How B2B Ledger App Khatabook Combines Customer Education & Gamification to Fuel Growth

Retailers aren’t simply prioritizing digital investments to satisfy the wants of mobile-first prospects who’re cautious of bodily shops or just want the comfort of buying on-line. Small and medium-sized companies are additionally counting on cellular apps to optimize operations, streamline funds, and capitalize on the alternatives offered by an accelerated change.


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The shift is seismic in nations like India, which now counts extra Web customers in rural areas than city cities. In contrast to within the U.S., the place the steep decline within the variety of native outlets and malls, accelerated by the pandemic, has left a panorama of retail deserts, India’s retailers are bouncing again. They quantity some 60 million (many neighborhood outlets) they usually presently contribute 40% to the nation’s GDP – and that share is ready to develop as extra SMBs embrace fintech apps to enhance operations and advertising and marketing.

Little surprise that digital cost apps and different enterprise instruments that assist retailers join with prospects and conduct enterprise on-line have witnessed such super progress within the final months.

A primary instance is Khatabook, a B2B ledger app that helps SMBs monitor and handle transactions. It ranks amongst India’s fastest-growing fintech startups and presently counts greater than 10 million energetic customers throughout 13 native languages. As of February 2021, Khatabook has recorded $100+ billion in cumulative transaction worth by retailers.

Bridging the Enterprise Worlds with Related Communications 

The thought behind Khatabook is easy. Whereas an growing variety of SMBs are actually mobile-first in a lot of their enterprise operations, many nonetheless flip to conventional ledger books to do their accounting. Khatabook provides them a easy different. Customers can document all transactions and keep a digital document. They’ll additionally monitor enterprise transactions safely and securely, gather on-line funds, and ship periodic reminders to collectors by way of SMS and WhatsApp. Scheduling funds, sending detailed weekly or month-to-month studies, sharing cost hyperlinks and QR codes are among the app’s options.

It’s the playbook that has allowed Khatabook to lift $100 million in a Sequence C financing spherical. The corporate, now valued at near “$600 million” has additionally branched out into a collection of merchandise to assist SMBs digitize their bookkeeping and handle their bills and workers. These embody Pagarkhata, a workers and wage administration platform, and MyStore, which helps retailers take their enterprise on-line in simply 15 seconds.

Bridging the enterprise worlds, Khatabook caters to 2 predominant audiences: corporations accustomed to doing enterprise digitally and retailers simply getting began. “In each circumstances, related communications linked to localization is a key a part of what permits us to have interaction successfully and appropriately,” says Ved Prakash, Head of Advertising and Development at Khatabook.

Prakash, who not too long ago shared his guidelines for retention advertising and marketing for inclusion within the Rethink Fintech Playbook, emphasizes the significance of personalization and localization to gas progress. “We marry the person’s location with the language they select within the app,” he explains. Combining these information factors with different points of the person profile primarily based on the advert and the channel that transformed the shopper within the first place helps Khatabook form and adapt its segmentation technique.

How can an app keep prime of thoughts at a time when companies had been pressured to shut throughout lockdown? Khatabook met the problem head-on, delivering content material custom-made to buyer segments and the way they work together within the apps. The strategy, powered by personalised messages, has allowed Khatabook to improve click-to-conversion charges by 3% month-on-month.

Gamification, movies primarily based on the person’s particular enterprise class, and quizzes that entertain and educate customers have been instrumental in preserving customers energetic and constant, Prakash says. And there’s an extra benefit for the corporate and its prospects: shareability. Related recommendation and useful ideas journey quick. “It begins with a private reference to retailers, they usually turn out to be the connectors, introducing the app to others of their enterprise group.”

Harnessing Segmentation for a Private Contact 

Khatabook works with CleverTap to enhance segmentation and pinpoint the place and when customers both progress within the app or hit a useless finish. “Realizing the stage the place a person drops off or understanding how not too long ago and regularly a person section interacts with the apps permits us to speak in ways in which encourage person segments to return again or do extra,” Prakash says.

Insights into geolocation equip Khatabook to customise messaging earlier than customers select their most well-liked language. “If I do know I transformed a person by an advert in Hindi, for instance, then I will be assured that messaging them in Hindi is a match.” This enables Khatabook to customise communications from the get-go and transfer customers by onboarding shortly.

What’s extra, Prakash says, is that understanding that greater than 55% of all customers come from tier-two cities in India helps Khatabook prioritize future options and the place they’ll add actual worth. “Language inclusion and ease: these are the components that gas our progress.”

How Buyer Training Fuels Development

Good apps assist customers get stuff accomplished. Nice apps like Khatabook present them how, by harnessing buyer training and personalised messaging to offering steerage and instruction that creates worth for everybody. “Our purpose at Khatabook is end-to-end digitization and creating an MSME tech ecosystem,” says Manasi Shah, Head of Communications at Khatabook. It’s an bold purpose that Khatabook has achieved with the assistance of segmentation that permits the corporate to personalize campaigns and, extra importantly, buyer training.

Showing as a visitor on the Reimagine Development podcast sequence, Shah defined how the fast-growing app has skilled 40x progress since 2019. She additionally mentioned how customization in communication and training empowers customers, creating new alternatives for her firm to energy lifecycle campaigns and in the end encourage the usage of new app options.

Khatabook makes use of segmentation to “educate customers at a distinct level within the buyer lifecycle, about options that add worth at that particular level,” she says. “We leverage previous habits segmentation and dynamic segmentation to discover a related section for the marketing campaign.” Furthermore, Khatabook depends on CleverTap’s “highly effective segmentation engine to place customers into cohorts utilizing the mixture of occasions and person properties to outline segments.”

Serving to customers each step of the journey and making certain they perceive the app step-by-step is instrumental to driving use and constructing belief, Shah says. That is the place practical communication, useful recommendation, help and instruction delivered in the suitable context and the suitable language has improved CTRs by 3-4x, Shah says. “CleverTap’s dynamic segmentation is one thing we use extensively. So, it’s successfully improved the onboarding funnel for us.” Deeper within the funnel, “person analytics actually assist us interact with customers throughout completely different messaging channels, and that has helped [in] boosting the retention.”

A number of languages and multilingual buyer training are on the core of what has allowed Khatabook to develop its viewers, Shah says. Shifting ahead, range will stay on the core of the product and the corporate. “From an organizational perspective…if you wish to replicate the variety of the person base that you’re addressing, you your self should be very inclusive and various.”


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