Cross Sell Channel

Hyper Customized & Sharpen Target Audience is key to Success in Cross Sell

• Risk Scorecard instead of Policy Filters to increase offer coverage
• Propensity Model to improve effort to conversion ratio and hence reduce cost of acquisition
• Customer Profitability using Customer Lifetime Value Analysis to target only profitable customer to ensure credit cost is optimum
• Customer Segmentation for Right Product Pitch/Channel Use
• Customer Centric Approach rather than Product Specific approach : Use Next Best Product Model
• Income Imputation Model for defining Pre-Approved amount for customer
• Data Enrichment for further customization and sharpening different data models
• Right Channel selection including Right time to call customers
• Hyper Customized Sales pitch and Offers

Scope of Work : ABFL Cross Sell

Design, Deliver and Stabilize Pre-Approved Personal Loan Cross Sell to Existing ABFL customers

Monthly disbursement Target will be arrived based on the Current opportunity sizing, offer coverage, conversion and wallet share estimation. The wireframe will also capture the conversion from each channel of engagement including cost of acquisition

Model 1 : Risk Scorecard to qualify customers for campaign. This will also guide us to efficiently drive Risk based Pricing
Decision : We will use current policy rules to qualify customers. For Risk based Pricing, ABFL team will simulate Risk for Micro-Segment which will be used for Risk based Pricing.

Team Involved from ABFL : Credit/Risk/Data Science
Doptimizer Role : Consultancy and stitching it together
Timelines : ABFL team to confirm
Cost : Consultancy Charges only

Model 2 : Propensity Scorecard covering time/amount/IRR
Decision : Doptimizer will develop it and share the codes with ABFL team.

Team Involved from ABFL : Data Science to help get the data to build model
Doptimizer Role : Model Development
Timelines : 10 days
Cost : Rs 10 Lacs

Model 3 : Income Imputation Model with Risk Guardrails
Decision : Doptimizer will develop it and share the codes with ABFL team
Team Involved from ABFL : Data Science to help get the data to build model.

Doptimizer Role : Model Development
Timelines : 10 days
Cost : Rs 10 Lacs

Model 4 : Customer Segmentation and Wallet Share Analysis
Decision : ABFL team will develop this model. Doptimizer will co-own it.

Team Involved from ABFL : Data Science
Doptimizer Role : Co-own and consult in building the model
Timelines : ABFL team to confirm
Cost : Consultancy Charges only

Model 5 : Customer Level Profitability using Customer Lifetime Value Analysis
Model 6 : Next Best Product Grid
Model 7 : Channel Preference and Best time to Engagement Customer

Cost : Rs 10 lacs for first month. Rs 5 lacs each for 2nd and 3rd Month