Experian growth hacking
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This document provides an overview of Experian's credit reporting ecosystem and a proposed 30-60-90 day plan for a new sales representative. It discusses key aspects of credit reports like scores, personal details, account details, and inquiry sections. It highlights benefits like improved onboarding efficiency, correct decision making, and better customer experience. The personal pitch section outlines the representative's relevant experience and skills. The proposed plan involves grasping organizational culture in the first 30 days, executing strategy and building funnels in days 30-60, and further developing processes from days 60-90.
Experian growth hacking
- 1. Experian -Aspects of credit report -Why Brands need to embed -Personal Pitch -30-60-90 day Plan A Presentation by Naveen Sarpal - June 07, 2021
- 3. Aspect of Credit report - Benefits Improve Onboarding Efficiency Additional Information – Identity Verification Score & Summary Section • An objective way of knowing client credit worthiness • Bird’s eye view of current Liabilities at a point in time Personal Details section • Additional details like Telephone, other addresses, Identifiers like PAN, Adhaar, DL, Voter ID • Skip tracing if required for collections • Verify his given address with the one ( in addition to Regulator approved sources )
- 4. Aspect of Credit report - Benefits Correct Decision Making Account details • Credit classification Differentiate between Secured & Unsecured loans • Credit utility matrix- Know the financial discipline with financial behavior over time • Assess the riskiness - derive the exposure Limits that business plans to undertake and determine risk exposure • Optimal Pricing decisions • Cost of acquisition channels : Online/ Offline/ Retail • Reseller capacity- industry specific- credit line offerings • Differential ROI - Risk Appetite derived for High Risk v/s Low risk • Simultaneous offerings – Tenure – Combo offers : HL + PL
- 5. Changes in the Report and Deepen Wallet share Better Customer Experience • Frictionless the customer on boarding • Avoid disputes with prior consents • Build client loyalties Enquiry section • Receive alerts on an ongoing basis with regular report subscription • New Account Additions /closures can enable change in your client strategy Aspect of Credit report - Benefits
- 6. Personal Pitch – Bringing on the Table Bureau Business Dynamics • Understanding of Bureau Business/ report Analysis • Quick Learning- Integration back ward • Understanding of practical (focal) aspects impacting report creation Networking • Ability to establish CXO connects • Account Management Techniques • Solution /Consultative selling • Influencing People • Powerful Communication Past Experience • Vast B2B hunting – Farming experience • Handy Industry exposure- within BFSI, Consumer Durables • Well Versed at B2B2C/ B2B/B2C space • Collaborative skills
- 7. • Know the Organization DNA Culture-Rhythms • Product overview departmentally • Connect with Cross Functional Peers/Internal Stakeholders • Understanding their role-Alignment- how we cross paths? • Organizational structures, technologies, and processes. First 30 days 30 Grasp . • Review the territory • Know the Streams of business- Know our Team • Know Last Year Revenue • This year’s WIP/Realised • Client wise- Product /Penetration • Revenue pipeline 30-180 days • Introductory meetings at Larger Clients - 80:20 principle • Account wise mapping 30- 60 days 60 Execute .. • Build Team Trust • Enterprise Strategy • Hits and Misses • Active Participation-client calls • Conclude conferences-Events- seminar/webinar • Build sales Funnels 60 - 90 days 90 Process … Universe : Client-People-Industry-Product-Process Thanks