: 25
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Prioritize Live Chatrooms, Localized Filters, and Collaborative Challenges as the top strategies.
7. Trade-offs:
Focusing on live chatrooms may consume engineering resources, delaying other features like
improved notifications.
Filters are a lower effort but may not drive as much long-term engagement as chatrooms or
challenges.
Rewards may need constant management, which could be resource-heavy.
8. Success Metrics:
DAUs (Daily Active Users): Aim to increase DAUs by 20% within 6 months of the feature launch.
Average Session Time: Increase by 15% per user.
User Retention: Improve weekly retention by 10% within the first 3 months.
Feature-Specific Metrics: Track the number of users joining chatrooms, engaging in challenges,
or using filters.
9. Summary:
To increase user engagement on ShareChat, the introduction of features like live chatrooms, localized
filters, and collaborative challenges can help deepen user interactions. By focusing on engagement
and retention using RICE evaluation, we’ve prioritized the highest impact features. Success will be
measured through increased DAUs, session times, and weekly retention.
2. How would you improve user acquisition for a fintech product like Razorpay in
India?
Solution:
What is Razorpay’s current user acquisition strategy? What channels are performing best?
Are we targeting SMEs, large enterprises, or individual customers?
What is the customer acquisition cost (CAC) and the LTV (Lifetime Value)?
Which user segments are underpenetrated in the market (e.g., regional SMEs)?
What’s the goal—more volume, better quality users, or new geographic penetration?
Razorpay is a fintech company providing payment gateway solutions for businesses in India. Improving
user acquisition involves understanding the current target segments, CAC, and customer journey to
propose strategies that can grow the user base while maintaining cost-effectiveness.

Company Mission and Vision: Razorpay’s mission is to simplify payments for businesses in India
by providing fast, reliable, and secure online payment solutions. The vision is to be the leading
digital payment solution for businesses across all sizes in India.
What It Does: Razorpay offers payment gateway services, invoicing, payroll, and business banking
solutions, simplifying the online transaction process for businesses.
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Why It Does It: India’s growing e-commerce and digital economy require seamless online payment
infrastructure, especially for SMEs and startups, to succeed in a digital-first world.
How It Does It: Through an easy-to-integrate payment gateway, Razorpay supports multiple
payment methods, including UPI, credit/debit cards, and net banking.
For Whom It Does It: Primarily, Razorpay serves startups, SMEs, and growing e-commerce
businesses looking for efficient digital payment solutions.
SWOT Analysis:
Strength: Strong integration with India’s leading payment systems (UPI, Paytm), wide
acceptance.
Weakness: High competition from PayU, CCAvenue, and traditional banking systems.
Opportunity: Growing e-commerce industry, increased digitization post-pandemic.
Threat: Entry of global players like PayPal and Stripe into India.
Unique Value Proposition: Razorpay offers a holistic suite of services that extends beyond
payments, including payroll, invoicing, and business loans for growing businesses.
Competitors: PayU, CCAvenue, Stripe, PayPal.
The primary goal is to enhance Acquisition and Activation by increasing the number of businesses
using Razorpay as their payment processor.

1. Localized Marketing for Tier-2/3 SMEs: Target regional businesses through vernacular ads and
on-the-ground marketing to grow adoption outside urban centers.
2. Referral Program: Incentivize current users to refer new businesses, offering discounts on
transaction fees for each referral.
3. Partnerships with E-commerce Platforms: Collaborate with e-commerce platforms like Shopify
India to bundle Razorpay as a default payment solution for merchants.
4. Industry-Specific Features: Develop tailored solutions for high-potential sectors like education,
healthcare, and retail (e.g., school fee management, telemedicine payments).
5. Freemium Model for SMEs: Introduce a freemium tier for smaller businesses to lower entry
barriers, where advanced features can be unlocked with paid tiers.
6. Social Proof Campaigns: Showcase case studies and testimonials of SMEs that grew their
revenue using Razorpay,
building trust with potential clients.

Localized Marketing for Tier-2/3 SMEs (Reach: High, Impact: Medium, Confidence: Medium,
Effort: High) – RICE Score: 40
Referral Program (Reach: Medium, Impact: Medium, Confidence: High, Effort: Low) – RICE Score:
35
E-commerce Partnerships (Reach: High, Impact: High, Confidence: Medium, Effort: High) – RICE
Score: 45
Industry-Specific Features (Reach: Medium, Impact: High, Confidence: Medium, Effort: Medium)
– RICE Score: 35
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Freemium Model (Reach: High, Impact: Medium, Confidence: High, Effort: Medium) – RICE Score:
40
Prioritize E-commerce Partnerships, Freemium Model, and Localized Marketing.
7. Trade-offs:
Investing in e-commerce partnerships and local marketing may consume significant resources,
requiring cuts to other marketing efforts.
The referral program, while low-effort, may need ongoing promotion to sustain momentum.
Industry-specific features may take longer to develop, potentially delaying immediate growth.
8. Success Metrics:
New User Sign-ups: Aim for a 25% increase in the number of businesses signing up monthly.
CAC: Monitor customer acquisition costs to ensure they remain sustainable, ideally decreasing by
10% post-strategy execution.
Conversion Rate: Track the number of businesses that convert from free to paid plans (if
implementing a freemium model).
Regional Penetration: Increase the number of new users in Tier-2/3 cities by 30% in the first year.
9. Summary:
To improve user acquisition for Razorpay, focusing on e-commerce partnerships, a freemium model,
and localized marketing in Tier-2/3 cities will create sustainable growth while keeping CAC in check.
Measuring success via new sign-ups, CAC reduction, and conversion rates ensures that the strategies
align with business goals.
3. How would you improve user retention for a subscription-based product like
Hotstar?
Solution:
What is Hotstar’s current retention rate?
Which user segments (e.g., sports viewers, movie lovers) tend to churn more often?
What is the primary reason users cancel their subscriptions?
Are we targeting new users, existing users, or both for this strategy?
What content or features are currently most successful in retaining users?
Hotstar is one of India’s leading OTT platforms, known for streaming sports (especially cricket),
movies, and shows in multiple languages. Retention strategies for Hotstar should focus on providing
value for existing users, with a specific emphasis on those most likely to churn.

Company Mission and Vision: Hotstar’s mission is to offer an immersive entertainment
experience to Indian users across devices. Its vision is to be the leading OTT platform in India for
both sports and entertainment content.
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What It Does: Hotstar provides a subscription-based platform where users can access movies, TV
shows, and live sports.
Why It Does It: With the rise of digital content consumption, Hotstar capitalizes on the increasing
demand for on-demand content, especially in India’s multilingual market.
How It Does It: It leverages licensing deals with Disney, local content creators, and exclusive rights
to sports events like the IPL to drive subscriptions.
For Whom It Does: The product serves the Indian market, targeting diverse user segments,
including families, sports fans, and local movie enthusiasts.
SWOT Analysis:
Strength: Strong presence in live sports (especially cricket), diverse content portfolio in
regional languages.
Weakness: High churn after the cricket season, reliance on sports for retention.
Opportunity: Growing demand for regional content, expansion into Tier-2/3 cities.
Threat: Competitors like Amazon Prime, Netflix, and SonyLiv growing their content libraries.
Unique Value Proposition: Hotstar offers exclusive live streaming of cricket and a vast library of
regional language content, unmatched by its competitors in scale.
Competitors: Amazon Prime, Netflix, SonyLiv.
The primary goal is to improve Retention and Engagement by providing more reasons for users to
stay subscribed beyond the cricket season.

1. Exclusive Regional Content: Increase the production and acquisition of regional language shows
and movies to keep users engaged year-round.
2. Post-Cricket Retention Offers: Offer discounts or extended subscriptions to users who are likely
to churn after major sports events.
3. Personalized Recommendations: Use AI-driven recommendations to suggest relevant content
based on user preferences, increasing daily engagement.
4. Tiered Subscription Plans: Introduce tiered plans offering flexible pricing for users with different
content needs (e.g., sports-only, full-access).
5. Seasonal Discounts: Offer special deals during major holidays or events to re-engage users who
might be considering churn.
Exclusive Regional Content (Reach: High, Impact: High, Confidence: High, Effort: Medium) –
RICE Score: 50
Post-Cricket Offers (Reach: Medium, Impact: High, Confidence: Medium, Effort: Low) – RICE
Score: 40
Personalized Recommendations (Reach: Medium, Impact: Medium, Confidence: High, Effort:
Tiered Subscription Plans (Reach: High, Impact: High, Confidence: Medium, Effort: High) – RICE
Score: 45
Seasonal Discounts (Reach: Medium, Impact: Medium, Confidence: Medium, Effort: Low) – RICE
Score: 30
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Prioritize Exclusive Regional Content, Tiered Subscription Plans, and Post-Cricket Offers.
7. Trade-offs:
Increasing regional content will require significant upfront investment in production or licensing,
which could delay ROI.
Tiered subscription plans may confuse users if not marketed correctly.
Post-cricket offers may lead to short-term revenue loss but could improve long-term retention.
8. Success Metrics:
Churn Rate: Reduce churn by 20% post-cricket season.
Renewals: Increase the number of users renewing their subscriptions after 6 months by 15%.
Average Watch Time: Improve daily watch time by 10% with personalized recommendations.
Regional Content Viewership: Track viewership of regional content, aiming for a 30% increase
over 12 months.
9. Summary:
To retain users on Hotstar, focusing on exclusive regional content, introducing tiered subscription
plans, and providing post-cricket retention offers can significantly improve long-term engagement and
reduce churn. Measuring success through churn reduction, renewals, and increased content
consumption ensures that the strategy aligns with business goals.
4. How would you expand customer acquisition for a ride-hailing app like Ola in
Tier-2 and Tier-3 cities in India?
Solution:
What is Ola’s current market share in Tier-2 and Tier-3 cities?
What challenges have been identified in expanding into these cities (e.g., infrastructure, user trust,
local competition)?
Are there specific user demographics that Ola is targeting in these regions (e.g., students,
commuters, small business owners)?
What is the customer acquisition cost (CAC) in these markets compared to Tier-1 cities?
What are the current channels driving the most acquisition (e.g., online ads, partnerships, offline
campaigns)?
Ola is a ride-hailing company that has strong dominance in major Indian cities. However, Tier-2 and
Tier-3 cities represent an untapped growth opportunity. Expanding customer acquisition in these cities
requires understanding local transportation challenges, digital infrastructure, and customer behaviour.

Company Mission and Vision: Ola’s mission is to provide affordable, accessible, and efficient
transportation to everyone in India. Its vision is to be the leader in mobility solutions across all
cities in India.
What It Does: Ola connects riders with drivers via its mobile app, offering services such as bike
rides, taxis, and auto rickshaws.
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Why It Does It: Ola seeks to reduce the dependence on private vehicles and inefficient local
transport systems by providing on-demand transportation.
How It Does It: Ola uses GPS tracking, online payments, and a user-friendly mobile app to provide
seamless transportation experiences.
For Whom It Does: Ola primarily serves urban commuters but has seen increasing demand from
smaller cities, where public transport options are limited.
SWOT Analysis:
Strength: Strong brand recognition and user trust in Tier-1 cities.
Weakness: Infrastructure challenges and low smartphone penetration in Tier-2/3 cities.
Opportunity: Increasing smartphone and internet penetration in rural India.
Threat: Local transportation services (e.g., bike taxis) and auto unions.
Unique Value Proposition: Ola offers convenient and affordable transportation with a range of
vehicle options (auto rickshaws, taxis, bikes), making it accessible to different economic segments.
Competitors: Uber, Rapido, local rickshaw services.

The primary objective is to enhance Acquisition and Activation in Tier-2/3 cities, focusing on
acquiring new customers at a sustainable CAC.

1. Local Partnerships with Auto Rickshaw Drivers: Collaborate with local auto unions to integrate
their services into Ola’s platform, making it easier for residents to find autos via the app.
2. On-ground Marketing Campaigns: Deploy local marketing teams to create awareness in public
areas (markets, railway stations) through demonstrations and special offers for first-time users.
3. Referral Programs: Incentivize existing users in these cities to refer new users, offering
discounted rides for both referrer and referee.
4. Affordable Ride Options: Introduce low-cost options such as shared autos or bike taxis to suit the
price sensitivity of customers in smaller cities.
5. Language Localization: Localize the app interface and customer support to regional languages,
making it easier for non-English speakers to use the service.
6. Partner with Local Businesses: Offer Ola rides as part of loyalty programs with local grocery
stores, small businesses, and community centers, where ride vouchers are given as incentives.
Local Partnerships with Auto Drivers (Reach: High, Impact: Medium, Confidence: High, Effort:
On-ground Marketing (Reach: Medium, Impact: Medium, Confidence: Medium, Effort: High) –
RICE Score: 35
40
Affordable Ride Options (Reach: High, Impact: High, Confidence: High, Effort: Medium) – RICE
Score: 50
Language Localization (Reach: Medium, Impact: Medium, Confidence: High, Effort: Medium) –
RICE Score: 40
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Prioritize Affordable Ride Options, Local Partnerships, and Referral Program.
7. Trade-offs:
Partnering with local auto drivers may take time due to local negotiations and regulations, delaying
a broader rollout.
Affordable ride options may lead to thinner profit margins, especially if uptake is high but costs are
not managed well.
On-ground marketing campaigns are resource-heavy and may only provide short-term boosts in
customer acquisition.
8. Success Metrics:
New User Acquisition: Target a 30% increase in new users within 6 months.
Customer Acquisition Cost (CAC): Reduce CAC in Tier-2/3 cities by 15% through referral
programs and partnerships.
Ride Frequency: Increase average rides per user by 10% through affordable options and referral
incentives.
Driver Onboarding: Measure success through the number of auto rickshaw drivers who onboard
the platform.
9. Summary:
Expanding customer acquisition in Tier-2 and Tier-3 cities for Ola requires leveraging local
partnerships, offering affordable ride options, and driving referral-based growth. The key strategies
focus on reducing CAC and building trust through localized marketing and partnerships with auto
drivers. Success will be measured by new user acquisition, CAC reduction, and ride frequency.
5. How would you prioritize features for a SaaS product like Zoho?
Solution:
What are Zoho’s current top priorities for the product (e.g., growth, retention, monetization)?
What is the current feedback from users? Are there common pain points?
Which segments (e.g., SMEs, enterprise clients) are the most profitable for Zoho?
What is the current feature development roadmap, and how much development capacity is
available?
Are there any features specifically requested by enterprise clients versus smaller businesses?
Zoho is a leading SaaS company offering a suite of software products aimed at SMEs and large
enterprises. Prioritizing features involves understanding customer feedback, business goals, and the
technical capacity of the development team.

Company Mission and Vision: Zoho’s mission is to provide powerful yet affordable software
solutions for businesses of all sizes. Its vision is to be the most comprehensive SaaS provider
globally, offering solutions across multiple business functions.
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What It Does: Zoho offers a suite of products such as CRM, finance, HR, and customer support
software, aimed at improving business efficiency.
Why It Does It: Zoho aims to simplify business operations through automation and integration,
allowing businesses to focus on growth rather than administrative tasks.
How It Does It: Through cloud-based applications, Zoho offers integrated software that allows
businesses to manage everything from sales and customer relationships to inventory and HR.
For Whom It Does It: Zoho’s target audience includes SMEs, startups, and large enterprises
seeking affordable business software.
SWOT Analysis:
Strength: Comprehensive suite of products, affordability, strong customer support.
Weakness: Feature bloat in some products, leading to a steeper learning curve for users.
Opportunity: Growing demand for cloud-based business solutions, especially among SMEs in
emerging markets.
Threat: Competition from global giants like Salesforce, Microsoft Dynamics, and HubSpot.
Unique Value Proposition: Zoho offers an affordable and integrated suite of business solutions,
making it easier for businesses to manage all their operations from a single platform.
Competitors: Salesforce, Microsoft Dynamics, HubSpot.
The primary objective is to prioritize features that enhance Retention and Revenue Growth for both
SMEs and larger clients, balancing immediate client needs with long-term product vision.

1. Customer-Requested Features: Prioritize the most frequently requested features by enterprise
clients, as they tend to have higher retention rates.
2. Improve Integrations: Enhance Zoho’s integration with third-party tools like Slack, Shopify, and
QuickBooks to make the product more appealing to larger businesses.
3. Mobile-First Enhancements: Build out mobile app features for business owners on the go,
ensuring Zoho remains competitive in a mobile-centric world.
4. AI-Driven Automation: Invest in AI features that help businesses automate repetitive tasks, such
as invoicing or customer communication.
5. Improve User Experience (UX): Simplify the interface for key products like Zoho CRM and Zoho
Books to reduce churn from overwhelmed users.
6. Security Enhancements: Focus on upgrading data security features, especially for enterprise
customers dealing with sensitive information.
Customer-Requested Features (Reach: Medium, Impact: High, Confidence: High, Effort: Medium) –
RICE Score: 45
Improve Integrations (Reach: High, Impact: Medium, Confidence: Medium, Effort: High) – RICE
Score: 40
Mobile-First Enhancements (Reach: Medium, Impact: Medium, Confidence: Medium, Effort:
AI-Driven Automation (Reach: Medium, Impact: High, Confidence: Medium, Effort: High) – RICE
Score: 40
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Improve UX (Reach: High, Impact: High, Confidence: High, Effort: Medium) – RICE Score: 50
Security Enhancements (Reach: Medium, Impact: High, Confidence: Medium, Effort: Medium) –
RICE Score: 40
Prioritize Improve UX, Customer-Requested Features, and AI-Driven Automation.
7. Trade-offs:
Enhancing integrations may delay development of new features, which could affect customer
satisfaction in the short term.
Focusing on UX improvements could delay AI or security-related upgrades.
AI-driven automation may take more time to develop and implement, pushing other high-priority
features down the roadmap.
8. Success Metrics:
Retention Rate: Improve retention by 10% over the next year.
Customer Satisfaction: Aim for a 15% improvement in customer satisfaction scores through
feature updates.
Adoption Rate of New Features: Track how many customers start using newly implemented
features, aiming for a 20% adoption rate within the first quarter post-launch.
Revenue Growth: Measure the increase in cross-selling or upselling opportunities tied to new
feature rollouts.
9. Summary:
Prioritizing features for Zoho should focus on improving user experience, integrating customer-
requested features, and building out AI-driven automation. By improving these areas, Zoho can
enhance retention, satisfaction, and revenue growth. Success will be measured by retention rates,
customer satisfaction, and the adoption rate of new features.
6. How would you improve the conversion rate for a freemium app like Zomato
Pro?
Solution:
What is the current conversion rate from free users to Zomato Pro?
What are the primary barriers preventing users from upgrading to Zomato Pro (e.g., price
sensitivity, lack of perceived value)?
What benefits do Pro users get, and how do these differ from the free plan?
Are there particular regions or demographics where conversion rates are lower?
How does the current marketing strategy communicate the value of Zomato Pro?
Zomato Pro is a premium subscription service offering users exclusive discounts and benefits at
partner restaurants. To improve conversion rates, the focus should be on communicating the value of
the service clearly, reducing friction in the upgrade process, and offering incentives that resonate with
the target audience.
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Company Mission and Vision: Zomato’s mission is to ensure that no one ever has a bad meal. Its
vision is to be the leading food delivery and restaurant discovery platform in the world.
What It Does: Zomato provides a platform where users can discover restaurants, order food, and
access exclusive benefits through Zomato Pro.
Why It Does It: Zomato aims to simplify the dining experience, helping users make informed
decisions and save money while dining out or ordering in.
How It Does It: Through a subscription model, Zomato Pro offers discounts on dining and delivery,
helping users save on each transaction.
For Whom It Does: Zomato primarily targets urban customers who dine out or order in regularly
and are looking for ways to save money.
SWOT Analysis:
Strength: Strong brand presence in India, extensive restaurant partnerships, and a large user
base.
Weakness: Price sensitivity in Tier-2/3 cities, where users may be less willing to pay for
premium services.
Opportunity: Increasing demand for dining and food delivery post-pandemic, especially in
urban areas.
Threat: Competition from Swiggy and hyperlocal food delivery services offering similar loyalty
programs.
Unique Value Proposition: Zomato Pro offers exclusive discounts and faster deliveries, making it
a valuable service for frequent diners and food delivery customers.
Competitors: Swiggy Super, Dineout Passport.
The primary goal is to improve Conversion by increasing the number of free users who upgrade to
Zomato Pro.

1. Limited-Time Offers: Offer time-limited discounts for upgrading to Zomato Pro, creating urgency
for free users.
2. Personalized Messaging: Use data-driven insights to send personalized notifications and emails
to free users highlighting the value they could gain from Pro based on their order history.
3. Referral Bonuses: Incentivize current Pro users to refer free users by offering both parties
discounts on their next order.
4. Pro-Only Features: Introduce exclusive features (e.g., priority delivery, access to premium
restaurants) available only to Pro users to make the membership more attractive.
5. Freemium Trials: Offer a free one-month trial of Zomato Pro to new users to showcase the
benefits before they commit to a paid plan.
6. Localized Pricing: Introduce region-specific pricing to make Zomato Pro more affordable in
Tier-2/3 cities.
Limited-Time Offers (Reach: Medium, Impact: Medium, Confidence: High, Effort: Low) – RICE
Score: 35
Personalized Messaging (Reach: Medium, Impact: Medium, Confidence: Medium, Effort: Medium)
– RICE Score: 35
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Referral Bonuses (Reach: Medium, Impact: High, Confidence: High, Effort: Low) – RICE Score: 45
Pro-Only Features (Reach: Medium, Impact: High, Confidence: Medium, Effort: High) – RICE
Score: 40
Freemium Trials (Reach: High, Impact: High, Confidence: Medium, Effort: Medium) – RICE Score:
45
Prioritize Referral Bonuses, Freemium Trials, and Pro-Only Features.
7. Trade-offs:
Offering freemium trials could temporarily increase costs without guaranteeing a significant
increase in conversions.
Referral bonuses may lead to lower margins on certain orders if the discounts offered are too
aggressive.
Pro-only features require additional development resources, which may slow down other high-
priority projects.
8. Success Metrics:
Conversion Rate: Increase the conversion rate from free users to Pro by 15% within the first
quarter of implementing the strategy.
Referral Growth: Measure the number of new Pro sign-ups driven by referral bonuses, targeting a
20% increase in referral-driven conversions.
Retention Rate: Improve the retention rate of Pro users by 10%, indicating that the benefits are
valued and keeping users subscribed.
9. Summary:
Improving the conversion rate for Zomato Pro requires a multi-pronged approach, including referral
bonuses, personalized messaging, and time-limited offers. Offering freemium trials and introducing
Pro-only features can also make the membership more attractive. Success will be measured by
conversion rate increases, referral growth, and improved retention among Pro users.
7. How would you launch a new product feature on a music streaming platform like
JioSaavn?
Solution:
What is the goal of this new feature? Is it to increase user engagement, subscriptions, or
something else?
What is the current usage behavior of JioSaavn users (e.g., how often do they listen to music, what
kind of content do they consume the most)?
Is this feature targeting premium users, free users, or both?
What is the timeline for launching this feature? Do we need to align with any particular event, like a
music festival?
What resources are available for marketing and promoting this feature?
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JioSaavn is one of India’s leading music streaming platforms, competing with global giants like Spotify
and Apple Music. Launching a new feature on the platform requires understanding the existing user
base, their preferences, and how the feature aligns with JioSaavn’s overall business goals.

Company Mission and Vision: JioSaavn’s mission is to connect users with the best music
experience, offering a diverse range of content across multiple languages. Its vision is to be the
leading music streaming platform in India, catering to both regional and mainstream music lovers.
What It Does: JioSaavn provides on-demand music streaming services, offering access to millions
of songs, podcasts, and radio stations.
Why It Does It: As India’s music market grows, JioSaavn aims to provide users with a seamless
experience for discovering, streaming, and sharing music.
How It Does It: JioSaavn uses a freemium model, offering both free and premium tiers with
additional benefits like ad-free listening and offline downloads.
For Whom It Does: The platform caters to a wide range of listeners, including regional language
users, music enthusiasts, and podcast listeners.
SWOT Analysis:
Strength: Strong catalog of Indian regional music, large user base due to Jio’s network, strong
partnerships with artists.
Weakness: Limited original content compared to global competitors like Spotify.
Opportunity: Growing demand for podcasts and regional music.
Threat: Increasing competition from global players like Spotify, YouTube Music, and Apple
Music.
Unique Value Proposition: JioSaavn offers a wide catalog of Indian and regional music, with
personalized recommendations and a freemium model that appeals to both casual and dedicated
listeners.
Competitors: Spotify, Gaana, YouTube Music, Apple Music.
The primary objective is to increase Engagement and Retention through the new feature by offering a
unique and immersive experience that encourages users to spend more time on the platform.

1. Personalized Playlists: Introduce AI-driven, mood-based playlists that automatically adjust to
users' listening preferences throughout the day.
2. Exclusive Artist Content: Offer exclusive behind-the-scenes interviews, live concert recordings,
or unreleased tracks from top Indian artists.
3. Collaborative Playlists: Allow users to create and share collaborative playlists with friends,
encouraging social interaction and group listening experiences.
4. Interactive Podcast Episodes: Add interactive features to podcast episodes (e.g., Q&A or live
feedback options) to keep users engaged during long-form content.
5. Music Video Integration: Integrate music videos into the streaming experience, giving users the
option to watch as well as listen to their favorite tracks.
6. Reward-Based Listening: Introduce a loyalty program where users earn points for every hour
spent listening, redeemable for merchandise, concert tickets, or premium subscriptions.
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Personalized Playlists (Reach: High, Impact: High, Confidence: High, Effort: Medium) – RICE
Score: 55
Exclusive Artist Content (Reach: Medium, Impact: High, Confidence: Medium, Effort: High) –
RICE Score: 40
Collaborative Playlists (Reach: Medium, Impact: Medium, Confidence: Medium, Effort: Medium) –
RICE Score: 35
Interactive Podcast Episodes (Reach: Medium, Impact: Medium, Confidence: High, Effort:
Music Video Integration (Reach: Medium, Impact: High, Confidence: Medium, Effort: High) –
RICE Score: 45
Reward-Based Listening (Reach: Medium, Impact: Medium, Confidence: Medium, Effort: Low) –
RICE Score: 35
Prioritize Personalized Playlists, Music Video Integration, and Exclusive Artist Content.
7. Trade-offs:
Offering exclusive artist content may require upfront investment in artist partnerships and licensing
deals.
Personalized playlists require significant development in AI and machine learning, which may delay
other feature rollouts.
Music video integration could require additional bandwidth and server resources, increasing costs.
8. Success Metrics:
Engagement: Aim to increase average session duration by 15% with the new feature.
Retention: Improve monthly retention rates by 10% within the first 6 months.
Daily Active Users (DAUs): Increase DAUs by 20% within the first quarter post-launch.
Feature-Specific Usage: Track the adoption of personalized playlists and music videos, aiming for
a 25% usage rate among active users.
9. Summary:
To successfully launch a new feature on JioSaavn, focusing on personalized playlists, exclusive artist
content, and music video integration can enhance engagement and retention. By leveraging AI-driven
personalization and exclusive content, JioSaavn can differentiate itself in a competitive market.
Success will be measured through DAUs, session length, and feature-specific adoption rates.
8. How would you expand the international user base for a video conferencing tool
like Zoom?
Solution:
What is Zoom’s current international market share, and in which regions is growth the strongest?
What are the unique needs of international users that may differ from the US user base (e.g.,
language support, bandwidth optimization)?
Are there any regulatory or compliance challenges in expanding to certain regions?
15
What is the current marketing strategy for international users, and what channels are performing
best?
What is the competition like in key international markets (e.g., local competitors)?
Zoom has become a global leader in video conferencing, particularly after the pandemic, but
expanding its international user base requires targeted strategies that address the unique needs of
different regions while balancing growth with compliance.

Company Mission and Vision: Zoom’s mission is to make communication frictionless for
everyone, enabling remote work, collaboration, and connection from anywhere. Its vision is to be
the world’s leading communication platform.
What It Does: Zoom provides video conferencing, webinar, and cloud telephony solutions to users
across various industries.
Why It Does It: As remote work and online collaboration become more prevalent, Zoom aims to
provide a seamless and reliable communication tool that connects teams and individuals globally.
How It Does It: Through an easy-to-use platform, Zoom offers video conferencing with features
like screen sharing, recording, and breakout rooms, optimized for low-bandwidth environments.
For Whom It Does: Zoom serves a wide audience, including businesses, educational institutions,
healthcare providers, and individuals.
SWOT Analysis:
Strength: Strong brand recognition, user-friendly interface, and feature-rich platform.
Weakness: Security concerns in certain markets, reliance on high-bandwidth connections.
Opportunity: Increasing demand for remote collaboration tools, especially in emerging
markets.
Threat: Competition from local providers and global giants like Microsoft Teams and Google
Meet.
Unique Value Proposition: Zoom offers a scalable and reliable video conferencing solution that is
easy to use, even in low-bandwidth regions, making it ideal for both enterprises and individual
users.
Competitors: Microsoft Teams, Google Meet, Cisco WebEx, Skype.
The primary objective is to expand Zoom’s international user base by improving Acquisition and
Activation in key growth markets while addressing region-specific needs.

1. Localized Marketing Campaigns: Launch country-specific marketing campaigns tailored to the
unique needs and preferences of each region (e.g., language, cultural references).
2. Expand Language Support: Increase the number of languages supported by Zoom’s UI, customer
support, and documentation to appeal to non-English speaking markets.
3. Partnerships with Local ISPs: Collaborate with local internet service providers (ISPs) to optimize
Zoom for low-bandwidth environments and provide better user experiences in emerging markets.
4. Localized Pricing Models: Introduce region-specific pricing to make Zoom more affordable in
price-sensitive markets, particularly in emerging economies.
16
5. **Compliance and Security Enh
ancements**: Strengthen data privacy and compliance features to meet the regulatory requirements of
specific regions (e.g., GDPR in Europe, data localization laws in India).
6. Tailored Onboarding for Education and Healthcare: Create specialized onboarding experiences and
features for sectors like education and healthcare, where remote communication needs are growing
rapidly.
Localized Marketing Campaigns (Reach: High, Impact: Medium, Confidence: High, Effort:
Expand Language Support (Reach: High, Impact: High, Confidence: High, Effort: Medium) – RICE
Score: 50
Partnerships with Local ISPs (Reach: Medium, Impact: High, Confidence: Medium, Effort: High) –
RICE Score: 40
Localized Pricing Models (Reach: High, Impact: Medium, Confidence: Medium, Effort: Medium) –
RICE Score: 45
Compliance and Security Enhancements (Reach: Medium, Impact: High, Confidence: Medium,
Prioritize Expand Language Support, Localized Marketing Campaigns, and Localized Pricing
Models.
7. Trade-offs:
Expanding language support will require investment in translation services and customer support,
potentially delaying other features.
Localized pricing models could reduce margins in certain regions, but could also drive significant
volume.
Compliance enhancements could slow down expansion in regions with less strict regulations due
to resource allocation.
8. Success Metrics:
New User Sign-ups: Aim for a 30% increase in international user sign-ups over the next year.
User Retention: Improve international retention rates by 15%, indicating higher satisfaction with
localized features.
Regional Revenue Growth: Track revenue growth from key international markets, aiming for a
20% increase within 12 months.
Localization Metrics: Measure the adoption of localized features (language support, pricing
models), aiming for a 50% usage rate among new international users.
9. Summary:
To expand its international user base, Zoom should focus on localized marketing, language support,
and region-specific pricing models. These strategies will help attract and retain users in diverse
markets, making Zoom more competitive globally. Success will be measured through new sign-ups,
retention rates, and regional revenue growth.
17
9. How would you improve customer retention for a digital payment app like
Paytm?
Solution:
What is the current churn rate for Paytm?
Are there specific user segments (e.g., millennials, small business owners) that churn more
frequently?
What features are most heavily used (e.g., wallet, UPI, bill payments)?
Are there any patterns in churn behavior (e.g., users churn after making a certain number of
transactions or after a certain period of inactivity)?
What feedback have we gathered from users who churn?
Paytm is one of India’s largest digital payment platforms, with a diverse set of users ranging from
individual customers to small businesses. Improving customer retention requires focusing on providing
more value to users while addressing specific pain points that lead to churn.

Company Mission and Vision: Paytm’s mission is to bring financial inclusion to millions of
unbanked and underbanked Indians by providing easy access to digital payments and financial
services. Its vision is to be the leading financial services platform in India.
What It Does: Paytm offers a digital wallet, UPI payments, bill payments, insurance, financial
services, and an e-commerce platform.
Why It Does It: India’s rapidly growing digital economy needs a trusted and easy-to-use digital
payment system, particularly as more people move away from cash.
How It Does It: Paytm uses a mobile-first approach, integrating multiple payment methods (UPI,
credit/debit cards, wallets) to provide seamless financial services.
For Whom It Does: Paytm caters to a wide audience, including individual consumers, small
businesses, and merchants.
SWOT Analysis:
Strength: A vast network of users and merchants, comprehensive financial services.
Weakness: Intense competition from other fintechs, low margins in payment processing.
Opportunity: Growing demand for financial services in rural and semi-urban India.
Threat: Increased competition from UPI-focused apps like Google Pay and PhonePe.
Unique Value Proposition: Paytm offers an all-in-one solution for digital payments, financial
services, and e-commerce, providing a seamless experience for users and merchants alike.
Competitors: Google Pay, PhonePe, MobiKwik, Amazon Pay.
The primary goal is to improve Retention by reducing churn, particularly among users who have
already completed transactions, and keeping them engaged with Paytm’s wide array of services.

1. Personalized Push Notifications: Send personalized reminders and notifications based on user
activity, encouraging users to complete payments or transactions they’ve abandoned.
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2. Loyalty and Cashback Programs: Offer loyalty points and cashback rewards for frequent users to
incentivize regular transactions.
3. Bill Payment Reminders: Automate bill reminders (e.g., electricity, mobile recharge) to encourage
users to use Paytm as their primary payment platform.
4. Tiered Memberships: Introduce a tiered rewards program (e.g., Paytm Pro) that offers premium
users additional perks such as higher cashback rates, exclusive deals, and faster support.
5. In-App Financial Education: Provide easy-to-understand financial education content to help
users navigate complex financial products like mutual funds, insurance, or loans.
6. Subscription-Based Models: Encourage users to subscribe to services (e.g., automatic mobile
recharges, insurance plans) to ensure they stay engaged with the platform.
Personalized Notifications (Reach: High, Impact: Medium, Confidence: High, Effort: Low) – RICE
Score: 50
Loyalty and Cashback Programs (Reach: Medium, Impact: High, Confidence: Medium, Effort:
Bill Payment Reminders (Reach: Medium, Impact: High, Confidence: Medium, Effort: Low) – RICE
Score: 40
Tiered Memberships (Reach: Medium, Impact: Medium, Confidence: Medium, Effort: Medium) –
RICE Score: 35
In-App Financial Education (Reach: Medium, Impact: Medium, Confidence: High, Effort: Medium)
– RICE Score: 40
Subscription-Based Models (Reach: Medium, Impact: Medium, Confidence: Medium, Effort:
Prioritize Personalized Notifications, Loyalty Programs, and Bill Payment Reminders.
7. Trade-offs:
Loyalty and cashback programs may reduce margins on transactions, especially for frequent users.
Tiered memberships could alienate users who prefer a free-to-use platform.

Subscription models may require additional investment in support infrastructure to handle
recurring payments.
8. Success Metrics:
Churn Rate: Reduce churn by 15% within 6 months of implementing the new strategies.
Repeat Transaction Rate: Increase the number of repeat transactions by 20% for users who have
made at least one payment.
User Engagement: Track the increase in the number of active users engaging with bill reminders
and loyalty rewards, aiming for a 25% uplift.
Subscription Uptake: Measure the number of users who sign up for subscription-based services,
targeting a 10% increase within the first quarter.
9. Summary:
To improve customer retention for Paytm, strategies should focus on personalized push notifications,
loyalty programs, and bill payment reminders. These approaches keep users engaged with Paytm’s
ecosystem, encouraging frequent transactions and reducing churn. Success will be measured by
churn reduction, repeat transaction rates, and increased engagement with loyalty features.
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10. How would you introduce a new business line for a food delivery service like
Swiggy?
Solution:
What is Swiggy’s current market position in the food delivery space, and what are the growth
areas?
What business line are we considering? Is it adjacent to food delivery (e.g., grocery, alcohol
delivery) or entirely new (e.g., logistics, meal kits)?
What’s the target audience for this new business line? Are we targeting existing customers or new
customer segments?
What resources (e.g., operational, technical, financial) are available for launching this new line?
Are there any market or regulatory challenges specific to this new business line?
Swiggy is one of India’s largest food delivery platforms, but to drive long-term growth, it needs to
diversify into new revenue streams. Introducing a new business line, such as hyperlocal grocery
delivery or meal kits, could help Swiggy tap into adjacent markets while leveraging its existing logistics
network.

Company Mission and Vision: Swiggy’s mission is to redefine convenience by bringing the best of
local commerce to customers’ doorsteps. Its vision is to be the go-to platform for everything from
food to everyday essentials.
What It Does: Swiggy offers an on-demand food delivery service, connecting customers with a
wide range of local restaurants and eateries.
Why It Does It: With increasing demand for convenience, Swiggy seeks to make everyday life
easier by providing fast and reliable delivery services for everything from food to groceries.
How It Does It: Swiggy uses a network of delivery partners, optimized routing algorithms, and a
user-friendly app to ensure timely deliveries.
For Whom It Does: Swiggy primarily serves urban customers looking for convenience, particularly
those in Tier-1 and Tier-2 cities.
SWOT Analysis:
Strength: A strong logistics network and large customer base, making it easy to expand into
new categories.
Weakness: High operational costs in the food delivery space, leading to thin margins.
Opportunity: Growing demand for hyperlocal delivery of groceries and essentials, especially
post-pandemic.
Threat: Intense competition from Dunzo, BigBasket, and Amazon, as well as smaller local
delivery services.
Unique Value Proposition: Swiggy offers fast and reliable delivery from a wide variety of
restaurants and is now expanding into other categories, including grocery and alcohol delivery,
using its strong logistics network.
20
Competitors: Zomato, Dunzo, BigBasket, Amazon, Grofers.
The primary goal is to launch a new business line that enhances Revenue Growth and User
Acquisition, leveraging Swiggy’s logistics network and customer base to tap into adjacent markets.

1. Grocery Delivery Expansion: Expand Swiggy’s existing grocery delivery service (Swiggy
Instamart) by increasing partnerships with local vendors and expanding to more cities.
2. Meal Kit Subscription Service: Launch a meal kit delivery service where customers can order
pre-portioned ingredients with recipes for easy at-home cooking.
3. Alcohol Delivery: Partner with local retailers to introduce alcohol delivery, especially in regions
where it’s legally permissible.
4. Hyperlocal E-commerce: Launch a hyperlocal e-commerce platform where customers can order from
local businesses (e.g., bakeries, florists, bookstores) for same-day delivery.
5. Cloud Kitchen Expansion: Invest in more cloud kitchens that Swiggy can control directly, allowing it to
offer exclusive food items or cuisines not available elsewhere.
Grocery Delivery Expansion (Reach: High, Impact: High, Confidence: High, Effort: Medium) –
RICE Score: 60
Meal Kit Subscription (Reach: Medium, Impact: High, Confidence: Medium, Effort: High) – RICE
Score: 40
Alcohol Delivery (Reach: Medium, Impact: Medium, Confidence: Medium, Effort: Medium) – RICE
Score: 35
Hyperlocal E-commerce (Reach: High, Impact: Medium, Confidence: Medium, Effort: Medium) –
RICE Score: 45
Cloud Kitchen Expansion (Reach: Medium, Impact: High, Confidence: Medium, Effort: High) –
RICE Score: 40
Prioritize Grocery Delivery Expansion, Hyperlocal E-commerce, and Cloud Kitchen Expansion.
7. Trade-offs:
Grocery delivery expansion may require significant operational investment, especially in new cities.
Meal kits and alcohol delivery may involve complex supply chain and regulatory challenges.
Cloud kitchen expansion will require upfront capital to build new kitchens and staff them efficiently.
8. Success Metrics:
Revenue Growth: Aim for a 20% increase in overall revenue within the first year of launching the
new business line.
Customer Acquisition: Track the number of new users acquired through the new business line,
aiming for a 15% increase in active users.
Order Frequency: Increase the average order frequency per user by 10%, indicating higher
engagement with the new offering.
Geographic Expansion: Measure the number of new cities or regions where the new business line
is successfully launched, targeting 10 new cities in the first quarter.
9. Summary:
21
Launching a new business line for Swiggy, such as grocery delivery expansion, hyperlocal e-
commerce, or cloud kitchen operations, can drive both revenue growth and user acquisition. By
leveraging Swiggy’s logistics network, the company can expand into adjacent markets while continuing
to offer value to its existing user base. Success will be measured by revenue growth, customer
acquisition, and order frequency.
11. How would you optimize pricing for a subscription-based OTT platform like
Disney+ Hotstar?
Solution:
What is the current pricing model for Disney+ Hotstar (e.g., freemium, premium)?
What are the key user segments (e.g., sports fans, movie lovers) that subscribe to the service?
How price-sensitive is the target audience? Are there specific segments that are more price-
conscious than others?
How do competitors like Netflix and Amazon Prime Video price their services in India?
What is the balance between ad-supported revenue and subscription revenue?
Disney+ Hotstar is one of India’s leading OTT platforms, particularly known for its sports offerings like
the IPL. Optimizing pricing involves balancing premium offerings with ad-supported content, while
making the service accessible to price-sensitive users in a competitive market.

Company Mission and Vision: Disney+ Hotstar’s mission is to offer the best in sports, movies,
and TV shows to Indian audiences. Its vision is to be the leading OTT platform in India, offering a
mix of regional, Bollywood, Hollywood, and sports content.
What It Does: Disney+ Hotstar provides a streaming platform where users can watch movies, TV
shows, live sports, and exclusive content.
Why It Does It: With the rise of digital content consumption, Disney+ Hotstar aims to provide a
seamless viewing experience across multiple devices for a diverse Indian audience.
How It Does It: Through a freemium model, Disney+ Hotstar offers both ad-supported free
content and premium subscription tiers for ad-free viewing and exclusive content.
For Whom It Does: Disney+ Hotstar primarily targets urban Indian viewers, sports fans, and
families, offering a range of content from live sports to movies and TV shows.
SWOT Analysis:
Strength: Exclusive rights to popular sports events like the IPL, strong library of Disney
content, localized Indian content.
Weakness: High reliance on sports content, leading to churn outside of sports seasons.
Opportunity: Growing demand for OTT content in Tier-2/3 cities.
Threat: Intense competition from Netflix, Amazon Prime, and regional OTT platforms.
Unique Value Proposition: Disney+ Hotstar offers a unique mix of live sports, Bollywood movies,
and Hollywood content, providing something for every family member.
22
Competitors: Netflix, Amazon Prime, Zee5, SonyLiv.
The primary goal is to optimize Pricing Strategy to increase Revenue and Subscription Growth while
maintaining accessibility for the mass Indian market.

1. Regional Pricing Models: Introduce lower subscription rates for users in Tier-2 and Tier-3 cities,
where price sensitivity is higher.
2. Bundled Plans: Offer bundled subscription plans with telecom providers (e.g., Jio, Airtel) to
reduce the perceived cost of premium subscriptions.
3. Family Plans: Launch a family plan that allows multiple users to share a subscription, catering to
households with different viewing preferences.
4. Pay-Per-View Sports Events: Introduce a pay-per-view option for live sports, allowing non-
subscribers to pay a small fee to watch specific matches without committing to a monthly plan.
5. Student Discounts: Offer discounted pricing for students, who are often more price-sensitive but
highly engaged viewers of both sports and entertainment content.
Regional Pricing Models (Reach: High, Impact: Medium, Confidence: High, Effort: Medium) –
RICE Score: 50
Bundled Plans (Reach: Medium, Impact: High, Confidence: Medium, Effort: Medium) – RICE
Score: 45
Family Plans (Reach: High, Impact: Medium, Confidence: Medium, Effort: High) – RICE Score: 40
Pay-Per-View Sports (Reach: Medium, Impact: High, Confidence: Medium, Effort: Medium) –
RICE Score: 45
Student Discounts (Reach: Medium, Impact: Medium, Confidence: Medium, Effort: Low) – RICE
Score: 35
Prioritize Regional Pricing, Bundled Plans, and Pay-Per-View Sports.
7. Trade-offs:
Regional pricing could reduce margins in Tier-2/3 cities, though it may boost volume.
Bundled plans require partnerships with telecom providers, which may take time to negotiate.
Pay-per-view sports could cannibalize full subscription sales, especially if priced too low.
8. Success Metrics:
Subscription Growth: Increase the number of new premium subscribers by 20% within 6 months
of the new pricing model.
ARPU (Average Revenue Per User): Monitor ARPU to ensure that lower regional prices don’t
significantly affect overall revenue, aiming for a 10% uplift.
Churn Rate: Reduce churn by 15% during non-sports seasons through family plans and bundled
offers.
Pay-Per-View Uptake: Measure the uptake of pay-per-view options during major sports events,
aiming for 25% of non-subscribers to engage with this model.
9. Summary:
23
To optimize pricing for Disney+ Hotstar, regional pricing, bundled plans, and pay-per-view sports can
drive both subscription growth and revenue while catering to price-sensitive segments. By aligning
pricing with user needs and market dynamics, Disney+ Hotstar can remain competitive in India’s fast-
growing OTT market. Success will be measured through subscription growth, ARPU, and churn
reduction.
12. How would you scale the user base for a digital health platform like Practo?
Solution:
What is the current user acquisition strategy for Practo? Which channels are driving the most
growth?
What segments of users are we focusing on—individual patients, doctors, or healthcare providers?
What is the customer acquisition cost (CAC), and how does it compare to the lifetime value (LTV)
of a user?
Are there any specific geographic markets or segments (e.g., Tier-2/3 cities, elderly users) where
growth is particularly strong or weak?
What are the key differentiators of Practo compared to competitors like 1mg or Netmeds?
Practo is a leading digital health platform in India, providing services like doctor consultations,
medicine delivery, and diagnostic tests. Scaling the user base involves optimizing customer acquisition
efforts while addressing key user pain points, particularly in underserved markets.

