Pranav Kumar

About Pranav Kumar

I build and scale consumer financial services businesses — from identifying the right market opportunity to driving acquisition, retention, and revenue at scale. Currently at Tata Digital (Tata NEU), I lead growth and business strategy for 0-to-1 financial products across credit, insurance and investments. I own the growth/business charter — market sizing, distribution strategy, B2B partnerships, customer acquisition across organic and inorganic channels and P&L. I\'ve worked on lending, insurance and investments, built ground-up on a super-app, CM2 positive, with disciplined unit economics. Before Tata, I was Chief of Staff to the CEO at Freecharge (Axis Bank subsidiary) — where I ran P&L, AOP, and platform strategy, and led the business pivot from payments to lending fintech, building the merchant lending business in partnership with Axis Bank from scratch. Prior to that, 3 years at Deloitte consulting, advising financial services and consumer businesses on growth strategy, market entry, and GTM — working across clients like Google Pay, Goldman Sachs, and Bank of America. I bring together business instinct, analytical depth, and the ability to operate across strategy and execution — from boardroom to funnel metrics. Colleagues know me for being purpose-driven, direct, and someone who gets things done. MBA from IIM Shillong (Finance)| FRM Certified | B.Tech Computer Science, Delhi College of Engineering Outside work — geopolitics, cricket, and travel.

Experience

1. Associate Director - Financial Services

   Tata Digital

   Apr 2025 — Present

   Business Growth Ownership & Scale: Owned multi-vertical FS P&L end-to-end across lending and investments — Maintained CM2 positivity, flat CAC, and improved net revenue per application by 30%+ throughout scale-up.Customer Acquisition: Built and scaled multi-channel acquisition engines — leveraged Tata NEU\'s 100M+ user base, NeuPass loyalty member base, and high-intent commerce triggers to drive qualified FS customers at low CAC. Opened new B2B acquisition channels via partnerships with ecosystem players, ensuring a diversified and scalable top-of-funnel across lending and investments.Customer Lifecycle Management (CLM): Designed and owned end-to-end CLM framework spanning awareness → consideration → application → disbursal/investment → repayment → re-engagement. Reduced funnel drop-offs by 25%+ across stages through targeted nudges, journey personalisation, and contextual communication — driving measurable improvement in application completion rates.Retention & Loyalty Engine: Built retention programs integrating NeuPass loyalty rewards and cashback triggers into investments journeys — improving repeat engagement, increasing customer LTV, and embedding FS deeply into the broader Tata Neu ecosystem. Owned outbound channels with audience segmentation logic and A/B tested offer constructs to drive ROI-positive re-engagement.Cross-Sell & Distribution Strategy: Identified high-propensity customer segments using commerce behavioural and transactional signals and activated them through targeted cross-sell journeys. Designed FS product placement strategy within the Tata NEU super-app — using intent signals to surface the right product at the right moment.AI-Led Growth & Organic Acquisition: Pioneered AEO (Answer Engine Optimisation) strategy for FS products — structured content and metadata to improve discoverability via AI-powered answer engines (ChatGPT, Perplexity, Google AI Overviews). Drove measurable improvement in brand citation scores across LLMs.

Education

• Delhi College of Engineering

  B.Tech, Computer Science

  2012 — 2016

• Indian Institute of Management, Shillong

  Master of Business Administration - MBA, Strategy and Finance

  2017 — 2019

• Christ The King College

  10th

  2006 — 2009

• Abhinav Public School Pitampura

  12th, Science

  2009 — 2011