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Company Description
Revivo is a two sided e-commerce platform that provides high quality, affordable spare parts, accessories, repair tools and refurbished parts. To achieve this, Revivo partners with reputable vendors in the main capital city to sell their spare parts on the Revivo website giving them a chance to reach more technicians from the rural and peri urban locations. However, it needed to implement effective customer retention strategies to ensure sustained engagement and loyalty among technicians in rural and peri-urban locations in Kenya.
The Problem
With the advancement in internet penetration in Africa and Kenya in particular, more and more users are purchasing smartphones to remain connected, bank and purchase products online. These devices get spoilt at some point and customers have to seek technicians to do the repairs. Most of these technicians and customers come from peri-urban locations with no easily accessible spare parts vendors where they can conveniently buy the repair equipments and particular spare parts.
My three deliverables for this project were:
- Increase technician acquisition rate
- Increase monthly average order value
- Customer Retention
PMM Strategies Used in Project
- Customer Retention Strategies
- Positioning / Messaging
- Value Proposition Testing
- GTM Planning and Execution
- Sales enablement
- Competitive Intel
- Customer Journey Mapping
- Market and Customer Research
- Content mapping
- Win/loss analysis
- Referral Campaign Planning and Execution
Outcomes
- Increased the average order value by 20% within the first three months
- Reactivated 30% of inactive technicians and customers
- Increased number of orders placed on the e-commerce site
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