Company Mission and Vision: Practo’s mission is to make quality healthcare accessible to
everyone, everywhere. Its vision is to be the most trusted health app in India, offering everything
from consultations to diagnostics.
What It Does: Practo connects users with doctors for online consultations, provides diagnostic
test bookings, and delivers medicines to users’ doorsteps.
Why It Does It: As healthcare becomes increasingly digital, Practo seeks to bridge the gap
between patients and healthcare providers, making healthcare more accessible and affordable.
How It Does It: Practo uses a mobile-first platform where users can search for doctors, book
appointments, order medicines, and get diagnostic tests done.
For Whom It Does: Practo serves a wide audience, including urban professionals, elderly patients,
and people in Tier-2/3 cities who may not have easy access to healthcare facilities.
SWOT Analysis:
Strength: A comprehensive platform offering a wide range of healthcare services, from
consultations to medicine delivery.
Weakness: High competition in the online pharmacy space, limited penetration in rural areas.
Opportunity: Growing demand for telemedicine and online healthcare services post-
pandemic, especially in semi-urban and rural areas.
Threat: Competition from platforms like 1mg, Netmeds, and traditional pharmacies going
online.
24
Unique Value Proposition: Practo offers a one-stop solution for all healthcare needs, providing
convenience, affordability, and a wide network of doctors and pharmacies.
Competitors: 1mg, Netmeds, Pharmeasy, Apollo 24/7.
The primary goal is to scale User Acquisition while maintaining a sustainable customer acquisition
cost (CAC) and increasing lifetime value (LTV) through diversified service offerings.

1. Referral Programs: Introduce referral bonuses where users earn discounts on consultations or
medicine orders for referring new users.
2. Partnerships with Hospitals and Pharmacies: Partner with major hospital chains and pharmacies
to expand Practo’s reach and offer additional services like home delivery of lab reports.
3. Localized Marketing Campaigns: Focus on targeted marketing in Tier-2 and Tier-3 cities, using
local language ads and partnerships with local healthcare providers.
4. Corporate Health Programs: Offer discounted corporate health programs, where companies can
provide Practo subscriptions to employees as part of their wellness benefits.
5. Doctor-First Campaigns: Launch a campaign targeting doctors to onboard more healthcare
professionals onto the platform, increasing the availability of consultations.
Referral Programs (Reach: High, Impact: High, Confidence: High, Effort: Low) – RICE Score: 55
Partnerships with Hospitals and Pharmacies (Reach: Medium, Impact: High, Confidence:
Medium, Effort: Medium) – RICE Score: 45
Localized Marketing Campaigns (Reach: Medium, Impact: Medium, Confidence: Medium, Effort:
Corporate Health Programs (Reach: Medium, Impact: Medium, Confidence: Medium, Effort:
Doctor-First Campaigns (Reach: High, Impact: Medium, Confidence: Medium, Effort: High) –
RICE Score: 45
Prioritize Referral Programs, Partnerships with Hospitals, and Doctor-First Campaigns.
7. Trade-offs:
Expanding partnerships with hospitals and pharmacies will take time to negotiate and may increase
operational complexity.
Localized marketing campaigns could increase CAC initially but may have long-term benefits in
growing underserved markets.
Corporate health programs may have lower immediate returns but could result in higher LTV from
enterprise customers.
8. Success Metrics:
New User Acquisition: Increase the number of new users by 25% within the first 6 months.
Customer Acquisition Cost (CAC): Reduce CAC by 10% through referral programs and
partnerships.
LTV: Improve LTV by 15% by encouraging repeat consultations and higher engagement through
expanded services.
25
Doctor Onboarding: Increase the number of doctors on the platform by 30%, ensuring greater
availability of healthcare professionals.
9. Summary:
To scale Practo’s user base, referral programs, partnerships with hospitals and pharmacies, and doctor
onboarding campaigns can drive significant growth. By focusing on both user acquisition and doctor
availability, Practo can increase engagement while maintaining a sustainable CAC. Success will be
measured through new user growth, reduced CAC, and improved LTV.
13. How would you optimize user onboarding for an edtech platform like Byju's?
Solution:
What is the current onboarding process for Byju's, and what feedback do we have from users
about it?
Are there any points of friction during onboarding (e.g., too many steps, confusion about
features)?
Who is the target audience—students, parents, or both? Are there differences in the onboarding
experience for each?
What channels are driving the most signups, and how are they integrated into the onboarding
process?
How are users introduced to Byju's core features (e.g., interactive lessons, personalized learning
paths) during onboarding?
Byju's is one of the largest edtech platforms in India, offering online learning to students from primary
to higher education. Optimizing user onboarding is crucial for converting new signups into active users
who are engaged with the platform's features and content.

Company Mission and Vision: Byju’s mission is to make learning enjoyable and effective for
students through interactive, personalized learning experiences. Its vision is to be the leading
global edtech company, revolutionizing education through technology.
What It Does: Byju's provides interactive learning programs for students across K-12, competitive
exams, and higher education, using engaging video content, quizzes, and personalized study
plans.
Why It Does It: Byju’s aims to democratize education by offering high-quality learning experiences
accessible to students from all backgrounds, improving learning outcomes.
How It Does It: Byju's uses a mobile app and website to deliver video lessons, practice questions,
and assessments personalized to each student’s learning needs.
For Whom It Does: The platform primarily serves students, with parents as key stakeholders who
make purchasing decisions for younger users.
SWOT Analysis:
Strength: Strong brand recognition, interactive and engaging content, personalized learning
paths.
26
Weakness: High subscription cost, potentially complex onboarding for less tech-savvy users.
Opportunity: Growing demand for digital education, especially in rural and semi-urban areas
post-pandemic.
Threat: Competition from other edtech platforms like Unacademy, Vedantu, and international
players such as Coursera and Khan Academy.
Unique Value Proposition: Byju’s offers an engaging, interactive learning experience with
personalized study paths, helping students understand complex concepts in a fun and intuitive
way.
Competitors: Unacademy, Vedantu, Khan Academy, Coursera.
The primary objective is to optimize the Onboarding Experience to improve Activation and User
Engagement, ensuring that new users quickly understand the platform’s value and start using its
features.

1. Simplified Sign-Up Process: Reduce the number of steps required to sign up, streamlining
account creation by allowing sign-ups through Google, Facebook, or mobile number.
2. Interactive Onboarding Walkthrough: Implement an interactive, gamified onboarding tutorial that
introduces users to Byju’s key features (e.g., personalized study paths, quizzes, video lessons) in a
fun and engaging manner.
3. Tailored Content Suggestions: Use an onboarding quiz to assess each student’s learning needs
and goals, then provide personalized recommendations for courses and lessons.
4. Parent-Specific Onboarding: Create a separate onboarding experience for parents that focuses
on explaining the educational benefits and progress tracking features, helping them understand
the platform’s value.
5. Push Notifications for Incomplete Onboarding: Send personalized notifications to users who
don’t complete onboarding, encouraging them to finish the process and start learning.
Simplified Sign-Up Process (Reach: High, Impact: High, Confidence: High, Effort: Low) – RICE
Score: 60
Interactive Walkthrough (Reach: Medium, Impact: Medium, Confidence: Medium, Effort: Medium)
– RICE Score: 40
Tailored Content Suggestions (Reach: High, Impact: High, Confidence: High, Effort: Medium) –
RICE Score: 50
Parent-Specific Onboarding (Reach: Medium, Impact: Medium, Confidence: Medium, Effort:
Push Notifications (Reach: Medium, Impact: Medium, Confidence: Medium, Effort: Low) – RICE
Score: 45
Prioritize Simplified Sign-Up Process, Tailored Content Suggestions, and Interactive
Walkthrough.
7. Trade-offs:
Simplifying the sign-up process might reduce the amount of initial data collected on users, which
could impact personalization.
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Interactive onboarding could require more resources to develop but may have long-term benefits
for user engagement.
A separate onboarding experience for parents will require additional development but could
improve purchase conversion.
8. Success Metrics:
Onboarding Completion Rate: Aim to increase the onboarding completion rate by 25% within 3
months.
Time to First Engagement: Reduce the time it takes for users to watch their first lesson or take
their first quiz by 15%.
Retention Rate: Improve retention rates for students in their first month on the platform by 20%.
Parent Purchase Conversion: Measure the conversion rate of parents who complete onboarding
and proceed to purchase subscriptions for their children, aiming for a 15% increase.
9. Summary:
Optimizing user onboarding for Byju's requires simplifying the sign-up process, providing tailored
content suggestions, and offering an interactive walkthrough to engage users from the start. These
strategies will reduce onboarding friction, improve engagement, and increase the likelihood of
converting new users into active learners. Success will be measured through onboarding completion,
engagement, and retention rates.
14. How would you improve the go-to-market (GTM) strategy for a B2B SaaS
product like Freshworks?
Solution:
What is Freshworks' current GTM strategy? What channels are driving the most sales (e.g., direct
sales, channel partners)?
What industries or customer segments are we targeting—SMEs, large enterprises, or specific
verticals (e.g., healthcare, education)?
What are the primary use cases for Freshworks’ products, and how do they differentiate from
competitors?
How does Freshworks currently price its products, and how does that align with customer
expectations?
What feedback do we have from existing customers about the sales and onboarding experience?
Freshworks offers a suite of B2B SaaS products, including CRM, helpdesk, and IT service management
tools. Improving its GTM strategy involves refining the sales process, enhancing product positioning,
and optimizing pricing models to better align with target customers.

Company Mission and Vision: Freshworks’ mission is to make it easy for businesses to delight
their customers and employees. Its vision is to be the leading provider of customer engagement
and employee management software.
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What It Does: Freshworks provides SaaS products like Freshdesk (customer support), Freshsales
(CRM), and Freshservice (IT service management) to help businesses streamline operations and
enhance customer experiences.
Why It Does It: As businesses shift towards digital transformation, Freshworks aims to provide
affordable, easy-to-use software that simplifies complex tasks and enhances productivity.
How It Does It: Freshworks uses a cloud-based platform, offering a suite of integrated tools that
allow businesses to manage customer relationships, support tickets, and IT services in a unified
way.
For Whom It Does: Freshworks primarily serves SMEs, though it also targets larger enterprises in
specific verticals like healthcare, education, and retail.
SWOT Analysis:
Strength: Affordable pricing, easy-to-use interface, strong customer support.
Weakness: Limited features compared to enterprise-level competitors like Salesforce and
Zendesk.
Opportunity: Increasing demand for cloud-based SaaS tools, especially in emerging markets.
Threat: Competition from global players like Salesforce, Zendesk, and HubSpot.
Unique Value Proposition: Freshworks offers a suite of affordable, easy-to-implement software
solutions designed to simplify customer engagement and IT management for SMEs.
Competitors: Salesforce, Zendesk, HubSpot, Zoho.
The primary goal is to improve Sales Efficiency and Market Penetration by refining the GTM strategy
to better target SMEs and specific verticals.

1. Vertical-Specific Marketing Campaigns: Tailor marketing campaigns to specific industries like
healthcare, education, and retail, highlighting the unique benefits Freshworks offers for each
vertical.
2. Partnerships with Industry Associations: Partner with industry associations and events to
increase Freshworks’ visibility within key verticals, offering special deals or partnerships.
3. Freemium Model for SMEs: Introduce a freemium model for smaller businesses, allowing them to
use basic features for free with an upgrade path to premium tiers as their needs grow.
4. Customer Success Teams: Strengthen the customer success function to provide ongoing support,
helping customers get the most out of their Freshworks products and reducing churn.
5. Channel Partner Program: Expand the channel partner network, allowing resellers and consultants to
offer Freshworks products to their clients while earning commissions.
Vertical-Specific Marketing (Reach: High, Impact: High, Confidence: High, Effort: Medium) –
RICE Score: 55
Partnerships with Associations (Reach: Medium, Impact: High, Confidence: Medium, Effort:
Freemium Model for SMEs (Reach: High, Impact: Medium, Confidence: High, Effort: Medium) –
RICE Score: 50
Customer Success Teams (Reach: Medium, Impact: High, Confidence: High, Effort: Medium) –
RICE Score: 50
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Channel Partner Program (Reach: Medium, Impact: Medium, Confidence: Medium, Effort: High) –
RICE Score: 40
Prioritize Vertical-Specific Marketing, Freemium Model, and Customer Success Teams.
7. Trade-offs:
Implementing a freemium model may lead to lower initial revenue from smaller businesses, but
could drive long-term growth.
Vertical-specific marketing requires more targeted content and sales resources, potentially limiting
broader outreach efforts.
Expanding the customer success function will require additional investment in training and staffing.
8. Success Metrics:
Lead Conversion Rate: Aim to increase the lead-to-customer conversion rate by 20% through
targeted marketing campaigns.
Market Share: Track the increase in market share within key verticals (e.g., healthcare, education),
aiming for a 15% growth within 12 months.
SME Adoption: Measure the uptake of the freemium model, aiming for a 25% increase in new SME
signups within the first quarter.
Churn Rate: Reduce churn by 15% through enhanced customer success initiatives.
9. Summary:
Improving Freshworks' GTM strategy requires a focus on vertical-specific marketing, offering a
freemium model for SMEs, and enhancing customer success. These strategies will help Freshworks
penetrate key markets, increase adoption among SMEs, and reduce churn. Success will be measured
through lead conversion, market share growth, and customer retention.
15. How would you price a new AI-powered feature for an enterprise SaaS product
like Zoho CRM?
Solution:
What is the current pricing structure for Zoho CRM? Are there different tiers based on features
(e.g., basic, premium, enterprise)?
What value does this AI-powered feature provide to users (e.g., improved lead scoring, predictive
analytics)?
Who is the target audience for this feature—small businesses, large enterprises, or both?
How much development and operational cost does this AI feature add to the platform?
How do competitors like Salesforce and HubSpot price similar AI-driven features?
Zoho CRM is an enterprise SaaS platform offering a range of customer relationship management tools.
Pricing a new AI-powered feature requires aligning the perceived value of the feature with its cost to
deliver, while considering competitive pricing strategies in the market.
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Company Mission and Vision: Zoho’s mission is to provide businesses with powerful, affordable
software solutions. Its vision is to be the go-to SaaS provider for businesses of all sizes.
What It Does: Zoho CRM offers customer relationship management tools, helping businesses
track leads, manage customer interactions, and streamline sales processes.
Why It Does It: As businesses increasingly rely on data-driven insights to improve sales outcomes,
Zoho aims to provide affordable yet powerful CRM solutions that help businesses stay competitive.
How It Does It: Zoho CRM uses a cloud-based platform, offering a range of features like lead
management, sales automation, and customer analytics to drive sales efficiency.
For Whom It Does: Zoho CRM primarily serves small and medium-sized enterprises (SMEs),
though it also targets larger enterprises with premium offerings.
SWOT Analysis:
Strength: Affordable pricing, strong feature set, wide adoption among SMEs.
Weakness: Limited advanced features compared to competitors like Salesforce.
Opportunity: Growing demand for AI-driven features like predictive analytics and lead scoring.
Threat: Competition from more established CRM players like Salesforce, HubSpot, and
Microsoft Dynamics.
Unique Value Proposition: Zoho CRM offers an affordable, scalable solution for businesses to
manage their customer relationships, with an emphasis on ease of use and flexibility.
Competitors: Salesforce, HubSpot, Microsoft Dynamics.
The primary goal is to price the new AI-powered feature to drive Revenue Growth while offering
enough value to justify a premium price point for enterprise customers.

1. Value-Based Pricing: Price the AI-powered feature based on the value it provides to businesses,
particularly how it improves lead conversion rates or sales productivity.
2. Usage-Based Pricing: Implement a pricing model where customers pay based on their usage of
the AI feature (e.g., number of leads scored per month).
3. Tiered Add-On: Offer the AI feature as an add-on to existing premium or enterprise plans, allowing
customers to choose whether they want to pay extra for the advanced functionality.
4. Freemium Model for SMEs: Provide a limited version of the AI feature for free to smaller
businesses, encouraging them to upgrade to a paid version as they scale.
5. Discounted Bundles: Offer discounted bundles where the AI feature is included with other
premium features, incentivizing customers to upgrade to a higher tier.
Value-Based Pricing (Reach: Medium, Impact: High, Confidence: High, Effort: Medium) – RICE
Score: 50
Usage-Based Pricing (Reach: Medium, Impact: Medium, Confidence: Medium, Effort: Medium) –
RICE Score: 40
Tiered Add-On (Reach: High, Impact: Medium, Confidence: Medium, Effort: Medium) – RICE
Score: 45
Freemium Model (Reach: Medium, Impact: Medium, Confidence: Medium, Effort: Medium) – RICE
Score: 40
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Discounted Bundles (Reach: Medium, Impact: Medium, Confidence: High, Effort: Low) – RICE
Score: 45
Prioritize Value-Based Pricing, Tiered Add-On, and Discounted Bundles.
7. Trade-offs:
Value-based pricing requires strong justification for the price point, which may be challenging if
competitors offer similar features at lower costs.
Usage-based pricing could complicate billing and may confuse customers if not implemented
transparently.
Offering a freemium model may limit immediate revenue growth but could drive long-term
customer retention.
8. Success Metrics:
Revenue Growth: Track the additional revenue generated from the AI feature, aiming for a 15%
increase in revenue from enterprise customers.
Feature Adoption Rate: Measure the adoption rate of the AI-powered feature, targeting a 25%
adoption rate among premium and enterprise customers within the first 6 months.
Customer Satisfaction: Monitor customer feedback on the AI feature, aiming for a 90%
satisfaction rate based on survey responses.
Churn Rate: Reduce churn among enterprise customers by 10%, indicating that the AI feature
adds significant value to their operations.
9. Summary:
Pricing a new AI-powered feature for Zoho CRM should focus on value-based pricing, offering the
feature as a premium add-on for enterprise customers. Discounted bundles can incentivize upgrades
while maintaining flexibility for customers. Success will be measured through revenue growth, feature
adoption, and customer satisfaction.
16. How would you prioritize features for an e-commerce platform like Flipkart
during the festive season?
Solution:
What are the key metrics during the festive season (e.g., GMV, number of transactions, average
cart value)?
Which product categories typically perform best (e.g., electronics, fashion, home decor)?
What feedback have we gathered from previous festive seasons about user pain points (e.g.,
checkout process, delivery delays)?
How are we managing inventory and logistics during the festive period, and are there constraints to
consider?
What is the competition doing to attract customers during this season (e.g., Amazon’s Great Indian
Festival)?
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Flipkart is one of India’s leading e-commerce platforms, and the festive season is a critical time for
boosting revenue and customer engagement. Prioritizing features requires a balance between
improving customer experience, optimizing logistics, and driving higher conversions during this high-
demand period.

Company Mission and Vision: Flipkart’s mission is to provide a wide range of products at
affordable prices while delivering a seamless online shopping experience. Its vision is to be the top
e-commerce destination in India, catering to diverse customer needs across urban and rural areas.
What It Does: Flipkart is an online marketplace where customers can purchase products across
multiple categories, from electronics to groceries.
Why It Does It: As e-commerce continues to grow in India, Flipkart aims to capitalize on the
increasing shift to online shopping, particularly during festive seasons when consumer spending is
at its peak.
How It Does It: Through an easy-to-use website and app, Flipkart offers products from multiple
sellers, using data analytics to recommend products and ensure timely delivery.
For Whom It Does: Flipkart serves a wide audience, from urban shoppers looking for convenience
to rural customers seeking access to a broader range of products.
SWOT Analysis:
Strength: Strong brand recognition, wide product range, and established logistics network.
Weakness: Delivery delays in Tier-2/3 cities during high-demand periods.
Opportunity: Growing demand for online shopping during the festive season, especially in
Tier-2/3 cities.
Threat: Intense competition from Amazon and local players like Snapdeal and JioMart.
Unique Value Proposition: Flipkart offers a wide range of affordable products with the
convenience of home delivery, supported by localized marketing campaigns and strong customer
service.
Competitors: Amazon, Snapdeal, JioMart.
The primary objective is to prioritize features that maximize Conversion and Revenue Growth while
improving the customer experience during the high-traffic festive season.

1. Flash Sales and Exclusive Discounts: Implement flash sales and limited-time exclusive offers on
high-demand categories like electronics and fashion to drive urgency and boost conversions.
2. Optimized Checkout Process: Simplify the checkout process by reducing steps, offering multiple
payment options (including BNPL), and optimizing for mobile users.
3. Real-Time Inventory Updates: Ensure real-time inventory updates to prevent stockouts during
high-demand periods and improve customer satisfaction.
4. Faster Delivery Options: Offer faster delivery options, including same-day or next-day delivery for
popular products, to enhance the shopping experience.
5. Personalized Recommendations: Use data analytics to provide personalized product
recommendations based on users’ browsing and purchase history, improving cross-sell and upsell
opportunities.
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6. Festive-Themed UI: Introduce a festive-themed user interface (UI) to create a more immersive
shopping experience, highlighting seasonal deals and offers.
Flash Sales and Exclusive Discounts (Reach: High, Impact: High, Confidence: High, Effort:
Optimized Checkout (Reach: High, Impact: High, Confidence: High, Effort: Medium) – RICE
Score: 60
Real-Time Inventory Updates (Reach: Medium, Impact: High, Confidence: Medium, Effort: High)
– RICE Score: 45
Faster Delivery (Reach: Medium, Impact: Medium, Confidence: Medium, Effort: Medium) – RICE
Score: 40
Personalized Recommendations (Reach: High, Impact: Medium, Confidence: Medium, Effort:
Prioritize Optimized Checkout, Flash Sales, and Personalized Recommendations.
7. Trade-offs:
Offering faster delivery options may strain logistics capacity, especially in Tier-2/3 cities.
Flash sales and discounts could reduce margins but may be necessary to stay competitive during
the festive season.
Personalizing recommendations requires significant investment in data analytics but could drive
long-term customer loyalty.
8. Success Metrics:
Conversion Rate: Increase conversion rates by 15% during the festive season compared to last
year.
Average Order Value (AOV): Improve AOV by 10% through personalized recommendations and
cross-sell offers.
Delivery Timeliness: Ensure 90% of orders are delivered on time, with a focus on reducing
delivery delays in Tier-2/3 cities.
Customer Satisfaction: Track customer satisfaction scores post-checkout, aiming for a 95%
positive rating.
9. Summary:
Prioritizing features for Flipkart during the festive season should focus on optimizing the checkout
process, driving conversions through flash sales, and leveraging personalized recommendations.
Ensuring real-time inventory updates and improving delivery options will enhance the customer
experience and reduce churn. Success will be measured by conversion rates, AOV, and delivery
timeliness.
17. How would you grow user acquisition for a social media platform like Koo in
India?
Solution:
What is Koo’s current user acquisition strategy, and which channels are driving the most signups?
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What are the key user segments (e.g., regional language speakers, influencers) that we are
targeting?
What are the main barriers to user acquisition (e.g., competition, awareness, content quality)?
How are competitors like Twitter performing in terms of user acquisition, and what can we learn
from their strategies?
Are there any regional or language-specific challenges that Koo faces in certain parts of India?
Koo is an Indian social media platform that focuses on providing a localized experience for regional
language users. Growing user acquisition involves targeting untapped segments, leveraging
influencers, and creating content that resonates with a diverse Indian audience.

Company Mission and Vision: Koo’s mission is to give a voice to regional language speakers,
empowering them to connect and share ideas. Its vision is to be India’s leading social media
platform, catering to all linguistic and cultural groups.
What It Does: Koo allows users to post microblogs, share content, and engage with others in their
preferred language.
Why It Does It: Koo aims to fill a gap in the social media landscape by providing a platform for
non-English speakers, enabling them to participate in the digital world more fully.
How It Does It: Through a user-friendly app, Koo offers content discovery, regional language
support, and a space for influencers, celebrities, and regular users to engage.
For Whom It Does: Koo primarily serves regional language speakers, influencers, and users who
prefer non-English content.
SWOT Analysis:
Strength: Strong focus on regional languages, government support, and celebrity
endorsements.
Weakness: Limited feature set compared to global competitors like Twitter, difficulty in gaining
traction in Tier-1 cities.
Opportunity: Growing demand for regional content as more users in Tier-2/3 cities come
online.
Threat: Intense competition from global platforms like Twitter, Facebook, and local competitors
like ShareChat.
Unique Value Proposition: Koo offers a localized social media experience, with an emphasis on
regional language content, empowering users who feel underserved by global platforms.
Competitors: Twitter, ShareChat, Facebook.
The primary goal is to improve User Acquisition by targeting regional language speakers and
influencers while creating more localized content to increase platform engagement.

1. Regional Language Campaigns: Launch localized marketing campaigns in multiple languages,
focusing on the cultural and linguistic diversity of India.
2. Influencer Partnerships: Collaborate with regional influencers and celebrities to drive awareness
and encourage signups, leveraging their fan base to grow user acquisition.
35
3. Content Creation Incentives: Offer incentives (e.g., rewards, recognition, badges) for content
creators who produce engaging and high-quality content in regional languages.
4. On-Ground Marketing: Implement on-ground marketing initiatives, such as stalls at local festivals
or events, to create awareness and engage with potential users in Tier-2/3 cities.
5. Referral Program: Introduce a referral program where existing users earn rewards for referring
new users, particularly in underpenetrated regions.
Regional Language Campaigns (Reach: High, Impact: High, Confidence: High, Effort: Medium) –
RICE Score: 55
Influencer Partnerships (Reach: Medium, Impact: High, Confidence: Medium, Effort: Medium) –
RICE Score: 45
Content Creation Incentives (Reach: Medium, Impact: Medium, Confidence: Medium, Effort: Low)
– RICE Score: 40
On-Ground Marketing (Reach: Medium, Impact: Medium, Confidence: Medium, Effort: High) –
RICE Score: 35
Referral Program (Reach: Medium, Impact: Medium, Confidence: Medium, Effort: Medium) – RICE
Score: 40
Prioritize Regional Language Campaigns, Influencer Partnerships, and Referral Program.
7. Trade-offs:
Influencer partnerships require ongoing management and could become costly over time.
On-ground marketing campaigns may be resource-intensive but could have high visibility in local
communities.
Content creation incentives might initially attract low-quality content if not properly moderated.
8. Success Metrics:
New User Signups: Increase the number of new users by 25% in the next 6 months, focusing on
Tier-2/3 cities.
Active Users: Improve the number of daily active users (DAUs) by 20%, indicating higher
engagement.
Referral Growth: Measure the number of new users acquired through the referral program, aiming
for a 15% increase in referral-driven signups.
Content Engagement: Track the number of new posts and engagements in regional languages,
aiming for a 30% increase in content creation and interaction.
9. Summary:
Growing user acquisition for Koo requires a focus on regional language campaigns, influencer
partnerships, and referral programs. These strategies will help Koo tap into India’s diverse linguistic
population while driving higher engagement and platform stickiness. Success will be measured by new
user signups, active user growth, and content creation metrics.
18. How would you increase retention for a grocery delivery app like BigBasket?
Solution:
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What is the current retention rate for BigBasket, and how does it vary by customer segment (e.g.,
urban vs. rural, frequent shoppers vs. occasional shoppers)?
What is the most common reason for customer churn? Is it related to product availability, pricing,
delivery issues, or something else?
What are the key customer segments that drive the majority of transactions (e.g., households,
single professionals, restaurants)?
How do competitors like Grofers or Amazon Fresh retain their users?
What is the average order frequency for repeat customers, and are there any patterns that indicate
when customers are most likely to churn?
BigBasket is one of India’s leading online grocery delivery services. Increasing customer retention
requires focusing on improving customer experience, addressing pain points related to delivery and
product availability, and providing incentives to keep users coming back regularly.

Company Mission and Vision: BigBasket’s mission is to make grocery shopping easy and
convenient for every household in India. Its vision is to be the go-to online platform for all grocery
needs across the country.
What It Does: BigBasket offers a wide range of groceries, fresh produce, household items, and
personal care products, delivered directly to customers' doors.
Why It Does It: With the increasing shift toward online shopping, BigBasket aims to provide
customers with a seamless grocery delivery experience, saving them time and effort.
How It Does It: BigBasket uses an app and website for customers to place orders, supported by a
strong logistics network that ensures timely delivery.
For Whom It Does: BigBasket primarily serves urban households, though it has been expanding
into Tier-2 and Tier-3 cities as demand for online grocery services grows.
SWOT Analysis:
Strength: A wide product range, strong brand recognition, and a large logistics network.
Weakness: Delivery delays or stockouts during peak demand periods, especially in Tier-2/3
cities.
Opportunity: Increasing demand for online grocery delivery in smaller cities and rural areas.
Threat: Competition from Amazon Fresh, Grofers, and local supermarkets offering delivery
services.
Unique Value Proposition: BigBasket offers the convenience of a wide selection of groceries and
essentials with reliable, timely delivery, eliminating the need for customers to visit physical stores.
Competitors: Grofers, Amazon Fresh, JioMart.
The primary goal is to improve Retention by increasing repeat orders from existing customers and
reducing churn caused by delivery issues or stockouts.
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1. Subscription-Based Loyalty Program: Introduce a subscription service (e.g., “BigBasket Plus”)
where users get free delivery, priority on popular items, and exclusive discounts in exchange for a
monthly fee.
2. Personalized Reordering Reminders: Use data analytics to send personalized reminders to users
based on their past purchasing habits, encouraging them to reorder frequently bought items.
3. Improved Delivery Experience: Focus on improving delivery accuracy and timeliness, especially
in high-demand areas, by expanding delivery slots and using real-time tracking updates.
4. Referral and Rewards Program: Reward loyal customers with referral bonuses, points for every
purchase, and special deals on their favorite items to keep them engaged.
5. Automated Cart Replenishment: Allow users to set up recurring orders for essential groceries,
offering convenience for items like milk, bread, or vegetables.
Subscription-Based Loyalty Program (Reach: Medium, Impact: High, Confidence: High, Effort:
Personalized Reordering Reminders (Reach: High, Impact: Medium, Confidence: High, Effort:
Low) – RICE Score: 55
Improved Delivery Experience (Reach: High, Impact: High, Confidence: Medium, Effort: Medium)
– RICE Score: 60
Referral and Rewards Program (Reach: Medium, Impact: Medium, Confidence: Medium, Effort:
Automated Cart Replenishment (Reach: Medium, Impact: Medium, Confidence: High, Effort:
Prioritize Improved Delivery Experience, Personalized Reordering Reminders, and Subscription-
Based Loyalty Program.
7. Trade-offs:
Launching a loyalty program may require upfront investment in marketing and discounts, which
could impact margins in the short term.
Improving delivery experience could require expanding the logistics network, which may be costly
but is necessary to reduce churn.
Offering automated replenishment requires strong inventory management to ensure that popular
items are consistently in stock.
8. Success Metrics:
Repeat Purchase Rate: Increase the repeat purchase rate by 20% within the next 6 months.
Churn Rate: Reduce churn by 15% by addressing delivery issues and improving stock availability.
Subscription Program Sign-Ups: Track the number of users signing up for the subscription-
based loyalty program, aiming for a 10% uptake within the first 3 months.
Referral Growth: Measure the impact of the referral program, targeting a 15% increase in new
users through referrals.
9. Summary:
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To increase retention for BigBasket, strategies should focus on improving delivery accuracy,
implementing personalized reordering reminders, and offering a subscription-based loyalty program.
These initiatives will encourage repeat orders and reduce churn by addressing key customer pain
points. Success will be measured through repeat purchase rates, reduced churn, and increased
subscription program adoption.
19. How would you launch a premium subscription for a news app like Inshorts?
Solution:
What features are currently free on Inshorts, and what additional value will the premium
subscription offer (e.g., ad-free experience, in-depth news coverage)?
What user segments are most likely to convert to a premium subscription (e.g., business
professionals, regular news readers)?
How do competitors like Times of India, The Hindu, or international apps like Apple News and
Flipboard structure their premium plans?
What is the current user engagement like for free users, and which features do they interact with
the most?
How will the pricing of the premium subscription align with user expectations and market
standards?
Inshorts is a popular news aggregation app that provides concise news summaries. Launching a
premium subscription requires identifying what additional value users would be willing to pay for and
ensuring that the free version remains engaging enough to attract new users.

Company Mission and Vision: Inshorts’ mission is to make news more accessible and easy to
consume by providing concise, relevant summaries of the day’s top stories. Its vision is to be the
go-to app for quick news consumption across India.
What It Does: Inshorts offers short, 60-word summaries of news articles across categories like
politics, sports, entertainment, and business, catering to users who want to stay informed quickly.
Why It Does It: With the growing volume of news content, many users find it overwhelming to stay
updated. Inshorts simplifies news consumption by providing bite-sized updates.
How It Does It: The app uses a team of editors and AI algorithms to curate and summarize news
from multiple sources, ensuring users get a wide range of stories in a short amount of time.
For Whom It Does: Inshorts primarily targets busy professionals, students, and millennials who
prefer quick, easy-to-digest news summaries.
SWOT Analysis:
Strength: Quick, concise news summaries that cater to time-poor users, wide-ranging content
across multiple categories.
Weakness: Limited depth for users seeking more detailed news analysis.
Opportunity: Growing demand for subscription-based, ad-free news services that offer
exclusive content or personalized features.
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Threat: Intense competition from free news apps, websites, and social media platforms
offering similar news coverage.
Unique Value Proposition: Inshorts provides concise news updates that save users time, offering
them the convenience of staying informed without the need to read lengthy articles.
Competitors: Times of India, The Hindu, Apple News, Flipboard.
The primary goal is to launch a Premium Subscription that increases Monetization while providing
additional value to users who seek an enhanced news experience.

1. Ad-Free Experience: Offer an ad-free version of the app for premium subscribers, improving the
user experience by removing interruptions.
2. In-Depth News Analysis: Provide premium users with access to longer, more detailed news
articles and exclusive reports covering key events, business trends, and in-depth interviews.
3. Customizable News Feeds: Allow premium users to customize their news feed based on their
interests, industry, or location, ensuring they receive the most relevant content.
4. Early Access to Breaking News: Offer premium users early access to breaking news alerts, ensuring
they are among the first to know about major developments.
5. Exclusive Access to Podcasts and Video Content: Introduce premium video content (e.g.,
interviews, expert analysis) and podcasts exclusive to subscribers.
Ad-Free Experience (Reach: High, Impact: Medium, Confidence: High, Effort: Low) – RICE Score:
60
In-Depth News Analysis (Reach: Medium, Impact: High, Confidence: Medium, Effort: High) –
RICE Score: 45
Customizable News Feeds (Reach: Medium, Impact: Medium, Confidence: Medium, Effort:
Early Access to Breaking News (Reach: Medium, Impact: Medium, Confidence: High, Effort: Low)
– RICE Score: 45
Exclusive Video/Podcast Content (Reach: Medium, Impact: High, Confidence: Medium, Effort:
Prioritize Ad-Free Experience, Exclusive Video Content, and In-Depth News Analysis.
7. Trade-offs:
Offering exclusive content requires significant investment in editorial and video production
resources, which may increase operational costs.
Customizing news feeds could complicate the user experience if not implemented well, requiring
further user testing.
Early access to breaking news may create pressure on the editorial team to prioritize premium
users, potentially affecting free users’ experience.
8. Success Metrics:
Premium Subscriber Growth: Aim for a 10% increase in premium subscribers within the first 3
months of launch.
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Churn Rate: Reduce churn among premium subscribers by 20% by offering high-value content
that justifies continued subscription.
Revenue Growth: Track the increase in revenue from premium subscriptions, targeting a 15%
uplift within the first 6 months.
Engagement: Measure the time spent on the app by premium users, aiming for a 25% increase in
engagement compared to free users.
9. Summary:
Launching a premium subscription for Inshorts should focus on providing an ad-free experience,
exclusive video content, and in-depth news analysis. These strategies will enhance the user
experience for subscribers and drive higher engagement and retention. Success will be measured by
subscriber growth, churn rate reduction, and increased engagement metrics.
20. How would you optimize pricing for a SaaS tool like RazorpayX for Indian
SMEs?
Solution:
What is RazorpayX’s current pricing model for Indian SMEs, and how does it compare to
competitors like Instamojo or PayU?
What is the perceived value of RazorpayX’s core features (e.g., automated payouts, expense
management) among SMEs?
How price-sensitive is the target market, especially for smaller businesses with lower transaction
volumes?
Are there specific industries or business sizes that RazorpayX should prioritize (e.g., startups, e-
commerce businesses)?
How do pricing tiers affect the adoption of premium features, and what is the conversion rate from
free users to paid subscribers?
RazorpayX is a financial SaaS tool designed to help businesses manage their payouts, automate
financial processes, and handle expenses. Optimizing pricing requires balancing affordability for SMEs
with the need to drive revenue growth through premium features.

Company Mission and Vision: RazorpayX’s mission is to simplify financial operations for Indian
businesses by providing them with the tools they need to automate payments, manage expenses,
and streamline financial workflows. Its vision is to be the leading financial technology platform for
businesses in India.
What It Does: RazorpayX offers features like automated payouts, payroll management, expense
tracking, and financial reports, helping businesses handle their finances more efficiently.
Why It Does It: As more businesses in India move towards digital financial operations, RazorpayX
aims to provide a scalable, user-friendly platform that automates manual processes and reduces
the complexity of managing business finances.
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How It Does It: Through a cloud-based SaaS platform, RazorpayX offers tools that integrate with
businesses’ existing accounting software, enabling automated payouts, real-time expense
management, and cash flow monitoring.
For Whom It Does: RazorpayX primarily targets SMEs, startups, and e-commerce businesses in
India looking to streamline their financial processes.
SWOT Analysis:
Strength: Comprehensive feature set, easy integration with existing software, strong brand
recognition in the fintech space.
Weakness: Pricing may be too high for smaller businesses or startups with limited budgets.
Opportunity: Growing demand for digital financial tools, particularly as businesses scale and
require more automation.
Threat: Competition from other SaaS tools like Instamojo, PayU, and traditional financial
service providers.
Unique Value Proposition: RazorpayX offers an all-in-one platform for managing business
finances, combining automated payouts, expense tracking, and payroll management in a single,
easy-to-use tool.
Competitors: Instamojo, PayU, Zoho Books.
The primary goal is to optimize Pricing Strategy to maximize SME Adoption while driving Revenue
Growth through premium feature adoption.

1. Usage-Based Pricing: Implement a usage-based pricing model where businesses pay based on
the number of transactions or payouts processed, ensuring that smaller businesses aren’t
overcharged.
2. Tiered Pricing Plans: Introduce tiered pricing plans that cater to businesses of different sizes,
offering basic features for startups and advanced features (e.g., payroll, tax automation) for larger
SMEs.
3. Freemium Model for Startups: Offer a freemium model where startups can use essential features
for free, with the option to upgrade to paid tiers as they scale.
4. Discounts for Annual Subscriptions: Provide discounts for businesses that commit to annual
subscriptions, incentivizing long-term usage and reducing churn.
5. Industry-Specific Pricing: Tailor pricing to specific industries (e.g., e-commerce, SaaS, D2C)
based on their unique financial needs and transaction volumes.
Usage-Based Pricing (Reach: High, Impact: High, Confidence: High, Effort: Medium) – RICE
Score: 60
Tiered Pricing Plans (Reach: High, Impact: High, Confidence: Medium, Effort: Medium) – RICE
Score: 55
Freemium Model for Startups (Reach: Medium, Impact: Medium, Confidence: High, Effort:
Annual Subscription Discounts (Reach: Medium, Impact: Medium, Confidence: Medium, Effort:
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Industry-Specific Pricing (Reach: Medium, Impact: Medium, Confidence: Medium, Effort:
Prioritize Usage-Based Pricing, Tiered Pricing Plans, and Freemium Model for Startups.
7. Trade-offs:
Implementing a usage-based pricing model could complicate billing and create confusion for users
if not communicated clearly.
Offering a freemium model may reduce short-term revenue but could drive long-term growth as
businesses scale and upgrade.
Industry-specific pricing requires deeper understanding of customer needs and may result in
different pricing for similar features, which could lead to dissatisfaction.
8. Success Metrics:
SME Adoption: Increase SME adoption by 25% within the next 6 months by introducing more
affordable pricing plans.
Conversion Rate: Track the conversion rate from free to paid plans, aiming for a 20% uplift in
premium tier sign-ups.
Revenue Growth: Measure revenue growth from usage-based pricing, targeting a 15% increase
within the first year.
Churn Rate: Reduce churn by 10% through the introduction of annual subscription discounts.
9. Summary:
Optimizing pricing for RazorpayX should focus on introducing usage-based pricing, tiered pricing
plans, and a freemium model for startups. These strategies will drive higher SME adoption while
ensuring that businesses have the flexibility to scale with the platform. Success will be measured by
adoption rates, conversion to premium plans, and revenue growth.
21. How would you improve the GTM strategy for an AI-driven marketing
automation tool like WebEngage?
Solution:
What is WebEngage's current go-to-market (GTM) strategy? Is it focused more on inbound,
outbound, or partnerships?
What are the primary industries or customer segments (e.g., e-commerce, fintech) that
WebEngage targets?
What is the competitive landscape for marketing automation tools in India? Who are the major
players (e.g., MoEngage, CleverTap), and how are they positioning themselves?
What feedback have customers provided on the onboarding or sales process?
What is the pricing structure, and how does it align with the needs of SMEs versus enterprise
clients?
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WebEngage is a leading marketing automation platform that helps businesses engage customers
through personalized messaging. Improving its GTM strategy requires refining the sales funnel,
expanding market penetration, and differentiating the product against competitors.

Company Mission and Vision: WebEngage’s mission is to help businesses build strong,
personalized customer relationships through automated, data-driven engagement strategies. Its
vision is to be the leading customer engagement platform in emerging markets.
What It Does: WebEngage offers a platform for businesses to automate customer communication
through channels like push notifications, emails, in-app messages, and SMS.
Why It Does It: As customer engagement becomes increasingly important for retention and
conversion, WebEngage aims to simplify this process for businesses by offering a unified platform
for all communication channels.
How It Does It: Through AI-driven insights and automation, WebEngage allows businesses to
create targeted, personalized campaigns that engage customers across the web and mobile
platforms.
For Whom It Does: WebEngage primarily serves businesses in industries such as e-commerce,
fintech, media, and retail.
SWOT Analysis:
Strength: Strong AI-driven automation, easy-to-use platform, wide range of communication
channels.
Weakness: Limited brand awareness compared to larger competitors, lack of presence in
certain global markets.
Opportunity: Growing demand for omnichannel customer engagement solutions, especially in
India and emerging markets.
Threat: Competition from other marketing automation platforms like MoEngage, CleverTap,
and global players like HubSpot.
Unique Value Proposition: WebEngage offers an AI-driven, data-centric marketing automation
platform that helps businesses create personalized, omnichannel engagement strategies,
improving both customer retention and acquisition.
Competitors: MoEngage, CleverTap, HubSpot.
The primary goal is to optimize WebEngage’s GTM Strategy to drive Sales Growth and Market
Penetration in India and other emerging markets.

1. Industry-Specific Playbooks: Develop targeted playbooks for key verticals like e-commerce,
fintech, and media, highlighting specific use cases and success stories to attract decision-makers
in those industries.
2. Partnerships with Digital Agencies: Partner with digital marketing agencies and consultants who
can offer WebEngage as a solution to their clients, expanding reach through resellers.
3. Freemium Tier for SMEs: Introduce a freemium tier for SMEs that allows them to access basic
features and upgrade as they scale, making WebEngage more accessible to smaller businesses.
4. Outbound Sales Team for Enterprise Clients: Build an outbound sales team specifically focused
on larger enterprises, with a consultative approach to selling WebEngage’s premium solutions.
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5. Referral and Affiliate Programs: Create a referral program that incentivizes existing customers
and partners to bring in new leads, offering discounts or extended trial periods as rewards.
Industry-Specific Playbooks (Reach: High, Impact: High, Confidence: Medium, Effort: Medium) –
RICE Score: 50
Partnerships with Digital Agencies (Reach: Medium, Impact: Medium, Confidence: High, Effort:
Freemium Tier for SMEs (Reach: High, Impact: Medium, Confidence: High, Effort: Medium) –
RICE Score: 55
Outbound Sales for Enterprises (Reach: Medium, Impact: High, Confidence: Medium, Effort:
Referral and Affiliate Programs (Reach: Medium, Impact: Medium, Confidence: Medium, Effort:
Prioritize Freemium Tier, Industry-Specific Playbooks, and Outbound Sales for Enterprises.
7. Trade-offs:
Developing industry-specific playbooks may require deeper product understanding and vertical
expertise, which could slow down execution.
Offering a freemium tier could increase costs for providing support to free users, though it may
drive long-term conversions.
Building an outbound sales team for enterprise clients requires significant investment in hiring and
training, but it’s necessary to target larger deals.
8. Success Metrics:
Market Penetration: Increase penetration in targeted industries like e-commerce and fintech, with
a goal of acquiring 15% more customers in these verticals within 6 months.
Sales Growth: Track revenue growth, aiming for a 20% increase from new customer acquisition in
the first 6 months post-GTM optimization.
Freemium Conversion Rate: Measure the conversion rate from freemium users to paid plans,
targeting a 25% conversion within the first quarter.
Enterprise Deal Closure: Increase the number of enterprise deals closed through outbound
efforts, aiming for 10 new deals per quarter.
9. Summary:
Optimizing WebEngage’s GTM strategy requires focusing on industry-specific playbooks, expanding
reach through a freemium tier for SMEs, and building an outbound sales team for enterprise clients. By
targeting verticals with tailored messaging and leveraging partnerships, WebEngage can increase
market penetration and drive revenue growth. Success will be measured through market penetration,
freemium conversion rates, and enterprise deal closures.
22. How would you launch a B2B fintech product like RazorpayX Payroll in a
competitive market?
Solution:
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What are the unique features of RazorpayX Payroll compared to other payroll management
solutions in the market?
Who is the target audience—startups, SMEs, or larger enterprises?
What are the primary pain points that this product solves for businesses (e.g., compliance, payroll
automation, tax management)?
How are competitors like Keka, Zoho Payroll, and QuickBooks positioning their payroll products,
and what pricing models do they use?
What regulatory or compliance factors (e.g., tax laws, labor laws) must be considered when
launching a payroll solution in India?
RazorpayX Payroll is a payroll management tool aimed at automating salary disbursements, tax
compliance, and employee benefits management. Launching this product in a competitive market
requires emphasizing its unique features, establishing trust with businesses, and differentiating it from
competitors.

