• Developed client facilitation and investor management framework to introduce and manage experience centric standardized journey from initiation of licensing application till operationalization of investors in technology zones.• Facilitated and coordinated with local and international technology and infrastructure development investors from both public and private sectors for licensing applications under STZA Licensing regime.• Devised an investment funnelling strategy to target and attract technology sector public and private sector investments from leading technology destinations.• Introduced project management framework driven through technology enabled decision support systems for managing strategic projects and ongoing operations of STZA.• Developed high-level project plans for initiation of multiple strategic projects including establishment of STZA One-Window, National Rollout of technology zones in all provinces and development of STZA regulatory framework.• Introduced information consolidation and dissemination mechanism for visibility of multiple stakeholders including leadership team and prime minister’s office.• Contributed towards drafting of STZA Act 2021, STZA (Qualification & Approval) Rules 2021 and licensing application guidelines through benchmarking of investment friendly regulatory regimes in the region and leading technology nations.

• Led the migration project of OLX Pakistan after merger of OLX Group’s MENA region operations with EMPG from core product and technology platform, IT, data and BI stack and digital assets handover perspective.• Closely worked with technology team of EMPG (Sector Labs) based in Romania for development of new technology stack to ensure identical user experience on new product platform with smooth migration and minimal loss of userbase.• Developed the business case and pilot project plan to launch e-commerce business by leveraging the traffic of classified platform in mobiles and electronics verticals of OLX Pakistan with personas relevant for shoppers of new products.• Set up new Business Intelligence and Analytics unit with the goal to ultimately centralize data, business reporting and analytics operation for entire region in Pakistan.• Negotiated new contracts of OLX Pakistan and a few other EMPG ventures for IT solutions including Gmail, migration of cloud data, Tableau, Zendesk, text and voice based messaging services, saving ~70k USD in costs during a year.

• Defined KPIs and channel focus through a gamified evaluation framework to incentivise top performers incrementally, ensuring effective utilization of sales bandwidth and minimize cannibalization of revenue across channels.• Launched vertical specific monetization products and bundles after rebranding and migration to modern technology stack in 2019, resulting in user growth leading to monetization, increasing offline sales revenue baseline by ~50%.• Developed a supply and demand model for paid features to maintain balance between monetization and platform growth.• Established a pricing mechanism based on cost per lead model by benchmarking value of monetization features set against the actual success for the clients from platform.• Introduced a training framework to pivot conventional business development people into technical sales resources, doubling productivity of sales channels and ensuring market penetration objectives with a lean organizational structure.• Conduced business development activities in key areas of major cities in Real Estate and Automobiles sector with an objective to acquire business users for growth of platform leading to revenue for the business.

• Scaled up monetization in Pakistan by setting up online sales function, sales operations and account management structures to educate, enable and empower businesses on platform, growing revenue baseline by ~35% QoQ while sustaining resource productivity levels.• Developed a client onboarding and education program to enable and empower business users to ensure success on platform with better customer experience, improving retention rate by ~30% YoY.• Established account management operational framework to optimize available bandwidth for consumption reminders and expiry intimations.• Introduced incubation process for potential clients to enhance sales pipeline and to reduce closing time of leads in core verticals.• Migrated paying user base smoothly to new platform and launched limits to scale up monetization at the minimal expense of growth.

• Developed decision support system to define business development focus based on potential, activity and success in major cities.• Set up telesales team to increase interactions with power users and launch sales in non-core categories resulting in higher adoption of paid features.• Improved leads scoring mechanism to prioritize prospects from business users leading to higher conversion rate.• Introduced collaboration model between telesales and offline sales units to share revenue based on effort-based mechanism.

