Direct sales channel
Briefing
Creating new ways of increasing POS activation rate.
Challenge
Information
Client
NDA (Acquiring POS)
Contribuitions
Persona building, discovery process and business design
Period
8 weeks
Process
Persona building
By understanding who the individuals were within the sales partnership ecosystem, I realized that there was an additional layer between the company and the end customer.
It was necessary to start building the persona to comprehend the potential that these intermediaries would have.
Multidisciplinary Workshop
After presenting the Persona to the board, it was time to gather some of the most important stakeholders to define a business plan, as well as identify the incentives offered to the persona.
For this purpose 15 individuals from the product, design, engineering, and acquisition channels teams, ranging from internship positions to the board were brought together for a 3-day immersion in the problem, employing three different methodologies: Customer Profile + Value Map, Value Proposition Canvas, and Business Model Canvas.
Results
Through the process, it was determined that the solution would be a new (for the company) Direct Sales channel with a focus on democratization and financial inclusion for interested on and recruited individuals. In addition to a fully online training and support to start a career, there was also gamification of progress in training and sales goals.
For the company, the financial return would come from increased machine activation, resulting in an increase in TPV (Total Processed Volume). It would also ensure sales targets in direct sales, reduce stagnant inventory, establish new agreements with manufacturers and increase money circulating in the digital bank associated with the company.
Lessons learned
Involving individuals from different positions provided a richness of knowledge exchanged and ideas regarding the social benefits offered by the program.
Having a competitive deadline for solution delivery and adopting a guerrilla format contributed to engagement, especially among higher-ranking positions.
Since the participants didn’t have a ready-made solution in mind, it was possible to extract the most from Design Thinking process.