Company Mission and Vision: Razorpay’s mission is to simplify financial operations for
businesses, from payments to payroll. Its vision is to be the leading fintech platform for businesses
of all sizes, providing end-to-end financial solutions.
What It Does: RazorpayX Payroll automates salary payments, tax deductions, employee benefits,
and compliance management for businesses, helping them streamline payroll processes.
Why It Does It: Managing payroll manually can be complex and time-consuming for businesses,
particularly when dealing with tax compliance and employee benefits. RazorpayX Payroll simplifies
this by automating payroll operations, ensuring compliance, and reducing manual errors.
How It Does It: RazorpayX Payroll integrates with businesses’ existing financial systems,
automating salary disbursements, generating payslips, and ensuring compliance with tax and labor
regulations.
For Whom It Does: RazorpayX Payroll primarily targets SMEs and startups that need an
affordable, easy-to-use payroll solution to manage their employees’ compensation and benefits.
SWOT Analysis:
Strength: Seamless integration with existing financial tools, strong brand presence in fintech,
easy-to-use interface.
Weakness: Limited differentiation from other payroll solutions, especially for larger enterprises
with complex payroll needs.
Opportunity: Growing demand for automated payroll solutions among SMEs as they scale and
require more streamlined financial processes.
Threat: Competition from established payroll providers like Keka, Zoho Payroll, and
QuickBooks, which may offer more features or better pricing.
Unique Value Proposition: RazorpayX Payroll offers an easy-to-use, fully automated payroll
solution that simplifies tax compliance and salary disbursement for growing businesses,
integrating seamlessly with other RazorpayX financial tools.
Competitors: Keka, Zoho Payroll, QuickBooks.
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The primary goal is to launch RazorpayX Payroll effectively in a Competitive Market, driving User
Acquisition and Revenue Growth by emphasizing its simplicity and integration with other financial
tools.

1. Free Trial for SMEs: Offer a 30-day free trial that allows businesses to experience the benefits of
automated payroll, encouraging them to switch from manual processes or legacy software.
2. Industry-Specific Case Studies: Create case studies that demonstrate how RazorpayX Payroll
has solved payroll challenges for specific industries (e.g., tech startups, retail businesses,
healthcare) to build credibility and trust.
3. Partner with Accountants: Partner with accounting firms and payroll consultants who can
recommend RazorpayX Payroll to their clients, offering incentives for referrals.
4. Compliance as a Key Differentiator: Highlight compliance with local labor laws and tax
regulations as a key differentiator, providing peace of mind for businesses worried about payroll
errors or audits.
5. Integrations with HR Software: Promote RazorpayX Payroll’s seamless integration with popular
HR and accounting software (e.g., Zoho, Tally), making it easier for businesses to adopt.
Free Trial for SMEs (Reach: High, Impact: High, Confidence: High, Effort: Medium) – RICE Score:
60
Industry-Specific Case Studies (Reach: Medium, Impact: Medium, Confidence: Medium, Effort:
Partner with Accountants (Reach: Medium, Impact: High, Confidence: High, Effort: Medium) –
RICE Score: 50
Compliance Differentiation (Reach: Medium, Impact: Medium, Confidence: High, Effort: Low) –
RICE Score: 45
HR Software Integrations (Reach: Medium, Impact: Medium, Confidence: Medium, Effort:
Prioritize Free Trial for SMEs, Partnering with Accountants, and Compliance Differentiation.
7. Trade-offs:
Offering a free trial could increase support costs, especially if many trial users don’t convert to
paid plans.
Creating industry-specific case studies requires significant time and effort to gather data and
create compelling stories, but it can build long-term credibility.
Partnering with accountants may require offering incentives that reduce margins initially, though it
could drive significant business in the long run.
8. Success Metrics:
Trial Conversion Rate: Track the conversion rate from free trial users to paid subscribers, aiming
for a 20% conversion within the first quarter.
Referral Growth: Measure the number of new users acquired through accounting partners,
targeting a 15% increase in leads through referral programs.
Market Share: Increase market share in the payroll automation space, aiming for 10% market
penetration within 6 months.
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Customer Satisfaction: Monitor customer satisfaction scores post-onboarding, aiming for a 90%
satisfaction rate based on user surveys.
9. Summary:
Launching RazorpayX Payroll in a competitive market requires emphasizing its compliance features,
offering a free trial to attract SMEs, and partnering with accountants to drive referrals. By focusing on
ease of use and integration with existing software, RazorpayX Payroll can differentiate itself from
competitors. Success will be measured through trial conversion rates, referral growth, and customer
satisfaction.
23. How would you increase the average order value (AOV) for a food delivery app
like Swiggy?
Solution:
What is the current average order value (AOV) for Swiggy, and how does it vary by location (e.g.,
urban vs. suburban)?
What user segments drive the majority of orders, and are there specific segments that tend to
have higher AOVs (e.g., families, young professionals)?
Are there specific categories of food or promotions that typically result in higher order values (e.g.,
combo meals, discounts on bulk orders)?
How does Swiggy’s AOV compare to competitors like Zomato or UberEats?
What is the current marketing strategy for encouraging higher-order sizes (e.g., discounts on
larger orders, free delivery thresholds)?
Swiggy is one of India’s largest food delivery platforms, known for its wide range of restaurant
partnerships and quick delivery times. Increasing AOV requires optimizing the user experience,
providing incentives for larger orders, and promoting higher-value categories like bulk orders or family
meals.

Company Mission and Vision: Swiggy’s mission is to make life easier by delivering great food,
fast. Its vision is to be India’s leading on-demand delivery platform, offering a seamless experience
for both customers and restaurants.
What It Does: Swiggy allows customers to order food from a wide variety of restaurants and have
it delivered directly to their location.
Why It Does It: As convenience becomes a key factor in urban living, Swiggy aims to provide a
reliable, fast, and easy way for customers to enjoy restaurant-quality meals without leaving their
homes.
How It Does It: Through its mobile app, Swiggy connects customers with local restaurants,
providing delivery tracking, multiple payment options, and personalized recommendations.
For Whom It Does: Swiggy primarily serves urban customers, including individuals, families, and
young professionals who want the convenience of ordering food online.
SWOT Analysis:
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Strength: Wide range of restaurant partnerships, fast delivery times, strong brand recognition.
Weakness: High operational costs, particularly related to delivery logistics.
Opportunity: Increasing demand for home delivery, especially during special occasions or
peak meal times.
Threat: Intense competition from Zomato, UberEats, and local delivery services.
Unique Value Proposition: Swiggy offers a reliable, fast food delivery service with a wide variety
of options, providing convenience to customers while helping restaurants reach more diners.
Competitors: Zomato, UberEats, Dunzo.
The primary goal is to increase Average Order Value (AOV) by encouraging larger orders, promoting
higher-value menu items, and offering incentives for bulk purchases.

1. Bundle Deals and Combos: Promote meal bundles and combo deals that encourage customers to
order multiple items at once, such as family packs or appetizer + main course combos.
2. Free Delivery Thresholds: Offer free delivery for orders above a certain value, incentivizing
customers to add more items to their cart to avoid delivery charges.
3. Upsell and Cross-Sell Recommendations: Use AI-driven algorithms to recommend additional
items (e.g., desserts, beverages) during the checkout process, based on the user’s order history.
4. Loyalty Rewards for Higher Orders: Introduce a loyalty program that rewards customers with
points or discounts when their order exceeds a certain value, encouraging them to spend more.
5. Exclusive Promotions on Premium Restaurants: Offer limited-time promotions or discounts for
premium, higher-priced restaurants to increase the average order size among regular users.
Bundle Deals and Combos (Reach: High, Impact: Medium, Confidence: High, Effort: Low) – RICE
Score: 55
Free Delivery Thresholds (Reach: Medium, Impact: High, Confidence: Medium, Effort: Medium) –
RICE Score: 50
Upsell Recommendations (Reach: Medium, Impact: Medium, Confidence: High, Effort: Medium) –
RICE Score: 45
Loyalty Rewards (Reach: Medium, Impact: Medium, Confidence: Medium, Effort: Low) – RICE
Score: 45
Premium Restaurant Promotions (Reach: Medium, Impact: High, Confidence: Medium, Effort:
Prioritize Bundle Deals, Free Delivery Thresholds, and Premium Restaurant Promotions.
7. Trade-offs:
Offering free delivery could reduce profit margins on larger orders but could also drive higher AOV
and overall volume.
Premium restaurant promotions may alienate budget-conscious customers, though they could
attract higher spenders.
Implementing upsell recommendations requires investment in AI technology, but could drive long-
term value through increased order sizes.
8. Success Metrics:
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AOV Growth: Increase AOV by 15% over the next quarter through the implementation of bundle
deals and free delivery thresholds.
Order Size: Track the percentage of orders that qualify for free delivery, aiming for 25% of orders
to exceed the threshold value.
Customer Loyalty: Increase customer retention and engagement by 20% through loyalty rewards
tied to higher-value orders.
Promotion Success: Measure the impact of premium restaurant promotions on AOV, aiming for a
10% uplift during the promotional period.
9. Summary:
Increasing Swiggy’s AOV requires a focus on bundle deals, free delivery thresholds, and premium
restaurant promotions. By incentivizing larger orders and cross-selling higher-value menu items,
Swiggy can drive higher revenue per order while enhancing the customer experience. Success will be
measured by AOV growth, order size, and promotion impact.
24. How would you prioritize feature development for a ride-sharing platform like
Ola?
Solution:
What is the current user feedback on key features (e.g., pricing, safety, ride availability)?
Which features are driving the most revenue or user retention (e.g., Ola Prime, bike-taxi services)?
How does Ola’s feature set compare to competitors like Uber, particularly in terms of innovation
and user experience?
Are there specific user segments (e.g., daily commuters, tourists, business travelers) whose needs
are not fully met?
What resources (e.g., development teams, budget) are available to support new feature
development?
Ola is one of India’s largest ride-sharing platforms, offering various services, including cabs, autos,
and bike taxis. Prioritizing feature development requires focusing on improving user experience,
increasing revenue, and ensuring that new features address user pain points effectively.

Company Mission and Vision: Ola’s mission is to provide reliable, affordable transportation to
everyone. Its vision is to be the leading ride-sharing platform in India and globally, offering
innovative solutions for urban mobility.
What It Does: Ola offers a ride-hailing app that connects users with drivers for various types of
transportation, including cars, autos, and bikes.
Why It Does It: As urban areas become more congested, Ola aims to provide an affordable,
convenient, and eco-friendly alternative to private vehicles.
How It Does It: Through its mobile app, Ola uses a combination of real-time data, mapping, and AI
to match users with drivers, ensuring timely pick-ups and optimized routes.
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For Whom It Does: Ola primarily serves urban commuters, business travelers, and tourists, though
it is also expanding into Tier-2/3 cities and rural areas.
SWOT Analysis:
Strength: Strong brand recognition, wide range of transportation options, solid driver network.
Weakness: Issues with service consistency, particularly in terms of driver availability and
pricing during peak hours.
Opportunity: Growing demand for affordable, reliable transportation in Tier-2/3 cities and
smaller towns.
Threat: Intense competition from Uber and local ride-hailing apps, as well as potential
regulatory challenges.
Unique Value Proposition: Ola provides a wide range of affordable transportation options, from
cabs to bike taxis, offering a convenient, accessible alternative to public transport and private
vehicles.
Competitors: Uber, Rapido, Bounce.
The primary objective is to prioritize feature development that enhances User Experience and
Revenue Growth, while maintaining a competitive edge against global and local players.

1. Dynamic Pricing Transparency: Develop a feature that provides users with greater transparency
around dynamic pricing during peak hours, explaining why fares fluctuate.
2. Driver Rating and Feedback Improvements: Improve the driver rating and feedback system to
ensure that users can make informed decisions when selecting a ride, improving overall ride
quality.
3. In-App Emergency Features: Enhance in-app safety features by adding a panic button that
connects directly to local authorities or Ola’s emergency team in case of emergencies during rides.
4. Subscription Plans for Frequent Riders: Introduce subscription-based plans that offer discounts
or priority service for frequent users, similar to a loyalty program.
5. Real-Time Traffic and Route Optimization: Use AI-driven traffic prediction models to optimize
routes in real-time, reducing travel time and improving user satisfaction.
Dynamic Pricing Transparency (Reach: Medium, Impact: Medium, Confidence: High, Effort:
Driver Rating Improvements (Reach: Medium, Impact: High, Confidence: Medium, Effort:
In-App Emergency Features (Reach: High, Impact: High, Confidence: High, Effort: Low) – RICE
Score: 60
Subscription Plans (Reach: Medium, Impact: High, Confidence: Medium, Effort: Medium) – RICE
Score: 50
Real-Time Route Optimization (Reach: High, Impact: High, Confidence: High, Effort: High) – RICE
Score: 55
Prioritize In-App Emergency Features, Real-Time Route Optimization, and Driver Rating
Improvements.
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7. Trade-offs:
Implementing real-time traffic optimization may require significant investment in AI development
and testing, which could delay other feature rollouts.
Transparency around dynamic pricing could lead to user dissatisfaction if the reasoning behind
fare surges is not effectively communicated.
Subscription plans may appeal to frequent users but could alienate occasional riders if not
positioned properly.
8. Success Metrics:
Feature Adoption: Measure the adoption rate of new features, aiming for 25% of users to engage
with in-app emergency features within the first 6 months.
User Retention: Improve user retention by 15%, particularly among frequent riders, through the
introduction of subscription plans.
Average Ride Ratings: Increase average ride ratings by 10% through improvements to the driver
feedback system.
Travel Time Reduction: Reduce average travel time by 10% through real-time traffic optimization.
9. Summary:
Prioritizing feature development for Ola should focus on enhancing user safety, improving ride quality
through driver ratings, and optimizing travel time using real-time data. These strategies will drive
higher user engagement, retention, and overall satisfaction. Success will be measured through feature
adoption, user retention, and average ride ratings.
25. How would you optimize user acquisition costs (CAC) for an OTT platform like
Zee5?
Solution:
What are the primary acquisition channels for Zee5, and which ones drive the highest CAC (e.g.,
social media, influencer marketing, partnerships)?
Which user segments (e.g., regional language viewers, urban vs. rural) are being targeted, and how
does CAC vary across these segments?
What is the current conversion rate from free trial users to paid subscribers?
How do Zee5’s user acquisition strategies compare to competitors like Hotstar, Netflix, and
Amazon Prime?
Are there specific campaigns or partnerships that have significantly reduced or increased CAC in
the past?
Zee5 is one of India’s leading OTT platforms, offering content across multiple languages and genres.
Optimizing user acquisition costs (CAC) requires a focus on efficient marketing strategies,
partnerships, and improving the conversion rate from free to paid subscribers.
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Company Mission and Vision: Zee5’s mission is to entertain, educate, and inspire viewers
through a wide range of regional and global content. Its vision is to be the leading OTT platform in
India, offering content that resonates with every viewer.
What It Does: Zee5 provides on-demand streaming of movies, TV shows, original series, and live
TV across multiple Indian languages and international content.
Why It Does It: As digital consumption of entertainment grows, Zee5 aims to be a key player in
delivering high-quality, diverse content to users across India and beyond.
How It Does It: Through a mobile app and website, Zee5 offers subscription-based streaming
services with regional language support, personalized recommendations, and exclusive content.
For Whom It Does: Zee5 primarily targets Indian viewers, with a focus on regional language
speakers, but also caters to the global Indian diaspora.
SWOT Analysis:
Strength: Wide range of regional content, strong brand recognition, localized marketing
campaigns.
Weakness: High competition from global OTT platforms with larger content libraries.
Opportunity: Growing demand for regional language content, especially in Tier-2/3 cities.
Threat: Competition from global giants like Netflix, Amazon Prime, and Hotstar, which have
larger budgets for content acquisition and marketing.
Unique Value Proposition: Zee5 offers a diverse range of content in multiple Indian languages,
making it accessible to viewers from all regions and providing a localized experience that
international platforms may not offer.
Competitors: Hotstar, Netflix, Amazon Prime, SonyLiv.
The primary goal is to optimize CAC by improving User Acquisition strategies, driving higher
conversions from free trials, and lowering overall marketing costs while increasing the quality of
subscribers.

1. Targeted Digital Ads: Use AI-driven, hyper-targeted digital ads that focus on specific user
segments (e.g., language preferences, regional content) to increase the efficiency of ad spend.
2. Referral Program: Introduce a referral program where current subscribers earn rewards or
discounts for bringing in new subscribers, reducing reliance on paid acquisition channels.
3. Partnerships with Telecom Providers: Collaborate with telecom companies (e.g., Jio, Airtel) to
bundle Zee5 subscriptions with data plans, lowering direct acquisition costs and increasing reach.
4. Free Trial Optimization: Improve the free trial experience by personalizing content
recommendations, increasing the likelihood of conversion from free to paid subscribers.
5. Influencer Marketing: Leverage regional influencers and content creators to promote Zee5,
particularly for regional shows and movies, tapping into their loyal audiences at a lower cost.
Targeted Digital Ads (Reach: High, Impact: Medium, Confidence: High, Effort: Medium) – RICE
Score: 55
Referral Program (Reach: Medium, Impact: High, Confidence: Medium, Effort: Medium) – RICE
Score: 50
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Telecom Partnerships (Reach: High, Impact: High, Confidence: Medium, Effort: High) – RICE
Score: 55
Free Trial Optimization (Reach: Medium, Impact: Medium, Confidence: Medium, Effort: Medium) –
RICE Score: 45
Influencer Marketing (Reach: Medium, Impact: Medium, Confidence: Medium, Effort: Low) – RICE
Score: 40
Prioritize Targeted Digital Ads, Telecom Partnerships, and Referral Program.
7. Trade-offs:
Implementing AI-driven digital ads may require upfront investment in technology and data analysis,
but can drive long-term efficiency in ad spend.
Partnerships with telecom providers may reduce control over pricing and bundling, though it could
significantly increase Zee5’s reach in Tier-2/3 cities.
Referral programs could reduce the perceived value of subscriptions if discounts are too frequent
or high, so balancing the reward system is crucial.
8. Success Metrics:
CAC Reduction: Reduce CAC by 20% over the next 6 months through the implementation of
targeted ads, referral programs, and partnerships.
Referral Growth: Measure the percentage of new users acquired through the referral program,
aiming for 15% of total new signups.
Free Trial Conversion: Improve free trial-to-paid conversion rate by 25% through better
personalization and content recommendations.
Subscriber Growth: Track the overall growth of paid subscribers, targeting a 20% increase within
the first quarter after implementing these strategies.
9. Summary:
Optimizing user acquisition costs for Zee5 requires focusing on targeted digital ads, telecom
partnerships, and referral programs. These strategies will help reduce reliance on high-cost
acquisition channels while improving the quality and retention of new subscribers. Success will be
measured through CAC reduction, referral growth, and conversion rate improvements.
26. How would you reduce churn for a fitness app like Cure.fit?
Solution:
What is the current churn rate, and what are the reasons for churn (e.g., lack of motivation, pricing,
content fatigue)?
Are there any trends in user behavior before they churn (e.g., reduced workout frequency, less
engagement with content)?
What are the most-used features, and which ones are underutilized?
How do Cure.fit's subscription models compare to competitors like Cult.fit or Fittr?
What feedback have we gathered from users who stopped using the app?
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Cure.fit is a fitness app that offers workout plans, healthy recipes, and mental wellness programs.
Reducing churn involves improving user engagement, providing personalized experiences, and
addressing the key reasons users leave the platform.

Company Mission and Vision: Cure.fit’s mission is to make healthy living easy for everyone by
offering a comprehensive fitness, food, and mental health platform. Its vision is to be the leading
fitness and wellness platform in India and beyond.
What It Does: Cure.fit provides workout videos, diet plans, meditation exercises, and mental
health resources through its mobile app.
Why It Does It: Cure.fit aims to create a holistic wellness ecosystem that covers all aspects of
physical and mental health, making it easier for users to maintain a healthy lifestyle.
How It Does It: Through a subscription-based app, Cure.fit offers access to on-demand workout
videos, fitness tracking, meal plans, and wellness content.
For Whom It Does: Cure.fit primarily serves urban professionals, fitness enthusiasts, and
individuals looking for a convenient, all-in-one wellness solution.
SWOT Analysis:
Strength: Comprehensive wellness offering, strong brand recognition, and access to in-person
fitness centers (Cult.fit).
Weakness: High churn rate due to content fatigue or lack of personalized fitness plans.
Opportunity: Increasing interest in digital wellness solutions, particularly post-pandemic.
Threat: Intense competition from other fitness apps, in-person fitness centers, and free
YouTube content.
Unique Value Proposition: Cure.fit offers a holistic wellness solution that combines fitness,
mental health, and nutrition, catering to users looking for a complete lifestyle change.
Competitors: Fittr, Cult.fit, HealthifyMe.
The primary goal is to reduce Churn by increasing User Engagement and ensuring that users
consistently derive value from the app, particularly through personalized experiences.

1. Personalized Workout Recommendations: Use AI to offer personalized workout and nutrition
plans based on user preferences, fitness level, and past behavior, encouraging users to stick to
routines.
2. Gamification: Introduce gamified features like fitness challenges, leaderboards, and rewards for
completing workouts to keep users motivated and engaged.
3. Progress Tracking and Celebrations: Improve progress tracking features with milestone
celebrations and notifications to motivate users when they hit fitness goals (e.g., weight loss,
completing a series of workouts).
4. Push Notifications for Inactive Users: Use personalized push notifications to re-engage users
who haven’t worked out in a while, reminding them of their goals or offering easy-to-follow
“restart” plans.
5. Hybrid Subscription Models: Offer hybrid subscription models that combine online and offline
classes (through Cult.fit centers) to appeal to users who prefer a mix of in-person and digital
workouts.
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Personalized Workout Recommendations (Reach: High, Impact: High, Confidence: High, Effort:
Gamification (Reach: Medium, Impact: High, Confidence: Medium, Effort: Medium) – RICE Score:
50
Progress Tracking and Celebrations (Reach: Medium, Impact: Medium, Confidence: Medium,
Effort: Low) – RICE Score: 45
Push Notifications for Inactive Users (Reach: High, Impact: Medium, Confidence: High, Effort:
Hybrid Subscription Models (Reach: Medium, Impact: High, Confidence: Medium, Effort: High) –
RICE Score: 50
Prioritize Personalized Workout Recommendations, Push Notifications, and Gamification.
7. Trade-offs:
Implementing personalized workout recommendations requires investment in AI and data analytics,
which could delay other feature rollouts.
Gamification features may require continuous updates to remain fresh and engaging, increasing
development costs.
Hybrid subscription models could complicate pricing and subscription management but may
appeal to a wider user base.
8. Success Metrics:
Churn Rate: Reduce churn by 20% within the next 6 months through personalized workouts and
engagement strategies.
Workout Completion Rate: Increase the number of users completing at least 3 workouts per week
by 25%.
Push Notification Engagement: Track engagement with personalized push notifications, aiming
for a 30% reactivation rate among inactive users.
Subscription Growth: Measure the growth of hybrid subscription models, targeting a 10%
increase in total subscribers.
9. Summary:
Reducing churn for Cure.fit requires a focus on personalization, gamification, and hybrid subscriptions.
These strategies will keep users engaged by offering tailored experiences and motivating them
through challenges, progress tracking, and rewards. Success will be measured through churn
reduction, increased workout completion, and subscription growth.
27. How would you improve the go-to-market (GTM) strategy for a financial
literacy app like Zerodha Varsity?
Solution:
What is the current user acquisition strategy for Zerodha Varsity, and which channels are driving
the most traffic (e.g., organic, paid ads, influencer partnerships)?
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Which user segments (e.g., beginner investors, traders) does the app target, and what are their
pain points?
How do competitors like Upstox and Groww approach financial education, and what content do
they offer?
What is the level of engagement with the content on the app (e.g., course completion rates, time
spent per session)?
Are there any challenges related to monetization or retention after users complete courses?
Zerodha Varsity is a financial literacy app that provides in-depth educational content for traders and
investors. Improving the GTM strategy involves expanding reach, increasing user engagement, and
ensuring that the content addresses the evolving needs of different investor segments.

Company Mission and Vision: Zerodha’s mission is to democratize financial education by making
it accessible to everyone, regardless of their background or experience level. Its vision is to create
a financially literate society where everyone has the knowledge to make informed investment
decisions.
What It Does: Zerodha Varsity offers a wide range of educational content, from beginner-level
courses on the stock market to advanced trading strategies.
Why It Does It: Many individuals in India lack access to high-quality financial education, leading to
poor investment decisions. Zerodha Varsity aims to bridge this gap by providing comprehensive,
easy-to-understand content.
How It Does It: Through its mobile app and website, Zerodha Varsity offers free courses, articles,
and quizzes that help users understand financial concepts and build their investing knowledge.
For Whom It Does: The app primarily serves beginner and intermediate investors, though it also
offers content for advanced traders.
SWOT Analysis:
Strength: Strong brand association with Zerodha, high-quality educational content, free
access.
Weakness: Limited gamification or incentives for course completion, leading to low
engagement in some cases.
Opportunity: Growing interest in stock market investing among young Indians, especially post-
pandemic.
Threat: Competition from other financial literacy platforms and YouTube channels offering free
content.
Unique Value Proposition: Zerodha Varsity offers high-quality, comprehensive financial education
for free, making it accessible to all levels of investors, from beginners to seasoned traders.
Competitors: Upstox, Groww, Angel Broking, YouTube financial influencers.
The primary goal is to improve User Acquisition and Engagement by refining the GTM strategy and
expanding reach across multiple channels, while maintaining the high quality of the educational
content.
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1. Content Partnerships with Influencers: Collaborate with financial influencers and YouTube
creators to promote Zerodha Varsity courses, tapping into their large, engaged audiences.
2. Gamification of Learning: Introduce gamified elements like quizzes, badges, and certificates for
course completion to increase user engagement and retention.
3. Localized Content: Create regional language versions of the courses to reach users in Tier-2/3
cities, where the demand for financial literacy is growing.
4. Referral Program: Launch a referral program where users can
earn rewards (e.g., free stock credits or access to premium content) for referring friends to the platform.
5. Offline Workshops and Webinars: Organize offline financial literacy workshops and webinars in
collaboration with schools, colleges, and corporates to expand reach and brand awareness.
Content Partnerships with Influencers (Reach: High, Impact: High, Confidence: High, Effort:
Gamification of Learning (Reach: Medium, Impact: High, Confidence: Medium, Effort: Medium) –
RICE Score: 50
Localized Content (Reach: High, Impact: Medium, Confidence: Medium, Effort: High) – RICE
Score: 45
55
Offline Workshops and Webinars (Reach: Medium, Impact: Medium, Confidence: Medium, Effort:
High) – RICE Score: 45
Prioritize Content Partnerships with Influencers, Gamification, and Referral Programs.
7. Trade-offs:
Creating localized content requires significant resources for translation and adaptation, which may
delay other initiatives.
Offline workshops and webinars are resource-intensive and may only reach a limited audience,
though they could help build deeper relationships with users.
Gamification could require ongoing development and updates to keep users engaged with new
rewards and challenges.
8. Success Metrics:
User Acquisition: Increase user acquisition by 25% within the next 6 months through influencer
partnerships and referral programs.
Course Completion Rate: Improve course completion rates by 30% through gamification and
engagement incentives.
Engagement Time: Track the average time spent on the platform per user, aiming for a 20%
increase through gamification and personalized content recommendations.
Brand Awareness: Measure the impact of offline workshops, targeting a 15% increase in brand
awareness in Tier-2/3 cities.
9. Summary:
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Improving Zerodha Varsity’s GTM strategy involves leveraging influencer partnerships, introducing
gamified learning elements, and launching a referral program. These strategies will increase user
acquisition, engagement, and brand visibility, helping the platform grow its user base and retain
learners. Success will be measured through acquisition growth, engagement time, and course
completion rates.
28. How would you increase the lifetime value (LTV) of users for an edtech
platform like Unacademy?
Solution:
What is the current LTV of users, and how does it vary by user segment (e.g., K-12 students,
competitive exam aspirants)?
What factors contribute to higher LTV (e.g., course purchases, renewals, referrals)?
What are the most popular courses, and are there opportunities for upselling or cross-selling
additional content?
How does Unacademy’s LTV compare to competitors like Byju’s, Vedantu, or Coursera?
What feedback do we have from users who churn or choose not to renew their subscriptions?
Unacademy is one of India’s leading edtech platforms, offering courses for competitive exams, K-12
education, and professional development. Increasing LTV requires focusing on user retention,
upselling/cross-selling additional content, and providing ongoing value through personalized learning
paths.

Company Mission and Vision: Unacademy’s mission is to provide high-quality education to
everyone, regardless of their background or location. Its vision is to be the leading online learning
platform in India, helping students achieve their academic and professional goals.
What It Does: Unacademy offers live and recorded courses, test series, and personalized learning
paths for students preparing for competitive exams and other educational goals.
Why It Does It: Many students in India lack access to high-quality educational resources,
especially in remote areas. Unacademy aims to democratize education by providing affordable,
accessible learning opportunities online.
How It Does It: Through its mobile app and website, Unacademy offers interactive classes,
quizzes, and personalized learning experiences tailored to each student’s goals.
For Whom It Does: Unacademy primarily serves K-12 students, competitive exam aspirants, and
professionals looking to upskill in various domains.
SWOT Analysis:
Strength: Strong brand recognition, wide range of courses, live interactive classes.
Weakness: High churn rate post-exam seasons, lack of engagement with non-core courses.
Opportunity: Increasing demand for online education, particularly for skill-based learning and
professional development.
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Threat: Intense competition from Byju’s, Vedantu, and Coursera, which may offer similar or
more specialized content.
Unique Value Proposition: Unacademy offers a wide range of high-quality courses taught by top
educators, providing an interactive and personalized learning experience that helps students
succeed in exams and beyond.
Competitors: Byju’s, Vedantu, Coursera.
The primary goal is to increase Lifetime Value (LTV) by improving User Retention, Upselling/Cross-
Selling additional courses, and encouraging longer subscription periods.

1. Personalized Learning Paths: Use AI to create personalized learning paths for students based on
their goals, performance, and interests, encouraging them to stay on the platform longer and
engage with more content.
2. Course Bundling and Discounts: Offer bundled courses and discounts for purchasing multiple
courses at once (e.g., complete exam preparation packages) to increase the average transaction
value.
3. Subscription Tiers and Renewals: Introduce subscription tiers that offer additional perks (e.g.,
one-on-one tutoring, exclusive test series) to encourage users to upgrade and renew their
subscriptions.
4. Ongoing Engagement Through Gamification: Implement gamified elements like leaderboards,
badges, and rewards for completing courses, attending live classes, and participating in quizzes.
5. Alumni and Referral Programs: Create an alumni program that keeps former students engaged
by offering exclusive content or events. Introduce a referral program where users earn discounts or
rewards for referring new users.
Personalized Learning Paths (Reach: High, Impact: High, Confidence: High, Effort: Medium) –
RICE Score: 60
Course Bundling and Discounts (Reach: Medium, Impact: High, Confidence: Medium, Effort:
Subscription Tiers (Reach: Medium, Impact: High, Confidence: High, Effort: Medium) – RICE
Score: 55
Gamification (Reach: Medium, Impact: Medium, Confidence: Medium, Effort: Medium) – RICE
Score: 45
Alumni and Referral Programs (Reach: Medium, Impact: Medium, Confidence: Medium, Effort:
Prioritize Personalized Learning Paths, Subscription Tiers, and Course Bundling.
7. Trade-offs:
Creating personalized learning paths requires significant investment in AI and data analytics, but
could lead to long-term improvements in retention and engagement.
Offering discounts and bundles could reduce short-term revenue but may increase the total
transaction value and LTV in the long run.
Introducing subscription tiers may complicate pricing, so clear communication and value
differentiation are essential.
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8. Success Metrics:
LTV Growth: Increase LTV by 25% over the next 6 months through personalized learning paths,
subscription upgrades, and bundling.
Subscription Renewal Rate: Improve the subscription renewal rate by 20% through the
introduction of tiered subscription plans.
Average Transaction Value: Increase the average transaction value by 15% through bundled
course offerings and upselling.
Engagement Metrics: Track the average time spent on the platform, aiming for a 30% increase in
user engagement through gamification and personalized recommendations.
9. Summary:
Increasing LTV for Unacademy requires focusing on personalized learning paths, bundling courses,
and offering subscription tiers. These strategies will drive higher user retention, encourage upselling,
and keep students engaged with the platform. Success will be measured through LTV growth,
subscription renewal rates, and increased engagement.
29. How would you expand into international markets for an Indian payments
platform like Paytm?
Solution:
Which international markets are being considered for expansion (e.g., Southeast Asia, Middle East,
Africa)?
What are the local regulations around digital payments in these markets, and how does Paytm plan
to comply with them?
What are the cultural and behavioral differences in payment preferences in these regions?
How do local competitors in the target markets operate, and what are their strengths and
weaknesses?
What existing partnerships (e.g., banks, fintechs, telecoms) can be leveraged for market entry?
Paytm is one of India’s largest payments platforms, offering digital wallets, bill payments, and financial
services. Expanding into international markets requires understanding local regulatory environments,
cultural payment preferences, and the competitive landscape.

Company Mission and Vision: Paytm’s mission is to bring financial inclusion to everyone by
providing easy access to digital financial services. Its vision is to become a leading global
payments platform, empowering businesses and consumers worldwide.
What It Does: Paytm offers a wide range of services, including mobile payments, digital wallets,
bill payments, and financial services like lending and insurance.
Why It Does It: Paytm aims to provide a cashless, digital-first payment experience that is
accessible and secure, helping businesses and consumers transition to a more efficient financial
system.
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How It Does It: Through its mobile app and network of partners, Paytm enables users to make
payments, transfer money, and access financial services seamlessly.
For Whom It Does: Paytm primarily serves consumers and businesses in urban and rural areas
who need easy, secure payment solutions.
SWOT Analysis:
Strength: Strong brand presence, wide range of services, and expertise in scaling digital
payments in a complex market like India.
Weakness: Limited experience in international markets, potential regulatory challenges.
Opportunity: Growing demand for digital payments in emerging markets, where cash is still
dominant.
Threat: Intense competition from global players like PayPal, Alipay, and local fintech
companies in target markets.
Unique Value Proposition: Paytm offers a comprehensive, secure digital payments platform that
empowers both consumers and businesses to manage their finances easily, with a strong focus on
financial inclusion.
Competitors: PayPal, Alipay, local fintech players in each market.
The primary goal is to successfully Expand into International Markets by understanding local needs,
building partnerships, and ensuring compliance with regulatory requirements.

1. Local Partnerships: Partner with local banks, telecom providers, and fintechs to leverage existing
infrastructure and build trust with local consumers.
2. Regulatory Compliance and Localization: Ensure full compliance with local payment regulations,
including licensing and data protection laws, while adapting the platform to local languages and
cultural preferences.
3. Market-Specific Features: Develop market-specific features that address the unique needs of
consumers in the target region (e.g., mobile-first payments, low-data consumption versions of the
app).
4. Targeted Marketing Campaigns: Launch region-specific marketing campaigns that highlight the
benefits of using Paytm for payments, with a focus on local pain points (e.g., cashless
convenience, security).
5. Pilot Launch and Expansion: Begin with a pilot launch in one or two key cities in the target
market, gather feedback, and optimize the product before scaling to a broader audience.
Local Partnerships (Reach: High, Impact: High, Confidence: High, Effort: Medium) – RICE Score:
60
Regulatory Compliance and Localization (Reach: High, Impact: High, Confidence: Medium,
Market-Specific Features (Reach: Medium, Impact: High, Confidence: Medium, Effort: Medium) –
RICE Score: 50
Targeted Marketing (Reach: Medium, Impact: Medium, Confidence: Medium, Effort: Medium) –
RICE Score: 45
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Pilot Launch and Expansion (Reach: Medium, Impact: Medium, Confidence: Medium, Effort:
Prioritize Local Partnerships, Regulatory Compliance and Localization, and Market-Specific
Features.
7. Trade-offs:
Building local partnerships may take time and require concessions on revenue sharing or pricing
models, but it’s crucial for building trust and reducing friction in new markets.
Regulatory compliance can be complex and may require significant investment upfront, but is
necessary for long-term success.
Developing market-specific features may delay the rollout of the full product but will improve
adoption and user satisfaction in the long term.
8. Success Metrics:
Market Penetration: Measure the adoption of Paytm in the target market, aiming for a 10% market
share within the first year.
Partnership Growth: Track the number of local partnerships established, targeting partnerships
with at least three major banks or telecom providers in each market.
Compliance Milestones: Ensure full compliance with all local regulatory requirements within the
first 6 months of market entry.
User Growth: Increase the number of active users in the target market, aiming for a 20% growth
within the first quarter post-launch.
9. Summary:
Expanding Paytm into international markets requires focusing on local partnerships, regulatory
compliance, and market-specific product features. By addressing local consumer needs and working
with trusted partners, Paytm can build a strong presence in emerging markets. Success will be
measured through market share, partnerships, and user growth.
30. How would you launch a premium feature for an existing product like Slack in
India?
Solution:
What is the current user base of Slack in India, and which industries are the primary users (e.g.,
tech, startups, large enterprises)?
What premium features are currently offered, and what gap does this new feature fill (e.g.,
advanced security, integrations, analytics)?
How price-sensitive are Slack’s users in India, particularly startups and SMEs?
How do competitors like Microsoft Teams or Zoom position their premium features in the Indian
market?
What feedback have we gathered from enterprise users on what they need most from Slack?
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Slack is a leading communication platform used by businesses for team collaboration. Launching a
premium feature in India requires understanding the needs of enterprise users, highlighting the value
of the feature, and ensuring that pricing aligns with market expectations.

Company Mission and Vision: Slack’s mission is to make work simpler, more pleasant, and more
productive by providing businesses with the tools they need to collaborate effectively. Its vision is
to be the go-to platform for business communication worldwide.
What It Does: Slack offers a messaging platform that allows teams to communicate, share files,
integrate with other tools, and streamline workflows.
Why It Does It: As businesses move toward remote and hybrid work environments, there is an
increasing need for communication tools that support collaboration and productivity.
How It Does It: Through channels, direct messages, and integrations with other productivity tools,
Slack enables teams to stay connected and organized in real-time.
For Whom It Does: Slack primarily serves businesses of all sizes, though its premium features are
especially useful for large enterprises with complex workflows.
SWOT Analysis:
Strength: Strong brand recognition, wide range of integrations, easy-to-use interface.
Weakness: Higher cost compared to competitors like Microsoft Teams, which may include
Slack-like features as part of broader software suites.
Opportunity: Growing demand for advanced communication tools as more companies adopt
remote work models.
Threat: Competition from Microsoft Teams, Zoom, and other collaboration tools that offer
similar features at lower price points.
Unique Value Proposition: Slack provides a simple, powerful communication tool that integrates
seamlessly with other productivity apps, making it an essential platform for team collaboration in
fast-paced work environments.
Competitors: Microsoft Teams, Zoom, Google Workspace.
The primary goal is to successfully launch a Premium Feature in the Indian market that drives User
Adoption and Revenue Growth by catering to the specific needs of businesses, especially larger
enterprises.

1. Enterprise-Grade Security Features: Introduce enterprise-grade security features like end-to-
end encryption, advanced data protection, and compliance certifications (e.g., GDPR, SOC 2) to
appeal to larger companies with strict security requirements.
2. Advanced Analytics and Reporting: Offer advanced analytics and reporting tools that allow
businesses to track communication patterns, project timelines, and employee productivity,
providing more value for data-driven companies.
3. Custom Integrations for Enterprises: Provide custom integration options that allow enterprises
to seamlessly integrate Slack with their existing software stacks (e.g., ERP, CRM) to streamline
workflows.
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4. Targeted Marketing for Large Enterprises: Launch targeted marketing campaigns focused on
large enterprises, highlighting the benefits of premium features like security, analytics, and
integration capabilities.
5. Free Trial for Enterprise Users: Offer a 30-day free trial of the premium feature to large
enterprises, allowing them to experience the added value before committing to a paid plan.
Enterprise-Grade Security Features (Reach: High, Impact: High, Confidence: High, Effort:
Advanced Analytics and Reporting (Reach: Medium, Impact: High, Confidence: Medium, Effort:
Custom Integrations for Enterprises (Reach: Medium, Impact: Medium, Confidence: Medium,
Targeted Marketing for Large Enterprises (Reach: Medium, Impact: Medium, Confidence: High,
Effort: Low) – RICE Score: 50
Free Trial for Enterprises (Reach: High, Impact: Medium, Confidence: High, Effort: Low) – RICE
Score: 55
Prioritize Enterprise-Grade Security Features, Free Trial, and Advanced Analytics.
7. Trade-offs:
Developing advanced security features may delay other product updates, but is essential for
appealing to large, security-conscious enterprises.
Offering a free trial could reduce short-term revenue, but may lead to long-term conversions
among large enterprises.
Custom integrations require significant development resources and may only appeal to a small
segment of enterprise users, so balancing priorities is key.
8. Success Metrics:
Enterprise Adoption: Measure the adoption rate of premium features among enterprise
customers, targeting a 15% increase within 6 months.
Free Trial Conversion Rate: Track the conversion rate from free trials to paid plans, aiming for a
25% conversion within the first quarter.
Revenue Growth: Increase enterprise revenue by 20% within the next 12 months through the
launch of premium features.
Customer Satisfaction: Track satisfaction with premium features through surveys, aiming for a
90% satisfaction rate among enterprise users.
9. Summary:
Launching a premium feature for Slack in India requires focusing on enterprise-grade security,
advanced analytics, and offering free trials for large enterprises. These strategies will drive adoption
among security-conscious businesses and provide added value through enhanced reporting and
integrations. Success will be measured through enterprise adoption, revenue growth, and conversion
rates from free trials.
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31. How would you design a pricing model for an AI-driven SaaS product like
Freshdesk in India?
Solution:
What are the primary features of the AI-driven Freshdesk product, and how do they provide value
to users?
Who is the target audience (e.g., SMEs, enterprises), and what are their pain points when it comes
to customer support?
How do competitors like Zendesk or Zoho Desk price their AI-driven features?
What is the current pricing structure for Freshdesk, and how do users react to pricing changes?
Are there specific industries or user segments that are more willing to pay for AI-driven features?
Freshdesk is a customer support SaaS product that uses AI to improve ticket management, automate
workflows, and provide actionable insights. Designing a pricing model for AI-driven features requires
understanding the value these features provide to users and how pricing can align with their
willingness to pay.

Company Mission and Vision: Freshdesk’s mission is to simplify customer support by providing
businesses with tools that automate and optimize customer service processes. Its vision is to be
the leading provider of customer support software, powered by AI and automation.
What It Does: Freshdesk offers AI-driven features like chatbot integration, sentiment analysis, and
automated ticket routing to help businesses manage customer inquiries more efficiently.
Why It Does It: As customer expectations for quick, accurate support increase, Freshdesk aims to
empower businesses with the tools they need to meet these demands while reducing the workload
on support teams.
How It Does It: Freshdesk uses AI algorithms to analyze customer queries, provide real-time
recommendations, and automate repetitive tasks, improving both response times and accuracy.
For Whom It Does: Freshdesk primarily serves SMEs and enterprises across industries like e-
commerce, technology, and finance that require scalable, efficient customer support systems.
SWOT Analysis:
Strength: Easy-to-use platform, strong AI-driven automation, wide range of integrations.
Weakness: AI features may be seen as a luxury for smaller businesses with tight budgets.
Opportunity: Increasing demand for AI-driven automation in customer support as businesses
look to improve efficiency and reduce costs.
Threat: Competition from Zendesk, Zoho Desk, and other customer support platforms with
similar AI capabilities.
Unique Value Proposition: Freshdesk offers a powerful, AI-driven customer support solution that
automates ticket management and improves service quality, helping businesses scale their support
teams efficiently.
Competitors: Zendesk, Zoho Desk, Salesforce Service Cloud.
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The primary goal is to design a Pricing Model that maximizes Revenue while ensuring that the Value
of AI-Driven Features is clearly communicated to both SMEs and enterprises.

