Pre-GTM

Problem & the context

OKR for Holi (March 03–04) is to hit ₹180 crore in GMV with an AOV of ₹520 and 3 ordering occasions per user across the day. With current campaigns, you've forecasted ₹145 crore and a ₹35 crore gap to close.

Key Features:

Pre Holi
- Gulaal, Water balloons, White Tshirts/kurtas, water guns, coconut or sarso oil, anti color skin and hair protectors

Post Holi
- color removers, detergents, Juices and mixers

Holi Parties

- Gujiyas, Thandai, snacks, cold beverages

Define the goal

1. Generate ₹180 crore in GMV while keeping the AOV at ₹520 while covering ₹35 crore gap with current GMV at ₹145 crore

List down all the input levers to that goal.

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The users

Channel and distribution documents

Step 8: Cross functional alignment

Touchpoint 1 — Pre-launch alignment meeting (March 1)

• Who: Marketing, Ops, Product, Design, Finance
• What: Walk everyone through the GTM plan, confirm owners, confirm dates
• Output: Everyone leaves knowing exactly what they own and by when

Touchpoint 2 — Launch day check-in (March 04, 11AM)

• Who: Marketing + Ops only
• What: Is GMV on track by 10AM? Are SKUs in stock? Do we need to push harder?
• Output: Go/adjust decision on afternoon campaigns

Project Plan

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During-GTM

Milestones

Milestones to Track

- GMV at 10 AM on March 04

- AOV should be Rs 500+ at 10 AM on March 04

- Orders per user should be 1.8 + at 2 PM on March 04

- Holi Bundle kits sold at 12 PM on March 04

- Post Holi cleanup orders at 2 to 3 PM on March 04 and March 05

Post-GTM

1. Validate 3 hypotheses:

• • - Did 3-occasion behavior hold? (morning → restack → evening)
  • - Did the bundle lift AOV to ₹520?
  • - Did post-Holi cleanup add ₹15cr+?

1. De-brief document to share with stakeholders

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