The challenge
A solo online course creator selling Rs 7,800 self-paced programmes was running launch-driven sales — every quarterly launch, half the cart traffic abandoned at checkout. There was no recovery flow. Pre-launch waitlists were collected on a Google Form and emailed once. Post-purchase, buyers got the course access and that was it — no upsell, no community pull, no LTV expansion.
How we deployed
- Built a cart-abandonment sequence triggered 30 mins, 24 hours and 72 hours after Razorpay checkout drop-off.
- Stood up a waitlist signup with a pre-launch 14-day nurture — 5 emails, 3 WhatsApp pulses, one founder voice note.
- Triggered a launch-day discount window for waitlisted buyers only, with countdown urgency.
- Built a 90-day post-purchase ladder — week 2 implementation prompt, week 6 advanced module pitch, week 12 group-coaching upsell.
- Auto-segmented buyers by completion rate so high-progress students got the most relevant upsell.
What changed
- Rs 62 lakh recovered from cart abandonment over 6 months at 18% recovery rate.
- Course-buyer LTV lifted 2.1x as 23% bought a Rs 24k advanced module.
- Waitlist-to-buyer conversion stabilised at 41% on launch day.
- Quarterly launch revenue moved from Rs 38 lakh to Rs 1.4 crore.
- Course completion rate lifted 28 percentage points thanks to implementation nudges.
"I was leaving most of the money on the table. The course was fine — the eight steps after the buy button were missing. We added them and revenue tripled without a single new student needing to walk in cold."
— Course Creator · Online