1. Tiered Pricing: Introduce tiered pricing plans based on the level of AI-driven features required
(e.g., basic, advanced, enterprise), ensuring that smaller businesses can access basic AI
functionality while enterprises get more advanced capabilities.
2. Usage-Based Pricing: Implement a usage-based pricing model where businesses pay based on
the number of tickets handled or AI interactions, making pricing scalable and affordable for
businesses of all sizes.
3. Freemium Model with Paid AI Upgrades: Offer a freemium model for basic support features, with
AI-driven features available as paid add-ons, allowing businesses to upgrade as they see the value
in automation.
4. Annual Subscription Discounts: Provide discounts for annual subscriptions, incentivizing
businesses to commit to long-term contracts, which can help reduce churn and improve customer
retention.
5. Industry-Specific Pricing: Tailor pricing based on the industry and company size, offering lower-
priced plans for sectors like startups or e-commerce, and higher-priced plans for industries like
finance or healthcare that require more advanced AI features.
Tiered Pricing (Reach: High, Impact: High, Confidence: High, Effort: Medium) – RICE Score: 60
Usage-Based Pricing (Reach: Medium, Impact: High, Confidence: Medium, Effort: Medium) –
RICE Score: 50
Freemium Model (Reach: High, Impact: Medium, Confidence: High, Effort: Low) – RICE Score: 55
Annual Subscription Discounts (Reach: Medium, Impact: Medium, Confidence: Medium, Effort:
Industry-Specific Pricing (Reach: Medium, Impact: Medium, Confidence: Medium, Effort:
Prioritize Tiered Pricing, Freemium Model, and Usage-Based Pricing.
7. Trade-offs:
Offering a freemium model may delay revenue from smaller businesses, but could lead to long-
term growth as they upgrade to paid AI features.
Usage-based pricing requires robust tracking of customer interactions, which may increase
development complexity.
Industry-specific pricing could lead to dissatisfaction among users if not communicated properly,
particularly if certain industries feel they are being charged more for similar features.
8. Success Metrics:
Revenue Growth: Increase revenue by 20% within the first 12 months through the introduction of
AI-driven pricing plans.
Conversion Rate: Measure the conversion rate from freemium users to paid plans, aiming for a
25% conversion within the first quarter.
Customer Satisfaction: Track customer satisfaction with AI features, aiming for a 90%
satisfaction rate among users who upgrade to AI-driven plans.
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Churn Rate: Reduce churn by 15% through the introduction of long-term subscription discounts
and usage-based pricing.
9. Summary:
Designing a pricing model for Freshdesk’s AI-driven features requires focusing on tiered plans, usage-
based pricing, and freemium models. These strategies will cater to businesses of all sizes, ensuring
that they only pay for the features they need while driving long-term revenue growth. Success will be
measured through revenue growth, conversion rates, and customer satisfaction.
32. How would you prioritize growth strategies for a D2C brand like Mamaearth in
India?
Solution:
What are the current customer acquisition channels (e.g., social media, influencers, paid ads), and
which ones are the most effective?
What is the current repeat purchase rate, and how does it vary across product categories (e.g.,
skincare, haircare)?
What are the brand's primary goals—brand awareness, customer retention, or new customer
acquisition?
How does the competition (e.g., Wow Skin Science, Plum) approach growth?
What feedback do we receive from existing customers about product satisfaction and brand
loyalty?
Mamaearth is a fast-growing D2C personal care brand focusing on natural ingredients and eco-friendly
products. Prioritizing growth strategies involves leveraging a mix of brand awareness, repeat purchase
strategies, and channel optimization.

Company Mission and Vision: Mamaearth’s mission is to provide safe and toxin-free personal
care products for families while being environmentally responsible. Its vision is to be India’s leading
eco-friendly D2C brand, recognized for natural, safe, and sustainable products.
What It Does: Mamaearth offers a range of personal care products, including skincare, haircare,
baby care, and wellness products, all made with natural ingredients.
Why It Does It: With growing awareness about the harmful effects of chemicals in personal care
products, Mamaearth aims to provide consumers with safe, toxin-free alternatives.
How It Does It: Through its D2C platform, Mamaearth sells its products online, using influencer
marketing, content marketing, and partnerships to drive awareness and engagement.
For Whom It Does: Mamaearth targets health-conscious consumers, parents, and individuals
looking for natural, eco-friendly personal care products.
SWOT Analysis:
Strength: Strong brand recognition, focus on natural ingredients, wide product range.
Weakness: Intense competition in the natural personal care space, relatively higher price
points.
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Opportunity: Growing demand for eco-friendly and natural products in India, especially in
Tier-2/3 cities.
Threat: Competition from other D2C brands and larger FMCG companies launching natural
product lines.
Unique Value Proposition: Mamaearth offers natural, toxin-free personal care products that are
safe for families and environmentally sustainable, appealing to health-conscious consumers.
Competitors: Wow Skin Science, Plum, The Moms Co.
The primary objective is to prioritize Growth Strategies that focus on Customer Acquisition, Brand
Awareness, and Customer Retention while leveraging the brand’s natural, toxin-free positioning.

1. Influencer Marketing Expansion: Expand influencer marketing campaigns, particularly with
micro-influencers in Tier-2/3 cities to tap into a new audience and increase brand awareness.
2. Subscription Model for Repeat Buyers: Launch a subscription model where customers can
subscribe to regularly receive their favorite products at a discounted rate, increasing retention and
repeat purchases.
3. Partnership with Health and Wellness Platforms: Partner with health and wellness platforms,
yoga studios, and gyms to increase visibility among health-conscious consumers.
4. New Product Launch Campaigns: Focus on regular product launches (e.g., seasonal skincare
ranges) with targeted marketing campaigns to keep the brand top of mind for customers.
5. Referral and Loyalty Program: Strengthen the referral and loyalty program to incentivize existing
customers to refer friends and family, offering discounts or rewards for successful referrals.
Influencer Marketing Expansion (Reach: High, Impact: High, Confidence: High, Effort: Medium) –
RICE Score: 60
Subscription Model (Reach: Medium, Impact: High, Confidence: Medium, Effort: High) – RICE
Score: 45
Health and Wellness Partnerships (Reach: Medium, Impact: Medium, Confidence: Medium,
Effort: Medium) – RICE Score: 40
New Product Launch Campaigns (Reach: Medium, Impact: Medium, Confidence: High, Effort:
Referral Program (Reach: Medium, Impact: High, Confidence: Medium, Effort: Medium) – RICE
Score: 45
Prioritize Influencer Marketing Expansion, Subscription Model, and New Product Launch
Campaigns.
7. Trade-offs:
Expanding influencer marketing may require increased budget allocation but could lead to strong
returns through increased brand awareness in new markets.
Launching a subscription model may take time to gain traction but will lead to higher retention and
repeat purchases.
Partnerships with health and wellness platforms might not immediately drive conversions but will
increase long-term brand credibility and reach.
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8. Success Metrics:
Customer Acquisition: Increase customer acquisition by 25% in Tier-2/3 cities through influencer
marketing.
Repeat Purchase Rate: Improve the repeat purchase rate by 20% with the introduction of the
subscription model.
Referral Growth: Track the growth in new customers through referrals, aiming for a 15% increase
in customer referrals.
Loyalty Program Engagement: Increase customer engagement with the loyalty program,
targeting a 20% uplift in repeat buyers using loyalty rewards.
9. Summary:
Prioritizing growth strategies for Mamaearth requires focusing on influencer marketing, launching a
subscription model, and engaging in frequent product launches to drive brand awareness, customer
acquisition, and repeat purchases. These strategies will help strengthen the brand’s position in the
natural personal care market while expanding its customer base. Success will be measured by
customer acquisition, repeat purchase rates, and referral growth.
33. How would you improve user engagement for a mobile gaming app like MPL
(Mobile Premier League)?
Solution:
What is the current user engagement rate (e.g., daily active users, time spent in-app)?
Which game categories drive the most engagement, and which ones are underperforming?
What are the common reasons for user churn or inactivity (e.g., lack of variety, difficulty, rewards
system)?
How does MPL’s engagement strategy compare to competitors like Dream11, WinZO, or
RummyCircle?
What feedback do we receive from active and inactive users about the gaming experience?
MPL is a mobile gaming app that offers a wide variety of skill-based games and real-money
competitions. Improving user engagement involves increasing daily active users, enhancing gameplay
variety, and optimizing the rewards system to keep users motivated and active.

Company Mission and Vision: MPL’s mission is to democratize esports by making mobile gaming
accessible to everyone. Its vision is to be India’s leading mobile gaming platform, providing an
engaging and rewarding experience for casual gamers.
What It Does: MPL offers a platform for users to play various skill-based games and win cash
prizes, compete in tournaments, and interact with the gaming community.
Why It Does It: As mobile gaming grows in India, MPL aims to provide a platform where users can
engage in competitive gaming, win rewards, and improve their gaming skills.
How It Does It: Through its mobile app, MPL offers a wide range of games, from arcade games to
card games, with tournaments, leaderboards, and cash prizes.
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For Whom It Does: MPL primarily serves casual gamers and competitive gaming enthusiasts
looking for skill-based, rewarding gameplay experiences.
SWOT Analysis:
Strength: Wide variety of games, real-money competitions, strong brand recognition.
Weakness: High competition in the mobile gaming space, with some users expressing
dissatisfaction with game difficulty or payout systems.
Opportunity: Growing mobile gaming market in India, particularly among young users and
Tier-2/3 cities.
Threat: Intense competition from other mobile gaming platforms offering similar experiences,
regulatory challenges related to real-money gaming.
Unique Value Proposition: MPL offers a unique mix of skill-based games, tournaments, and real-
money prizes, making it an attractive platform for gamers looking to compete and win.
Competitors: Dream11, WinZO, RummyCircle.
The primary goal is to increase User Engagement by enhancing the variety of games, improving the
rewards system, and introducing new features that keep users coming back daily.

1. Daily Rewards and Challenges: Introduce daily challenges and rewards for users who log in and
play every day, offering bonuses, power-ups, or exclusive tournament access.
2. In-App Social Features: Add social features like chat, friend invites, and in-game messaging,
allowing users to form teams, compete with friends, and engage with the gaming community.
3. Game Variety and Rotation: Regularly rotate the selection of games available on the platform,
introducing new games and retiring underperforming ones to keep the content fresh.
4. Tournaments and Leaderboards: Expand the number of tournaments and offer more frequent
leaderboard updates, allowing users to track their progress and compete for bigger rewards.
5. Loyalty and VIP Programs: Introduce a loyalty program for frequent players, offering exclusive
rewards, access to VIP tournaments, and higher payout rates for top players.
Daily Rewards and Challenges (Reach: High, Impact: High, Confidence: High, Effort: Medium) –
RICE Score: 60
In-App Social Features (Reach: Medium, Impact: Medium, Confidence: Medium, Effort: High) –
RICE Score: 45
Game Variety and Rotation (Reach: High, Impact: Medium, Confidence: High, Effort: Medium) –
RICE Score: 55
Tournaments and Leaderboards (Reach: Medium, Impact: High, Confidence: High, Effort:
Loyalty and VIP Programs (Reach: Medium, Impact: Medium, Confidence: Medium, Effort:
Prioritize Daily Rewards and Challenges, Game Variety and Rotation, and Tournaments and
Leaderboards.
7. Trade-offs:
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Adding social features may require significant development effort but could increase long-term
engagement by creating a more community-driven experience.
Offering daily rewards and loyalty programs may increase operational costs but will encourage
users to log in more frequently.
Expanding game variety could overwhelm some users, so balancing game rotation with user
preferences is crucial to maintaining engagement.
8. Success Metrics:
Daily Active Users (DAU): Increase DAUs by 20% within the next 6 months through daily
challenges and rewards.
Time Spent per Session: Improve the average time spent in-app per session by 15% through
more engaging game rotation and frequent tournaments.
Tournament Participation: Track the growth in tournament participation, aiming for a 25%
increase in the number of users competing in weekly tournaments.
User Retention: Increase 30-day retention by 15% through loyalty programs and personalized
rewards.
9. Summary:
Improving user engagement for MPL requires focusing on daily rewards, enhancing game variety, and
expanding tournaments and leaderboards. These strategies will keep users active and engaged,
encouraging them to return daily and participate in competitions. Success will be measured through
DAU growth, session length, and retention rates.
34. How would you improve retention for a job search platform like Naukri.com?
Solution:
What is the current retention rate of active users, and what are the most common reasons for
users leaving the platform?
Which user segments (e.g., freshers, mid-career professionals, senior executives) have the highest
and lowest retention rates?
How does Naukri’s user experience compare to competitors like LinkedIn Jobs, Indeed, and
Monster?
What feedback do users provide about the search and application process on Naukri.com?
What is the current usage of premium features like resume writing services or personalized job
recommendations?
Naukri.com is one of India’s largest job search platforms, connecting job seekers with employers
across industries. Improving retention requires enhancing the user experience, providing more
personalized job recommendations, and addressing key pain points that lead to user churn.
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Company Mission and Vision: Naukri.com’s mission is to help individuals find meaningful
employment by providing access to a wide range of job opportunities. Its vision is to be India’s
leading job search platform, empowering job seekers with the tools they need to succeed in their
careers.
What It Does: Naukri.com connects job seekers with employers through its platform, offering tools
for job searches, resume building, and personalized job recommendations.
Why It Does It: As India’s workforce continues to grow, Naukri.com aims to simplify the job search
process and help individuals find opportunities that match their skills and aspirations.
How It Does It: Through its website and app, Naukri.com allows users to search for jobs, apply
online, and receive job recommendations based on their profiles and search history.
For Whom It Does: Naukri.com serves job seekers across all industries and experience levels,
from freshers to senior professionals.
SWOT Analysis:
Strength: Strong brand recognition, large database of jobs and employers, wide range of
features (e.g., resume services).
Weakness: User interface may feel outdated compared to newer job search platforms, and
some users report irrelevant job recommendations.
Opportunity: Increasing demand for specialized job platforms, particularly for niche industries
and remote work.
Threat: Competition from platforms like LinkedIn Jobs, Indeed, and more industry-specific job
boards.
Unique Value Proposition: Naukri.com offers a large database of jobs across industries, coupled
with tools like resume writing services and personalized job recommendations, making it a
comprehensive job search platform for all experience levels.
Competitors: LinkedIn Jobs, Indeed, Monster, Shine.
The primary goal is to improve User Retention by enhancing the Job Search Experience and
providing personalized, relevant job recommendations that keep users engaged with the platform.

1. Enhanced Job Matching Algorithm: Improve the job matching algorithm to provide more relevant
and personalized job recommendations based on the user’s skills, experience, and search history.
2. Personalized Email Notifications: Send personalized job alerts and recommendations via email or
app notifications, tailored to the user’s preferences and search behavior.
3. Resume Optimization Suggestions: Offer real-time suggestions for optimizing the user’s resume
to improve their chances of being shortlisted for relevant job openings.
4. Onboarding and Career Guidance: Introduce a guided onboarding experience for new users that
helps them set up their profiles effectively and provides career guidance for job seekers at
different stages of their careers.
5. Gamified Progress Tracking: Add a progress-tracking feature that gamifies the job search
process, showing users how close they are to completing their profiles, applying for jobs, or
receiving interview calls.
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Job Matching Algorithm (Reach: High, Impact: High, Confidence: High, Effort: Medium) – RICE
Score: 60
Personalized Email Notifications (Reach: High, Impact: Medium, Confidence: High, Effort: Low) –
RICE Score: 55
Resume Optimization (Reach: Medium, Impact: High, Confidence: Medium, Effort: Medium) –
RICE Score: 50
Onboarding and Career Guidance (Reach: Medium, Impact: Medium, Confidence: High, Effort:
Gamified Progress Tracking (Reach: Medium, Impact: Medium, Confidence: Medium, Effort:
Prioritize Job Matching Algorithm, Personalized Notifications, and Resume Optimization.
7. Trade-offs:
Improving the job matching algorithm requires ongoing investment in data science and machine
learning, but will lead to long-term improvements in user satisfaction and retention.
Offering personalized notifications could increase the frequency of communications, risking
notification fatigue among some users, but will likely improve engagement if done thoughtfully.
Resume optimization suggestions require a balance between automation and human feedback,
ensuring that the suggestions are relevant and actionable.
8. Success Metrics:
Retention Rate: Increase 30-day user retention by 20% through improved job matching and
personalized notifications.
Job Application Rate: Improve the job application rate by 15% by offering resume optimization
suggestions and personalized job recommendations.
User Engagement: Increase the average number of job searches per session by 20% through
enhanced job recommendations.
Profile Completion Rate: Improve the profile completion rate by 25% through gamified progress
tracking and onboarding guidance.
9. Summary:
Improving retention for Naukri.com requires focusing on enhancing the job search experience through
better job matching, personalized notifications, and resume optimization suggestions. By providing
users with more relevant opportunities and actionable career guidance, the platform can increase
retention, engagement, and user satisfaction. Success will be measured through retention rates,
application rates, and engagement metrics.
35. How would you drive customer acquisition for a fintech lending platform like
Cred in India?
Solution:
Who is the primary target audience for Cred (e.g., high-income individuals, credit card users, etc.)?
What is the current user acquisition strategy, and which channels drive the most cost-effective
customer acquisition?
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What are the common barriers to sign-ups or onboarding, and how does Cred overcome these?
How does Cred’s value proposition compare to other fintech platforms offering rewards or credit
management?
What is the current CAC (Customer Acquisition Cost), and how can it be optimized?
Cred is a fintech platform focused on rewarding credit card users for timely payments, offering them
exclusive benefits and financial insights. Driving customer acquisition involves refining the targeting,
enhancing the onboarding process, and leveraging partnerships to reach more users.

Company Mission and Vision: Cred’s mission is to reward financially responsible behavior by
providing exclusive rewards and financial insights to credit card users. Its vision is to be the leading
platform for credit card management and rewards in India, building a loyal user base of high-
income individuals.
What It Does: Cred offers a platform for credit card users to pay their bills and earn rewards. It
also provides insights into credit card spending, credit scores, and financial health.
Why It Does It: Many credit card users miss out on timely payments or rewards. Cred aims to
incentivize responsible financial behavior while helping users optimize their credit card usage.
How It Does It: Through its mobile app, Cred allows users to link their credit cards, pay bills, and
earn points that can be redeemed for exclusive rewards and offers.
For Whom It Does: Cred primarily targets high-income credit card users who value rewards and
financial insights, with a focus on urban professionals and frequent credit card users.
SWOT Analysis:
Strength: Unique rewards system for credit card payments, strong brand positioning in the
premium fintech space.
Weakness: Limited appeal to non-credit card users, relatively high customer acquisition cost
(CAC).
Opportunity: Growing credit card penetration in India, particularly in urban areas, and
increasing demand for financial literacy tools.
Threat: Competition from other fintech platforms offering rewards, cashback, or financial
insights (e.g., Slice, Paytm Postpaid).
Unique Value Proposition: Cred rewards users for paying their credit card bills on time, offering
them exclusive rewards and financial insights, making it a highly attractive platform for responsible,
high-income credit card users.
Competitors: Slice, Paytm Postpaid, KreditBee.
The primary goal is to drive Customer Acquisition by targeting high-value users, optimizing the
onboarding process, and leveraging partnerships and incentives to reduce CAC.

1. Targeted Digital Ads for High-Income Users: Run hyper-targeted digital ad campaigns on
platforms like Instagram, LinkedIn, and YouTube, specifically aimed at high-income professionals
who are more likely to use credit cards.
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2. Partnerships with Premium Brands: Partner with premium brands in sectors like travel, lifestyle,
and luxury to offer exclusive rewards, increasing the attractiveness of the platform for affluent
users.
3. Referral Program: Strengthen the referral program by offering both referrers and new users
significant rewards for signing up and paying their first bill through Cred.
4. Simplified Onboarding Process: Optimize the onboarding process to reduce friction, making it
easier for users to link their credit cards, pay bills, and start earning rewards.
5. Educational Content on Financial Health: Launch a content marketing strategy that educates
users about the benefits of managing their credit cards responsibly, positioning Cred as a trusted
advisor in personal finance.
Targeted Digital Ads (Reach: High, Impact: High, Confidence: High, Effort: Medium) – RICE
Score: 60
Premium Brand Partnerships (Reach: Medium, Impact: High, Confidence: High, Effort: Medium) –
RICE Score: 55
Score: 50
Simplified Onboarding (Reach: High, Impact: High, Confidence: Medium, Effort: Low) – RICE
Score: 55
Educational Content (Reach: Medium, Impact: Medium, Confidence: Medium, Effort: Medium) –
RICE Score: 45
Prioritize Targeted Digital Ads, Premium Brand Partnerships, and Simplified Onboarding.
7. Trade-offs:
Running targeted digital ads may increase short-term CAC, but will lead to long-term acquisition of
high-value users who will contribute more revenue over time.
Partnering with premium brands requires careful alignment on both sides, but will increase the
platform’s attractiveness and perceived value among affluent users.
Simplifying the onboarding process may lead to fewer opportunities to collect detailed user
information upfront, but will reduce friction and increase sign-ups.
8. Success Metrics:
Customer Acquisition Growth: Increase the number of new users by 30% over the next 6 months
through targeted ads and referral programs.
CAC Optimization: Reduce CAC by 15% through the use of organic channels like referrals and
partnerships with premium brands.
Onboarding Completion Rate: Improve the onboarding completion rate by 20% by simplifying the
process and reducing friction.
User Engagement: Track the number of users who make their first credit card payment within 30
days of sign-up, aiming for a 25% increase.
9. Summary:
Driving customer acquisition for Cred requires focusing on hyper-targeted ads, premium brand
partnerships, and optimizing the onboarding process. These strategies will help attract high-value
users, reduce CAC, and position Cred as a premium platform for credit card users. Success will be
measured through acquisition growth, CAC reduction, and onboarding completion rates.
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36. How would you optimize user onboarding for a neobank like Niyo?
Solution:
What is the current user onboarding process, and where are the most common drop-off points?
Who are the target users (e.g., digital-first users, SMEs, salaried individuals)?
What regulatory or compliance requirements (e.g., KYC) need to be considered during
onboarding?
How does Niyo’s onboarding process compare to competitors like Jupiter, Fi, or RazorpayX?
What feedback do users provide about the ease of the onboarding process?
Niyo is a neobank that offers digital banking services to individuals and businesses. Optimizing user
onboarding involves simplifying the process, minimizing friction, and ensuring compliance with
banking regulations while providing a seamless digital experience.

Company Mission and Vision: Niyo’s mission is to redefine banking by providing simple,
transparent, and digital-first financial solutions. Its vision is to be the leading neobank in India,
offering hassle-free banking to digital-savvy customers.
What It Does: Niyo offers a range of digital banking services, including savings accounts, prepaid
cards, and international forex cards, with a focus on convenience and transparency.
Why It Does It: Traditional banking often involves lengthy processes and paperwork. Niyo aims to
simplify this experience through digital-first solutions that are fast and easy to use.
How It Does It: Through its mobile app, Niyo enables users to open accounts, manage money, and
make international transactions without visiting a branch.
For Whom It Does: Niyo primarily serves digital-first consumers, travelers, salaried individuals,
and SMEs looking for seamless banking experiences.
SWOT Analysis:
Strength: User-friendly interface, focus on travel and international payments, wide range of
digital banking services.
Weakness: Competition from other neobanks with similar offerings, user drop-off during the
KYC process.
Opportunity: Increasing demand for digital banking solutions in India, particularly among
younger consumers.
Threat: Intense competition from both traditional banks offering digital services and other
neobanks.
Unique Value Proposition: Niyo provides digital-first banking solutions with a focus on seamless
international transactions and a transparent, paperless onboarding process, making it ideal for
travelers and SMEs.
Competitors: Jupiter, Fi, RazorpayX.
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The primary goal is to optimize User Onboarding by simplifying the process, minimizing friction, and
increasing Onboarding Completion Rates while ensuring compliance with banking regulations.

1. Simplified KYC Process: Implement a simplified KYC process with video KYC options and auto-fill
features to reduce the time and effort required to complete verification.
2. In-App Progress Indicators: Introduce progress indicators during onboarding, showing users how
close they are to completing the process, making it more transparent and motivating them to
finish.
3. Onboarding Incentives: Offer onboarding incentives such as cashback, free forex card offers, or
account credits to users who complete the onboarding process within a certain timeframe.
4. Gamification Elements: Add gamification elements like badges or rewards for completing
different stages of the onboarding process, encouraging users to stay engaged.
5. Multilingual Support: Offer onboarding support in multiple languages to make the process more
accessible to users from different regions in India.
Simplified KYC Process (Reach: High, Impact: High, Confidence: High, Effort: Medium) – RICE
Score: 60
Progress Indicators (Reach: Medium, Impact: Medium, Confidence: High, Effort: Low) – RICE
Score: 50
Onboarding Incentives (Reach: Medium, Impact: High, Confidence: Medium, Effort: Medium) –
RICE Score: 55
Score: 45
Multilingual Support (Reach: Medium, Impact: Medium, Confidence: Medium, Effort: Medium) –
RICE Score: 45
Prioritize Simplified KYC Process, Onboarding Incentives, and Progress Indicators.
7. Trade-offs:
Simplifying the KYC process may involve significant upfront investment in technology and
compliance but will greatly reduce friction and improve user experience.
Offering onboarding incentives can increase short-term acquisition costs but will likely improve
completion rates and attract more users.
Gamification elements may require ongoing updates to keep users engaged but can improve long-
term retention.
8. Success Metrics:
Onboarding Completion Rate: Increase the onboarding completion rate by 25% over the next 3
months through the implementation of simplified KYC and progress indicators.
Time to Onboard: Reduce the average time taken to complete the onboarding process by 20%
with a simplified, streamlined process.
Incentive-Driven Sign-Ups: Measure the growth in sign-ups driven by onboarding incentives,
targeting a 15% increase in new users.
User Satisfaction: Improve user satisfaction with the onboarding process, targeting a 90%
satisfaction rate based on feedback surveys.
9. Summary:
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Optimizing user onboarding for Niyo requires focusing on simplifying the KYC process, providing
progress transparency, and offering incentives to encourage completion. These strategies will reduce
friction, increase onboarding completion rates, and improve user satisfaction. Success will be
measured by completion rates, time to onboard, and sign-up growth.
37. How would you increase conversion rates for an online furniture retailer like
Pepperfry?
Solution:
What is the current conversion rate, and what are the most common reasons for users not
completing purchases (e.g., high shipping costs, lack of payment options)?
What user segments drive the most conversions, and which segments have the lowest conversion
rates?
What feedback do users provide about the product selection, pricing, and shopping experience?
How does Pepperfry’s conversion rate compare to competitors like Urban Ladder or IKEA?
What are the current tactics (e.g., discounts, free delivery, EMI options) used to encourage
conversions?
Pepperfry is one of India’s largest online furniture retailers, offering a wide range of furniture and home
décor products. Increasing conversion rates requires optimizing the user experience, addressing key
barriers to purchase, and improving the checkout process.

Company Mission and Vision: Pepperfry’s mission is to provide high-quality furniture and home
décor products at affordable prices. Its vision is to be the leading online furniture retailer in India,
offering a seamless shopping experience for customers.
What It Does: Pepperfry offers a wide range of furniture, home décor, and interior design services
through its online platform and offline studios.
Why It Does It: As more consumers shift to online shopping, Pepperfry aims to make furniture
shopping more convenient, offering a wide selection of products that can be purchased from the
comfort of home.
How It Does It: Through its website and app, Pepperfry allows users to browse products, access
design ideas, and complete purchases with delivery and assembly services included.
For Whom It Does: Pepperfry primarily serves urban professionals and homeowners looking for
affordable, stylish furniture and home décor.
SWOT Analysis:
Strength: Wide product selection, strong brand recognition, online and offline presence.
Weakness: High shipping costs or delayed delivery times in certain regions may deter
customers.
Opportunity: Increasing demand for home improvement products, especially post-pandemic,
as people spend more time at home.
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Threat: Competition from other online retailers like Urban Ladder, IKEA, and Amazon, which
may offer lower prices or faster delivery.
Unique Value Proposition: Pepperfry offers a large selection of furniture and home décor
products with flexible payment options, design assistance, and doorstep delivery, making it a
convenient option for home improvement.
Competitors: Urban Ladder, IKEA, Amazon.
The primary goal is to increase Conversion Rates by optimizing the shopping experience, reducing
friction in the checkout process, and addressing common barriers to purchase.

1. Free Shipping or Reduced Shipping Costs: Offer free shipping on orders above a certain value or
reduce shipping costs to incentivize users to complete their purchases.
2. Buy Now, Pay Later Options: Introduce buy now, pay later options like EMIs or installment
payments to make high-ticket furniture items more affordable.
3. Abandoned Cart Recovery Campaigns: Implement automated email and SMS campaigns to
recover abandoned carts, offering personalized discounts or incentives to complete the purchase.
4. Product Reviews and Social Proof: Add more user-generated product reviews and social proof
elements (e.g., customer photos, ratings) to increase trust and reduce hesitation.
5. Fast Delivery Guarantees: Highlight fast delivery options or guaranteed delivery times for select
products to address concerns about delays.
Free Shipping (Reach: High, Impact: High, Confidence: High, Effort: Medium) – RICE Score: 60
Buy Now, Pay Later (Reach: Medium, Impact: High, Confidence: Medium, Effort: Medium) – RICE
Score: 55
Abandoned Cart Recovery (Reach: Medium, Impact: Medium, Confidence: High, Effort: Low) –
RICE Score: 50
Product Reviews and Social Proof (Reach: Medium, Impact: Medium, Confidence: High, Effort:
Fast Delivery Guarantees (Reach: Medium, Impact: Medium, Confidence: Medium, Effort:
Prioritize Free Shipping, Buy Now, Pay Later, and Abandoned Cart Recovery.
7. Trade-offs:
Offering free shipping or reducing shipping costs may impact margins, but will likely increase
conversion rates and average order value.
Implementing buy now, pay later options may require partnerships with payment providers, but will
make high-ticket items more accessible to customers.
Fast delivery guarantees could increase operational costs if logistical challenges arise, but will
improve user trust and conversion rates.
8. Success Metrics:
Conversion Rate: Increase the overall conversion rate by 20% through the introduction of free
shipping and buy now, pay later options.
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Abandoned Cart Recovery: Improve the recovery rate of abandoned carts by 25% through
personalized email and SMS campaigns.
Average Order Value: Increase the average order value by 15% with buy now, pay later options,
making high-ticket items more affordable.
Customer Satisfaction: Measure improvements in customer satisfaction with the checkout
process, targeting a 90% satisfaction rate.
9. Summary:
To increase conversion rates for Pepperfry, focus on offering free or reduced shipping, introducing buy
now, pay later options, and recovering abandoned carts. These strategies will reduce friction in the
purchase process, increase trust, and make high-ticket items more affordable for users. Success will
be measured by conversion rates, abandoned cart recovery, and average order value.
38. How would you drive international expansion for an Indian B2B SaaS company
like Zoho?
Solution:
What are the target international markets (e.g., North America, Europe, Southeast Asia)?
What are the key differentiators of Zoho’s products compared to local and global competitors (e.g.,
Salesforce, HubSpot)?
Are there any regulatory or compliance requirements in the target countries (e.g., GDPR in
Europe)?
What is the current product-market fit in international markets, and how has Zoho been performing
outside of India?
What are the pricing strategies for different international markets?
Zoho is a leading B2B SaaS company offering a suite of cloud-based business tools. Driving
international expansion requires tailoring the product offering to the needs of each region, ensuring
compliance with local regulations, and building partnerships with local resellers and distributors.

Company Mission and Vision: Zoho’s mission is to empower businesses of all sizes by providing
them with affordable, easy-to-use software. Its vision is to be the global leader in cloud-based
business solutions, offering a comprehensive suite of tools for businesses worldwide.
What It Does: Zoho offers a variety of business software solutions, including CRM, HR,
accounting, and marketing tools, all integrated within a cloud-based platform.
Why It Does It: Zoho aims to provide an affordable, scalable alternative to expensive enterprise
software, helping businesses streamline operations without breaking the bank.
How It Does It: Through a SaaS platform, Zoho provides businesses with a suite of tools that are
easy to deploy, scale, and integrate with existing workflows, while offering flexible pricing for small
to large enterprises.
For Whom It Does: Zoho primarily serves SMEs and large enterprises in need of comprehensive,
cloud-based business software.
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SWOT Analysis:
Strength: Comprehensive product suite, competitive pricing, strong focus on SMBs.
Weakness: Brand recognition in certain international markets may be limited compared to
established players like Salesforce.
Opportunity: Growing demand for cloud-based business solutions in markets like Southeast
Asia, Africa, and Latin America.
Threat: Intense competition from global SaaS players like Salesforce, HubSpot, and Microsoft
Dynamics.
Unique Value Proposition: Zoho provides a full suite of affordable, integrated SaaS business
solutions that cater to SMEs and large enterprises, offering flexibility and scalability at a
competitive price.
Competitors: Salesforce, HubSpot, Microsoft Dynamics, Freshworks.
The primary goal is to drive International Expansion by entering new markets, building partnerships
with local resellers, and ensuring compliance with local regulations.

1. Localization of Product and Support: Tailor the product offerings for each region by supporting
local languages, currencies, and compliance requirements (e.g., GDPR for Europe, CCPA for
California).
2. Partnerships with Local Resellers: Build partnerships with local resellers, distributors, and
service providers who can offer Zoho products to businesses in the target markets, helping build
credibility and local presence.
3. Freemium Model for SMEs: Introduce a freemium model in select international markets to attract
SMEs, allowing them to try Zoho’s products with limited features before upgrading to paid plans.
4. Industry-Specific Solutions: Develop industry-specific versions of Zoho’s products for markets
with unique needs (e.g., healthcare, retail, logistics), ensuring better product-market fit.
5. Targeted Digital Marketing Campaigns: Run targeted digital marketing campaigns in the local
language and across region-specific platforms (e.g., WeChat in China, LINE in Japan) to raise
brand awareness and attract leads.
Localization of Product and Support (Reach: High, Impact: High, Confidence: High, Effort:
Local Partnerships (Reach: Medium, Impact: High, Confidence: High, Effort: Medium) – RICE
Score: 55
Freemium Model (Reach: High, Impact: Medium, Confidence: High, Effort: Medium) – RICE Score:
55
Industry-Specific Solutions (Reach: Medium, Impact: Medium, Confidence: Medium, Effort: High)
– RICE Score: 45
Targeted Marketing Campaigns (Reach: Medium, Impact: High, Confidence: Medium, Effort:
Prioritize Localization of Product and Support, Local Partnerships, and Freemium Model.
7. Trade-offs:
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Localization may require significant upfront investment in adapting the product and ensuring
regulatory compliance, but it is crucial for success in new markets.
Partnerships with local resellers may reduce direct control over sales and marketing, but it is
essential for building local trust and credibility.
Offering a freemium model could delay revenue from certain markets but will attract more SMEs
and increase long-term conversions.
8. Success Metrics:
Market Penetration: Measure Zoho’s penetration in the target international markets, aiming for a
15% increase in customer acquisition within 12 months.
Local Partnership Growth: Track the number of local partnerships established, targeting
partnerships with at least 5 major resellers or distributors in each new market.
Freemium Conversion Rate: Measure the conversion rate from freemium to paid plans, targeting
a 25% conversion within 6 months of launching the freemium model.
Brand Awareness: Improve brand awareness in the target markets, aiming for a 20% increase in
organic search traffic from these regions.
9. Summary:
Driving international expansion for Zoho requires focusing on localization, building partnerships with
local resellers, and offering a freemium model to attract SMEs. These strategies will help Zoho
establish a strong foothold in new markets, ensuring product-market fit and regulatory compliance.
Success will be measured through market penetration, local partnerships, and freemium conversion
rates.
39. How would you increase customer retention for a subscription-based OTT
platform like Disney+ Hotstar?
Solution:
What is the current churn rate, and what are the common reasons for cancellations (e.g., content
fatigue, price sensitivity, competition)?
Which content categories (e.g., sports, movies, TV shows) drive the most engagement and
retention?
How does the platform’s pricing compare to competitors like Netflix, Amazon Prime Video, and
SonyLiv?
What is the feedback from users who have cancelled their subscriptions?
What are the current retention strategies (e.g., loyalty programs, content personalization,
discounts)?
Disney+ Hotstar is one of India’s leading OTT platforms, offering a mix of sports, movies, and original
TV shows. Increasing customer retention requires improving content recommendations, optimizing
pricing, and offering exclusive benefits to long-term subscribers.
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Company Mission and Vision: Disney+ Hotstar’s mission is to provide the best entertainment
experience to Indian audiences, offering a wide variety of content, from live sports to Disney
originals. Its vision is to be the leading OTT platform in India, providing world-class entertainment
to viewers across all segments.
What It Does: Disney+ Hotstar offers a streaming platform for movies, TV shows, live sports, and
original content, with subscription tiers for both premium and ad-supported viewers.
Why It Does It: As the demand for OTT content continues to grow in India, Disney+ Hotstar aims
to provide a seamless and engaging entertainment experience, catering to diverse preferences and
viewing habits.
How It Does It: Through its app and website, Disney+ Hotstar offers a wide range of content,
personalized recommendations, and live streaming of sports events like IPL, catering to both free
and premium subscribers.
For Whom It Does: Disney+ Hotstar primarily serves Indian viewers, offering localized content and
international shows, as well as sports fans looking for live streaming options.
SWOT Analysis:
Strength: Extensive content library, including Disney and Marvel franchises, live sports
streaming, competitive pricing in India.
Weakness: Content fatigue among long-term users, price-sensitive viewers may switch to free
or cheaper alternatives.
Opportunity: Increasing demand for localized content and original series, especially in regional
languages.
Threat: Competition from other OTT platforms like Netflix, Amazon Prime Video, and regional
platforms like Zee5, which may offer unique content or better pricing.
Unique Value Proposition: Disney+ Hotstar offers a combination of premium international content
(Disney, Marvel), live sports, and localized Indian entertainment, making it a comprehensive
entertainment platform for Indian viewers.
Competitors: Netflix, Amazon Prime Video, Zee5, SonyLiv.
The primary goal is to increase Customer Retention by improving Content Personalization, offering
Exclusive Benefits to long-term subscribers, and reducing churn through optimized pricing
strategies.

1. Personalized Content Recommendations: Use AI-driven algorithms to offer personalized
content recommendations based on viewing history, preferences, and behavior, ensuring that
users discover new content they enjoy.
2. Exclusive Subscriber Perks: Offer exclusive perks to long-term subscribers, such as early access
to new releases, discounts on Disney merchandise, or special access to live events.
3. Flexible Subscription Plans: Introduce flexible subscription plans, such as monthly, quarterly, and
annual options, with discounts for long-term commitments to encourage users to stay subscribed.
4. Localized Original Content: Invest in original, localized content in multiple Indian languages,
catering to regional preferences and increasing engagement among diverse viewer segments.
5. Win-Back Campaigns: Implement win-back campaigns targeting churned users with personalized
offers or discounts, encouraging them to re-subscribe.
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Personalized Recommendations (Reach: High, Impact: High, Confidence: High, Effort: Medium) –
RICE Score: 60
Exclusive Subscriber Perks (Reach: Medium, Impact: High, Confidence: Medium, Effort: Medium)
– RICE Score: 50
Flexible Subscription Plans (Reach: Medium, Impact: Medium, Confidence: High, Effort: Low) –
RICE Score: 55
Localized Original Content (Reach: High, Impact: Medium, Confidence: High, Effort: Medium) –
RICE Score: 55
Win-Back Campaigns (Reach: Medium, Impact: Medium, Confidence: Medium, Effort: Low) –
RICE Score: 45
Prioritize Personalized Recommendations, Flexible Subscription Plans, and Localized Original
Content.
7. Trade-offs:
Developing personalized content recommendations requires continuous investment in data
science and machine learning, but it is essential for long-term user engagement.
Offering exclusive perks may increase operational costs, but will help build brand loyalty and
reduce churn among premium subscribers.
Flexible subscription plans may reduce short-term revenue from monthly subscribers but will
increase retention among users who commit to longer plans.
8. Success Metrics:
Churn Rate: Reduce churn rate by 20% over the next 6 months through personalized
recommendations and exclusive perks for long-term subscribers.
Retention Rate: Improve the 90-day retention rate by 15% by offering flexible subscription plans
and localized content.
Win-Back Rate: Increase the win-back rate of churned users by 25% through personalized re-
subscription offers and discounts.
Subscriber Engagement: Track the increase in content engagement (e.g., watch time per
session) by 20% through personalized recommendations and localized content.
9. Summary:
Increasing customer retention for Disney+ Hotstar requires focusing on personalized content
recommendations, offering exclusive perks to long-term subscribers, and developing localized original
content. These strategies will help reduce churn, increase engagement, and improve user satisfaction.
Success will be measured through churn reduction, retention rates, and win-back campaigns.
40. How would you drive revenue growth for a cloud storage platform like Google
Drive in India?
Solution:
What are the most common use cases for Google Drive among Indian users (e.g., personal use,
business collaboration, educational purposes)?
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What are the current pricing plans, and how do they compare to competitors like OneDrive,
Dropbox, and iCloud?
What are the common pain points or barriers preventing users from upgrading to paid plans?
What is the feedback from users regarding storage limits, pricing, and features?
What is the current proportion of free vs. paid users?
Google Drive is a leading cloud storage platform offering personal and business users a way to store,
share, and collaborate on files. Driving revenue growth requires encouraging more users to upgrade to
paid plans, improving feature differentiation, and exploring new revenue streams through enterprise
offerings.

Company Mission and Vision: Google Drive’s mission is to make file storage and collaboration
easy, accessible, and secure for everyone. Its vision is to be the world’s most trusted cloud storage
platform for both personal and business users.
What It Does: Google Drive provides cloud storage services, allowing users to store files, access
them from any device, and collaborate with others in real-time.
Why It Does It: As more individuals and businesses move to digital workflows, Google Drive aims
to provide a seamless, secure, and scalable solution for file storage and collaboration.
How It Does It: Through its cloud-based platform, Google Drive allows users to store and access
files from anywhere, offering integrations with other Google Workspace tools for seamless
collaboration.
For Whom It Does: Google Drive serves a wide range of users, from individuals needing basic
storage to businesses and enterprises that require scalable storage and collaboration tools.
SWOT Analysis:
Strength: Strong brand recognition, deep integration with Google Workspace, competitive
pricing for personal and business users.
Weakness: Free users may not see enough value to upgrade to paid plans due to the generous
free storage offering.
Opportunity: Increasing demand for cloud storage solutions as businesses adopt remote work
models and digital collaboration.
Threat: Intense competition from other cloud storage providers like OneDrive, Dropbox, and
iCloud, which may offer similar or more specialized features.
Unique Value Proposition: Google Drive offers a seamless, secure cloud storage solution
integrated with Google Workspace, making it ideal for both personal and business use, with flexible
pricing and collaboration tools.
Competitors: OneDrive, Dropbox, iCloud, Box.
The primary goal is to drive Revenue Growth by increasing the number of users who upgrade to paid
plans, offering differentiated features, and expanding enterprise offerings.

1. Tiered Pricing Plans with Feature Differentiation: Introduce tiered pricing plans with clear
feature differentiation (e.g., advanced security, unlimited storage for businesses, priority support)
to encourage more users to upgrade.
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2. Freemium to Premium Conversion Campaigns: Launch targeted campaigns aimed at free users,
offering limited-time discounts, additional storage, or premium features for upgrading to a paid
plan.
3. Enterprise-Focused Offerings: Expand enterprise offerings with scalable storage solutions,
advanced collaboration tools, and priority customer support for large businesses.
4. Bundling with Google Workspace: Bundle Google Drive with Google Workspace subscriptions,
offering discounts or additional features for businesses that use both products together.
5. Referral Program for Paid Users: Introduce a referral program where existing paid users can earn
additional storage or discounts for referring new paid users to Google Drive.
Tiered Pricing Plans (Reach: High, Impact: High, Confidence: High, Effort: Medium) – RICE
Score: 60
Freemium to Premium Conversion (Reach: Medium, Impact: Medium, Confidence: High, Effort:
Enterprise Offerings (Reach: High, Impact: High, Confidence: High, Effort: Medium) – RICE
Score: 60
Bundling with Google Workspace (Reach: Medium, Impact: Medium, Confidence: High, Effort:
Score: 50
Prioritize Tiered Pricing Plans, Enterprise Offerings, and Freemium to Premium Conversion
campaigns.
7. Trade-offs:
Introducing more tiered pricing plans may complicate decision-making for users, but it will
increase the likelihood of converting free users to paid users by offering more tailored options.
Freemium to premium conversion campaigns may increase short-term discounts and reduce
revenue per user, but will drive long-term revenue growth by converting more users to paid plans.
Expanding enterprise offerings requires investment in advanced features and customer support
but will open up new revenue streams from larger businesses.
8. Success Metrics:
Revenue Growth: Increase revenue by 20% over the next 12 months through the introduction of
new tiered pricing plans and enterprise-focused offerings.
Conversion Rate: Improve the conversion rate from free to paid users by 25% through targeted
campaigns and premium feature differentiation.
Enterprise Customer Acquisition: Acquire 50 new enterprise customers within the first quarter
after expanding enterprise offerings.
Referral Program Success: Track the growth in paid users through the referral program, aiming
for a 10% increase in paid users via referrals.
9. Summary:
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Driving revenue growth for Google Drive requires focusing on tiered pricing plans, enterprise offerings,
and freemium to premium conversion campaigns. These strategies will increase the number of paid
users, attract large businesses, and provide differentiated value to users at various price points.
Success will be measured through revenue growth, conversion rates, and enterprise customer
acquisition.
41. How would you increase revenue for an Indian food delivery app like Swiggy?
Solution:
What is the current revenue model (e.g., commissions from restaurants, delivery fees, ads)?
How does Swiggy’s pricing compare to competitors like Zomato?
What are the current revenue drivers—restaurant commissions, delivery charges, or Swiggy One
subscriptions?
What feedback do customers give about pricing and service fees?
Are there unexplored revenue streams (e.g., meal kits, grocery delivery, premium memberships)?
Swiggy is a leading food delivery platform in India that connects users with restaurants for home
delivery. Increasing revenue requires exploring new revenue streams, enhancing premium services,
and optimizing pricing strategies.

