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Episode 18

In the 18th episode of The State of Retention Marketing podcast, Ankur Gattani, VP - Growth & Marketing, WebEngage, & Nikhil Khaitan, former AVP - Growth, OYO explore OYO's 30-Day ROAS plan, innovative use cases, user segmentation, and the challenges of managing a diverse inventory of properties.

46 mins | July 13, 2023

About the episode

In the 18th episode of The State of Retention Marketing podcast, Ankur Gattani, VP – Growth & Marketing, WebEngage, discusses OYO’s retention strategies and growth tactics with Nikhil Khaitan, former AVP – Growth, OYO. They explore OYO’s 30-Day ROAS plan, innovative use cases, user segmentation, and the challenges of managing a diverse inventory of properties. They also dive into the importance of user engagement during a guest’s stay and balancing payment flexibility with fraud prevention measures.

Navigate through the chapters

01:36

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Nikhil's Noteworthy Achievements at OYO Throughout the Years

03:39

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Three Significant Transformations at OYO

05:26

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OYO's Break-Even Strategy for Customer Acquisition

07:38

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OYO's Supply Network Dominance: Growth Beyond Acquisition

09:04

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Holistic Talent: OYO's Emphasis on Business-Savvy Hires

11:30

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Growth & Marketing People Play at OYO

14:14

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OYO’s Growth Team Structure & KRA’s

16:36

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Navigating App Adoption: OYO's Journey to App and User Behavior

18:28

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Unlocking New Experiences: OYO's Innovative Use Cases and Supply

20:05

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Targeted Triggers: OYO's Data-Driven User Engagement Strategies

22:05

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OYO's Automated Triggers and Notification Frequency

23:24

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User Segmentation and Personalized Use Cases

25:12

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Balanced Messaging and Effective Communication

27:48

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Strategic Planning for City-Level Feeder Data

29:00

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Predictive Behavior and Addressing Churn

31:15

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Unlocking Market Share: Focus on Wallet Share and User Preferences

31:56

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Optimizing User Funnel: Payment Flexibility and Conversion Rates

36:09

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Segmented App Experience: Personalizing for Coupon-Seeking Users

39:17

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Balancing Build vs. Buy in Marketing Automation

40:34

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Exploring Opportunities in the Post-Stay Journey

42:00

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What Inspires Nikhil & His Journey Forward

About the speaker

Nikhil Khaitan

Ex-AVP - Growth at OYO

Nikhil is a seasoned business leader in the consumer technology space with over 9 years of experience. He has a proven track record in leading and scaling revenue and marketing functions, emphasizing leveraging data and consumer insights. Nikhil has held key roles at renowned startups, including OYO and Housing.com, where he has managed growth marketing, revenue generation, operations, strategic initiatives, and the launch of new geographies successfully. With his multifaceted expertise, Nikhil brings a wealth of knowledge and a results-driven approach to driving business success in the dynamic consumer technology industry.

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