Product Case Study

Retailer & Business KPI Visibility for Distributors

Started as a business-led initiative to give distributors visibility into the KPIs of the retailers and sub-distributors under them, since they had no way to track or push performance. I built downloadable KPI and status visibility, including flagging which retailers had gone inactive. Roughly 55-58K retailers (₹200 Cr in business) had gone dormant with no way for distributors to see it. Modeled to retain ~40% of at-risk retailers (~₹80 Cr in business) by closing the visibility gap.

From a PM's Desk

Who it's for: Distributors managing retailers and sub-distributors beneath them — an internal B2B2B user with no visibility into who under them was going dormant.
Approach: This was a visibility problem before it was a retention problem — you can't act on churn you can't see. Ship the dashboard and the dormancy flag first; let distributors self-serve the save motion rather than centralizing it.
Metric I'd chase: North star: at-risk business retained (modeled ~₹80 Cr of ~₹200 Cr). Dormancy-flag click-through is the leading indicator that visibility is converting into action, not just being viewed.
Status: Shipped.