Company Mission and Vision: Swiggy’s mission is to provide convenient access to food and
groceries through reliable delivery. Its vision is to become India’s go-to platform for food and
everyday essentials.
What It Does: Swiggy connects users with restaurants and grocery stores, offering food delivery
and grocery services through its app.
Why It Does It: As more consumers embrace convenience, Swiggy aims to make everyday needs
more accessible by providing fast, reliable delivery.
How It Does It: Through its app and delivery fleet, Swiggy offers customers access to food and
groceries from thousands of vendors, while charging commissions and delivery fees.
For Whom It Does: Swiggy serves urban consumers looking for food and grocery delivery, with a
focus on convenience and reliability.
SWOT Analysis:
Strength: Strong brand recognition, large network of partner restaurants, wide user base.
Weakness: Thin margins, high delivery costs in certain regions.
Opportunity: Growing demand for online food and grocery delivery post-pandemic.
Threat: Competition from Zomato, Dunzo, and smaller local delivery players.
Unique Value Proposition: Swiggy provides fast, reliable delivery from a wide variety of
restaurants and grocery stores, catering to consumers who value convenience.
Competitors: Zomato, Dunzo, BigBasket.
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The primary goal is to increase Revenue by introducing new revenue streams, optimizing pricing
strategies, and enhancing premium services.

1. Subscription-Based Membership Expansion: Expand Swiggy One with added benefits such as
priority delivery, exclusive deals, and discounted delivery fees to increase subscriptions and
recurring revenue.
2. In-App Advertising for Restaurants: Offer in-app advertising options where restaurants can pay
for higher visibility, sponsored listings, or placement in promoted categories.
3. Surge Pricing for Peak Hours: Introduce dynamic pricing during peak hours, charging a premium
for deliveries during busy times (e.g., weekends, evenings).
4. Meal Kits and Pre-Packaged Meals: Introduce meal kits or pre-packaged meals from top
restaurants, allowing users to prepare dishes at home with convenience.
5. Loyalty Program: Launch a loyalty program that rewards frequent users with points, redeemable
discounts, or cashback, incentivizing repeat orders.
Subscription-Based Membership Expansion (Reach: High, Impact: High, Confidence: High,
Effort: Medium) – RICE Score: 60
In-App Advertising (Reach: Medium, Impact: High, Confidence: Medium, Effort: Low) – RICE
Score: 55
Surge Pricing (Reach: Medium, Impact: High, Confidence: Medium, Effort: Low) – RICE Score: 50
Meal Kits (Reach: Medium, Impact: Medium, Confidence: Medium, Effort: High) – RICE Score: 45
Loyalty Program (Reach: Medium, Impact: Medium, Confidence: High, Effort: Medium) – RICE
Score: 50
Prioritize Subscription Expansion, In-App Advertising, and Surge Pricing.
7. Trade-offs:
Introducing surge pricing may alienate price-sensitive customers, but it could lead to higher
margins during peak times.
Expanding subscriptions requires continuous value additions to keep customers loyal, but will lead
to more predictable revenue.
Meal kits require strong partnerships with restaurants but provide a new revenue stream targeting
home-cooking customers.
8. Success Metrics:
Revenue Growth: Increase overall revenue by 20% within the next 6 months through the
introduction of new revenue streams and pricing strategies.
Subscription Growth: Increase Swiggy One subscriptions by 30% by offering more benefits and
exclusive deals.
Average Order Value: Boost the average order value by 10% through surge pricing and loyalty
incentives.
Advertiser Growth: Attract at least 500 restaurants to participate in in-app advertising within the
first quarter.
9. Summary:
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Increasing revenue for Swiggy requires focusing on subscription-based membership expansion,
introducing in-app advertising for restaurants, and implementing surge pricing during peak hours.
These strategies will help diversify revenue streams, increase order values, and boost subscription
growth. Success will be measured through revenue growth, subscription increases, and average order
value.
42. How would you improve user retention for a fintech app like Paytm?
Solution:
What is the current user retention rate, and what are the common reasons for churn?
Which services (e.g., wallet, UPI, bill payments) drive the most engagement, and which are
underutilized?
How does Paytm’s retention strategy compare to competitors like PhonePe, Google Pay, or
MobiKwik?
What feedback do users provide about the app’s features and usability?
What are the current loyalty or reward programs in place to retain users?
Paytm is a leading fintech platform offering digital payments, financial services, and e-commerce.
Improving user retention involves enhancing user engagement, simplifying the experience, and
offering rewards for continued use.

Company Mission and Vision: Paytm’s mission is to provide seamless, secure, and scalable
financial solutions for consumers and merchants. Its vision is to be the most trusted digital
payments platform in India.
What It Does: Paytm provides digital wallet services, UPI payments, bill payments, financial
services, and e-commerce, all within its mobile app.
Why It Does It: Paytm aims to empower individuals and businesses by offering digital payments
and financial solutions that simplify everyday transactions.
How It Does It: Through its mobile app, Paytm enables users to store money, make payments,
transfer funds, and access various financial services.
For Whom It Does: Paytm primarily serves consumers and merchants looking for secure, reliable
digital payment solutions.
SWOT Analysis:
Strength: Large user base, wide range of services, strong brand recognition.
Weakness: User churn due to competition, complex app interface for some users.
Opportunity: Growing adoption of digital payments in India, particularly in Tier-2/3 cities.
Threat: Intense competition from PhonePe, Google Pay, and other fintech platforms.
Unique Value Proposition: Paytm offers a comprehensive, all-in-one platform for digital
payments, financial services, and e-commerce, catering to a wide range of users with different
needs.
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Competitors: PhonePe, Google Pay, MobiKwik, BharatPe.
The primary goal is to improve User Retention by enhancing User Engagement, simplifying the app
experience, and offering Loyalty Programs that reward frequent use.

1. Simplified User Interface: Redesign the user interface to make it more intuitive and easier to
navigate, especially for new users and Tier-2/3 city users who may find it complex.
2. Loyalty and Cashback Rewards: Expand the cashback and loyalty rewards program, offering
personalized rewards based on usage patterns (e.g., bill payments, UPI transactions).
3. Gamification of Financial Goals: Introduce gamified features that allow users to set financial
goals (e.g., savings, bill payments), offering rewards for meeting these goals.
4. Personalized Notifications: Implement personalized notifications based on user behavior,
reminding them to make payments or offering relevant deals based on their activity.
5. Referral Programs: Strengthen referral programs where existing users earn rewards for referring
new users, with bonuses for both the referrer and the new user.
Simplified User Interface (Reach: High, Impact: High, Confidence: High, Effort: Medium) – RICE
Score: 60
Loyalty and Cashback Rewards (Reach: Medium, Impact: High, Confidence: Medium, Effort:
Score: 50
Personalized Notifications (Reach: Medium, Impact: Medium, Confidence: High, Effort: Low) – RICE
Score: 55
Referral Programs (Reach: Medium, Impact: High, Confidence: Medium, Effort: Medium) – RICE
Score: 50
Prioritize Simplified Interface, Loyalty and Cashback Rewards, and Personalized Notifications.
7. Trade-offs:
Redesigning the app may delay other feature rollouts, but will improve long-term retention by
making the experience easier for users.
Expanding loyalty programs may increase short-term costs but will drive higher engagement and
retention.
Gamification may require continuous updates to stay fresh, but can significantly increase user
engagement over time.
8. Success Metrics:
User Retention Rate: Improve the 90-day retention rate by 20% through the introduction of
simplified UI and personalized loyalty rewards.
User Engagement: Increase daily active users (DAUs) by 15% through personalized notifications
and gamification features.
Referral Growth: Grow the number of new users acquired through referrals by 25% through
enhanced referral bonuses.
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Churn Rate Reduction: Reduce user churn by 15% within 6 months through UI improvements and
rewards for frequent usage.
9. Summary:
Improving user retention for Paytm requires simplifying the app interface, enhancing loyalty and
cashback rewards, and introducing personalized notifications. These strategies will make the platform
more user-friendly, encourage repeat usage, and increase engagement. Success will be measured
through retention rates, engagement growth, and referral program success.
43. How would you improve monetization for a freemium learning platform like
BYJU’S?
Solution:
What is the current ratio of free to paid users, and what are the key factors driving paid
conversions?
Which content categories (e.g., test prep, K-12, skill development) have the highest engagement
and revenue potential?
How does BYJU’S pricing compare to competitors like Unacademy and Vedantu?
What feedback do free users provide about why they are hesitant to upgrade?
What are the current upsell or premium content strategies in place?
BYJU’S is one of India’s largest online learning platforms, offering a wide range of educational content.
Improving monetization requires converting more free users to paid subscriptions, offering
differentiated premium content, and exploring alternative revenue streams.

Company Mission and Vision: BYJU’S mission is to make quality education accessible to all
students. Its vision is to be the leading provider of online learning, helping students excel
academically and in skill development.
What It Does: BYJU’S offers interactive learning modules, test prep courses, and personalized
tutoring for students from K-12 and beyond.
Why It Does It: As education becomes increasingly digital, BYJU’S aims to provide engaging,
interactive learning experiences that help students understand concepts better.
How It Does It: Through its app and website, BYJU’S provides video lessons, quizzes, and live
tutoring, with a freemium model that offers basic content for free and premium features for paid
users.
For Whom It Does: BYJU’S primarily serves students in K-12 education, test prep (JEE, NEET,
CAT), and professionals looking to upskill.
SWOT Analysis:
Strength: Large user base, strong brand recognition, comprehensive content library.
Weakness: High competition from other online learning platforms, some users may find the
paid plans expensive.
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Opportunity: Increasing demand for online learning, particularly in Tier-2/3 cities and among
working professionals.
Threat: Competition from Unacademy, Vedantu, and other emerging edtech platforms offering
lower-cost alternatives.
Unique Value Proposition: BYJU’S offers a comprehensive, interactive learning platform with
personalized tutoring and engaging content, helping students improve their academic
performance.
Competitors: Unacademy, Vedantu, Toppr.
The primary goal is to improve Monetization by increasing the conversion rate of free users to paid
subscriptions, offering differentiated premium content, and exploring alternative revenue streams.

1. Premium Content Upsell: Create premium, differentiated content that is only available to paid
users (e.g., live tutoring, personalized study plans, and advanced test prep modules).
2. Limited-Time Free Trials: Offer limited-time free trials of premium features to allow free users to
experience the benefits before upgrading.
3. Subscription Tiers: Introduce multiple subscription tiers with varying features and price points,
making it easier for users to choose a plan that fits their budget.
4. Ad-Based Revenue Model: Introduce non-intrusive ads for free users, offering the option to
remove ads with a paid subscription.
5. Referral Bonuses: Implement a referral program where existing users can earn discounts or
rewards for bringing in new paying subscribers.
Premium Content Upsell (Reach: High, Impact: High, Confidence: High, Effort: Medium) – RICE
Score: 60
Free Trials (Reach: Medium, Impact: High, Confidence: Medium, Effort: Medium) – RICE Score:
50
Subscription Tiers (Reach: Medium, Impact: Medium, Confidence: Medium, Effort: Medium) –
RICE Score: 50
Ad-Based Revenue (Reach: Medium, Impact: Medium, Confidence: Medium, Effort: Low) – RICE
Score: 45
Referral Bonuses (Reach: Medium, Impact: Medium, Confidence: Medium, Effort: Low) – RICE
Score: 50
Prioritize Premium Content Upsell, Free Trials, and Subscription Tiers.
7. Trade-offs:
Offering premium content may reduce the amount of content available to free users, but will drive
more conversions to paid plans.
Introducing ads for free users could reduce the overall user experience, but will provide an
additional revenue stream.
Free trials may increase short-term costs but will lead to higher long-term conversions.
8. Success Metrics:
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Conversion Rate: Improve the conversion rate of free to paid users by 25% within the next 6
months through premium content upsell and free trials.
ARPU (Average Revenue Per User): Increase ARPU by 15% through the introduction of multiple
subscription tiers and premium content.
Ad Revenue Growth: Generate 10% additional revenue from ads targeted at free users.
Referral Growth: Increase new user acquisition through referrals by 20% through referral
bonuses.
9. Summary:
Improving monetization for BYJU’S requires focusing on premium content upsell, offering limited-time
free trials, and introducing subscription tiers with varying price points. These strategies will increase
conversions from free to paid users and explore new revenue streams through ads and referrals.
Success will be measured through conversion rates, ARPU growth, and referral success.
44. How would you increase app downloads and usage for an Indian personal
finance app like Walnut?
Solution:
What are the current acquisition channels (e.g., organic, paid, referral)?
What are the main use cases for users (e.g., expense tracking, bill reminders, savings goals)?
What feedback do users give about the app’s value and usability?
How does Walnut compare to competitors like Money View, FinArt, and Moneycontrol in terms of
features and marketing?
What are the current barriers to usage growth (e.g., lack of awareness, feature complexity)?
Walnut is a personal finance app that helps users track their expenses, manage bills, and set financial
goals. Increasing downloads and usage requires focusing on awareness, incentivizing referrals, and
simplifying the user experience.

Company Mission and Vision: Walnut’s mission is to help users manage their finances more
effectively. Its vision is to be India’s leading personal finance app, empowering individuals to take
control of their money.
What It Does: Walnut tracks expenses, provides bill reminders, and helps users set savings goals,
giving them a complete view of their finances.
Why It Does It: As personal finance becomes increasingly important, Walnut aims to simplify
money management and help users achieve their financial goals.
How It Does It: Through its mobile app, Walnut automatically tracks expenses, categorizes them,
and provides insights into spending patterns, offering personalized tips to users.
For Whom It Does: Walnut primarily serves individuals looking to manage their personal finances,
from budgeting to bill tracking and savings.
SWOT Analysis:
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Strength: Automatic expense tracking, easy bill reminders, simple user interface.
Weakness: Limited features compared to more comprehensive finance apps, reliance on user-
provided data.
Opportunity: Growing awareness of personal finance and financial planning in India,
particularly among younger professionals.
Threat: Competition from other personal finance apps like Money View, FinArt, and banking
apps with integrated financial planning features.
Unique Value Proposition: Walnut offers an intuitive platform for tracking expenses, setting
savings goals, and managing bills, making personal finance management easy for individuals.
Competitors: Money View, FinArt, Moneycontrol.
The primary goal is to increase App Downloads and Usage by raising awareness, incentivizing
referrals, and simplifying the user onboarding process.

1. Referral Program for Users: Introduce a referral program where existing users can earn rewards
(e.g., cashback, gift cards) for referring new users, increasing organic app downloads.
2. Simplified Onboarding: Streamline the onboarding process by offering guided setup and
personalized tips to help new users quickly understand how to use the app effectively.
3. Partnerships with Financial Institutions: Partner with banks and financial institutions to integrate
Walnut’s features, making it easier for users to track their expenses directly from their bank
accounts.
4. Targeted Digital Marketing Campaigns: Run targeted ads on social media platforms like
Instagram and LinkedIn, highlighting Walnut’s unique value for budgeting and savings, particularly
targeting younger professionals.
5. Gamified Financial Challenges: Introduce gamified challenges where users can set financial
goals and track their progress, with rewards for completing savings milestones or reducing
unnecessary spending.
Referral Program (Reach: High, Impact: High, Confidence: High, Effort: Low) – RICE Score: 65
Simplified Onboarding (Reach: Medium, Impact: High, Confidence: High, Effort: Medium) – RICE
Score: 55
Partnerships (Reach: High, Impact: Medium, Confidence: Medium, Effort: High) – RICE Score: 45
Digital Marketing Campaigns (Reach: High, Impact: Medium, Confidence: Medium, Effort:
Gamified Challenges (Reach: Medium, Impact: Medium, Confidence: Medium, Effort: Medium) –
RICE Score: 50
Prioritize Referral Program, Simplified Onboarding, and Targeted Digital Marketing.
7. Trade-offs:
Offering rewards through a referral program may increase short-term costs, but will lead to
significant growth in app downloads and user engagement.
Simplifying onboarding may delay other feature rollouts, but it is essential for long-term user
retention.
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Partnerships with financial institutions require time and negotiation, but could lead to deeper app
integration and increased usage.
8. Success Metrics:
App Download Growth: Increase app downloads by 25% within 6 months through referrals and
targeted marketing campaigns.
Referral Rate: Improve referral growth by 30% through an incentivized referral program.
User Retention: Boost 90-day retention rates by 20% through a simplified onboarding process
and gamified challenges.
Monthly Active Users (MAU): Increase MAUs by 20% by the end of the next quarter through
targeted marketing and partnerships.
9. Summary:
To increase app downloads and usage for Walnut, the focus should be on launching an incentivized
referral program, simplifying the onboarding process, and running targeted marketing campaigns.
These strategies will drive organic growth, improve user engagement, and enhance long-term
retention. Success will be measured through app downloads, referral rates, and monthly active users.
45. How would you expand market share for a ride-hailing app like Ola in India’s
Tier-2 and Tier-3 cities?
Solution:
What is Ola’s current market share in Tier-2 and Tier-3 cities?
What are the most common transportation challenges or gaps in these cities (e.g., lack of public
transport, safety concerns)?
How does Ola’s pricing compare to local transport options (e.g., auto-rickshaws, private taxis)?
What are the feedback and usage patterns from drivers and riders in these cities?
Are there any government regulations or local partnerships that could impact expansion?
Ola is one of India’s leading ride-hailing platforms, offering services in both metropolitan and smaller
cities. Expanding market share in Tier-2 and Tier-3 cities requires addressing local transportation
gaps, optimizing pricing, and building partnerships with local stakeholders.

Company Mission and Vision: Ola’s mission is to provide affordable, accessible, and reliable
transportation for everyone. Its vision is to be the leading mobility platform across India, offering
safe and convenient rides to consumers in cities of all sizes.
What It Does: Ola connects riders with drivers through its app, offering a range of ride-hailing
options including cars, auto-rickshaws, and bike taxis.
Why It Does It: Ola aims to solve transportation challenges by providing reliable mobility solutions,
particularly in cities with limited public transport.
How It Does It: Through its mobile app, Ola allows users to book rides, track drivers, and pay
digitally, offering a seamless transportation experience.
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For Whom It Does: Ola serves urban and semi-urban consumers looking for reliable, affordable
transportation options.
SWOT Analysis:
Strength: Strong brand presence, wide range of vehicle options (cars, autos, bikes), digital
payment integration.
Weakness: Price-sensitive users in smaller cities, competition from local transport providers.
Opportunity: Growing demand for ride-hailing in Tier-2 and Tier-3 cities due to limited public
transport.
Threat: Competition from local taxi services, government regulations, or subsidies for public
transport.
Unique Value Proposition: Ola offers reliable, convenient, and affordable ride-hailing options with
digital payment integration, making it easier for users in smaller cities to access transportation.
Competitors: Uber, local auto-rickshaw and taxi services.
The primary goal is to expand Market Share in Tier-2 and Tier-3 cities by addressing local
transportation needs, optimizing pricing, and building partnerships with local governments and service
providers.

1. Affordable Auto and Bike Taxi Options: Focus on expanding auto-rickshaw and bike taxi
services, which are more affordable and accessible for price-sensitive users in smaller cities.
2. Partnerships with Local Governments: Partner with local governments to integrate Ola’s services
with public transportation systems or offer subsidies for low-income riders.
3. Local Marketing Campaigns: Run hyper-local marketing campaigns in Tier-2 and Tier-3 cities,
highlighting Ola’s convenience, affordability, and safety compared to local alternatives.
4. Driver Incentive Programs: Introduce incentive programs for drivers in smaller cities, offering
bonuses or reduced commission rates to encourage more drivers to join Ola.
5. Safety Features for Women Riders: Promote Ola’s safety features, particularly for women riders,
including GPS tracking, emergency buttons, and driver verification to build trust among new users.
AffordableAuto/Bike Options (Reach: High, Impact: High, Confidence: High, Effort: Medium) –
RICE Score: 60
Local Partnerships (Reach: Medium, Impact: High, Confidence: Medium, Effort: High) – RICE Score:
50
Marketing Campaigns (Reach: Medium, Impact: Medium, Confidence: Medium, Effort: Low) – RICE
Score: 50
Driver Incentive Programs (Reach: Medium, Impact: High, Confidence: Medium, Effort: Medium) –
RICE Score: 55
Safety Features for Women (Reach: Medium, Impact: Medium, Confidence: Medium, Effort: Medium)
– RICE Score: 50
Prioritize Affordable Auto and Bike Options, Driver Incentive Programs, and Local Partnerships.
7. Trade-offs:
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Expanding auto and bike taxi services may require adjusting pricing models to accommodate lower
fares, but will attract more price-sensitive riders.
Offering driver incentives could temporarily reduce margins, but will increase the number of
available drivers and improve service availability.
Building local government partnerships requires time and negotiation, but could lead to long-term
benefits such as subsidies or regulatory support.
8. Success Metrics:
Market Share Growth: Increase market share by 20% in targeted Tier-2 and Tier-3 cities within 6
months.
Ride Volume: Improve ride volume by 30% in smaller cities through the introduction of affordable
auto and bike taxi options.
Driver Onboarding: Increase the number of new drivers in Tier-2/3 cities by 25% through
incentive programs.
User Acquisition: Grow the number of new riders by 25% through local marketing campaigns and
partnerships.
9. Summary:
Expanding market share for Ola in Tier-2 and Tier-3 cities requires focusing on affordable auto and
bike taxi services, building partnerships with local governments, and running hyper-local marketing
campaigns. These strategies will increase ride volume, attract more price-sensitive users, and onboard
more drivers. Success will be measured through market share growth, ride volume, and driver
onboarding.
46. How would you improve engagement and retention for an Indian e-commerce
platform like Myntra?
Solution:
What is the current user engagement rate (e.g., daily or monthly active users)?
Which categories (e.g., clothing, accessories, beauty) drive the most engagement and repeat
purchases?
What are the common reasons for customer churn (e.g., pricing, delivery issues, product variety)?
How does Myntra’s engagement strategy compare to competitors like Flipkart, Amazon, and Ajio?
What loyalty or engagement programs (e.g., Myntra Insider) are currently in place to retain users?
Myntra is one of India’s leading fashion and lifestyle e-commerce platforms. Improving engagement
and retention involves optimizing the user experience, offering personalized recommendations, and
enhancing loyalty programs to incentivize repeat purchases.

Company Mission and Vision: Myntra’s mission is to make fashion accessible to all by offering a
wide range of products and styles. Its vision is to be India’s go-to platform for fashion and lifestyle
shopping.
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What It Does: Myntra provides a platform for users to shop for fashion and lifestyle products,
including clothing, accessories, beauty products, and home décor.
Why It Does It: As e-commerce continues to grow, Myntra aims to provide a seamless shopping
experience, offering a wide range of products with easy returns and fast delivery.
How It Does It: Through its mobile app and website, Myntra offers a user-friendly shopping
experience, providing personalized recommendations, flash sales, and loyalty rewards.
For Whom It Does: Myntra serves fashion-conscious consumers looking for variety, convenience,
and deals on lifestyle products.
SWOT Analysis:
Strength: Strong brand recognition, wide product range, fast delivery and return services.
Weakness: Price-sensitive customers may prefer other platforms with frequent discounts or
lower-priced products.
Opportunity: Increasing demand for online fashion and lifestyle shopping, particularly in
Tier-2/3 cities.
Threat: Competition from Flipkart, Amazon, and Ajio, which may offer similar products at lower
prices or better delivery options.
Unique Value Proposition: Myntra offers a curated selection of fashion and lifestyle products with
a focus on trend-driven styles and exclusive brand collaborations, making it an appealing
destination for fashion-conscious consumers.
Competitors: Flipkart, Amazon, Ajio, Tata Cliq.
The primary goal is to improve User Engagement and Retention by offering personalized shopping
experiences, enhancing loyalty programs, and providing incentives for repeat purchases.

1. Personalized Shopping Recommendations: Leverage AI to provide personalized product
recommendations based on user behavior, preferences, and past purchases.
2. Gamified Loyalty Program: Expand the Myntra Insider loyalty program with gamified elements
such as points, badges, and rewards for completing challenges (e.g., buying from new categories,
sharing reviews).
3. Flash Sales and Exclusive Discounts: Introduce flash sales and limited-time offers for loyal
customers, providing exclusive discounts on trending products.
4. Push Notifications and Reminders: Implement personalized push notifications that remind users
of items left in their cart, upcoming sales, or new arrivals in their favorite categories.
5. Referral Program: Strengthen the referral program by offering both referrers and new customers
significant rewards for successful referrals.
RICE Score: 60
Gamified Loyalty Program (Reach: Medium, Impact: High, Confidence: Medium, Effort: Medium)
– RICE Score: 50
Flash Sales (Reach: Medium, Impact: Medium, Confidence: High, Effort: Low) – RICE Score: 55
Push Notifications (Reach: Medium, Impact: Medium, Confidence: High, Effort: Medium) – RICE
Score: 50
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Referral Program (Reach: Medium, Impact: Medium, Confidence: Medium, Effort: Low) – RICE
Score: 50
Prioritize Personalized Recommendations, Flash Sales, and Gamified Loyalty Program.
7. Trade-offs:
Offering personalized recommendations requires continuous investment in AI and data science,
but it is essential for improving user engagement.
Gamified loyalty programs may increase operational costs but will lead to higher long-term
retention and customer loyalty.
Flash sales and exclusive discounts could temporarily reduce margins, but will encourage repeat
purchases and customer loyalty.
8. Success Metrics:
User Engagement: Increase monthly active users (MAUs) by 20% through personalized
recommendations and push notifications.
Repeat Purchase Rate: Improve repeat purchase rate by 25% through the introduction of
gamified loyalty programs and flash sales.
Referral Growth: Grow the number of new users acquired through referrals by 15% through an
enhanced referral program.
Customer Retention Rate: Increase retention rate by 20% within the next 6 months through
loyalty rewards and exclusive offers.
9. Summary:
To improve engagement and retention for Myntra, the focus should be on leveraging personalized
recommendations, expanding the loyalty program with gamification, and offering exclusive flash sales.
These strategies will drive repeat purchases, increase user engagement, and grow the platform’s loyal
customer base. Success will be measured through engagement rates, repeat purchases, and customer
retention.
47. How would you launch a new premium subscription service for an OTT
platform like Zee5?
Solution:
What is the target audience for the premium subscription service (e.g., movie lovers, TV show
binge-watchers, regional language viewers)?
What are the most popular content categories on Zee5, and how do they perform compared to
competitors?
What pricing models are competitors like Netflix, Amazon Prime Video, and Hotstar using for their
premium services?
What feedback do free and existing paid users give about the value and quality of Zee5’s current
offerings?
What exclusive content or features will be offered as part of the premium service?
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Zee5 is a leading OTT platform offering a mix of movies, TV shows, and original series. Launching a
new premium subscription service requires focusing on exclusive content, competitive pricing, and
differentiating features from the free tier to provide clear value for users.

Company Mission and Vision: Zee5’s mission is to provide a diverse array of entertainment,
catering to regional and national audiences. Its vision is to be India’s leading OTT platform for
premium content across languages and genres.
What It Does: Zee5 offers streaming services for movies, TV shows, live TV, and original content,
with a focus on regional language programming.
Why It Does It: Zee5 aims to provide entertainment options that cater to diverse linguistic and
cultural preferences across India, helping users access high-quality content in their preferred
language.
How It Does It: Through its mobile app, website, and smart TV integration, Zee5 provides a
platform for users to stream content, with free and paid subscription tiers.
For Whom It Does: Zee5 primarily serves Indian audiences looking for regional language content,
as well as those interested in Bollywood movies, TV shows, and original series.
SWOT Analysis:
Strength: Strong presence in regional content, wide variety of movies and TV shows, growing
user base.
Weakness: Intense competition from larger platforms like Netflix and Amazon Prime, lower
budget for original content.
Opportunity: Increasing demand for regional content and language-specific entertainment in
Tier-2/3 cities.
Threat: Competition from Hotstar and other regional OTT platforms that may offer lower
pricing or better content exclusivity.
Unique Value Proposition: Zee5 offers a wide variety of regional language content and original
programming, making it an attractive platform for users who want access to entertainment beyond
mainstream Bollywood.
Competitors: Netflix, Amazon Prime Video, Hotstar.
The primary goal is to successfully Launch a Premium Subscription Service that offers Exclusive
Content and features, driving Subscription Revenue while differentiating it from the free tier.

1. Exclusive Original Content: Produce and launch high-quality, exclusive original series and movies
available only to premium subscribers, focusing on regional and Bollywood content.
2. Ad-Free Experience: Offer an ad-free experience for premium subscribers, ensuring
uninterrupted viewing across all content categories.
3. Early Access to Releases: Provide early access to new movies, TV shows, and Zee5 originals,
allowing premium users to watch content before it’s available to free-tier users.
4. Multi-Device and Offline Access: Offer multi-device support and offline download options as
part of the premium plan, allowing users to watch content on multiple screens and without an
internet connection.
5. Competitive Pricing Model: Introduce a competitive pricing model that offers monthly, quarterly
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, and annual plans, with discounts for long-term subscriptions to make it more accessible to users.

Exclusive Content (Reach: High, Impact: High, Confidence: High, Effort: High) – RICE Score: 60
Ad-Free Experience (Reach: Medium, Impact: High, Confidence: High, Effort: Low) – RICE Score:
55
Early Access (Reach: Medium, Impact: Medium, Confidence: Medium, Effort: Medium) – RICE
Score: 50
Multi-Device Support (Reach: Medium, Impact: Medium, Confidence: High, Effort: Medium) –
RICE Score: 50
Competitive Pricing (Reach: Medium, Impact: Medium, Confidence: High, Effort: Medium) – RICE
Score: 50
Prioritize Exclusive Content, Ad-Free Experience, and Competitive Pricing Model.
7. Trade-offs:
Producing exclusive original content requires significant investment in production, but will be a key
differentiator for the premium subscription service.
Offering an ad-free experience could reduce ad revenue, but will improve the user experience and
increase subscription sign-ups.
Early access to content may limit availability for free users, but will attract premium users looking
for the latest releases.
8. Success Metrics:
Subscription Growth: Increase premium subscriptions by 30% within 6 months of launching the
new service.
Content Engagement: Track engagement with exclusive content, aiming for 50% of premium
users to watch new Zee5 originals within the first month of release.
Revenue Growth: Grow subscription revenue by 20% within the first quarter through premium
service sign-ups and renewals.
Churn Rate Reduction: Reduce churn rate for paid users by 15% by offering early access and
multi-device support.
9. Summary:
Launching a premium subscription service for Zee5 requires focusing on exclusive original content,
offering an ad-free experience, and providing early access to new releases. These strategies will drive
subscriptions and differentiate the premium tier from the free version. Success will be measured
through subscription growth, engagement with exclusive content, and revenue growth.
48. How would you grow the customer base for a mobile banking app like Kotak
811?
Solution:
What is the current customer acquisition strategy for Kotak 811, and which channels (e.g., digital
marketing, referrals) are most effective?
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What are the common barriers to signing up (e.g., KYC requirements, app complexity)?
How does Kotak 811 differentiate itself from competitors like Paytm Payments Bank, Airtel
Payments Bank, or ICICI Pockets?
What feedback do existing users provide about the onboarding process and features of the app?
What value propositions or benefits (e.g., no minimum balance, rewards) are currently offered to
attract new users?
Kotak 811 is a digital savings account offered by Kotak Mahindra Bank, allowing users to open an
account and manage their finances entirely through a mobile app. Growing the customer base requires
simplifying the onboarding process, highlighting key benefits, and leveraging partnerships for greater
visibility.

Company Mission and Vision: Kotak 811’s mission is to provide seamless, secure, and convenient
banking solutions through a fully digital platform. Its vision is to be the leading mobile banking app
in India, making financial services accessible to all.
What It Does: Kotak 811 allows users to open a savings account, perform transactions, and access
banking services through a mobile app, with no need for branch visits.
Why It Does It: Kotak 811 aims to offer a simple, convenient alternative to traditional banking,
especially for tech-savvy users and those looking for a hassle-free banking experience.
How It Does It: Through its mobile app, Kotak 811 provides users with instant account opening,
easy transfers, bill payments, and a range of digital banking services.
For Whom It Does: Kotak 811 primarily serves urban professionals, students, and younger
individuals looking for a digital-first banking experience.
SWOT Analysis:
Strength: Fully digital onboarding, no minimum balance requirement, integration with Kotak’s
banking infrastructure.
Weakness: Potential concerns about security and app complexity for new users.
Opportunity: Increasing adoption of digital banking, particularly among younger consumers
and tech-savvy individuals in Tier-1 and Tier-2 cities.
Threat: Competition from other mobile banking apps and fintech platforms offering similar
features with aggressive pricing or incentives.
Unique Value Proposition: Kotak 811 offers a fully digital banking experience with no minimum
balance requirement, making it an attractive option for users looking for convenience and flexibility.
Competitors: Paytm Payments Bank, Airtel Payments Bank, ICICI Pockets.
The primary goal is to Grow the Customer Base by simplifying the onboarding process, highlighting
key benefits like no minimum balance, and leveraging partnerships and digital marketing strategies.

1. Simplified Onboarding and KYC: Streamline the KYC process by offering video KYC options and
reducing the number of steps required to open an account, making it easier for users to get
started.
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2. Partnerships with Digital Platforms: Partner with e-commerce and fintech platforms (e.g.,
Amazon, Flipkart) to offer exclusive deals or discounts to Kotak 811 users, increasing visibility and
acquisition.
3. Referral Program for Existing Users: Strengthen the referral program by offering rewards for
both the referrer and the new user, incentivizing word-of-mouth growth.
4. Targeted Digital Ads: Run targeted ads on social media platforms and Google, focusing on key
benefits such as no minimum balance, rewards, and seamless digital banking.
5. In-App Financial Education: Offer in-app financial education content (e.g., budgeting tips,
investment guides) to attract users who want to improve their financial literacy and trust the
platform.
Simplified Onboarding (Reach: High, Impact: High, Confidence: High, Effort: Medium) – RICE
Score: 60
Partnerships (Reach: Medium, Impact: High, Confidence: Medium, Effort: Medium) – RICE Score:
50
Score: 50
Digital Ads (Reach: High, Impact: Medium, Confidence: High, Effort: Medium) – RICE Score: 55
Financial Education (Reach: Medium, Impact: Medium, Confidence: High, Effort: Low) – RICE
Score: 50
Prioritize Simplified Onboarding, Targeted Digital Ads, and Partnerships.
7. Trade-offs:
Simplifying the onboarding process may require investment in video KYC technology, but it will
lead to higher user acquisition rates.
Offering referral bonuses or partnership deals could reduce short-term margins but will drive long-
term user growth.
Focusing on digital ads will increase acquisition costs, but it is essential for reaching new
audiences and driving downloads.
8. Success Metrics:
Customer Growth: Increase the number of new Kotak 811 accounts by 30% within the next 6
months through simplified onboarding and targeted marketing.
Referral Program Success: Improve referral sign-ups by 25% through enhanced rewards and
incentives.
Onboarding Completion Rate: Increase the completion rate of the onboarding process by 20% by
reducing friction through streamlined KYC.
Partnership-Driven Acquisition: Measure the growth in new users acquired through partnerships,
aiming for a 15% increase in sign-ups from platform collaborations.
9. Summary:
Growing the customer base for Kotak 811 requires simplifying the onboarding process, leveraging
partnerships with digital platforms, and running targeted digital marketing campaigns. These
strategies will increase visibility, reduce barriers to account opening, and incentivize user acquisition.
Success will be measured through customer growth, onboarding completion rates, and referral
program success.
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49. How would you optimize the pricing strategy for an Indian grocery delivery
platform like BigBasket?
Solution:
What is the current pricing model (e.g., delivery fees, subscription for BigBasket Express)?
How do prices compare to competitors like Grofers, JioMart, or local stores?
What are the primary pricing challenges (e.g., logistics, regional pricing, discounting)?
How does user feedback reflect on the current pricing, especially around delivery charges and
product pricing?
What percentage of customers currently use premium services like BigBasket Express, and what is
the churn rate?
BigBasket is one of India's leading online grocery delivery platforms. Optimizing the pricing strategy
involves evaluating product prices, delivery fees, and premium services while ensuring competitive
positioning and customer value perception.

Company Mission and Vision: BigBasket’s mission is to deliver high-quality groceries at the
doorstep with convenience. Its vision is to be the most trusted online grocery platform in India.
What It Does: BigBasket provides a platform for users to shop for groceries online and have them
delivered to their homes.
Why It Does It: To make grocery shopping more convenient, especially for busy urban households,
and reduce reliance on local markets.
How It Does It: Through its app and website, BigBasket offers a wide range of groceries, including
fresh produce, packaged goods, and household items, with home delivery options.
For Whom It Does: BigBasket primarily serves urban and semi-urban consumers looking for
convenience in grocery shopping.
SWOT Analysis:
Strength: Extensive product range, reliable delivery network, strong brand presence.
Weakness: Higher prices in some areas compared to local markets, delivery fees during non-
peak hours.
Opportunity: Increasing demand for grocery delivery post-pandemic, particularly in Tier-2/3
cities.
Threat: Intense competition from JioMart, Grofers, and local stores offering lower prices.
Unique Value Proposition: BigBasket provides a seamless online grocery shopping experience
with a wide selection, convenient delivery slots, and options for fresh produce.
Competitors: Grofers, JioMart, Amazon Pantry.
The primary goal is to optimize the Pricing Strategy to balance competitiveness, profitability, and
customer value perception, while increasing premium service uptake.
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1. Dynamic Pricing for Delivery Fees: Introduce dynamic delivery fees based on time slots and
demand, offering free or discounted delivery during non-peak hours.
2. Subscription Discount Models: Offer subscription models for frequent customers with
discounted delivery fees and exclusive deals for premium customers.
3. Regional Price Adjustments: Tailor product prices based on regional competition and local
market conditions to remain competitive while maintaining profitability.
4. Bundled Product Discounts: Encourage bulk buying by offering discounts on bundled items (e.g.,
rice, dal, and oil), appealing to price-sensitive customers.
5. Tiered Pricing for Premium Services: Introduce tiered pricing for BigBasket Express, offering
different levels of service (e.g., faster delivery or access to specialty products) at different price
points.
Dynamic Delivery Fees (Reach: High, Impact: High, Confidence: High, Effort: Medium) – RICE
Score: 60
Subscription Models (Reach: Medium, Impact: High, Confidence: Medium, Effort: Medium) –
RICE Score: 50
Regional Price Adjustments (Reach: Medium, Impact: Medium, Confidence: High, Effort: Medium)
– RICE Score: 50
Bundled Discounts (Reach: High, Impact: Medium, Confidence: High, Effort: Low) – RICE Score:
55
Tiered Pricing (Reach: Medium, Impact: Medium, Confidence: Medium, Effort: Medium) – RICE
Score: 50
Prioritize Dynamic Delivery Fees, Bundled Discounts, and Subscription Models.
7. Trade-offs:
Dynamic delivery fees may alienate some users during peak hours but will balance demand and
supply and encourage off-peak shopping.
Regional pricing adjustments require strong operational capabilities, but will ensure
competitiveness across different markets.
Subscription discounts could reduce short-term margins, but will encourage long-term loyalty and
higher retention.
8. Success Metrics:
Increase in Premium Subscriptions: Grow premium subscriptions by 20% within 6 months
through tiered pricing and subscription discounts.
Revenue Growth: Increase overall revenue by 15% through the introduction of bundled product
discounts and dynamic delivery fees.
Retention Rate: Improve customer retention by 25% with subscription models and tiered pricing
for frequent customers.
Regional Competitiveness: Achieve a 10% improvement in price competitiveness compared to
local stores and competitors like Grofers.
9. Summary:
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Optimizing the pricing strategy for BigBasket involves implementing dynamic delivery fees, offering
subscription discounts, and tailoring regional prices. These strategies will help balance competitive
pricing with profitability while increasing customer loyalty through subscription services. Success will
be measured through premium subscription growth, revenue increase, and customer retention.
50. How would you expand the market share for a ride-sharing app like Uber in
India?
Solution:
What are the key competitors in India (e.g., Ola, Rapido) and what market share does Uber
currently hold in urban and semi-urban areas?
What feedback do drivers and riders provide about Uber’s pricing, services, and features?
Are there specific regions or cities where Uber is underperforming compared to competitors?
What is the current user acquisition strategy, and which channels are the most effective?
How do Uber’s driver incentives compare to those offered by competitors like Ola?
Uber is one of the world’s largest ride-sharing platforms, offering convenient transportation options.
Expanding market share in India requires addressing competitive pricing, improving service availability
in underpenetrated regions, and building partnerships.

Company Mission and Vision: Uber’s mission is to make transportation as reliable as running
water, everywhere for everyone. Its vision is to be the leading ride-sharing platform globally,
offering safe, affordable, and convenient rides.
What It Does: Uber connects riders with drivers through its app, offering various ride-sharing
options including cars, auto-rickshaws, and bike taxis.
Why It Does It: Uber aims to provide affordable, reliable transportation solutions in cities where
public transport options are limited or inconvenient.
How It Does It: Through its mobile app, Uber allows users to book rides, track drivers in real-time,
and pay digitally, offering a seamless transportation experience.
For Whom It Does: Uber serves urban and semi-urban consumers looking for safe, reliable, and
affordable transportation options.
SWOT Analysis:
Strength: Strong brand recognition, reliable ride options, seamless app experience.
Weakness: Higher pricing during peak hours, driver availability issues in some regions.
Opportunity: Growing demand for ride-sharing services in Tier-2 and Tier-3 cities, where
public transport is underdeveloped.
Threat: Competition from Ola and local players, driver loyalty concerns due to better
incentives from competitors.
Unique Value Proposition: Uber offers a convenient, reliable ride-sharing service with easy-to-
use app features, making it ideal for urban and semi-urban users.
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Competitors: Ola, Rapido, local taxi services.
The primary goal is to Expand Market Share by improving Service Availability in Tier-2/3 cities,
optimizing Pricing, and increasing Driver Retention.

1. Lower Commission Rates for Drivers: Reduce the commission rate for Uber drivers in
underpenetrated markets to increase driver loyalty and availability.
2. Partnerships with Local Governments: Collaborate with local governments to integrate Uber’s
services with public transport systems, providing first-mile and last-mile connectivity.
3. Regional Promotions and Discounts: Offer targeted promotions and discounts in Tier-2/3 cities
to incentivize new riders to try Uber and encourage frequent usage.
4. Expand Uber Auto and Bike Taxis: Focus on expanding affordable auto-rickshaw and bike taxi
services, particularly in regions where car services may be too expensive or unnecessary.
5. Referral Program for Riders and Drivers: Strengthen Uber’s referral program by offering higher
rewards for riders who refer new users and drivers, encouraging organic growth.
Lower Commission for Drivers (Reach: High, Impact: High, Confidence: High, Effort: Medium) –
RICE Score: 60
Local Government Partnerships (Reach: Medium, Impact: High, Confidence: Medium, Effort:
High) – RICE Score: 50
Regional Promotions (Reach: Medium, Impact: Medium, Confidence: High, Effort: Medium) –
RICE Score: 50
Expand Uber Auto/Bike Taxis (Reach: Medium, Impact: Medium, Confidence: High, Effort: Low) –
RICE Score: 55
Referral Program (Reach: Medium, Impact: Medium, Confidence: Medium, Effort: Low) – RICE Score:
50
Prioritize Lower Commission Rates, Expanding Auto/Bike Taxis, and Regional Promotions.
7. Trade-offs:
Reducing commission rates may impact short-term revenue but will increase driver retention and
service availability, especially in underserved regions.
Offering regional promotions may lead to reduced margins in the short term, but will attract new
riders and encourage frequent usage.
Expanding auto and bike taxis will require significant operational coordination, but these services
will be essential for price-sensitive users in smaller cities.
8. Success Metrics:
Market Share Growth: Increase Uber’s market share by 20% in Tier-2 and Tier-3 cities through
expanded services and regional promotions.
Driver Retention: Improve driver retention by 25% by lowering commission rates and offering
better incentives.
Ride Volume Growth: Increase ride volume by 30% in underpenetrated regions through
promotions, auto-rickshaw, and bike taxi expansion.
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Referral Growth: Grow the number of new riders and drivers through referrals by 20%, leveraging
enhanced rewards.
9. Summary:
Expanding market share for Uber in India requires focusing on lowering commission rates for drivers,
expanding affordable auto and bike taxis, and running regional promotions. These strategies will
increase service availability, attract price-sensitive riders, and improve driver loyalty. Success will be
measured through market share growth, driver retention, and ride volume increases.
51. How would you increase user retention for a gaming app like MPL (Mobile
Premier League)?
Solution:
What is the current retention rate, and what are the common reasons for user churn?
Which games or features on MPL drive the most engagement and repeat usage?
What feedback do users give about the rewards system, gameplay experience, and competitions?
How does MPL’s retention strategy compare to competitors like Dream11, WinZO, and other casual
gaming platforms?
What loyalty programs or rewards are in place to keep users engaged?
MPL is a leading mobile gaming platform that offers real-time competitive games and fantasy sports.
Increasing user retention requires optimizing the rewards system, enhancing the gaming experience,
and providing personalized incentives to encourage long-term engagement.

