Helping financial institutions evaluate Vahana Hub
Pitch material, walkthroughs and enterprise proposals.
- Market
- India
- My work in this market
- An API marketplace for banks and lenders
Project brief
An enterprise API platform has to make sense to business, technology and security stakeholders, each with different questions. Working with leadership, I helped reposition Vahana Hub from an API marketplace to the layer that manages every API provider an institution buys from. I carried that story into walkthroughs, RFP responses and proposals, so each institution could see where the platform fits and what an engagement would involve.
My role
I contributed product knowledge, customer research, pitch material, walkthroughs and technical and commercial proposals. Leadership set the direction and sales owned each opportunity; I worked with both.
- 15+
- banks, lenders, insurers and fund houses I prepared proposals or pitch material for
- ~50
- client and partner walkthroughs
- ~INR 2.5-3 Cr
- ARR contributed
Key decisions
- 01
Start with the buyer’s situation
An institution that already runs an API gateway asks different questions from one that does not. I prepared a separate pitch for each and kept them apart, so buyers heard answers to their own objections.
- 02
Build the walkthrough around the evaluation
Walkthroughs used to be full product tours. I opened each one on the buyer’s priority question and showed two or three product areas, chosen by the type of institution, with deeper material ready for technical follow-up.
- 03
Promise only what can be deployed
For an on-premise proposal I left roadmap features out of the scope, so every line was something we could install and support.
Outcome
Prepared proposals, RFP responses and pitch material for 15+ banks, lenders, insurers and fund houses and ran about 50 client and partner walkthroughs, contributing to 4 deal wins and about INR 2.5-3 Cr in annual recurring revenue. Sales owned the close.
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