Obortunity is a premiere strategy & management consulting firm, and an innovation collaboration platform based on Triple Helix Model of Innovation, providing relevant knowledge, tools and media to its clients and partners through an extensive network of national and international experts, along with strong expertise in operations, analytics, strategic communications, partnership development and project management. Our model focuses on connecting top professionals with the best knowledge in the market through our exclusive networks and collectively solve problems at national, sub-national, organisational and individual levels. Our clients and partners include international financial institutions, national and international government agencies, private sector, development agencies, civil society organisations, chambers of commerces, think tanks and media agencies.

• Benchmarked business parameters to develop discounting policy for corporate voice and internet business acquisition, ensuring segment profitability and reducing time to market by ~40%.• Developed post contract evaluation framework for newly acquired business to evaluate compliance against contractual commitments.• Introduced target setting guidelines for regions to ensure productive utilization of sales force, increasing revenue by ~15% QoQ.• Rationalized KPIs for corporate sales and service team to align individual targets with core business objectives.• Revamped commission model for front end staff to incentivize high performers incrementally while keeping cost of business in control.• Introduced commission structure for managerial, servicing & technical support staff to ensure focus on customer retention.• Analysed sales health by introducing quality of sale indicator to tackle churn proactively in corporate business segment.

• Benchmarked KPIs and implemented a 360° performance evaluation system for customer service team to optimize utilization and enhance productivity by ~30% at agent level.• Optimized dispute management process to reduce resolution time and improved customer satisfaction by ~25% QoQ.• Implemented incentive structure based on productive utilization and quality assurance for various teams to ensure sustainable performance for managing business growth.• Revamped vendor classification methodology by using KPIs related to business performance, operational efficiency and buyer experience.• Implemented assortment turnover process to ensure sustainable assortment growth MoM across all categories.• Streamlined category management process by developing data centric category classification structure based on business volume and operational performance.• Established communication channels between different functions to increase efficiency and align efforts of each function around core business goals.

• Organized validation process of transactions improving turnaround time by ~60% to reduce cancellations and rejections.• Introduced SLAs for all type of outbound calls to reduce call volume and increase success rate by ~25%.• Implemented closed feedback loop by introducing NPS and cancellation calls to customers with core objective to improve repurchase rate, NPS, customer satisfaction and customer effort score.• Developed customer and vendor kickout systems to ensure hassle free transactions and smooth customer experience on the platform for all customers.

• Implemented standard reporting structure for all business functions across 7 countries to support data driven strategic decision making.• Identified need and subsequently developed VBA based automation to highlight key issues in newly uploaded content by sellers effectively reducing workload of content management team by ~20%.• Performed periodic analyses on assortment evolution, seller’s performance, customer satisfaction and operational efficiency to evaluate KPIs against targets.• Analysed trends and performance of digital marketing channels across all platforms for traffic and conversion to identify opportunities available in the marketing funnel.• Developed a sourcing recommendation engine based on keyword search trends and traffic data to align the efforts of acquisition team with market and seasonal trends.• Worked closely with global data team to ensure availability of operations critical data in BI stack to timely entertain ad hoc data requests from the region.

• Developed decision support systems for inventory management in more than 30 outlets helping retail operations to achieve sales targets.• Automated induction, replenishment and transfer plans by developing VBA scripts with logics based on sales trends, outlet capacity and stock availability.• Performed periodic analyses on sales performance and buying trends of targeted customers for business forecasting and sales target planning.

• Organized business and market data to devise a system for the division of products into power, traffic, essential and opportunistic categories for nationwide future assortment strategy formulation.• Estimated the impact of merchandizing plan change on articles allocation among categories in the existing assortment and merchandizing plan.• Analysed macroeconomic indicators and retail industry trends of the country for strategic target planning 2013 for assessment of business environment and market situation in perspective of forecasting profitability and sustainability of the business for next 3 years.

• Analysed sales & marketing strategy of Alokozay for general and modern trade and performed SWOT analysis of Alokozay and its competitors in tea market.• Conducted market research on shelf share of Alokozay to develop a nationwide marketing campaign based on pricing and assortment.