Company Mission and Vision: MPL’s mission is to provide a fun, engaging, and competitive
gaming experience where users can earn rewards. Its vision is to be India’s largest gaming
platform, offering a wide variety of skill-based games and fantasy sports.
What It Does: MPL offers a platform for users to play mobile games, participate in fantasy sports
leagues, and compete for cash prizes and rewards.
Why It Does It: With the growing demand for online gaming and fantasy sports, MPL aims to
create a competitive environment where users can have fun and earn rewards.
How It Does It: Through its mobile app, MPL offers various skill-based games and fantasy sports
competitions, allowing users to play, compete, and earn rewards through tournaments.
For Whom It Does: MPL primarily serves gamers and sports enthusiasts looking for competitive
experiences and opportunities to win cash prizes.
SWOT Analysis:
Strength: Strong user base, variety of games, cash rewards for competitions.
Weakness: Some users may experience burnout or fatigue from playing repetitive games.
Opportunity: Growing demand for online gaming and esports in India, especially among
younger users.
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Threat: Competition from platforms like Dream11, WinZO, and other gaming apps offering
similar cash rewards.
Unique Value Proposition: MPL offers a platform for skill-based gaming and fantasy sports with
the opportunity to earn cash rewards, providing a competitive edge over casual gaming apps.
Competitors: Dream11, WinZO, Paytm First Games.
The primary goal is to Increase User Retention by optimizing the Gaming Experience and Reward
Systems, and providing personalized incentives to keep users engaged long-term.

1. Loyalty Program for Frequent Players: Introduce a tiered loyalty program that rewards frequent
players with exclusive bonuses, cash prizes, and access to premium tournaments.
2. Personalized Game Recommendations: Use AI-driven algorithms to provide personalized game
recommendations based on the user’s gameplay history and preferences.
3. Daily Challenges and Leaderboards: Offer daily challenges that give players a reason to return
and participate, with leaderboards showing the top players and their rankings.
4. Referral Incentives: Strengthen the referral program by offering both the referrer and new users
significant rewards, such as free entry into tournaments or extra tokens.
5. In-App Events and Tournaments: Host regular in-app events and tournaments, with special
rewards or cash prizes for players who achieve top rankings or complete specific tasks.
Loyalty Program (Reach: High, Impact: High, Confidence: High, Effort: Medium) – RICE Score: 60
Personalized Game Recommendations (Reach: Medium, Impact: High, Confidence: High, Effort:
Daily Challenges (Reach: Medium, Impact: Medium, Confidence: High, Effort: Low) – RICE Score:
50
Referral Incentives (Reach: Medium, Impact: Medium, Confidence: Medium, Effort: Low) – RICE
Score: 50
In-App Events (Reach: High, Impact: Medium, Confidence: Medium, Effort: Medium) – RICE
Score: 55
Prioritize Loyalty Program, Personalized Recommendations, and In-App Events.
7. Trade-offs:
Offering a loyalty program will increase operational costs, but will also lead to higher retention and
engagement among frequent players.
Personalized game recommendations require investment in data and AI, but will improve user
satisfaction and long-term engagement.
Daily challenges may increase player fatigue over time but will keep users returning for new
rewards and leaderboard rankings.
8. Success Metrics:
Retention Rate: Increase the 30-day retention rate by 25% within 6 months through personalized
game recommendations and loyalty rewards.
Daily Active Users (DAUs): Boost DAUs by 20% through the introduction of daily challenges and
in-app tournaments.
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Referral Growth: Improve referral sign-ups by 15% through enhanced referral rewards and
incentives.
User Engagement: Increase the average time spent per session by 10% through in-app events
and personalized game recommendations.
9. Summary:
Increasing user retention for MPL requires introducing a tiered loyalty program, offering personalized
game recommendations, and hosting in-app events and daily challenges. These strategies will
encourage frequent gameplay, enhance user engagement, and keep players coming back. Success will
be measured through retention rates, DAUs, and referral program growth.
52. How would you increase the conversion rate for an online education platform
like Unacademy?
Solution:
What is the current conversion rate from free users to paid subscribers, and what are the common
barriers to conversion?
Which courses or programs drive the most engagement and conversions, and which are
underperforming?
What feedback do free users give about the quality of the free content versus the paid content?
How does Unacademy’s pricing compare to competitors like BYJU’S, Vedantu, or Coursera?
What premium features are offered to paid users (e.g., live classes, personalized tutoring, exam
prep)?
Unacademy is one of India’s largest online learning platforms, offering courses for students and
professionals. Increasing the conversion rate requires optimizing the free-to-paid funnel, highlighting
premium features, and providing limited-time offers for new users.

Company Mission and Vision: Unacademy’s mission is to democratize access to quality
education. Its vision is to be the leading online learning platform, empowering students and
professionals with the knowledge and skills they need to succeed.
What It Does: Unacademy offers a wide range of courses, from exam preparation to skill
development, with live classes, recorded lessons, and personalized tutoring.
Why It Does It: As education shifts online, Unacademy aims to make high-quality learning
resources accessible to all, regardless of geographic location or financial background.
How It Does It: Through its app and website, Unacademy provides users with access to a vast
library of video lessons, live classes, and study materials, with both free and paid subscription
tiers.
For Whom It Does: Unacademy serves students preparing for competitive exams, professionals
looking to upskill, and learners seeking personal development.
SWOT Analysis:
Strength: Large library of courses, strong brand recognition, competitive pricing.
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Weakness: Free users may not see enough value to upgrade to paid plans due to the
availability of free content.
Opportunity: Growing demand for online learning, especially in Tier-2/3 cities where access to
quality education is limited.
Threat: Competition from BYJU’S, Vedantu, and other online learning platforms offering similar
or lower-priced courses.
Unique Value Proposition: Unacademy offers a comprehensive range of courses, live classes, and
exam preparation materials, making it an appealing platform for students and professionals alike.
Competitors: BYJU’S, Vedantu, Coursera, Khan Academy.

The primary goal is to increase the Conversion Rate from free users to Paid Subscribers by
highlighting premium features and providing Limited-Time Offers to encourage sign-ups.

1. Free Trial for Premium Features: Offer a limited-time free trial of premium features (e.g., live
classes, personalized tutoring) to allow free users to experience the benefits before committing to
a paid plan.
2. Upsell During Key Moments: Trigger upsell messages during key moments (e.g., after completing
a free lesson or achieving a milestone) to encourage users to upgrade to a paid subscription.
3. Personalized Discounts: Provide personalized discounts or limited-time offers to free users
based on their engagement level, offering them an incentive to upgrade.
4. Bundled Subscription Packages: Introduce bundled subscription packages that offer access to
multiple courses at a discounted rate, providing more value for users looking to learn across
different subjects.
5. Gamified Progress Tracking: Implement gamified progress tracking, where users can unlock
rewards, badges, or discounts for achieving learning milestones or completing free courses,
incentivizing them to upgrade.
Free Trial for Premium (Reach: High, Impact: High, Confidence: High, Effort: Medium) – RICE
Score: 60
Upsell During Key Moments (Reach: Medium, Impact: High, Confidence: High, Effort: Medium) –
RICE Score: 55
Personalized Discounts (Reach: Medium, Impact: Medium, Confidence: Medium, Effort: Low) –
RICE Score: 50
Bundled Subscription Packages (Reach: Medium, Impact: Medium, Confidence: Medium, Effort:
Gamified Progress Tracking (Reach: Medium, Impact: Medium, Confidence: Medium, Effort:
Prioritize Free Trial for Premium, Upsell Messages, and Personalized Discounts.
7. Trade-offs:
Offering free trials may delay immediate revenue, but will lead to higher conversion rates once
users experience the value of premium features.
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Personalized discounts may reduce short-term margins, but will encourage more free users to
upgrade and lead to long-term growth.
Gamified progress tracking requires ongoing updates, but will keep users engaged and incentivize
them to unlock premium rewards.
8. Success Metrics:
Conversion Rate Growth: Increase the conversion rate from free to paid users by 20% through
free trials, upsell messages, and personalized discounts.
Subscription Revenue Growth: Increase subscription revenue by 15% within 6 months by offering
bundled packages and limited-time discounts.
Free Trial Conversion: Achieve a 30% conversion rate from free trial users to paid subscribers.
Engagement Growth: Increase engagement with premium features by 25% through gamified
progress tracking and milestone-based upselling.
9. Summary:
Increasing the conversion rate for Unacademy requires offering free trials for premium features,
triggering upsell messages during key moments, and providing personalized discounts. These
strategies will convert more free users into paid subscribers and increase engagement with premium
content. Success will be measured through conversion rate growth, revenue increase, and trial-to-paid
conversion rates.
53. How would you improve the customer experience for an Indian online
pharmacy like 1mg?
Solution:
What are the common pain points for customers using 1mg (e.g., delivery time, prescription issues,
product availability)?
What feedback do customers give about the app’s usability, pricing, and delivery options?
How does 1mg’s customer experience compare to competitors like Netmeds, PharmEasy, or
Medlife?
What percentage of customers use the subscription service (if any), and how frequently do they
reorder medications?
What role does customer support (e.g., chat, phone support) play in resolving issues for 1mg
customers?
1mg is one of India's largest online pharmacies, offering prescription medicines, healthcare products,
and diagnostic services. Improving customer experience requires focusing on delivery times, app
usability, customer support, and loyalty programs.

Company Mission and Vision: 1mg’s mission is to make healthcare accessible and affordable. Its
vision is to be India’s most trusted online healthcare platform.
What It Does: 1mg offers a platform for users to purchase prescription and over-the-counter
medicines, healthcare products, and book diagnostic tests online.
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Why It Does It: As healthcare becomes increasingly digital, 1mg aims to provide a convenient,
cost-effective alternative to visiting brick-and-mortar pharmacies and diagnostic centers.
How It Does It: Through its app and website, 1mg allows users to upload prescriptions, order
medicines, and schedule home diagnostic tests with doorstep delivery.
For Whom It Does: 1mg primarily serves urban and semi-urban customers looking for convenience
in purchasing medicines and healthcare products.
SWOT Analysis:
Strength: Wide range of medicines, diagnostics, and healthcare products, reliable home
delivery.
Weakness: Delays in delivery times, especially in Tier-2/3 cities, and occasional prescription
issues.
Opportunity: Growing demand for online pharmacy services post-pandemic, particularly in
underpenetrated regions.
Threat: Competition from Netmeds, PharmEasy, and local pharmacies with faster delivery
options.
Unique Value Proposition: 1mg offers a comprehensive online pharmacy service, providing
convenience, home delivery, and diagnostic services, making healthcare more accessible for urban
customers.
Competitors: PharmEasy, Netmeds, Medlife.
The primary goal is to improve the Customer Experience by enhancing Delivery Times, optimizing
the App Interface, and expanding Customer Support services to build customer loyalty and reduce
churn.

1. Faster Delivery for Medications: Implement faster delivery options in key markets, focusing on
reducing delivery times for urgent prescription medicines.
2. Streamlined Prescription Upload: Simplify the prescription upload process by offering in-app
scanning and instant verification, reducing delays and errors in fulfilling orders.
3. Enhanced Customer Support: Expand customer support options, including 24/7 chatbots and
phone support, to resolve issues quickly and improve overall satisfaction.
4. Loyalty and Subscription Program: Introduce or enhance loyalty and subscription programs
where frequent users can earn points, discounts, or free deliveries.
5. Push Notifications for Medication Refills: Offer personalized push notifications that remind
customers to refill their medications based on their prescription history.
Faster Delivery (Reach: High, Impact: High, Confidence: High, Effort: Medium) – RICE Score: 60
Streamlined Prescription Upload (Reach: Medium, Impact: High, Confidence: High, Effort:
Customer Support Expansion (Reach: Medium, Impact: Medium, Confidence: High, Effort:
Loyalty Program (Reach: Medium, Impact: Medium, Confidence: Medium, Effort: Low) – RICE
Score: 50
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Score: 50
Prioritize Faster Delivery, Streamlined Prescription Upload, and Enhanced Customer Support.
7. Trade-offs:
Faster delivery options may increase logistics costs, but will lead to higher customer satisfaction
and repeat business, especially for critical medications.
Expanding customer support requires investment in staffing or chatbot technology, but will resolve
customer issues faster and improve loyalty.
Offering loyalty rewards may reduce short-term margins, but will increase customer retention over
time.
8. Success Metrics:
Delivery Time Improvement: Reduce the average delivery time for medications by 20% within the
next 6 months, focusing on urgent prescriptions.
Customer Support Satisfaction: Improve customer support satisfaction scores by 25% through
expanded services like 24/7 chatbots and phone support.
Repeat Customer Rate: Increase the repeat customer rate by 15% through personalized
notifications and loyalty rewards.
Prescription Error Reduction: Reduce prescription errors or delays by 30% through a streamlined
upload and verification process.
9. Summary:
Improving the customer experience for 1mg requires faster medication delivery, streamlined
prescription uploads, enhanced customer support, and personalized loyalty programs. These
strategies will reduce churn, increase customer satisfaction, and encourage repeat business. Success
will be measured through improved delivery times, customer support satisfaction, and repeat
purchases.
54. How would you reduce churn for a fitness app like Cure.fit?
Solution:
What is the current churn rate, and what are the common reasons for cancellations?
Which features (e.g., live workouts, diet plans, mental health sessions) drive the most
engagement?
What feedback do users provide about the quality and variety of workouts, pricing, or app
usability?
How does Cure.fit’s retention strategy compare to competitors like Fittr, HealthifyMe, or Cult.fit?
What loyalty or rewards programs are in place to keep users engaged with the app?
Cure.fit is a comprehensive fitness app that offers workouts, mental health sessions, diet plans, and
health products. Reducing churn requires optimizing the workout experience, offering personalized
recommendations, and enhancing the loyalty and rewards system.
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Company Mission and Vision: Cure.fit’s mission is to make holistic health and fitness accessible
to everyone. Its vision is to be the leading digital health and fitness platform, providing everything
from workouts to mental wellness.
What It Does: Cure.fit offers a platform for users to participate in live and recorded workouts,
access diet plans, and explore mental health sessions, all within a single app.
Why It Does It: As health and fitness become more important to consumers, Cure.fit aims to
provide a one-stop solution for fitness, nutrition, and mental wellness.
How It Does It: Through its app, Cure.fit provides users with access to various fitness programs,
mental health resources, and health products, all integrated into a seamless digital experience.
For Whom It Does: Cure.fit primarily serves fitness enthusiasts, individuals looking to improve
their health, and users seeking comprehensive wellness solutions.
SWOT Analysis:
Strength: Comprehensive offerings, strong brand presence, wide variety of workout types.
Weakness: Some users may experience burnout or lack of motivation to continue long-term.
Opportunity: Growing demand for online fitness platforms, especially in urban areas with
limited access to gyms or wellness centers.
Threat: Competition from Fittr, HealthifyMe, and other fitness apps offering similar features at
competitive prices.
Unique Value Proposition: Cure.fit offers an all-in-one fitness, nutrition, and mental wellness
platform, making it easy for users to manage all aspects of their health from a single app.
Competitors: Fittr, HealthifyMe, Cult.fit.
The primary goal is to Reduce Churn by increasing User Engagement through personalized fitness
programs, motivation features, and loyalty rewards.

1. Personalized Workout Plans: Use AI to create personalized workout plans based on the user’s
fitness level, goals, and preferences, encouraging long-term engagement.
2. Motivation Features and Challenges: Implement gamified challenges where users can earn
rewards or badges for completing daily workouts or achieving fitness milestones.
3. Loyalty Program for Frequent Users: Offer a loyalty program where frequent users can earn
points for every workout or session completed, redeemable for health products, fitness gear, or
discounted subscriptions.
4. Push Notifications and Reminders: Use push notifications to remind users of upcoming
workouts, diet plans, or wellness sessions, helping them stay on track with their health goals.
5. Regular Content Updates: Introduce new workout routines, challenges, and wellness sessions
regularly to keep the content fresh and engaging for long-term users.
Personalized Workouts (Reach: High, Impact: High, Confidence: High, Effort: Medium) – RICE
Score: 60
Motivation Challenges (Reach: Medium, Impact: High, Confidence: High, Effort: Medium) – RICE
Score: 55
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Loyalty Program (Reach: Medium, Impact: Medium, Confidence: Medium, Effort: Low) – RICE Score:
50
Push Notifications (Reach: Medium, Impact: Medium, Confidence: High, Effort: Low) – RICE Score:
50
Content Updates (Reach: Medium, Impact: Medium, Confidence: Medium, Effort: Medium) – RICE
Score: 50
Prioritize Personalized Workouts, Motivation Features, and Loyalty Program.
7. Trade-offs:
Personalizing workout plans requires investment in AI and data analytics, but will increase
engagement and retention by offering users more relevant content.
Gamified challenges may appeal to competitive users but could lead to burnout if the challenges
are too demanding or frequent.
Offering loyalty rewards may reduce short-term margins, but will increase long-term engagement
and retention.
8. Success Metrics:
Churn Rate Reduction: Reduce churn rate by 25% through personalized workout plans and
motivation features.
User Engagement Growth: Increase daily active users (DAUs) by 20% through gamified
challenges and loyalty rewards.
Retention Rate: Improve the 90-day retention rate by 30% through regular content updates and
personalized push notifications.
Loyalty Program Participation: Increase participation in the loyalty program by 50% through
rewards and redeemable points for health products.
9. Summary:
Reducing churn for Cure.fit requires offering personalized workout plans, introducing gamified
challenges, and launching a loyalty program to encourage frequent engagement. These strategies will
keep users motivated and loyal to the platform over time. Success will be measured through churn rate
reduction, engagement growth, and loyalty program participation.
55. How would you drive adoption of a digital payment app like PhonePe in rural
India?
Solution:
What percentage of the current user base is from rural areas, and what are the common
challenges they face (e.g., lack of digital literacy, access to smartphones)?
What competitors are currently operating in rural India (e.g., Google Pay, Paytm) and how does
PhonePe differentiate itself?
What is the internet penetration and mobile infrastructure like in these rural areas?
How do rural customers perceive digital payments, and what are their main concerns (e.g.,
security, ease of use)?
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Are there any existing partnerships with local businesses or government programs to drive
adoption?
PhonePe is a leading digital payment app in India, offering UPI-based transactions and a range of
financial services. Driving adoption in rural India requires building trust, simplifying the user
experience, and addressing key barriers like digital literacy and smartphone access.

Company Mission and Vision: PhonePe’s mission is to simplify financial transactions and
empower individuals to go cashless. Its vision is to be India’s most trusted and widely used digital
payment platform.
What It Does: PhonePe offers a platform for users to make payments, transfer money, pay bills,
and access financial services, all through a mobile app integrated with UPI.
Why It Does It: As India shifts towards a cashless economy, PhonePe aims to provide a secure,
reliable, and convenient platform for all digital payments.
How It Does It: Through its mobile app, PhonePe allows users to link their bank accounts, make
UPI payments, and access other financial services, including insurance and investments.
For Whom It Does: PhonePe primarily serves Indian consumers and merchants looking for a
simple, secure way to conduct transactions and manage finances digitally.
SWOT Analysis:
Strength: Strong brand recognition, UPI integration, secure platform.
Weakness: Low digital literacy in rural areas, smartphone penetration is still growing.
Opportunity: Increasing mobile penetration and government initiatives promoting digital
payments in rural India.
Threat: Competition from Paytm, Google Pay, and traditional cash-based transactions.
Unique Value Proposition: PhonePe offers a secure, reliable digital payment solution with UPI
integration, making it easy for users to send and receive money, pay bills, and shop online or
offline.
Competitors: Google Pay, Paytm, BharatPe.
The primary goal is to drive Adoption in Rural India by addressing barriers such as Digital Literacy,
building Trust, and forming Local Partnerships.

1. Digital Literacy Campaigns: Launch educational programs to improve digital literacy, focusing on
simple, visual guides for using PhonePe in local languages through video tutorials, community
events, and partnerships with local influencers.
2. Partnerships with Local Merchants: Build partnerships with local businesses and kirana stores to
promote the use of PhonePe, offering incentives for both merchants and customers for adopting
digital payments.
3. Simplified App Interface: Design a simplified version of the app tailored for rural users with low
smartphone literacy, using icons and minimal text in local languages.
4. Offline Support: Introduce offline payment options through SMS or USSD codes, enabling users
with basic feature phones to use PhonePe without internet connectivity.
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5. Government Collaboration: Partner with government initiatives like Digital India and PMJDY
(Pradhan Mantri Jan Dhan Yojana) to promote PhonePe as the go-to platform for digital
transactions in rural areas.
Digital Literacy Campaigns (Reach: High, Impact: High, Confidence: High, Effort: Medium) – RICE
Score: 60
Local Merchant Partnerships (Reach: Medium, Impact: High, Confidence: Medium, Effort:
Simplified App Interface (Reach: High, Impact: Medium, Confidence: High, Effort: Medium) –
RICE Score: 55
Offline Support (Reach: Medium, Impact: Medium, Confidence: High, Effort: Medium) – RICE
Score: 50
Government Collaboration (Reach: Medium, Impact: High, Confidence: Medium, Effort: High) –
RICE Score: 50
Prioritize Digital Literacy Campaigns, Simplified Interface, and Merchant Partnerships.
7. Trade-offs:
Focusing on digital literacy campaigns will require a significant upfront investment, but will build
long-term trust and understanding of digital payments.
Simplifying the app may reduce the availability of advanced features, but will make it more
accessible for new, rural users.
Partnering with local merchants will take time to build relationships, but will increase trust and
drive adoption in local communities.
8. Success Metrics:
Rural Adoption Growth: Increase the number of rural users by 30% within 6 months through
digital literacy campaigns and local partnerships.
Merchant Sign-Ups: Grow the number of rural merchants accepting PhonePe by 25% through
incentive programs and partnerships.
App Usage: Improve daily active users (DAUs) from rural areas by 20% through a simplified app
interface and offline support.
User Trust: Increase customer trust and satisfaction by 20% through improved digital literacy and
partnerships with local governments and businesses.
9. Summary:
Driving adoption of PhonePe in rural India requires launching digital literacy campaigns, simplifying the
app interface, and building partnerships with local merchants and government initiatives. These
strategies will improve digital literacy, build trust, and make PhonePe more accessible for rural users.
Success will be measured through rural adoption growth, merchant sign-ups, and app usage.
56. How would you increase repeat bookings for an Indian travel booking platform
like MakeMyTrip?
Solution:
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What is the current repeat booking rate, and what are the common reasons for customer churn?
What types of bookings (e.g., flights, hotels, holiday packages) drive the most repeat customers?
What feedback do users provide about their booking experience, pricing, and post-booking
support?
How does MakeMyTrip’s loyalty or rewards program compare to competitors like Yatra, Cleartrip,
and Goibibo?
What are the common pain points or barriers preventing customers from making repeat bookings?
MakeMyTrip is a leading Indian travel booking platform offering flights, hotels, holiday packages, and
more. Increasing repeat bookings requires optimizing the customer experience, enhancing rewards
programs, and providing personalized incentives.

Company Mission and Vision: MakeMyTrip’s mission is to make travel more accessible and
convenient for all Indians. Its vision is to be India’s go-to platform for booking travel and
accommodation.
What It Does: MakeMyTrip provides a platform for users to book flights, hotels, holiday packages,
buses, and trains, offering a comprehensive travel planning experience.
Why It Does It: As more Indians travel domestically and internationally, MakeMyTrip aims to
simplify the travel booking process, providing convenience, affordability, and transparency.
How It Does It: Through its mobile app and website, MakeMyTrip offers users a range of travel
options, with deals, rewards, and easy payment options to encourage bookings.
For Whom It Does: MakeMyTrip serves both leisure and business travelers looking for
convenience, variety, and competitive prices when booking their travel.
SWOT Analysis:
Strength: Comprehensive travel options, strong brand recognition, and competitive pricing.
Weakness: Customer churn due to price-sensitive travelers or dissatisfaction with support
services.
Opportunity: Growing demand for domestic travel and increasing penetration of online travel
bookings in Tier-2/3 cities.
Threat: Competition from Yatra, Goibibo, and other online travel platforms offering similar
services at competitive prices.
Unique Value Proposition: MakeMyTrip offers an all-in-one platform for booking travel and
accommodation, with rewards, discounts, and a user-friendly interface.
Competitors: Yatra, Cleartrip, Goibibo.
The primary goal is to increase Repeat Bookings by improving Customer Experience, enhancing
Loyalty Programs, and providing Personalized Incentives.

1. Enhanced Loyalty Program: Improve the loyalty program with more personalized rewards,
offering exclusive discounts, early access to deals, and free upgrades for frequent travelers.
2. Post-Booking Support: Strengthen post-booking customer support to ensure that any issues with
bookings, cancellations, or changes are handled smoothly, improving overall customer satisfaction.
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3. Personalized Travel Recommendations: Use AI-driven recommendations to suggest
personalized travel destinations, hotels, or activities based on past bookings and preferences.
4. Exclusive Member-Only Deals: Offer member-only flash sales and special discounts for frequent
travelers, creating a sense of exclusivity and urgency to book again.
5. Referral Program: Strengthen the referral program by offering rewards to users who bring in new
customers, with bonuses for both the referrer and the new user on their first booking.
Enhanced Loyalty Program (Reach: High, Impact: High, Confidence: High, Effort: Medium) – RICE
Score: 60
Post-Booking Support (Reach: Medium, Impact: High, Confidence: High, Effort: Medium) – RICE
Score: 55
Member-Only Deals (Reach: Medium, Impact: Medium, Confidence: High, Effort: Low) – RICE
Score: 55
Score: 50
Prioritize Enhanced Loyalty Program, Post-Booking Support, and Member-Only Deals.
7. Trade-offs:
Enhancing the loyalty program will require additional investment in rewards and technology but will
significantly increase repeat bookings and long-term loyalty.
Offering exclusive deals may reduce margins temporarily, but will encourage customers to book
more frequently and recommend the platform to others.
Strengthening post-booking support will require investment in customer service, but will reduce
churn due to dissatisfaction with booking experiences.
8. Success Metrics:
Repeat Booking Growth: Increase the repeat booking rate by 25% through an enhanced loyalty
program and personalized travel recommendations.
Customer Support Satisfaction: Improve customer support satisfaction scores by 20% through
better post-booking services.
Referral Growth: Increase new user acquisition through referrals by 15%, with rewards for both
referrers and new users.
Exclusive Deal Engagement: Track the growth in bookings through member-only deals, aiming for
a 10% increase in flash sale participation.
9. Summary:
Increasing repeat bookings for MakeMyTrip requires enhancing the loyalty program, strengthening
post-booking support, and offering exclusive member-only deals. These strategies will drive customer
loyalty, encourage frequent bookings, and reduce churn. Success will be measured through repeat
booking growth, customer support satisfaction, and referral growth.
57. How would you increase daily active users (DAUs) for a food delivery app like
Zomato?
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Solution:
What are the current daily active user trends, and what factors drive DAUs (e.g., discounts,
promotions, exclusive restaurant partnerships)?
How does user engagement vary across different customer segments (e.g., casual diners, frequent
users)?
What feedback do users provide about the app’s usability, delivery times, and pricing?
What competitors are currently driving engagement (e.g., Swiggy, Dunzo), and how does Zomato’s
engagement strategy compare?
What loyalty or subscription programs are in place to encourage daily usage?
Zomato is one of India’s largest food delivery platforms. Increasing DAUs requires optimizing the
customer experience, offering personalized deals, and gamifying the user journey to encourage daily
interactions.

Company Mission and Vision: Zomato’s mission is to provide delicious food from local
restaurants to users’ doorsteps with convenience. Its vision is to be the go-to platform for food
delivery and discovery.
What It Does: Zomato connects users with local restaurants for food delivery, offering a wide
range of cuisines and restaurant options.
Why It Does It: As demand for online food delivery increases, Zomato aims to make ordering food
easy, convenient, and affordable for users.
How It Does It: Through its app, Zomato allows users to browse menus, order food, and track
deliveries in real-time, providing a seamless experience.
For Whom It Does: Zomato primarily serves urban consumers looking for convenient, fast, and
affordable food delivery options.
SWOT Analysis:
Strength: Large restaurant network, strong brand presence, and frequent promotions.
Weakness: Price-sensitive customers may prefer competitors during promotions or discounts.
Opportunity: Growing demand for online food delivery in Tier-2/3 cities and smaller urban
centers.
Threat: Competition from Swiggy, local delivery apps, and restaurants offering their own
delivery services.
Unique Value Proposition: Zomato provides a wide variety of restaurant options, easy-to-use app
features, and frequent promotions to offer a convenient and affordable food delivery service.
Competitors: Swiggy, Dunzo, UberEats (before acquisition by Zomato).
The primary goal is to increase Daily Active Users (DAUs) by optimizing User Engagement, offering
Personalized Deals, and introducing Gamification features to encourage daily interactions.

1. Personalized Offers and Discounts: Use AI to offer personalized discounts and promotions
based on user behavior, previous orders, and preferences to drive more frequent usage.
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2. Gamification of Daily Interactions: Introduce a gamified element where users earn points,
badges, or rewards for daily app interactions, such as browsing restaurants, placing orders, or
leaving reviews.
3. Push Notifications for Deals and Meal Suggestions: Implement personalized push notifications
that remind users of ongoing deals, discounts, and meal suggestions based on their preferences.
4. Subscription Service Expansion: Expand Zomato Pro or introduce new subscription tiers that
offer exclusive daily benefits, such as free delivery, cashback, or priority support, encouraging
users to interact daily.
5. Flash Sales and Limited-Time Offers: Offer daily flash sales or limited-time offers that incentivize
users to check the app frequently to find deals from their favorite restaurants.
Personalized Offers (Reach: High, Impact: High, Confidence: High, Effort: Medium) – RICE Score:
60
55
Push Notifications (Reach: Medium, Impact: Medium, Confidence: High, Effort: Low) – RICE
Score: 50
Subscription Service Expansion (Reach: Medium, Impact: Medium, Confidence: Medium, Effort:
Flash Sales (Reach: Medium, Impact: Medium, Confidence: Medium, Effort: Low) – RICE Score:
50
Prioritize Personalized Offers, Gamification, and Push Notifications.
7. Trade-offs:
Offering personalized discounts and promotions may reduce margins in the short term, but will
drive more frequent orders and daily app usage.
Gamifying the app may require ongoing development and updates, but will increase user
engagement and retention by making the app more fun to use.
Flash sales and limited-time offers could increase the frequency of orders, but may also lead to
price sensitivity and user dependency on deals.
8. Success Metrics:
DAU Growth: Increase DAUs by 20% within 6 months through personalized offers and
gamification elements.
Order Frequency: Improve order frequency per user by 15% through push notifications and daily
flash sales.
Engagement Growth: Increase engagement metrics (e.g., time spent on the app) by 10% through
gamification features.
Subscription Growth: Grow Zomato Pro or other subscription tiers by 15% through exclusive daily
offers and benefits.
9. Summary:
Increasing daily active users for Zomato requires focusing on personalized offers, gamification of the
app experience, and expanding subscription benefits. These strategies will drive user engagement,
encourage daily interactions, and increase order frequency. Success will be measured through DAU
growth, order frequency, and subscription service adoption.
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58. How would you improve customer acquisition for an online education platform
like BYJU’S in Tier-2 and Tier-3 cities?
Solution:
What is the current penetration of BYJU’S in Tier-2/3 cities, and what are the key challenges (e.g.,
digital literacy, access to devices, language barriers)?
What competitors are operating in these regions (e.g., Vedantu, Unacademy), and how does
BYJU’S compare in terms of product offerings and pricing?
What feedback do users from Tier-2/3 cities provide about the platform’s usability, course content,
and pricing?
What marketing channels are currently used to acquire customers in these cities, and which are
the most effective?
Are there any government initiatives or partnerships in place to promote digital learning in these
regions?
BYJU’S is India’s leading online learning platform, offering educational content for students across
various grades and competitive exams. Improving customer acquisition in Tier-2 and Tier-3 cities
requires addressing digital literacy, offering localized content, and building trust through partnerships.

Company Mission and Vision: BYJU’S mission is to make quality education accessible to all
students, regardless of location. Its vision is to be the leading provider of online learning in India,
helping students excel academically.
What It Does: BYJU’S provides interactive learning modules, video lessons, and test prep courses
for students from K-12 and beyond.
Why It Does It: As education becomes more digital, BYJU’S aims to bridge the gap between urban
and rural students by offering high-quality online learning resources.
How It Does It: Through its app and website, BYJU’S offers a variety of courses, test prep, and
personalized learning experiences for students in multiple languages.
For Whom It Does: BYJU’S primarily serves students in K-12 education, test prep (JEE, NEET,
CAT), and learners in rural areas looking for accessible learning solutions.
SWOT Analysis:
Strength: Comprehensive content library, strong brand recognition, and localized learning
materials.
Weakness: Access to smartphones and the internet may be limited in some Tier-2/3 areas.
Opportunity: Increasing penetration of smartphones and government initiatives promoting
digital learning in rural areas.
Threat: Competition from Vedantu, Unacademy, and local tutors offering lower-cost
alternatives.
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Unique Value Proposition: BYJU’S offers a personalized, interactive learning experience with
video lessons, quizzes, and test prep, making it an attractive option for students looking to improve
academic performance.
Competitors: Vedantu, Unacademy, Toppr, Khan Academy.
The primary goal is to Increase Customer Acquisition in Tier-2/3 Cities by improving Digital
Literacy, offering Localized Content, and building Trust through Partnerships.

1. Localized Learning Content: Offer courses and lessons in regional languages to cater to students
from non-English-speaking backgrounds, ensuring they can access the content in their native
language.
2. Digital Literacy Campaigns: Launch digital literacy initiatives to teach students and parents how
to use online learning platforms effectively, providing in-person or virtual workshops in rural
schools.
3. Partnerships with Local Schools: Partner with schools in Tier-2/3 cities to integrate BYJU’S
content into their curricula, offering students a blended learning experience.
4. Affordability through Payment Plans: Introduce installment-based payment plans or financial aid
options to make BYJU’S courses more affordable for students in Tier-2/3 cities.
5. Incentives for Referrals: Strengthen the referral program by offering rewards or discounts for
students who refer their friends or classmates to join BYJU’S.
Localized Content (Reach: High, Impact: High, Confidence: High, Effort: Medium) – RICE Score:
60
Digital Literacy Campaigns (Reach: Medium, Impact: High, Confidence: High, Effort: Medium) –
RICE Score: 55
Local School Partnerships (Reach: Medium, Impact: Medium, Confidence: High, Effort: Medium)
– RICE Score: 50
Payment Plans (Reach: Medium, Impact: Medium, Confidence: High, Effort: Low) – RICE Score:
50
Score: 50
Prioritize Localized Content, Digital Literacy Campaigns, and Partnerships with Schools.
7. Trade-offs:
Offering content in regional languages will require significant investment in content development,
but will make BYJU’S more accessible to students in non-English-speaking regions.
Digital literacy campaigns may require in-person support or virtual workshops, but will increase
adoption and engagement among students and parents unfamiliar with online learning.
Partnerships with local schools will take time to build, but will create a long-term source of new
students for BYJU’S.
8. Success Metrics:
Customer Acquisition Growth: Increase customer acquisition in Tier-2/3 cities by 25% within 6
months through localized content and partnerships with schools.
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Digital Literacy Program Impact: Measure the success of digital literacy campaigns by tracking
adoption rates and course completion rates in rural areas, aiming for a 20% increase.
Referral Growth: Increase referral-based sign-ups by 15% through enhanced rewards and
incentives for existing students.
Payment Plan Adoption: Track the adoption rate of payment plans, aiming for 20% of new sign-
ups from Tier-2/3 cities to choose installment-based payment options.
9. Summary:
Improving customer acquisition for BYJU’S in Tier-2/3 cities requires offering localized learning
content, launching digital literacy campaigns, and building partnerships with local schools. These
strategies will make BYJU’S more accessible and affordable, increasing adoption among rural
students. Success will be measured through acquisition growth, referral program success, and
payment plan adoption.
59. How would you reduce cart abandonment for an Indian e-commerce platform
like Flipkart?
Solution:
What is the current cart abandonment rate, and what are the most common reasons for
abandonment (e.g., shipping costs, long checkout process)?
At what stage of the checkout process do most users abandon their carts (e.g., payment, shipping,
review)?
How does Flipkart’s checkout experience compare to competitors like Amazon, Ajio, and
Snapdeal?
What feedback do users provide about the checkout process, delivery charges, and product
pricing?
Are there any existing incentives or promotions in place to encourage users to complete their
purchases?
Flipkart is one of India’s leading e-commerce platforms, offering a wide range of products across
categories. Reducing cart abandonment requires simplifying the checkout process, offering incentives,
and addressing key pain points such as shipping costs and delivery times.

Company Mission and Vision: Flipkart’s mission is to make shopping easy, accessible, and
affordable for every Indian. Its vision is to be India’s most trusted and customer-friendly online
shopping platform.
What It Does: Flipkart provides a platform for users to shop for a wide range of products, including
electronics, fashion, home goods, and more, with home delivery across India.
Why It Does It: As e-commerce grows, Flipkart aims to make online shopping convenient and
affordable by offering a large product selection, fast delivery, and easy payment options.
How It Does It: Through its app and website, Flipkart offers users a seamless shopping
experience, with personalized recommendations, competitive prices, and reliable delivery services.
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For Whom It Does: Flipkart primarily serves urban and semi-urban consumers looking for
convenience, variety, and affordability in online shopping.
SWOT Analysis:
Strength: Wide product selection, competitive pricing, strong logistics network.
Weakness: Some users may abandon carts due to high shipping costs, long checkout
processes, or unclear return policies.
Opportunity: Growing demand for online shopping in Tier-2/3 cities, where physical retail is
limited.
Threat: Competition from Amazon, Ajio, and local e-commerce platforms offering similar
products at competitive prices.
Unique Value Proposition: Flipkart offers a large selection of products at competitive prices, with
reliable delivery and various payment options, making it a popular choice for online shoppers.
Competitors: Amazon, Snapdeal, Ajio, Tata Cliq.
The primary goal is to Reduce Cart Abandonment by simplifying the Checkout Process, offering
Incentives, and addressing key pain points such as Shipping Costs and delivery times.

1. Guest Checkout Option: Introduce a guest checkout option to reduce friction for users who don’t
want to create an account before purchasing.
2. Free Shipping Threshold: Offer free shipping for orders above a certain threshold, encouraging
users to add more items to their carts and complete their purchases.
3. Exit-Intent Popups with Discounts: Implement exit-intent popups that offer users a limited-time
discount or free shipping if they are about to abandon their cart.
4. Simplified Checkout Process: Streamline the checkout process by reducing the number of steps,
offering auto-fill for addresses, and providing multiple payment options (e.g., UPI, cards, COD).
5. Cart Recovery Emails: Send personalized cart recovery emails within 24 hours of abandonment,
reminding users of their pending items and offering incentives to complete the purchase.
Guest Checkout (Reach: High, Impact: High, Confidence: High, Effort: Medium) – RICE Score: 60
Free Shipping Threshold (Reach: Medium, Impact: High, Confidence: High, Effort: Low) – RICE
Score: 55
Exit-Intent Popups (Reach: Medium, Impact: Medium, Confidence: Medium, Effort: Low) – RICE
Score: 50
Simplified Checkout (Reach: Medium, Impact: Medium, Confidence: High, Effort: Medium) – RICE
Score: 55
Cart Recovery Emails (Reach: Medium, Impact: Medium, Confidence: High, Effort: Low) – RICE
Score: 50
Prioritize Guest Checkout, Free Shipping Threshold, and Simplified Checkout Process.
7. Trade-offs:
Offering free shipping may reduce margins on lower-value items, but will increase overall order
volume and encourage users to complete their purchases.
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Simplifying the checkout process requires investment in UX design and development, but will
reduce friction and increase conversion rates.
Cart recovery emails may not work for all users, but will serve as a gentle reminder for those who
are close to completing their purchase.
8. Success Metrics:
Cart Abandonment Reduction: Reduce cart abandonment rate by 20% through guest checkout,
free shipping incentives, and simplified checkout.
Order Completion Rate: Improve the order completion rate by 15% through personalized exit-
intent popups and cart recovery emails.
Average Order Value: Increase average order value by 10% through free shipping thresholds that
encourage users to add more items to their carts.
Checkout Completion Time: Reduce the average time to complete a checkout by 20% through a
simplified, streamlined process.
9. Summary:
Reducing cart abandonment for Flipkart requires offering a guest checkout option, providing free
shipping thresholds, and simplifying the checkout process. These strategies will reduce friction,
encourage users to complete their purchases, and increase overall order volume. Success will be
measured through cart abandonment reduction, order completion rates, and average order value
growth.
60. How would you increase customer loyalty for a subscription service like
Netflix in India?
Solution:
What is the current churn rate for Netflix in India, and what are the common reasons for
cancellations (e.g., pricing, content dissatisfaction)?
What types of content (e.g., original series, Bollywood movies, regional content) drive the most
engagement and repeat subscriptions?
How does Netflix’s loyalty or retention strategy compare to competitors like Amazon Prime,
Hotstar, and Zee5?
What feedback do users provide about the value of the subscription versus the cost, especially in
Tier-2/3 cities?
Are there any existing rewards or incentives for long-term subscribers?
Netflix is one of the leading subscription-based streaming platforms in India. Increasing customer
loyalty requires offering personalized content, enhancing subscription value, and providing incentives
for long-term engagement.

Company Mission and Vision: Netflix’s mission is to entertain the world by offering compelling
content that users love. Its vision is to be the leading global entertainment platform, with content
for every taste and audience.
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What It Does: Netflix provides a subscription-based streaming service for movies, TV shows,
documentaries, and original content across various genres and languages.
Why It Does It: As demand for on-demand entertainment grows, Netflix aims to offer a vast library
of content that caters to diverse audiences, ensuring long-term engagement.
How It Does It: Through its mobile app, website, and smart TV integration, Netflix offers
personalized content recommendations, with both global and regional content available in multiple
languages.
For Whom It Does: Netflix primarily serves urban and semi-urban users looking for high-quality,
diverse entertainment content.
SWOT Analysis:
Strength: Large content library, strong brand recognition, original series and films.
Weakness: Higher subscription costs compared to competitors, leading to potential churn in
price-sensitive markets.
Opportunity: Growing demand for regional content in Tier-2/3 cities, where traditional TV
viewing is shifting to streaming services.
Threat: Competition from Amazon Prime, Hotstar, and other OTT platforms offering similar or
lower-priced subscriptions.
Unique Value Proposition: Netflix offers a personalized, ad-free streaming experience with a vast
selection of global and regional content, making it a premium choice for entertainment.
Competitors: Amazon Prime Video, Hotstar, Zee5, SonyLiv.
The primary goal is to Increase Customer Loyalty by offering Personalized Content, enhancing the
Subscription Value, and providing Incentives for Long-Term Subscribers.

1. Personalized Regional Content: Invest in more regional content (e.g., Tamil, Telugu, Bengali) to
cater to audiences in Tier-2/3 cities and ensure Netflix feels relevant to a wider user base.
2. Loyalty Rewards for Long-Term Subscribers: Introduce a loyalty program that offers rewards
such as discounts on future months, free content (e.g., exclusive early access to new releases), or
Netflix merchandise for long-term subscribers.
3. Flexible Subscription Plans: Offer more flexible subscription plans (e.g., mobile-only, weekly
subscriptions) to cater to price-sensitive users, especially in Tier-2/3 cities.
4. Gamified Engagement Features: Introduce gamified features where users can unlock badges or
rewards for binge-watching series or completing certain viewing milestones, encouraging more
frequent engagement.
5. Exclusive Content Access: Provide early access to Netflix originals or special events (e.g., virtual
premieres) for loyal subscribers, creating a sense of exclusivity and VIP treatment.
Regional Content (Reach: High, Impact: High, Confidence: High, Effort: Medium) – RICE Score:
60
Loyalty Rewards (Reach: Medium, Impact: High, Confidence: High, Effort: Medium) – RICE Score:
55
Flexible Plans (Reach: Medium, Impact: Medium, Confidence: High, Effort: Low) – RICE Score: 50
129
Gamified Features (Reach: Medium, Impact: Medium, Confidence: Medium, Effort: Medium) –
RICE Score: 50
Exclusive Content (Reach: Medium, Impact: Medium, Confidence: High, Effort: Medium) – RICE
Score: 55
Prioritize Regional Content Investment, Loyalty Rewards, and Exclusive Content Access.
7. Trade-offs:
Investing in regional content may require significant production and localization costs, but will
make Netflix more attractive to a broader audience.
Offering loyalty rewards will reduce margins in the short term, but will increase customer retention
and reduce churn.
Flexible subscription plans may reduce the average revenue per user (ARPU), but will attract price-
sensitive customers and increase overall subscriber volume.
8. Success Metrics:
Churn Reduction: Reduce churn rate by 20% through the introduction of loyalty rewards and
personalized regional content.
Subscriber Growth: Increase new subscriber growth by 15% in Tier-2/3 cities through flexible
plans and regional content investment.
Engagement Growth: Improve user engagement metrics (e.g., hours watched) by 10% through
gamified features and exclusive content access.
Loyalty Program Adoption: Achieve 25% loyalty program participation among long-term
subscribers, with rewards leading to reduced churn.
9. Summary:
Increasing customer loyalty for Netflix in India requires focusing on personalized regional content,
offering loyalty rewards for long-term subscribers, and providing exclusive content access. These
strategies will reduce churn, increase engagement, and make Netflix more appealing to a broader
audience. Success will be measured through churn reduction, subscriber growth, and loyalty program
adoption.
61. How would you drive user engagement for an Indian news app like Inshorts?
Solution:
What is the current engagement rate (e.g., daily active users, time spent on the app), and what
drives the most engagement?
What feedback do users give about the content, readability, or news variety?
How does Inshorts’ engagement strategy compare to competitors like Dailyhunt or Flipboard?
What types of content (e.g., politics, sports, entertainment) drive the most engagement, and which
are underperforming?
What are the existing incentives, features, or loyalty programs to encourage users to engage more
frequently?
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Inshorts is a news aggregation app that provides brief news updates in 60 words or less. Driving user
engagement requires focusing on personalized content, gamification, and increasing interaction with
news articles.

Company Mission and Vision: Inshorts’ mission is to simplify how people consume news by
providing easily digestible updates. Its vision is to become the go-to app for quick, reliable news.
What It Does: Inshorts provides concise news summaries of current events in 60 words, making it
easy for users to stay updated on the go.
Why It Does It: With the increasing volume of news, Inshorts aims to make news consumption
more efficient by offering quick summaries for time-pressed readers.
How It Does It: Through its mobile app, Inshorts curates and summarizes news articles from
various sources, offering content across categories like politics, sports, entertainment, and
technology.
For Whom It Does: Inshorts primarily serves busy professionals and young adults who want to
stay updated without spending too much time reading long articles.
SWOT Analysis:
Strength: Quick, digestible news format, easy-to-use interface, and strong content curation.
Weakness: Limited depth of information for users who prefer detailed articles.
Opportunity: Increasing demand for mobile-first news platforms and bite-sized content.
Threat: Competition from other news apps like Dailyhunt, Flipboard, and traditional news
outlets.
Unique Value Proposition: Inshorts offers concise, easy-to-digest news summaries in 60 words,
making it ideal for busy readers who want quick updates.
Competitors: Dailyhunt, Flipboard, Google News.
The primary goal is to drive User Engagement by offering Personalized Content, introducing
Gamification, and encouraging more interaction with news articles.

1. Personalized News Feed: Use AI to offer a personalized news feed based on users’ reading
habits, interests, and interactions, ensuring relevant and engaging content.
2. Gamification of News Reading: Introduce a gamified element where users can earn points,
badges, or rewards for reading articles, completing daily news goals, or sharing content with
friends.
3. In-App Polls and Surveys: Encourage user interaction by adding in-app polls or surveys related to
trending news topics, allowing users to share their opinions and engage with the news.
4. Push Notifications for Trending Stories: Implement personalized push notifications for breaking
news or trending stories in categories users are interested in, encouraging more frequent app
visits.
5. Content Sharing Incentives: Offer rewards or incentives for users who share news stories with
friends or across social media platforms, encouraging viral growth and engagement.
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Personalized News Feed (Reach: High, Impact: High, Confidence: High, Effort: Medium) – RICE
Score: 60
55
In-App Polls and Surveys (Reach: Medium, Impact: Medium, Confidence: Medium, Effort: Low) –
RICE Score: 50
Score: 55
Content Sharing Incentives (Reach: Medium, Impact: Medium, Confidence: Medium, Effort: Low)
– RICE Score: 50
Prioritize Personalized News Feed, Gamification, and Push Notifications.
7. Trade-offs:
Personalizing the news feed requires investment in AI and data analytics, but will increase
engagement by delivering relevant content to each user.
Gamifying the app may require ongoing development and updates, but will make the app more
engaging and encourage users to interact with content regularly.
Offering rewards for content sharing may increase costs, but will help drive viral growth and attract
new users.
8. Success Metrics:
Engagement Growth: Increase daily active users (DAUs) by 20% through personalized content
and gamification features.
Time Spent on App: Improve the average time spent on the app by 15% through in-app polls,
surveys, and personalized push notifications.
Content Sharing Growth: Increase the number of stories shared by 25% through content-sharing
incentives and rewards.
User Retention: Improve 30-day user retention by 20% through gamified features and
personalized news feeds.
9. Summary:
Driving user engagement for Inshorts requires introducing personalized news feeds, gamifying the
reading experience, and encouraging interaction through polls, surveys, and content-sharing
incentives. These strategies will increase engagement, improve user retention, and boost the app’s
daily active users. Success will be measured through engagement growth, time spent on the app, and
content sharing.
62. How would you scale a B2B SaaS platform like Freshworks in international
markets?
Solution:
What are the current international markets Freshworks is present in, and what are the biggest
growth opportunities?
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How does Freshworks’ product offering compare to competitors like Zendesk, Salesforce, or
HubSpot in these markets?
What are the key challenges faced in expanding internationally (e.g., local competition, regulatory
issues, language barriers)?
What are the most successful customer acquisition channels for Freshworks in its existing
international markets?
Are there any localization efforts (e.g., language support, local partnerships) currently in place to
cater to different regions?
Freshworks is a B2B SaaS platform offering customer engagement and CRM solutions. Scaling
internationally requires focusing on localized offerings, building strategic partnerships, and optimizing
customer acquisition efforts.

Company Mission and Vision: Freshworks’ mission is to make it easy for businesses to engage
with their customers. Its vision is to be the global leader in customer engagement software,
offering simple yet powerful SaaS solutions.
What It Does: Freshworks provides a suite of cloud-based SaaS products for businesses,
including CRM, customer support, and IT service management tools.
Why It Does It: As businesses increasingly go digital, Freshworks aims to help companies manage
customer relationships, support, and engagement in a more streamlined and efficient manner.
How It Does It: Through its SaaS platform, Freshworks offers tools for businesses to manage
customer support, marketing, sales, and internal IT functions, all from a single platform.
For Whom It Does: Freshworks primarily serves small to medium-sized businesses looking for
affordable, easy-to-use customer engagement solutions.
SWOT Analysis:
Strength: Comprehensive product suite, affordable pricing, user-friendly interface.
Weakness: Less brand recognition in certain international markets compared to larger
competitors.
Opportunity: Growing demand for cloud-based SaaS solutions globally, particularly among
SMBs.
Threat: Competition from established players like Salesforce, Zendesk, and HubSpot with
strong global presence.
Unique Value Proposition: Freshworks offers an affordable, easy-to-use SaaS platform that
simplifies customer engagement and IT service management for businesses of all sizes.
Competitors: Salesforce, Zendesk, HubSpot, Zoho.
The primary goal is to Scale Freshworks Internationally by focusing on Localized Offerings,
building Strategic Partnerships, and optimizing Customer Acquisition efforts.

1. Localized Product Offerings: Tailor Freshworks’ product features and interfaces to meet the
specific needs of international markets (e.g., language support, local integrations, compliance with
local regulations).
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2. Strategic Partnerships: Form partnerships with local resellers, tech companies, and system
integrators to expand market reach and establish Freshworks’ brand presence in new regions.
3. Localized Marketing and Sales: Develop region-specific marketing campaigns and hire local
sales teams to improve customer acquisition and engagement in international markets.
4. Customer Success Teams: Establish dedicated customer success teams in key international
markets to provide localized support and help customers make the most of Freshworks’ tools.
5. Freemium Model for Market Penetration: Offer a freemium version of Freshworks’ products in
new markets to
build brand awareness and attract small businesses before upselling premium features.

Localized Offerings (Reach: High, Impact: High, Confidence: High, Effort: Medium) – RICE Score:
60
Strategic Partnerships (Reach: Medium, Impact: High, Confidence: Medium, Effort: Medium) –
RICE Score: 55
Localized Marketing and Sales (Reach: Medium, Impact: High, Confidence: High, Effort: Medium)
– RICE Score: 55
Customer Success Teams (Reach: Medium, Impact: Medium, Confidence: High, Effort: High) –
RICE Score: 50
Freemium Model (Reach: Medium, Impact: Medium, Confidence: High, Effort: Low) – RICE Score:
50
Prioritize Localized Product Offerings, Strategic Partnerships, and Freemium Model.
7. Trade-offs:
Localizing the product will require investment in language support, regulatory compliance, and
region-specific features, but will increase product adoption and brand trust in international
markets.
Building partnerships with local companies will take time, but will accelerate market penetration
and create brand awareness.
Offering a freemium model may reduce immediate revenue but will help Freshworks gain traction in
new markets and upsell premium features later.
8. Success Metrics:
International Market Growth: Increase revenue from international markets by 25% within 12
months through localized product offerings and strategic partnerships.
Customer Acquisition Growth: Grow the number of new customers by 20% through region-
specific marketing and sales efforts.
Brand Awareness: Improve brand recognition in new international markets by 15% through
partnerships and freemium product offerings.
Customer Retention: Achieve a 10% increase in customer retention rates through localized
customer success teams and product support.
9. Summary:
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Scaling Freshworks in international markets requires focusing on localized product offerings, forming
strategic partnerships, and optimizing customer acquisition through freemium models and localized
marketing efforts. These strategies will drive growth, improve brand recognition, and increase
customer retention. Success will be measured through international revenue growth, customer
acquisition, and brand awareness in new markets.
63. How would you increase the conversion rate for an Indian real estate platform
like NoBroker?
Solution:
What is the current conversion rate (e.g., inquiries to actual transactions), and what are the main
barriers to conversion?
What types of properties (e.g., rentals, sales) or features (e.g., chat, legal support) drive the most
engagement?
What feedback do users provide about the platform’s usability, pricing, or property availability?
How does NoBroker’s customer journey compare to competitors like 99acres, MagicBricks, or
Housing.com?
What incentives or promotions are currently offered to encourage users to complete transactions
on the platform?
NoBroker is an online real estate platform that connects property owners and tenants or buyers
directly, without intermediaries. Increasing the conversion rate requires simplifying the user journey,
addressing key barriers to transactions, and offering incentives.

Company Mission and Vision: NoBroker’s mission is to eliminate brokerage fees by providing a
direct connection between property owners and tenants/buyers. Its vision is to be India’s most
trusted and transparent real estate platform.
What It Does: NoBroker allows users to browse rental and sale properties, chat with owners, and
arrange transactions without the need for brokers.
Why It Does It: As brokerage fees continue to be a pain point for renters and buyers, NoBroker
aims to simplify the real estate process and provide cost savings by removing intermediaries.
How It Does It: Through its app and website, NoBroker provides property listings, chat features,
and services like legal support and home loans to facilitate transactions.
For Whom It Does: NoBroker primarily serves renters, buyers, and property owners looking for a
transparent, cost-effective way to transact in real estate.
SWOT Analysis:
Strength: No-brokerage model, strong brand presence, and growing inventory of properties.
Weakness: Some users may still prefer using brokers for legal or negotiation support.
Opportunity: Growing demand for online real estate platforms, especially in Tier-2/3 cities
where physical brokers are less common.
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Threat: Competition from traditional real estate platforms like MagicBricks and 99acres, which
offer a wider range of services.
Unique Value Proposition: NoBroker eliminates the need for brokerage fees by offering a direct
connection between property owners and renters or buyers, with additional support services like
legal advice and loans.
Competitors: 99acres, MagicBricks, Housing.com.
The primary goal is to Increase Conversion Rates by simplifying the User Journey, addressing
Barriers to Transactions, and offering Incentives to complete transactions.

1. Simplified User Journey: Streamline the property search and transaction process by offering
better filters, personalized recommendations, and reducing the number of steps needed to
complete a transaction.
2. Assistance with Legal and Financial Processes: Offer more visible support for legal and financial
processes (e.g., rental agreements, home loans), helping users feel more confident in completing
transactions without brokers.
3. Incentives for Completing Transactions: Offer users incentives (e.g., discounts on moving
services, home services) for completing transactions directly on the platform.
4. Verified Listings and Enhanced Trust Features: Increase the number of verified property listings
and introduce trust features like user reviews, ratings, and transaction history to improve
confidence in the platform.
5. Push Notifications for Price Drops and New Listings: Use personalized push notifications to
alert users about price drops or newly listed properties that match their preferences, encouraging
faster decision-making.
Simplified User Journey (Reach: High, Impact: High, Confidence: High, Effort: Medium) – RICE
Score: 60
Legal and Financial Assistance (Reach: Medium, Impact: High, Confidence: High, Effort: Medium)
– RICE Score: 55
Incentives (Reach: Medium, Impact: Medium, Confidence: Medium, Effort: Low) – RICE Score: 50
Verified Listings (Reach: Medium, Impact: Medium, Confidence: Medium, Effort: Medium) – RICE
Score: 50
Score: 50
Prioritize Simplified User Journey, Legal/Financial Assistance, and Incentives.
7. Trade-offs:
Simplifying the user journey will require investment in improving the user interface, but will reduce
friction and lead to higher conversion rates.
Offering incentives may reduce margins in the short term, but will encourage users to complete
transactions and build loyalty.
Verifying listings will take additional time and resources, but will increase trust and confidence
among users, leading to more completed transactions.
8. Success Metrics:
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Conversion Rate Growth: Increase the conversion rate by 20% within 6 months through simplified
user journeys and incentives for completing transactions.
Transaction Growth: Improve the number of completed property transactions by 15% through
better legal and financial assistance support.
User Confidence Growth: Increase user confidence scores (e.g., trust ratings) by 25% through
verified listings and enhanced trust features.
Notification Engagement: Improve engagement with push notifications by 10% through
personalized alerts for price drops and new listings.
9. Summary:
Increasing the conversion rate for NoBroker requires simplifying the user journey, offering legal and
financial support, and providing incentives to complete transactions. These strategies will reduce
friction, improve user confidence, and drive more property transactions on the platform. Success will
be measured through conversion rate growth, transaction completion, and user confidence metrics.
64. How would you increase brand awareness for an Indian fintech platform like
Paytm in Tier-2/3 cities?
Solution:
What is the current brand awareness level in Tier-2/3 cities, and what are the key challenges?
How does Paytm differentiate itself from other digital payment platforms in these regions (e.g.,
PhonePe, Google Pay)?
What marketing channels have been used to promote Paytm in Tier-2/3 cities, and which have
been most effective?
Are there any partnerships with local businesses, government initiatives, or financial institutions to
drive adoption?
What are the common barriers preventing users in Tier-2/3 cities from adopting digital payment
platforms (e.g., digital literacy, smartphone penetration)?
Paytm is one of India’s largest digital payment and financial services platforms. Increasing brand
awareness in Tier-2/3 cities requires localized marketing efforts, building trust, and creating strategic
partnerships with local businesses and governments.

Company Mission and Vision: Paytm’s mission is to provide a simple, secure, and accessible
platform for digital payments and financial services. Its vision is to be the most trusted and widely
used fintech platform in India.
What It Does: Paytm offers a wide range of services, including UPI-based payments, mobile
recharge, bill payments, financial products (e.g., insurance, loans), and e-commerce services.
Why It Does It: As India moves toward a cashless economy, Paytm aims to make digital payments
accessible to all, particularly in rural and semi-urban areas where traditional banking infrastructure
is limited.
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How It Does It: Through its mobile app, Paytm allows users to make payments, transfer money,
and access financial services seamlessly.
For Whom It Does: Paytm primarily serves urban and semi-urban users looking for convenient
digital payment and financial service solutions.
SWOT Analysis:
Strength: Strong brand recognition in urban areas, wide range of services, and integration with
UPI.
Weakness: Low digital literacy and smartphone penetration in Tier-2/3 cities may limit
adoption.
Opportunity: Increasing government initiatives to promote digital payments and growing
smartphone adoption in Tier-2/3 cities.
Threat: Competition from PhonePe, Google Pay, and traditional cash-based transactions.
Unique Value Proposition: Paytm offers a secure, reliable platform for digital payments, financial
services, and e-commerce, making it a one-stop solution for users in both urban and semi-urban
areas.
Competitors: PhonePe, Google Pay, BharatPe, Mobikwik.
The primary goal is to Increase Brand Awareness in Tier-2/3 Cities by focusing on Localized
Marketing, Building Trust, and creating Strategic Partnerships with local businesses and
governments.

1. Localized Marketing Campaigns: Launch region-specific marketing campaigns in local languages
through TV, radio, and print media, highlighting the benefits of Paytm for local users.
2. Partnerships with Local Businesses: Form partnerships with local merchants, kirana stores, and
small businesses to promote Paytm’s digital payment solutions, offering incentives for both
merchants and customers.
3. On-Ground Activation: Organize on-ground events, workshops, and training programs to teach
users how to use Paytm, with a focus on increasing digital literacy and smartphone usage in these
regions.
4. Government Collaboration: Collaborate with government initiatives (e.g., Digital India, PMJDY) to
promote Paytm as a secure platform for digital transactions, offering benefits like subsidies and
financial incentives for users.
5. Referral and Rewards Programs: Strengthen referral programs by offering rewards for users who
refer friends or family to use Paytm, particularly in regions with low brand awareness.
Localized Marketing (Reach: High, Impact: High, Confidence: High, Effort: Medium) – RICE
Score: 60
Local Business Partnerships (Reach: Medium, Impact: High, Confidence: Medium, Effort:
On-Ground Activation (Reach: Medium, Impact: High, Confidence: High, Effort: Medium) – RICE
Score: 55
Government Collaboration (Reach: Medium, Impact: Medium, Confidence: High, Effort: Medium)
– RICE Score: 50
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Referral Programs (Reach: Medium, Impact: Medium, Confidence: High, Effort: Low) – RICE
Score: 50
Prioritize Localized Marketing Campaigns, On-Ground Activation, and Partnerships with Local
Businesses.
7. Trade-offs:
Localized marketing campaigns may require significant investment in regional advertising, but will
increase brand awareness and trust in Tier-2/3 cities.
On-ground activation programs require manpower and time but will build digital literacy and
confidence in using Paytm’s services.
Collaborating with local businesses will take time, but will create long-term relationships that drive
adoption and usage of Paytm.
8. Success Metrics:
Brand Awareness Growth: Increase brand awareness in Tier-2/3 cities by 25% within 6 months
through localized marketing and on-ground activation programs.
Merchant Adoption Growth: Increase the number of local merchants accepting Paytm by 20%
through partnerships and incentives.
User Growth: Grow the number of new users in Tier-2/3 cities by 30% through referral programs
and government collaborations.
Digital Literacy Improvement: Improve digital literacy rates in targeted regions by 15% through
workshops and training programs focused on using Paytm.
9. Summary:
Increasing brand awareness for Paytm in Tier-2/3 cities requires focusing on localized marketing
campaigns, building trust through partnerships with local businesses, and collaborating with
government initiatives. These strategies will increase brand visibility, digital literacy, and adoption of
Paytm’s digital payment services. Success will be measured through brand awareness growth,
merchant adoption, and user acquisition in Tier-2/3 cities.
65. How would you improve the monetization strategy for an Indian content
streaming platform like Hotstar?
Solution:
What are the current revenue streams (e.g., subscriptions, ads, partnerships), and how do they
perform?
What percentage of users are subscribed to premium plans versus using the free, ad-supported
version?
What types of content (e.g., sports, movies, TV shows) drive the most engagement and
monetization opportunities?
How does Hotstar’s pricing model compare to competitors like Netflix, Amazon Prime, and Zee5?
What feedback do users provide about the value of premium subscriptions versus the free version?
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Hotstar is one of India’s leading content streaming platforms, offering a wide range of content
including sports, TV shows, and movies. Improving the monetization strategy requires focusing on
optimizing subscription pricing, enhancing ad revenue, and offering new revenue streams through
partnerships.

Company Mission and Vision: Hotstar’s mission is to provide high-quality entertainment and
sports content to viewers across India. Its vision is to be India’s go-to streaming platform for all
types of content, from live sports to movies.
What It Does: Hotstar provides a streaming service that offers a mix of free, ad-supported content
and premium content through subscription plans.
Why It Does It: As demand for on-demand content continues to grow, Hotstar aims to be a leading
platform that caters to India’s diverse audience, offering both free and premium content.
How It Does It: Through its app and website, Hotstar streams live sports, TV shows, movies, and
original series across multiple languages and genres.
For Whom It Does: Hotstar primarily serves urban and semi-urban users looking for affordable,
on-demand entertainment and live sports streaming.
SWOT Analysis:
Strength: Large content library, exclusive sports rights (e.g., IPL), and wide user base.
Weakness: Users may be hesitant to upgrade to premium plans due to the availability of free,
ad-supported content.
Opportunity: Growing demand for affordable streaming services, especially in Tier-2/3 cities
where traditional cable TV is less accessible.
Threat: Competition from Netflix, Amazon Prime, and Zee5 offering competitive pricing and
exclusive content.
Unique Value Proposition: Hotstar offers a wide range of content, including live sports, TV shows,
and movies, with flexible subscription options and ad-supported free content.
Competitors: Netflix, Amazon Prime, Zee5, SonyLiv.
The primary goal is to Improve Monetization by optimizing the Subscription Pricing, enhancing Ad
Revenue, and exploring New Revenue Streams.

1. Tiered Subscription Pricing: Introduce tiered subscription plans (e.g., mobile-only, family plans)
with varying price points to cater to different segments, especially in Tier-2/3 cities.
2. Enhanced Ad Targeting: Improve ad targeting by leveraging user data to deliver more personalized,
relevant ads, increasing ad revenue and user engagement with ads.
3. Exclusive Content Partnerships: Form partnerships with Bollywood studios, sports leagues, and
regional content creators to offer exclusive content, encouraging users to upgrade to premium
subscriptions.
4. Pay-Per-View for Live Events: Offer pay-per-view options for live sports events and exclusive movie
premieres, providing additional revenue streams without requiring a full subscription.
5. Bundled Offers with Telecom Providers: Partner with telecom providers to offer bundled Hotstar
subscriptions with mobile data or broadband plans, increasing subscriber growth and reducing churn.
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Tiered Pricing (Reach: High, Impact: High, Confidence: High, Effort: Medium) – RICE Score: 60
Ad Targeting (Reach: Medium, Impact: High, Confidence: Medium, Effort: Medium) – RICE Score:
55
Content Partnerships (Reach: Medium, Impact: High, Confidence: High, Effort: Medium) – RICE
Score: 55
Pay-Per-View (Reach: Medium, Impact: Medium, Confidence: High, Effort: Low) – RICE Score: 50
Telecom Partnerships (Reach: Medium, Impact: Medium, Confidence: Medium, Effort: Low) –
RICE Score: 50
Prioritize Tiered Subscription Pricing, Ad Targeting, and Exclusive Content Partnerships.
7. Trade-offs:
Offering tiered pricing will require adjustments to the subscription model, but will make Hotstar
more accessible to price-sensitive users in Tier-2/3 cities.
Enhancing ad targeting may raise privacy concerns, but will increase ad revenue by delivering
more relevant ads to users.
Forming content partnerships requires investment in exclusive deals, but will drive user
engagement and encourage more premium subscriptions.
8. Success Metrics:
Subscription Growth: Increase premium subscription revenue by 20% within 6 months through
tiered pricing and content partnerships.
Ad Revenue Growth: Improve ad revenue by 15% through better ad targeting and personalized
ads.
Pay-Per-View Revenue: Generate additional revenue through pay-per-view events, aiming for a
10% increase in overall monetization.
Subscriber Retention: Reduce churn by 10% through bundled offers with telecom providers and
exclusive content access.
9. Summary:
Improving the monetization strategy for Hotstar requires introducing tiered subscription pricing,
enhancing ad targeting, and forming exclusive content partnerships. These strategies will drive
premium subscriptions, increase ad revenue, and provide new revenue streams like pay-per-view
events. Success will be measured through subscription growth, ad revenue increases, and improved
customer retention.
66. How would you drive growth for an Indian neobank like Niyo in Tier-2 and
Tier-3 cities?
Solution:
What are the current growth trends for Niyo in Tier-2/3 cities, and what are the main challenges
(e.g., digital literacy, access to smartphones)?
How does Niyo differentiate itself from traditional banks and other fintech solutions in these
regions?
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What feedback do customers in Tier-2/3 cities provide about the app’s usability, features, and
trustworthiness?
Are there any government initiatives or partnerships that could help promote Niyo’s services in
these regions?
What are the common financial services that users in these cities are seeking (e.g., savings
accounts, loans, insurance)?
Niyo is a neobank offering digital financial services such as savings accounts, debit cards, and wealth
management solutions. Driving growth in Tier-2/3 cities requires building trust, enhancing financial
literacy, and forming local partnerships to ensure accessibility and adoption.

Company Mission and Vision: Niyo’s mission is to make financial services accessible, easy to use,
and convenient for all. Its vision is to be the leading neobank in India, empowering people with
digital financial solutions.
What It Does: Niyo offers digital banking services, including savings accounts, prepaid cards,
international forex cards, and investment products, all through a mobile app.
Why It Does It: As India moves toward digital financial inclusion, Niyo aims to provide modern
banking solutions to underserved and unbanked populations, especially in Tier-2/3 cities where
access to traditional banks may be limited.
How It Does It: Through its mobile app, Niyo allows users to open accounts, manage their
finances, make payments, and invest in financial products, all without the need for physical bank
branches.
For Whom It Does: Niyo primarily serves users in semi-urban and rural areas, especially younger
customers who are looking for a convenient and digital-first banking experience.
SWOT Analysis:
Strength: Digital-first banking experience, no need for physical branches, wide range of
services including international payments.
Weakness: Low digital literacy in Tier-2/3 cities could hinder adoption, along with lack of trust
in digital-only banks.
Opportunity: Increasing smartphone penetration and government initiatives to promote digital
financial inclusion in rural India.
Threat: Competition from traditional banks with physical presence and fintech startups
targeting the same markets.
Unique Value Proposition: Niyo offers a full suite of digital financial services, including zero-
balance savings accounts, international cards, and investment products, all through a simple,
easy-to-use mobile app.
Competitors: RazorpayX, Paytm Payments Bank, Airtel Payments Bank, traditional banks.
The primary goal is to Drive Growth in Tier-2/3 Cities by building Trust, enhancing Financial
Literacy, and forming Strategic Partnerships to promote adoption and accessibility.
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1. Localized Financial Literacy Campaigns: Launch region-specific financial literacy campaigns in
local languages, using simple, relatable content to educate users about digital banking, money
management, and financial planning.
2. Partnerships with Local Businesses: Form partnerships with local businesses, retail stores, and
microfinance institutions to promote Niyo’s services and offer incentives for using digital banking.
3. Simplified App Design for Low-Literacy Users: Redesign the Niyo app to make it more
accessible for low-literacy users, with icons, minimal text, and support for regional languages.
4. On-Ground Activation and Support: Set up on-ground support centers or local partnerships
where users can get help with account setup, money transfers, and other services, building trust
and increasing adoption.
5. Government Collaboration for Financial Inclusion: Partner with government initiatives like
PMJDY (Pradhan Mantri Jan Dhan Yojana) and Digital India to promote Niyo’s digital banking
services in Tier-2/3 cities.
Financial Literacy Campaigns (Reach: High, Impact: High, Confidence: High, Effort: Medium) –
RICE Score: 60
Local Business Partnerships (Reach: Medium, Impact: High, Confidence: Medium, Effort:
Simplified App Design (Reach: Medium, Impact: Medium, Confidence: High, Effort: Medium) –
RICE Score: 50
On-Ground Activation (Reach: Medium, Impact: High, Confidence: High, Effort: Medium) – RICE
Score: 55
Government Collaboration (Reach: Medium, Impact: Medium, Confidence: Medium, Effort: High)
– RICE Score: 50
Prioritize Financial Literacy Campaigns, On-Ground Activation, and Local Business Partnerships.
7. Trade-offs:
Investing in financial literacy campaigns and on-ground support will require significant resources,
but will build long-term trust and increase adoption.
Simplifying the app may limit some advanced features, but will make the platform more accessible
for low-literacy users.
Partnering with local businesses will take time, but will create strong regional networks and trust
within communities.
8. Success Metrics:
User Growth: Increase the number of new users in Tier-2/3 cities by 30% within 6 months through
financial literacy campaigns and partnerships with local businesses.
Adoption Rate: Improve the adoption rate of Niyo’s banking services by 25% in targeted regions
through on-ground activation and support.
App Usage Growth: Increase active app usage by 20% through simplified app design and
financial literacy initiatives.
Government Collaboration Success: Track the growth of users signing up through government-
backed financial inclusion programs, aiming for a 15% increase.
9. Summary:
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Driving growth for Niyo in Tier-2/3 cities requires launching financial literacy campaigns, offering
simplified app designs, and forming partnerships with local businesses and government initiatives.
These strategies will build trust, increase adoption, and make digital banking more accessible in semi-
urban and rural areas. Success will be measured through user growth, adoption rates, and app usage
in these regions.
67. How would you increase retention for an online learning platform like Vedantu?
Solution:
What is the current retention rate, and what are the common reasons for user churn (e.g.,
dissatisfaction with content, pricing, or teacher quality)?
Which courses or programs drive the most engagement and retention?
What feedback do users give about the platform’s usability, pricing, and the overall learning
experience?
How does Vedantu’s retention strategy compare to competitors like BYJU’S, Unacademy, and
Toppr?
What incentives or rewards are currently in place to encourage users to stay on the platform?
Vedantu is a leading online learning platform offering live tutoring and recorded courses for students.
Increasing retention requires optimizing the user experience, providing personalized learning paths,
and offering loyalty rewards for long-term users.

Company Mission and Vision: Vedantu’s mission is to make quality education accessible to all
students. Its vision is to be the most trusted online learning platform, empowering students with
the knowledge and skills they need to succeed.
What It Does: Vedantu provides live online tutoring, recorded video lessons, test preparation, and
interactive learning experiences for students across various grades and competitive exams.
Why It Does It: As education becomes increasingly digital, Vedantu aims to provide students with
high-quality, personalized learning experiences, especially in regions where access to quality
education is limited.
How It Does It: Through its app and website, Vedantu offers live classes, quizzes, practice tests,
and recorded lessons in various subjects, with a focus on personalized learning paths.
For Whom It Does: Vedantu primarily serves students in K-12, those preparing for competitive
exams like JEE and NEET, and learners seeking supplementary education.
SWOT Analysis:
Strength: Personalized learning experience, strong teacher-student interaction, and live
classes.
Weakness: Some users may find the pricing too high or may struggle with technical issues,
leading to churn.
Opportunity: Growing demand for online education in Tier-2/3 cities, where physical coaching
centers may not be easily accessible.
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Threat: Competition from BYJU’S, Unacademy, and other platforms offering similar courses at
competitive prices.
Unique Value Proposition: Vedantu offers live tutoring and personalized learning experiences with
a focus on teacher-student interaction, making it ideal for students who need extra guidance.
Competitors: BYJU’S, Unacademy, Toppr, Extramarks.
The primary goal is to Increase Retention by optimizing the Learning Experience, providing
Personalized Learning Paths, and offering Loyalty Rewards for long-term users.

1. Personalized Learning Plans: Use AI to offer personalized learning paths based on students’
progress, performance, and goals, ensuring that students feel engaged and supported in their
learning journey.
2. Gamification and Rewards: Introduce a gamified element where students can earn points,
badges, or rewards for completing courses, attending live classes, or achieving learning
milestones.
3. Improved Teacher-Student Interaction: Enhance teacher-student interaction by offering more
opportunities for one-on-one doubt-clearing sessions, progress reports, and feedback loops to
keep students engaged.
4. Subscription Discounts for Long-Term Users: Offer discounts or special pricing for students
who renew their subscriptions for longer periods, incentivizing them to stay on the platform.
5. Parental Involvement and Progress Tracking: Provide parents with regular updates on their
child’s progress, including performance reports and personalized recommendations for
improvement, making them more invested in the platform.
Personalized Learning Plans (Reach: High, Impact: High, Confidence: High, Effort: Medium) –
RICE Score: 60
Gamification and Rewards (Reach: Medium, Impact: High, Confidence: Medium, Effort: Medium)
– RICE Score: 55
Teacher-Student Interaction (Reach: Medium, Impact: High, Confidence: High, Effort: Medium) –
RICE Score: 55
Subscription Discounts (Reach: Medium, Impact: Medium, Confidence: Medium, Effort: Low) –
RICE Score: 50
Parental Involvement (Reach: Medium, Impact: Medium, Confidence: High, Effort: Medium) –
RICE Score: 50
Prioritize Personalized Learning Plans, Gamification and Rewards, and Teacher-Student
Interaction.
7. Trade-offs:
Personalizing learning plans will require investment in AI and data analytics, but will increase
student engagement and retention by offering tailored learning experiences.
Gamification may require ongoing updates, but will make learning more fun and encourage
students to stay active on the platform.
Offering subscription discounts may reduce short-term revenue, but will improve long-term
retention and loyalty.
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8. Success Metrics:
Retention Rate Growth: Increase the retention rate by 20% within 6 months through personalized
learning paths and gamification.
User Engagement: Improve daily and weekly active user engagement by 15% through enhanced
teacher-student interaction and progress tracking features.
Loyalty Program Participation: Increase the number of students participating in loyalty programs
by 25% through rewards and subscription discounts.
Parental Involvement: Track the growth of parent participation in progress tracking and feedback
loops, aiming for a 10% increase in parental engagement.
9. Summary:
Increasing retention for Vedantu requires offering personalized learning plans, enhancing teacher-
student interaction, and introducing gamified rewards to keep students engaged. These strategies will
improve retention, boost student satisfaction, and foster long-term loyalty. Success will be measured
through retention rate growth, user engagement, and loyalty program participation.
68. How would you improve the onboarding process for a fintech app like Cred?
Solution:
What is the current onboarding completion rate, and where do most users drop off?
What feedback do users give about the onboarding process, especially in terms of ease, speed,
and clarity?
How does the onboarding process for Cred compare to competitors like Paytm, Slice, or LazyPay?
What incentives are currently offered to encourage users to complete the onboarding process?
Are there any friction points in terms of KYC verification, document uploads, or app navigation that
slow down the onboarding process?
Cred is a fintech app focused on credit card payments, rewards, and financial services. Improving the
onboarding process requires simplifying the user journey, minimizing friction points like KYC, and
offering incentives for completing the onboarding steps.

Company Mission and Vision: Cred’s mission is to make credit card management seamless and
rewarding. Its vision is to become the most trusted financial services platform for responsible
credit card users.
What It Does: Cred allows users to pay credit card bills, earn rewards, and access various financial
products such as loans and investment opportunities.
Why It Does It: As more consumers adopt digital financial services, Cred aims to simplify credit
card management and provide users with a platform that rewards responsible financial behavior.
How It Does It: Through its app, Cred enables users to link their credit cards, pay bills, track
spending, and earn rewards for on-time payments.
For Whom It Does: Cred primarily serves credit card users looking for a simplified way to manage
their payments, track expenses, and earn rewards.
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SWOT Analysis:
Strength: Seamless credit card management, strong rewards program, and user-friendly
interface.
Weakness: KYC verification and document uploads may create friction during onboarding,
leading to user drop-offs.
Opportunity: Growing demand for digital financial services, especially among tech-savvy
credit card users in urban India.
Threat: Competition from other fintech apps like Paytm, Slice, and LazyPay offering similar
services.
Unique Value Proposition: Cred offers a seamless way to manage credit card payments and
rewards, along with access to exclusive financial products, making it an attractive option for
responsible credit card users.
Competitors: Paytm, Slice, LazyPay, OneCard.
The primary goal is to Improve the Onboarding Process by simplifying the User Journey, minimizing
Friction Points, and offering Incentives for completing the onboarding steps.

1. Simplified KYC Process: Streamline the KYC verification process by offering automatic document
scanning and verification, reducing the number of steps required to complete the process.
2. In-App Guidance: Provide step-by-step, in-app guidance with tooltips, pop-ups, and tutorials to
help users understand each step of the onboarding process, making it more intuitive.
3. Incentives for Completing Onboarding: Offer rewards (e.g., cashback, bonus points) for users
who complete the onboarding process within a certain time frame, encouraging faster completion.
4. Progress Indicators: Implement a progress bar or step-by-step checklist that shows users how
far they’ve come in the onboarding process and what steps remain, reducing confusion and drop-
offs.
5. Pre-Filled Forms and Auto-Suggestions: Use data and auto-fill features to minimize the amount
of information users need to input manually, speeding up the process.
Simplified KYC (Reach: High, Impact: High, Confidence: High, Effort: Medium) – RICE Score: 60
In-App Guidance (Reach: Medium, Impact: High, Confidence: High, Effort: Low) – RICE Score: 55
Onboarding Incentives (Reach: Medium, Impact: Medium, Confidence: Medium, Effort: Low) –
RICE Score: 50
Progress Indicators (Reach: Medium, Impact: Medium, Confidence: High, Effort: Low) – RICE
Score: 50
Pre-Filled Forms (Reach: Medium, Impact: Medium, Confidence: Medium, Effort: Medium) – RICE
Score: 50
Prioritize Simplified KYC Process, In-App Guidance, and Onboarding Incentives.
7. Trade-offs:
Simplifying the KYC process will require investment in technology and automation, but will reduce
friction and increase the completion rate.
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Offering incentives for completing onboarding may reduce short-term margins, but will accelerate
user acquisition and engagement.
Implementing in-app guidance and progress indicators requires development time but will reduce
confusion and improve the user experience.
8. Success Metrics:
Onboarding Completion Rate: Increase the onboarding completion rate by 25% within 3 months
through simplified KYC and in-app guidance.
Time to Complete Onboarding: Reduce the average time to complete onboarding by 20%
through auto-fill features and progress indicators.
User Retention: Improve user retention in the first 30 days by 15% through onboarding incentives
and smoother onboarding experiences.
User Satisfaction: Track user satisfaction scores (e.g., NPS) for the onboarding process, aiming
for a 10% improvement.
9. Summary:
Improving the onboarding process for Cred requires simplifying the KYC verification process, providing
in-app guidance, and offering incentives for completing the onboarding steps. These strategies will
reduce friction, increase the onboarding completion rate, and improve the overall user experience.
Success will be measured through onboarding completion rates, time to complete onboarding, and
user satisfaction.
69. How would you increase customer engagement for an Indian OTT platform like
Zee5?
Solution:
What are the current engagement metrics (e.g., DAUs, watch time), and what drives the most
engagement (e.g., TV shows, movies, live content)?
What feedback do users provide about the content variety, app usability, and recommendation
system?
How does Zee5’s engagement strategy compare to competitors like Hotstar, Netflix, and Amazon
Prime?
What types of content (e.g., regional shows, Bollywood movies) are most popular with Zee5’s
audience?
Are there any loyalty or rewards programs in place to incentivize long-term engagement?
Zee5 is a leading Indian OTT platform offering movies, TV shows, original series, and live content
across multiple languages. Increasing customer engagement requires optimizing the content
recommendation system, gamifying the platform, and offering exclusive content and rewards for loyal
users.

Company Mission and Vision: Zee5’s mission is to provide high-quality, diverse content to users
across India. Its vision is to be the go-to OTT platform for entertainment in multiple languages.
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What It Does: Zee5 provides a streaming platform for users to watch movies, TV shows, original
series, and live content across a wide range of genres and languages.
Why It Does It: As digital streaming becomes more popular, Zee5 aims to provide content that
caters to India’s diverse audience, offering something for every viewer.
How It Does It: Through its app and website, Zee5 streams a variety of content, including regional
shows, Bollywood movies, and live events, with both free and premium subscription options.
For Whom It Does: Zee5 primarily serves urban and semi-urban users looking for a wide variety of
entertainment content, with a focus on regional and Bollywood content.
SWOT Analysis:
Strength: Strong regional content library, diverse genres, and wide language support.
Weakness: The recommendation system may not be as robust as competitors, leading to
lower content discovery and engagement.
Opportunity: Growing demand for regional and multi-language content in Tier-2/3 cities,
where Zee5 has a strong presence.
Threat: Competition from Hotstar, Netflix, and Amazon Prime, which offer competitive pricing
and exclusive content.
Unique Value Proposition: Zee5 offers a diverse content library across multiple languages, with a
focus on regional shows and Bollywood movies, making it ideal for users seeking variety.
Competitors: Hotstar, Netflix, Amazon Prime, SonyLiv.
The primary goal is to Increase Customer Engagement by optimizing the Content
Recommendation System, introducing Gamification, and offering Exclusive Content and Rewards
for loyal users.

1. Improved Content Recommendations: Use AI and machine learning to offer personalized content
recommendations based on users’ watch history, preferences, and viewing behavior, increasing
content discovery.
2. Gamification of Viewing Experience: Introduce gamified elements where users can earn points,
badges, or rewards for watching content, completing series, or participating in live events,
encouraging more frequent engagement.
3. Exclusive Content and Early Access: Provide exclusive content or early access to new releases
for premium subscribers, giving them an incentive to stay engaged and explore more content.
4. Interactive Content and Live Events: Offer more interactive content like live polls, quizzes, and
virtual watch parties to engage users in real-time during major TV shows or movie releases.
5. Loyalty Program for Frequent Users: Create a loyalty program where frequent users can earn
rewards like free months of premium subscriptions, exclusive merchandise, or discounted access to
live events.
Content Recommendations (Reach: High, Impact: High, Confidence: High, Effort: Medium) –
RICE Score: 60
55
149
Exclusive Content (Reach: Medium, Impact: High, Confidence: High, Effort: Medium) – RICE
Score: 55
Interactive Content (Reach: Medium, Impact: Medium, Confidence: Medium, Effort: Medium) –
RICE Score: 50
Loyalty Program (Reach: Medium, Impact: Medium, Confidence: Medium, Effort: Low) – RICE
Score: 50
Prioritize Content Recommendations, Gamification, and Exclusive Content.
7. Trade-offs:
Improving the content recommendation system requires investment in AI and machine learning, but
will lead to higher content discovery and engagement.
Introducing gamified elements will require ongoing development, but will make the viewing
experience more fun and engaging for users.
Offering exclusive content and early access may reduce the availability of free content, but will
incentivize premium subscriptions and long-term engagement.
8. Success Metrics:
Engagement Growth: Increase daily active users (DAUs) by 20% within 6 months through
improved content recommendations and gamification features.
Watch Time Growth: Improve average watch time per user by 15% through personalized
recommendations and exclusive content.
rewards for frequent users and gamification elements.
Subscriber Retention: Improve premium subscriber retention by 10% through early access to
content and interactive live events.
9. Summary:
Increasing customer engagement for Zee5 requires improving the content recommendation system,
introducing gamified elements, and offering exclusive content and loyalty rewards for frequent users.
These strategies will boost engagement, increase watch time, and improve user retention. Success will
be measured through engagement growth, watch time increases, and loyalty program participation.
70. How would you increase repeat transactions for an Indian B2B e-commerce
platform like Udaan?
Solution:
What is the current repeat transaction rate, and what are the common reasons for customers not
returning?
What types of products (e.g., electronics, clothing, FMCG) drive the most repeat transactions?
What feedback do customers provide about Udaan’s pricing, delivery times, and post-purchase
support?
How does Udaan’s customer retention strategy compare to competitors like Moglix, TradeIndia,
and IndiaMart?
150
What incentives or loyalty programs are in place to encourage customers to make repeat
transactions?
Udaan is a B2B e-commerce platform connecting retailers, wholesalers, and manufacturers for trade
across various industries. Increasing repeat transactions requires improving the customer experience,
offering incentives, and building long-term relationships with buyers through loyalty programs and
personalized offers.

Company Mission and Vision: Udaan’s mission is to simplify B2B trade for small and medium
businesses across India. Its vision is to be India’s most trusted and widely used B2B e-commerce
platform.
What It Does: Udaan offers a platform for businesses to purchase goods in bulk directly from
manufacturers and wholesalers, with categories like electronics, FMCG, clothing, and more.
Why It Does It: As more businesses shift towards digital procurement, Udaan aims to provide a
streamlined, affordable, and reliable platform for B2B transactions.
How It Does It: Through its app and website, Udaan allows businesses to browse products, place
orders, and manage deliveries seamlessly, making B2B trade more efficient.
For Whom It Does: Udaan primarily serves small to medium-sized retailers, wholesalers, and
manufacturers looking for a reliable, cost-effective way to source goods.
SWOT Analysis:
Strength: Wide range of products, strong logistics network, and competitive pricing.
Weakness: Some customers may experience delays in deliveries or dissatisfaction with
customer support, leading to lower repeat transactions.
Opportunity: Growing demand for digital B2B platforms, especially in Tier-2/3 cities where
traditional sourcing options are limited.
Threat: Competition from other B2B platforms like IndiaMart and TradeIndia, which offer
similar services.
Unique Value Proposition: Udaan provides a wide range of B2B products at competitive prices,
with a strong logistics network and easy-to-use platform, making it ideal for small to medium-sized
businesses.
Competitors: Moglix, TradeIndia, IndiaMart.
The primary goal is to Increase Repeat Transactions by improving the Customer Experience,
offering Incentives, and building Loyalty Programs to foster long-term relationships.

1. Loyalty and Rewards Program: Introduce a loyalty program where businesses earn points for
every purchase, which can be redeemed for discounts, free shipping, or exclusive deals,
incentivizing repeat transactions.
2. Personalized Offers and Discounts: Use AI to offer personalized discounts and promotions
based on previous purchasing behavior, encouraging customers to return for repeat purchases.
3. Post-Purchase Support: Strengthen post-purchase support with better customer service, faster
resolution of issues, and proactive communication about order status, delivery times, and returns.
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4. Automated Reordering Features: Implement an automated reordering feature where businesses
can set up recurring orders for frequently purchased items, making it easier for them to place
repeat orders.
5. Incentives for Bulk Orders: Offer additional discounts, cashback, or free shipping for businesses
that place bulk or repeat orders, encouraging higher-value transactions.
Loyalty Program (Reach: High, Impact: High, Confidence: High, Effort: Medium) – RICE Score: 60
Personalized Offers (Reach: Medium, Impact: High, Confidence: High, Effort: Medium) – RICE
Score: 55
Post-Purchase Support (Reach: Medium, Impact: Medium, Confidence: High, Effort: Medium) –
RICE Score: 50
Reordering Features (Reach: Medium, Impact: Medium, Confidence: High, Effort: Low) – RICE
Score: 50
Incentives for Bulk Orders (Reach: Medium, Impact: Medium, Confidence: Medium, Effort: Low) –
RICE Score: 50
Prioritize Loyalty Program, Personalized Offers, and Post-Purchase Support.
7. Trade-offs:
Offering a loyalty program and personalized discounts may reduce margins in the short term, but
will increase customer retention and repeat transactions over time.
Improving post-purchase support requires investment in customer service teams, but will lead to
higher customer satisfaction and loyalty.
Automated reordering features may reduce the flexibility for customers, but will increase the
frequency and ease of repeat transactions.
8. Success Metrics:
Repeat Transaction Rate: Increase the repeat transaction rate by 25% within 6 months through
the introduction of loyalty programs and personalized offers.
Customer Satisfaction Growth: Improve customer satisfaction scores by 15% through better
post-purchase support and communication.
Average Order Value Growth: Increase the average order value by 10% through incentives for
bulk orders and automated reordering features.
Customer Retention: Improve the customer retention rate by 20% through loyalty rewards and
proactive post-purchase communication.
9. Summary:
Increasing repeat transactions for Udaan requires introducing a loyalty program, offering personalized
discounts, and improving post-purchase support. These strategies will encourage businesses to make
repeat purchases, improve customer satisfaction, and increase the overall transaction volume.
Success will be measured through repeat transaction growth, customer satisfaction, and average
order value increases.
71. How would you drive product adoption for a new fintech feature like "Buy Now,
Pay Later" (BNPL) on an Indian e-commerce platform like Amazon India?
152
Solution:
What percentage of Amazon India users currently use BNPL, and what are the common reasons for
non-adoption?
What are the common pain points (e.g., lack of trust, confusing terms) that prevent users from
adopting BNPL?
How does Amazon’s BNPL feature compare to similar offerings by competitors like Flipkart, Paytm,
or LazyPay?
What incentives are currently offered to encourage users to adopt BNPL?
What are the common demographics and purchasing behaviors of users who are most likely to
adopt BNPL?
BNPL is a feature that allows customers to make purchases and pay for them later, either in
installments or after a set period. Driving adoption of BNPL on Amazon India requires building trust,
simplifying the user experience, and offering financial incentives to encourage users to try the feature.

Company Mission and Vision: Amazon’s mission is to be Earth’s most customer-centric company,
offering customers a wide variety of products and services. Its vision is to make online shopping as
convenient as possible, with flexible payment options like BNPL.
What It Does: Amazon India’s BNPL feature allows customers to buy products and pay for them
later, either in installments or after a certain time period, without needing immediate funds.
Why It Does It: As more customers seek flexible payment options, Amazon aims to provide a
seamless and convenient way to finance purchases, making shopping accessible to a broader
audience.
How It Does It: Through its BNPL feature, Amazon offers users the option to choose deferred
payment or installment plans at checkout, allowing them to spread the cost of their purchases over
time.
For Whom It Does: BNPL is primarily aimed at budget-conscious customers, younger buyers, and
those who prefer flexible payment options for larger purchases.
SWOT Analysis:
Strength: Flexible payment options, seamless integration with Amazon’s checkout process,
and large customer base.
Weakness: Some users may distrust BNPL services due to fear of hidden fees or lack of clarity
around payment terms.
Opportunity: Growing demand for BNPL services in India, especially among younger users
who prefer installment payments for large purchases.
Threat: Competition from other BNPL providers like Flipkart, LazyPay, and Paytm, which offer
similar features.
Unique Value Proposition: Amazon India’s BNPL feature offers flexible, convenient payment
options directly integrated with the checkout process, allowing users to buy products now and pay
later.
Competitors: Flipkart, LazyPay, Paytm, Slice.
153
The primary goal is to Drive Adoption of the BNPL Feature by building Trust, simplifying the User
Experience, and offering Incentives to encourage users to try BNPL for their purchases.

1. Clear and Transparent Communication: Simplify the messaging around BNPL, ensuring that
users understand the terms, interest rates, payment schedules, and any associated fees, reducing
the fear of hidden costs.
2. Incentives for First-Time Users: Offer financial incentives (e.g., cashback, discounts) for first-time
BNPL users to encourage them to try the feature for their next purchase.
3. Targeted Marketing Campaigns: Launch targeted marketing campaigns focusing on younger,
budget-conscious customers, highlighting the convenience and flexibility of BNPL for large purchases.
4. BNPL at Checkout: Feature BNPL prominently at checkout, with clear benefits and terms displayed
upfront, making it easy for users to select BNPL as their preferred payment option.
5. Personalized BNPL Offers: Use data-driven insights to offer personalized BNPL plans based on
users’ purchasing behavior, preferences, and spending history, making the feature more relevant to
individual customers.
Clear Communication (Reach: High, Impact: High, Confidence: High, Effort: Medium) – RICE
Score: 60
Incentives for First-Time Users (Reach: Medium, Impact: High, Confidence: Medium, Effort: Low)
– RICE Score: 55
Targeted Campaigns (Reach: Medium, Impact: High, Confidence: Medium, Effort: Medium) –
RICE Score: 55
BNPL at Checkout (Reach: Medium, Impact: Medium, Confidence: High, Effort: Low) – RICE
Score: 50
Personalized BNPL Offers (Reach: Medium, Impact: Medium, Confidence: Medium, Effort:
Prioritize Clear Communication, Incentives for First-Time Users, and Targeted Marketing
Campaigns.
7. Trade-offs:
Offering financial incentives may reduce short-term revenue, but will encourage more users to try
BNPL and build trust in the feature.
Investing in targeted campaigns and personalized offers requires data-driven insights and
marketing efforts but will increase the relevance and appeal of BNPL for key customer segments.
Simplifying communication around BNPL terms will require careful messaging, but will reduce
confusion and build long-term trust.
8. Success Metrics:
BNPL Adoption Growth: Increase the adoption rate of BNPL by 30% within 6 months through
clear communication and targeted marketing efforts.
First-Time User Growth: Grow the number of first-time BNPL users by 25% through financial
incentives and personalized offers.
Customer Satisfaction: Improve customer satisfaction scores for the BNPL feature by 15%
through transparent communication and simplified user experiences.
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Repeat BNPL Users: Track the percentage of first-time BNPL users who make repeat BNPL
purchases, aiming for a 20% increase in repeat users.
9. Summary:
Driving adoption of BNPL on Amazon India requires clear communication, financial incentives for first-
time users, and targeted marketing campaigns. These strategies will build trust, simplify the user
experience, and make BNPL more appealing to budget-conscious and younger users. Success will be
measured through BNPL adoption growth, first-time user increases, and customer satisfaction.
72. How would you increase customer acquisition for a mobile wallet like PhonePe
in rural India?
Solution:
What is the current penetration of PhonePe in rural areas, and what are the key challenges faced
(e.g., digital literacy, internet access)?
How does PhonePe’s offering compare to competitors like Google Pay and Paytm in rural regions?
What feedback do rural users provide about their experience with digital wallets, specifically
around ease of use and trust?
What are the most commonly used financial services in rural areas, and how can PhonePe support
these needs?
Are there any partnerships or government programs in place to promote digital wallets in rural
regions?
PhonePe is a leading mobile wallet and digital payments platform in India. Increasing customer
acquisition in rural areas requires building trust, simplifying the user experience, and leveraging
partnerships with local businesses and government programs.

Company Mission and Vision: PhonePe’s mission is to simplify payments and make them
accessible to all Indians. Its vision is to be the most widely used digital wallet and financial services
platform in India.
What It Does: PhonePe allows users to make UPI payments, transfer money, pay bills, and access
financial products like insurance and mutual funds, all through its app.
Why It Does It: As India moves toward a cashless economy, PhonePe aims to make digital
payments more accessible, particularly in rural areas where access to financial services is limited.
How It Does It: Through its app, PhonePe offers users a seamless way to make digital
transactions, pay utility bills, and access financial products.
For Whom It Does: PhonePe primarily serves Indian consumers and small businesses looking for a
convenient, digital-first way to manage their payments and finances.
SWOT Analysis:
Strength: Strong brand recognition, seamless UPI integration, secure and easy-to-use
platform.
Weakness: Low digital literacy and smartphone penetration in rural areas may hinder adoption.
155
Opportunity: Growing mobile penetration in rural India and government initiatives to promote
digital payments.
Threat: Competition from Paytm, Google Pay, and traditional cash-based transactions.
Unique Value Proposition: PhonePe offers a secure, reliable digital wallet solution with UPI
integration, making it easy for users to transfer money, pay bills, and make purchases.
Competitors: Google Pay, Paytm, BharatPe.
The primary goal is to Increase Customer Acquisition in Rural India by simplifying the User
Experience, building Trust, and leveraging Local Partnerships to drive adoption.

1. Localized Digital Literacy Campaigns: Launch digital literacy campaigns in regional languages,
using simple tutorials and in-person workshops to teach rural users how to use PhonePe for
payments and financial services.
2. Partnerships with Local Merchants: Form partnerships with local kirana stores and small
businesses to promote PhonePe as a payment solution, offering incentives for both merchants and
customers to adopt digital payments.
3. Offline Payment Features: Introduce offline payment features through USSD or SMS for users
with basic feature phones or limited internet access, ensuring they can use PhonePe without a
smartphone.
4. Government Collaborations: Partner with government initiatives like PMJDY (Pradhan Mantri Jan
Dhan Yojana) and Digital India to promote PhonePe as a secure platform for digital transactions,
offering benefits like subsidies or financial aid for new users.
5. Referral Program for Rural Users: Strengthen the referral program, offering rewards for users
who refer their friends or family to PhonePe, particularly in regions with low digital payment
adoption.
Score: 60
Offline Payment Features (Reach: Medium, Impact: Medium, Confidence: High, Effort: Medium) –
RICE Score: 50
Government Collaborations (Reach: Medium, Impact: High, Confidence: Medium, Effort: High) –
RICE Score: 50
Score: 50
Prioritize Digital Literacy Campaigns, Local Merchant Partnerships, and Government
Collaborations.
7. Trade-offs:
Digital literacy campaigns will require significant investment in outreach and education, but will
build long-term trust and adoption in rural areas.
Offline payment features may require development efforts but will increase accessibility for users
without smartphones or internet access.
156
Partnering with local merchants and the government will take time, but will build strong community
relationships and drive adoption.
8. Success Metrics:
User Growth: Increase the number of new rural users by 30% within 6 months through digital
literacy campaigns and local partnerships.
Merchant Adoption: Grow the number of rural merchants accepting PhonePe by 25% through
partnerships and incentives.
Transaction Volume Growth: Increase the volume of transactions from rural areas by 20%
through offline payment features and government collaborations.
Referral Growth: Track the number of new users acquired through referral programs, aiming for a
15% increase in rural regions.
9. Summary:
Increasing customer acquisition for PhonePe in rural India requires launching digital literacy
campaigns, offering offline payment features, and forming partnerships with local merchants and
government initiatives. These strategies will build trust, increase accessibility, and drive adoption of
PhonePe’s digital wallet services in rural regions. Success will be measured through user growth,
merchant adoption, and transaction volume increases.
73. How would you improve customer satisfaction for a travel booking platform
like MakeMyTrip?
Solution:
What is the current customer satisfaction score (e.g., NPS, CSAT), and what are the most common
reasons for dissatisfaction (e.g., pricing, customer support, booking issues)?
What types of bookings (e.g., flights, hotels, holiday packages) drive the most complaints or
negative feedback?
How does MakeMyTrip’s customer support experience compare to competitors like Yatra and
Cleartrip?
What feedback do users provide about the app’s usability, pricing transparency, and post-booking
support?
Are there any loyalty programs or rewards currently in place to encourage repeat bookings and
long-term satisfaction?
MakeMyTrip is a leading Indian travel booking platform offering flights, hotels, holiday packages, and
other travel services. Improving customer satisfaction requires optimizing the booking experience,
enhancing customer support, and offering rewards for loyal users.

Company Mission and Vision: MakeMyTrip’s mission is to make travel easy, accessible, and
affordable for all. Its vision is to be India’s most trusted and widely used travel booking platform.
What It Does: MakeMyTrip allows users to book flights, hotels, holiday packages, and other travel-
related services through its app and website.
157
Why It Does It: As demand for online travel services increases, MakeMyTrip aims to provide a
seamless, transparent, and affordable booking experience for Indian travelers.
How It Does It: Through its platform, MakeMyTrip offers users the ability to search, compare, and
book travel services with ease, offering competitive pricing and customer support.
For Whom It Does: MakeMyTrip primarily serves Indian travelers looking for a convenient way to
book flights, hotels, and travel packages.
SWOT Analysis:
Strength: Comprehensive range of travel services, strong brand recognition, and competitive
pricing.
Weakness: Some users may experience issues with customer support or pricing transparency,
leading to dissatisfaction.
Opportunity: Growing demand for online travel services, especially in Tier-2/3 cities where
traditional travel agencies are less common.
Threat: Competition from other travel booking platforms like Yatra, Cleartrip, and new entrants
offering similar services.
Unique Value Proposition: MakeMyTrip offers a one-stop platform for all travel needs, with
competitive pricing, a wide range of options, and a user-friendly interface.
Competitors: Yatra, Cleartrip, Goibibo, Booking.com.
The primary goal is to Improve Customer Satisfaction by optimizing the Booking Experience,
enhancing Customer Support, and offering Rewards for Loyal Users.

1. Simplified Booking Process: Streamline the booking process with fewer steps, clearer pricing
information, and easy navigation, ensuring users can complete bookings quickly and without
confusion.
2. Enhanced Customer Support: Improve customer support by offering 24/7 live chat, faster
resolution of issues, and proactive communication about booking changes or cancellations.
3. Personalized Travel Recommendations: Use AI to offer personalized travel recommendations
based on users’ past bookings and preferences, improving the relevance of search results and
offers.
4. Rewards for Repeat Bookings: Strengthen the loyalty program by offering rewards such as
discounts, cashback, or free upgrades for users who frequently book on MakeMyTrip, encouraging
long-term satisfaction.
5. Transparent Pricing and Fee Breakdown: Ensure that all pricing and fees (e.g., taxes,
cancellation fees) are clearly displayed upfront during the booking process, reducing surprises and
improving transparency.
Simplified Booking (Reach: High, Impact: High, Confidence: High, Effort: Medium) – RICE Score:
60
Customer Support (Reach: Medium, Impact: High, Confidence: High, Effort: Medium) – RICE
Score: 55
Personalized Recommendations (Reach: Medium, Impact: Medium, Confidence: Medium, Effort:
158
Rewards Program (Reach: Medium, Impact: Medium, Confidence: High, Effort: Low) – RICE
Score: 50
Transparent Pricing (Reach: Medium, Impact: Medium, Confidence: High, Effort: Low) – RICE
Score: 50
Prioritize Simplified Booking, Enhanced Customer Support, and Transparent Pricing.
7. Trade-offs:
Simplifying the booking process may require updates to the user interface, but will reduce
confusion and improve the overall user experience.
Offering rewards for repeat bookings may reduce margins in the short term, but will encourage
loyalty and long-term satisfaction.
Enhancing customer support requires investment in technology and staff, but will lead to faster
issue resolution and higher customer satisfaction.
8. Success Metrics:
Customer Satisfaction Growth: Improve customer satisfaction scores (e.g., NPS, CSAT) by 20%
within 6 months through simplified booking and enhanced customer support.
rewards for repeat bookings and personalized travel offers.
Booking Completion Rate: Increase the booking completion rate by 15% through a more
streamlined, transparent booking process.
Support Resolution Time: Reduce the average time to resolve customer support issues by 20%
through improved communication and 24/7 live chat.
9. Summary:
Improving customer satisfaction for MakeMyTrip requires simplifying the booking process, enhancing
customer support, and offering rewards for loyal users. These strategies will reduce friction, build
trust, and encourage repeat bookings. Success will be measured through customer satisfaction
growth, booking completion rates, and loyalty program participation.
74. How would you increase user retention for an Indian fitness app like Cult.fit?
Solution:
What is the current retention rate, and what are the most common reasons for user churn (e.g.,
lack of motivation, expensive membership)?
What types of content (e.g., live classes, recorded workouts, diet plans) drive the most
engagement?
What feedback do users provide about the app’s usability, content variety, and pricing?
How does Cult.fit’s retention strategy compare to competitors like HealthifyMe or Fittr?
Are there any existing incentives or rewards for users who maintain long-term engagement with
the app?
159
Cult.fit is a leading Indian fitness app offering live and recorded workouts, diet plans, and wellness
programs. Increasing user retention requires providing personalized experiences, enhancing user
motivation, and rewarding users for long-term engagement.

Company Mission and Vision: Cult.fit’s mission is to make fitness a habit for every Indian. Its
vision is to be the go-to platform for all fitness and wellness needs in India.
What It Does: Cult.fit provides fitness classes (live and recorded), diet plans, mental wellness
programs, and more, all through its app.
Why It Does It: As more people adopt digital fitness solutions, Cult.fit aims to make it easier for
users to access high-quality fitness content and stay motivated.
How It Does It: Through its app, Cult.fit offers a variety of fitness programs, including yoga,
strength training, HIIT, and diet plans, catering to different fitness levels and preferences.
For Whom It Does: Cult.fit primarily serves urban and semi-urban users looking for an affordable,
flexible, and convenient way to stay fit and healthy.
SWOT Analysis:
Strength: Wide variety of fitness content, live classes, and holistic wellness offerings.
Weakness: Some users may find the membership prices high or may lose motivation over time,
leading to churn.
Opportunity: Increasing demand for digital fitness solutions, especially among younger, tech-
savvy users in Tier-2/3 cities.
Threat: Competition from other fitness apps like HealthifyMe, Fittr, and physical gyms
reopening post-pandemic.
Unique Value Proposition: Cult.fit offers a comprehensive fitness solution with live classes, diet
plans, mental wellness programs, and more, all in one app.
Competitors: HealthifyMe, Fittr, MyFitnessPal, Cure.fit.
The primary goal is to Increase User Retention by providing Personalized Experiences, enhancing
User Motivation, and offering Rewards for Long-Term Engagement.

1. Personalized Workout Plans: Use AI to offer personalized workout plans based on users’ fitness
levels, goals, and progress, ensuring that users stay engaged and see continuous results.
2. Gamification and Streaks: Introduce gamification elements like daily streaks, badges, and
leaderboards to keep users motivated and engaged in completing workouts consistently.
3. Incentives for Long-Term Users: Offer rewards such as discounts, free months of membership,
or exclusive content for users who maintain long-term engagement (e.g., completing a certain
number of workouts or months on the platform).
4. Community Building: Foster a sense of community by introducing group challenges, virtual
workout buddies, and social sharing features, encouraging users to stay connected and motivated.
5. Push Notifications for Motivation: Implement personalized push notifications that remind users
of their goals, celebrate their progress, and encourage them to complete their daily workouts.
160
Personalized Workout Plans (Reach: High, Impact: High, Confidence: High, Effort: Medium) –
RICE Score: 60
Gamification and Streaks (Reach: Medium, Impact: High, Confidence: High, Effort: Medium) –
RICE Score: 55
Incentives for Long-Term Users (Reach: Medium, Impact: High, Confidence: Medium, Effort:
Community Building (Reach: Medium, Impact: Medium, Confidence: High, Effort: Medium) – RICE
Score: 50
Score: 50
Prioritize Personalized Workout Plans, Gamification, and Incentives for Long-Term Users.
7. Trade-offs:
Personalizing workout plans will require investment in AI and data analytics, but will increase user
engagement by offering relevant content tailored to users’ fitness goals.
Gamifying the app may require ongoing development and updates, but will make the experience
more engaging and encourage users to maintain workout consistency.
Offering rewards for long-term engagement may reduce margins in the short term, but will foster
user loyalty and reduce churn.
8. Success Metrics:
Retention Rate Growth: Increase the retention rate by 25% within 6 months through personalized
workout plans and gamification features.
User Engagement: Improve daily and weekly active user engagement by 20% through incentives
for long-term users and community-building features.
Workout Completion Rate: Increase the workout completion rate by 15% through push
notifications and streak-based rewards.
Loyalty Program Participation: Track the growth of users participating in the loyalty program,
aiming for a 20% increase in long-term user retention.
9. Summary:
Increasing user retention for Cult.fit requires offering personalized workout plans, introducing
gamification elements, and providing incentives for long-term users. These strategies will enhance
user motivation, reduce churn, and encourage long-term engagement. Success will be measured
through retention rate growth, user engagement, and loyalty program participation.
75. How would you grow the number of paid subscribers for a news app like The
Hindu?
Solution:
What is the current percentage of free vs. paid users, and what are the most common reasons for
users not converting to paid subscriptions?
What types of content (e.g., political news, business news, editorials) drive the most engagement
among paid subscribers?
161
How does The Hindu’s pricing model and value proposition compare to competitors like The Times
of India, Mint, or Scroll?
What feedback do users provide about the value of the paid content compared to the free version?
Are there any existing incentives or offers in place to encourage users to subscribe?
The Hindu is a well-known Indian news platform offering both free and paid content. Growing the
number of paid subscribers requires demonstrating the value of premium content, offering
personalized pricing plans, and providing exclusive incentives for new subscribers.

Company Mission and Vision: The Hindu’s mission is to provide credible, in-depth journalism that
informs and educates readers. Its vision is to be India’s most trusted and reliable news source, with
a loyal base of paid subscribers.
What It Does: The Hindu provides news coverage, analysis, and editorials across categories like
politics, business, entertainment, and international affairs.
Why It Does It: As demand for credible journalism grows, The Hindu aims to offer high-quality, in-
depth reporting that readers can rely on, making a compelling case for paid subscriptions.
How It Does It: Through its app and website, The Hindu offers a mix of free and paid content, with
paid subscribers gaining access to premium articles, editorials, and exclusive features.
For Whom It Does: The Hindu primarily serves urban readers, professionals, and students seeking
credible news coverage and in-depth analysis.
SWOT Analysis:
Strength: Strong brand reputation, in-depth journalism, and high-quality reporting.
Weakness: Some users may be unwilling to pay for content when free alternatives are
available.
Opportunity: Growing demand for credible, reliable journalism in an era of misinformation,
especially among younger, educated readers.
Threat: Competition from free news platforms and other paid news outlets like The Times of
India and Mint.
Unique Value Proposition: The Hindu offers in-depth, reliable journalism with a focus on quality
reporting and analysis, making it a trusted news source for discerning readers.
Competitors: The Times of India, Mint, Scroll, Economic Times.
The primary goal is to Increase Paid Subscribers by demonstrating the Value of Premium Content,
offering Personalized Pricing Plans, and providing Exclusive Incentives for new subscribers.

1. Freemium Model with Limited Free Articles: Implement a freemium model where users can read
a limited number of free articles per month before needing to subscribe, encouraging them to pay
for unlimited access.
2. Personalized Subscription Plans: Offer flexible subscription plans, such as monthly, quarterly, or
annual options, as well as student or family discounts to cater to different audience segments.
3. Exclusive Content for Subscribers: Provide premium subscribers with exclusive content such as
in-depth reports, investigative journalism, or editorial opinions that are not available to free users.
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4. Trial Period and Discounts: Offer a 1-month free trial or discounted first-month subscription to allow
users to experience the value of the premium content before committing to a full subscription.
5. Push Notifications for Premium Articles: Send personalized push notifications highlighting premium
articles or exclusive content to non-paying users, showing them what they’re missing by not
subscribing.
Freemium Model (Reach: High, Impact: High, Confidence: High, Effort: Medium) – RICE Score:
60
Personalized Plans (Reach: Medium, Impact: High, Confidence: High, Effort: Medium) – RICE
Score: 55
Exclusive Content (Reach: Medium, Impact: Medium, Confidence: High, Effort: Medium) – RICE
Score: 50
Trial Period (Reach: Medium, Impact: Medium, Confidence: Medium, Effort: Low) – RICE Score:
50
Score: 50
Prioritize Freemium Model, Personalized Plans, and Exclusive Content.
7. Trade-offs:
Limiting free articles may frustrate some users, but will encourage them to subscribe once they hit
their article limit.
Offering a free trial may reduce immediate revenue but will increase the likelihood of users
subscribing after experiencing the value of premium content.
Creating exclusive content will require additional editorial resources, but will make the subscription
more valuable and attract discerning readers.
8. Success Metrics:
Paid Subscriber Growth: Increase the number of paid subscribers by 30% within 6 months
through the introduction of the freemium model and personalized subscription plans.
Trial Conversion Rate: Track the conversion rate from free trials to paid subscriptions, aiming for a
20% increase in conversions through exclusive content and discounts.
Content Engagement Growth: Improve engagement with premium content by 15% through push
notifications and personalized recommendations.
Loyalty Program Participation: Increase participation in loyalty programs by 25% through
rewards for long-term subscribers and premium content access.
9. Summary:
Growing paid subscriptions for The Hindu requires implementing a freemium model, offering
personalized pricing plans, and providing exclusive content for subscribers. These strategies will
increase the perceived value of premium content, encourage conversions from free to paid users, and
drive long-term engagement. Success will be measured through subscriber growth, trial conversion
rates, and content engagement.
76. How would you increase adoption of a UPI-based payment solution like Google
Pay in Tier-2/3 cities?
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Solution:
What is the current market penetration of Google Pay in Tier-2/3 cities, and what are the key
challenges?
How does Google Pay’s offering compare to other UPI payment solutions like PhonePe and Paytm
in these regions?
What feedback do users in Tier-2/3 cities provide about their experiences with UPI payments,
specifically around ease of use and trust?
Are there any partnerships or promotions in place with local merchants or government initiatives?
What are the common pain points preventing users from adopting UPI-based payments in these
cities (e.g., digital literacy, internet access)?
Google Pay is a leading UPI-based digital payment platform in India. Increasing adoption in Tier-2/3
cities requires focusing on building trust, simplifying the user experience, and collaborating with local
merchants and government initiatives to encourage adoption.

Company Mission and Vision: Google Pay’s mission is to make digital payments seamless,
accessible, and secure for all users. Its vision is to be India’s most trusted and widely used UPI-
based payment platform.
What It Does: Google Pay allows users to make payments, transfer money, and pay bills using UPI
through their smartphones.
Why It Does It: As India transitions toward a cashless economy, Google Pay aims to provide a
secure, easy-to-use platform that enables digital payments for users across urban and rural areas.
How It Does It: Through its app, Google Pay enables users to link their bank accounts and make
instant UPI payments, along with accessing various financial services like loans and cashback
rewards.
For Whom It Does: Google Pay primarily serves Indian consumers, small businesses, and local
merchants looking for a simple, secure way to manage payments.
SWOT Analysis:
Strength: Secure platform, strong brand recognition, and wide network of merchants
accepting Google Pay.
Weakness: Low digital literacy and smartphone penetration in Tier-2/3 cities may limit
adoption.
Opportunity: Increasing smartphone penetration and government initiatives to promote digital
payments in rural India.
Threat: Competition from other UPI-based solutions like PhonePe and Paytm, which have
established trust in rural areas.
Unique Value Proposition: Google Pay offers a secure and reliable platform for digital payments,
with features like UPI integration, cashback rewards, and easy bill payments.
Competitors: PhonePe, Paytm, BharatPe.
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The primary goal is to Increase Adoption of Google Pay in Tier-2/3 Cities by building Trust,
simplifying the User Experience, and leveraging Local Partnerships to encourage adoption.

1. Localized Digital Literacy Campaigns: Launch educational campaigns in local languages to teach
users how to set up and use Google Pay, explaining the benefits of UPI-based payments, security
features, and ease of use.
2. Incentives for First-Time Users: Offer cashback rewards, discounts, or bonuses for first-time
users in Tier-2/3 cities who complete their first UPI payment using Google Pay.
3. Partnerships with Local Merchants: Collaborate with local kirana stores, pharmacies, and small
businesses to promote Google Pay, offering incentives for both merchants and customers to adopt
digital payments.
4. Offline Payment Features: Introduce offline payment options through USSD or QR codes for
users with basic feature phones or limited internet access, ensuring they can use Google Pay
without a smartphone.
5. Collaborations with Government Initiatives: Partner with government programs like Digital India
or PMJDY to promote Google Pay as a secure digital payment option, offering benefits such as
subsidies or financial aid for new users.
Score: 60
First-Time User Incentives (Reach: Medium, Impact: High, Confidence: Medium, Effort: Low) –
RICE Score: 55
Offline Payment Features (Reach: Medium, Impact: Medium, Confidence: High, Effort: Medium) –
RICE Score: 50
Government Collaborations (Reach: Medium, Impact: Medium, Confidence: Medium, Effort: High)
– RICE Score: 50
Prioritize Digital Literacy Campaigns, First-Time User Incentives, and Local Merchant
Partnerships.
7. Trade-offs:
Investing in digital literacy campaigns will require outreach efforts, but will build long-term trust
and increase adoption in Tier-2/3 cities.
Offering incentives for first-time users may reduce margins in the short term, but will encourage
more users to try Google Pay and build brand loyalty.
Partnering with local merchants will take time, but will create a strong presence for Google Pay in
the community and drive user adoption.
8. Success Metrics:
User Growth: Increase the number of new users in Tier-2/3 cities by 30% within 6 months through
digital literacy campaigns and first-time user incentives.
Merchant Adoption: Grow the number of merchants accepting Google Pay by 25% in rural areas
through partnerships and incentives.
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Transaction Volume Growth: Increase the transaction volume from rural users by 20% through
local partnerships and government collaborations.
Cashback and Reward Utilization: Track the number of first-time users claiming cashback
rewards or incentives, aiming for a 20% increase in Tier-2/3 cities.
9. Summary:
Increasing adoption of Google Pay in Tier-2/3 cities requires launching localized digital literacy
campaigns, offering first-time user incentives, and partnering with local merchants and government
initiatives. These strategies will build trust, simplify the user experience, and drive adoption of UPI-
based payments in rural regions. Success will be measured through user growth, merchant adoption,
and transaction volume increases.
77. How would you improve the conversion rate for a SaaS product like Freshworks
in international markets?
Solution:
What is the current conversion rate (e.g., trial users to paid subscribers), and what are the most
common reasons for users not converting?
What feedback do users provide about the product’s pricing, features, and onboarding process?
How does Freshworks’ conversion rate compare to competitors like Zendesk, HubSpot, or
Salesforce?
Are there any existing incentives or trial offers to encourage users to convert to paid plans?
What types of customers (e.g., SMBs, enterprises) are most likely to convert, and what pain points
do they face during the trial period?
Freshworks is a B2B SaaS platform offering customer engagement, CRM, and support tools. Improving
the conversion rate requires optimizing the user onboarding experience, offering incentives for trial
users, and addressing pricing or feature concerns that may prevent users from upgrading to paid
plans.

Company Mission and Vision: Freshworks’ mission is to make it easy for businesses to engage
with their customers. Its vision is to be a global leader in customer engagement and CRM software,
offering simple yet powerful SaaS solutions.
What It Does: Freshworks provides a suite of cloud-based SaaS products for businesses,
including CRM, customer support, and IT service management tools.
Why It Does It: As businesses increasingly move towards digital transformation, Freshworks aims
to help companies manage customer relationships and support in a more streamlined and efficient
way.
How It Does It: Through its SaaS platform, Freshworks offers tools for businesses to manage
customer support, marketing, sales, and internal IT functions.
For Whom It Does: Freshworks primarily serves small to medium-sized businesses looking for
affordable, easy-to-use customer engagement solutions.
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SWOT Analysis:
Strength: Easy-to-use interface, affordable pricing, and comprehensive product suite.
Weakness: Some users may find feature limitations in lower-tier plans, leading to hesitation in
converting to paid plans.
Opportunity: Growing demand for cloud-based SaaS solutions globally, particularly among
SMBs.
Threat: Competition from established players like Zendesk, Salesforce, and HubSpot, which
may have more robust offerings for larger enterprises.
Unique Value Proposition: Freshworks offers an affordable, easy-to-use SaaS platform that
simplifies customer engagement and IT service management for businesses of all sizes.
Competitors: Zendesk, Salesforce, HubSpot, Zoho CRM.
The primary goal is to Improve the Conversion Rate by optimizing the User Onboarding Experience,
offering Incentives for Trial Users, and addressing Pricing or Feature Concerns.

1. Personalized Onboarding Process: Use in-app guidance, tutorials, and walkthroughs tailored to
each user’s needs, ensuring that trial users understand how to get the most value from the
product.
2. Incentives for Conversion: Offer discounts, extended trial periods, or bonus features for users
who convert to a paid plan during or immediately after their trial.
3. Feature Comparison and Upsell: Clearly highlight the additional features available in paid plans
compared to the free trial, emphasizing the value of upgrading for businesses that require more
advanced functionality.
4. Improved Pricing Transparency: Simplify the pricing structure, ensuring that potential customers
understand the costs and benefits of each plan, along with any hidden fees or limitations.
5. Post-Trial Follow-Up: Implement a follow-up process where sales or customer success teams
reach out to trial users who haven’t converted, offering personalized demos, case studies, or
additional support to address any concerns.
Personalized Onboarding (Reach: High, Impact: High, Confidence: High, Effort: Medium) – RICE
Score: 60
Conversion Incentives (Reach: Medium, Impact: High, Confidence: Medium, Effort: Low) – RICE
Score: 55
Feature Comparison (Reach: Medium, Impact: Medium, Confidence: High, Effort: Medium) – RICE
Score: 50
Pricing Transparency (Reach: Medium, Impact: Medium, Confidence: High, Effort: Medium) –
RICE Score: 50
Post-Trial Follow-Up (Reach: Medium, Impact: Medium, Confidence: High, Effort: Medium) – RICE
Score: 50
Prioritize Personalized Onboarding, Conversion Incentives, and Feature Comparison.
7. Trade-offs:
Personalizing the onboarding process will require development resources, but will reduce
confusion and increase the likelihood of trial users converting to paid plans.
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Offering incentives for conversion may reduce short-term revenue, but will encourage users to
upgrade and generate long-term value.
Highlighting feature comparisons may require additional content creation, but will help users
understand the benefits of upgrading to a paid plan.
8. Success Metrics:
Conversion Rate Growth: Increase the conversion rate from trial users to paid subscribers by
25% within 6 months through personalized onboarding and incentives.
Trial Completion Rate: Improve the trial completion rate by 20% through feature comparisons and
in-app guidance.
Customer Satisfaction Growth: Increase customer satisfaction (e.g., NPS, CSAT) among new
users by 15% through personalized onboarding and follow-up support.
Paid Plan Upgrades: Track the number of users upgrading to higher-tier paid plans, aiming for a
10% increase through clear pricing transparency and upsell opportunities.
9. Summary:
Improving the conversion rate for Freshworks in international markets requires personalizing the
onboarding process, offering incentives for trial users, and clearly highlighting the value of paid plans.
These strategies will encourage users to convert from free trials to paid subscriptions, increasing
overall customer acquisition and satisfaction. Success will be measured through conversion rate
growth, trial completion rates, and customer satisfaction.
78. How would you increase user engagement for a food delivery app like Swiggy?
Solution:
What is the current engagement rate (e.g., daily active users, order frequency), and what are the
main reasons for low engagement (e.g., pricing, app experience)?
What types of food or restaurants drive the most engagement and repeat orders?
What feedback do users provide about the app’s usability, delivery times, and pricing?
How does Swiggy’s engagement strategy compare to competitors like Zomato and Uber Eats?
Are there any rewards or loyalty programs currently in place to encourage repeat orders?
Swiggy is one of India’s leading food delivery apps, offering a wide variety of restaurants and cuisines.
Increasing user engagement requires offering personalized experiences, improving app usability, and
providing incentives for frequent orders.

Company Mission and Vision: Swiggy’s mission is to deliver the best food and convenience to
customers quickly and reliably. Its vision is to be India’s go-to platform for food delivery and
convenience services.
What It Does: Swiggy offers a platform where users can order food from local restaurants, track
deliveries, and explore various food options.
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Why It Does It: As food delivery becomes more popular, Swiggy aims to provide an easy and
convenient way for customers to enjoy meals from their favorite restaurants.
How It Does It: Through its app, Swiggy allows users to browse menus, place orders, and track
deliveries in real-time.
For Whom It Does: Swiggy primarily serves urban and semi-urban users looking for convenience,
variety, and quick delivery of food from local restaurants.
SWOT Analysis:
Strength: Wide variety of restaurants, reliable delivery network, and user-friendly app.
Weakness: Some users may find delivery fees or pricing too high, leading to lower
engagement.
Opportunity: Growing demand for food delivery, especially in Tier-2/3 cities where restaurant
choices may be limited.
Threat: Competition from Zomato, Dunzo, and Uber Eats, which offer similar services.
Unique Value Proposition: Swiggy offers a reliable and user-friendly platform for food delivery,
with a wide range of restaurants and cuisines to choose from.
Competitors: Zomato, Dunzo, Uber Eats, EatFit.
The primary goal is to Increase User Engagement by providing Personalized Experiences,
improving App Usability, and offering Incentives for frequent orders.

1. Personalized Restaurant and Cuisine Recommendations: Use AI to offer personalized
restaurant and food recommendations based on users’ order history and preferences, improving
relevance and increasing order frequency.
2. Gamification and Rewards: Introduce gamification elements such as badges, points, and rewards
for completing certain milestones (e.g., ordering from different cuisines, trying new restaurants) to
keep users engaged.
3. Loyalty Program: Expand the loyalty program (e.g., Swiggy Super) by offering discounts, free
deliveries, or exclusive access to certain restaurants for frequent users, encouraging them to order
more.
4. Improved Delivery Experience: Focus on reducing delivery times and providing real-time updates
to improve user satisfaction and engagement.
5. In-App Promotions and Limited-Time Offers: Offer limited-time discounts, exclusive deals, or
bundled meal offers, creating urgency and encouraging users to place more frequent orders.
RICE Score: 60
Gamification and Rewards (Reach: Medium, Impact: High, Confidence: Medium, Effort: Medium)
– RICE Score: 55
Loyalty Program (Reach: Medium, Impact: High, Confidence: High, Effort: Medium) – RICE Score:
55
Delivery Experience (Reach: Medium, Impact: Medium, Confidence: High, Effort: Medium) – RICE
Score: 50
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In-App Promotions (Reach: Medium, Impact: Medium, Confidence: High, Effort: Low) – RICE
Score: 50
Prioritize Personalized Recommendations, Gamification and Rewards, and Loyalty Program.
7. Trade-offs:
Personalizing recommendations requires investment in AI and data analytics, but will increase user
engagement by providing relevant content.
Gamifying the experience may require ongoing development, but will make the platform more
engaging and fun, encouraging frequent usage.
Offering a loyalty program may reduce short-term revenue, but will foster long-term engagement
and repeat orders.
8. Success Metrics:
Engagement Growth: Increase daily active users (DAUs) by 20% within 6 months through
personalized recommendations and gamification features.
Order Frequency Growth: Improve order frequency per user by 15% through loyalty rewards and
in-app promotions.
Loyalty Program Participation: Track the growth of users participating in the loyalty program,
aiming for a 25% increase in long-term engagement.
Customer Satisfaction: Improve customer satisfaction scores (e.g., NPS, CSAT) by 10% through
improved delivery experience and real-time updates.
9. Summary:
Increasing user engagement for Swiggy requires offering personalized restaurant and food
recommendations, introducing gamification elements, and expanding the loyalty program. These
strategies will encourage more frequent orders, improve user satisfaction, and foster long-term
engagement. Success will be measured through engagement growth, order frequency, and loyalty
program participation.
79. How would you increase the conversion rate for a D2C brand like Mamaearth’s
skincare line?
Solution:
What is the current conversion rate (e.g., visitors to customers), and what are the common reasons
for users not purchasing (e.g., pricing, product education, trust)?
What types of products (e.g., face creams, serums, hair care) drive the most engagement and
conversions?
What feedback do users provide about the website’s usability, product descriptions, and pricing?
How does Mamaearth’s product offering and pricing compare to competitors like Wow Skin
Science or Plum Goodness?
Are there any incentives or promotions currently in place to encourage users to make a purchase?
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Mamaearth is a popular Indian direct-to-consumer (D2C) brand known for its natural skincare and hair
care products. Increasing the conversion rate requires improving product education, offering
incentives, and simplifying the user experience to encourage more users to complete their purchases.

Company Mission and Vision: Mamaearth’s mission is to offer safe, natural, and toxin-free
products that cater to the health and wellness needs of consumers. Its vision is to become a
trusted, go-to brand for personal care products in India.
What It Does: Mamaearth provides a range of skincare, hair care, and baby care products made
from natural, toxin-free ingredients.
Why It Does It: As consumers become more conscious about the products they use, Mamaearth
aims to provide natural, safe alternatives to mainstream skincare products.
How It Does It: Through its website and e-commerce channels, Mamaearth offers a wide variety of
products, educating users about the benefits of natural ingredients and promoting toxin-free
skincare.
For Whom It Does: Mamaearth primarily serves health-conscious consumers looking for safe,
effective personal care products made from natural ingredients.
SWOT Analysis:
Strength: Natural, toxin-free products with a strong brand identity and growing customer
base.
Weakness: Some consumers may perceive the products as expensive, leading to lower
conversion rates.
Opportunity: Growing demand for natural and organic skincare products in India, particularly
among younger, urban consumers.
Threat: Competition from other natural skincare brands like Wow Skin Science, Plum
Goodness, and Forest Essentials.
Unique Value Proposition: Mamaearth offers toxin-free, natural skincare products made with safe
ingredients, positioning itself as a trusted brand for health-conscious consumers.
Competitors: Wow Skin Science, Plum Goodness, Forest Essentials, Juicy Chemistry.
The primary goal is to Increase Conversion Rates by improving Product Education, offering
Incentives, and simplifying the User Experience to encourage more users to complete their
purchases.

1. Improved Product Education: Use detailed product descriptions, ingredient explanations, and
customer testimonials to educate users about the benefits of Mamaearth’s products, reducing
hesitation to purchase.
2. Incentives for First-Time Buyers: Offer discounts, free samples, or gift vouchers for first-time
buyers to encourage them to try the products and build brand loyalty.
3. Simplified Checkout Process: Streamline the checkout process by reducing the number of steps,
offering guest checkout, and providing clear pricing and shipping information upfront to reduce
cart abandonment.
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4. Personalized Product Recommendations: Use AI to offer personalized product
recommendations based on users’ browsing and purchase history, making it easier for them to find
relevant products and complete their purchase.
5. Limited-Time Offers and Promotions: Run limited-time sales, bundle offers, or free shipping
promotions to create urgency and encourage users to make a purchase.
Product Education (Reach: High, Impact: High, Confidence: High, Effort: Medium) – RICE Score:
60
First-Time Buyer Incentives (Reach: Medium, Impact: High, Confidence: Medium, Effort: Low) –
RICE Score: 55
Simplified Checkout (Reach: Medium, Impact: Medium, Confidence: High, Effort: Medium) – RICE
Score: 50
Limited-Time Offers (Reach: Medium, Impact: Medium, Confidence: High, Effort: Low) – RICE
Score: 50
Prioritize Product Education, First-Time Buyer Incentives, and Simplified Checkout.
7. Trade-offs:
Educating users about the products will require additional content creation, but will build trust and
reduce hesitation to purchase.
Offering incentives for first-time buyers may reduce margins in the short term, but will help convert
new users and build long-term loyalty.
Simplifying the checkout process may require updates to the website, but will reduce cart
abandonment and improve the overall user experience.
8. Success Metrics:
Conversion Rate Growth: Increase the conversion rate by 25% within 6 months through improved
product education and first-time buyer incentives.
Cart Abandonment Rate Reduction: Reduce cart abandonment rates by 15% through a simplified
checkout process and limited-time offers.
First-Time Buyer Growth: Track the number of first-time buyers and aim for a 20% increase
through incentives and personalized recommendations.
Customer Satisfaction: Improve customer satisfaction (e.g., NPS, CSAT) by 10% through clear
product education and a seamless shopping experience.
9. Summary:
Increasing the conversion rate for Mamaearth’s skincare line requires improving product education,
offering incentives for first-time buyers, and simplifying the checkout process. These strategies will
build trust, reduce hesitation to purchase, and improve the overall user experience. Success will be
measured through conversion rate growth, cart abandonment reduction, and first-time buyer
increases.
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3. Describe Company & Product:

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building trust with potential clients.

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Competitors: Uber, Rapido, local rickshaw services.

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Tiered memberships could alienate users who prefer a free-to-use platform.

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