Strategy & Problem Statement Questions, that can be asked
during presentation
● Q1: Why are you focusing on "Wealth Visualization" instead of just educating them
about the risk of death?
○ A: Because Gen Z suffers from the "Invincibility Fallacy"—they don't believe they will
die young. They view insurance as a "waste of money". Our research shows their
primary concern is ROI. The "Wealth Visualizer" directly addresses this by
mathematically proving that Term Insurance + SIP creates more wealth than
traditional endowment plans. We're shifting the narrative from "fear of death" to "fear
of missing out on wealth."
● Q2: Why aren't you proposing a fully automated, chatbot-based sales journey for
Gen Z?
○ A: Because founders Pawan and Shrehith have explicitly stated that insurance is an
emotional, complex product that requires human empathy, which chatbots cannot
provide. Our strategy respects Ditto's core philosophy of advisory-first, human-led
interaction. Instead of replacing advisors, our "Ditto Co-Pilot" tool empowers them to
be more efficient and accurate.
Innovation & Execution Questions (The Tough Ones)
● Q3: Your "Digital Footprint Audit" is innovative, but is it technically and legally
feasible? How will you scan private social media?
○ A: This will be a consent-based, user-initiated process. We won't be "hacking"
accounts. We will use official APIs where available, and where not, we will guide the
user to manually download their data archive (like from Instagram) and upload it to
our secure system for analysis. The goal is not to be a spy, but a partner. We are
showing them what an insurer's investigator would find, so they can declare it
honestly now and avoid rejection later.
● Q4: The "Rejected? We Fight For You" campaign is bold. How will you handle the
operational load of auditing claims from other companies for free with only ₹1.5
Lakhs?
○ A: This is a marketing investment, not an operational cost. The ₹1.5 Lakh budget is
for a pilot to handle an initial set of cases, potentially by partnering with external
claim experts on a case-by-case basis. The return on investment is the massive viral
trust and brand equity we build. Helping one person recover their parents' stuck
money is more powerful than any ad campaign. It proves Ditto is the ultimate
customer advocate.
● Q5: How does the "Gamified Waitlist" actually reduce drop-offs? Won't it just
annoy them?
○ A: The current 2-3 day wait is a dead period where engagement is zero, leading to
drop-offs. Our gamified quiz transforms this "waiting" into "onboarding." By offering
a tangible reward like "Priority Access" for completing the quiz, we give them a
reason to engage right now. It also provides the advisor with crucial data before the
call, making the actual interaction faster and more personalized.
Impact & Metrics Questions
● Q6: Why is "Advisor Handling Time (AHT)" a key metric? How does reducing it help
sales?
○ A: A high AHT (45-60 mins) means advisors can handle fewer customers per day,
which is a major bottleneck for scaling. By using tools like the "Wealth Visualizer" and
"Risk-O-Meter," we can explain complex concepts faster and more clearly, reducing
the call time to 35 minutes. This directly increases Ditto's capacity to handle more
leads without needing to hire exponentially more advisors.
● Q7: You're targeting a 45% referral rate. Isn't that too optimistic?
○ A: Our current referral rate is already strong due to word-of-mouth. We believe the
"Claim Saviour" campaign will be a game-changer. When people see Ditto fighting
for non-customers, it creates a level of emotional trust that naturally leads to
high-quality referrals. It moves the relationship from transactional to advocacy.
Business & Strategy Questions
● Q8: You mentioned Ditto's customer base is 75% male. Your "Ditto for Her"
strategy targets the remaining 25%. Is this a large enough market to justify a
dedicated vertical?
○ A: Absolutely. While it's currently only 25%, it represents a massive untapped
whitespace. Gen Z women are increasingly financially independent, yet
financial products are still often designed with a male-default perspective. By
addressing specific concerns like maternity cover waiting periods and the need
for independent financial security, we are not just trying to grow a small
segment, we are aiming to unlock a completely new and rapidly growing market
that competitors are ignoring.
● Q9: Your strategy relies heavily on building trust. How do you ensure this trust
isn't broken if a claim is eventually rejected for a valid reason?
○ A: That's the core purpose of our "Digital Footprint Audit" and "Ditto Co-Pilot."
By being radically honest before the purchase and helping customers declare
every possible risk factor (like vaping or minor medical history), we drastically
reduce the chances of a claim being rejected for non-disclosure. Our promise
isn't that every claim will be paid, but that we will do everything possible to
ensure the policy is sold correctly so that valid claims are never rejected due to
a technicality.
● Q10: How is your "Wealth Visualizer" different from the benefit illustrations other
insurers provide?
○ A: Most insurer illustrations are static PDFs that are hard to understand. Our
"Wealth Visualizer" is an interactive, co-browsing tool. The advisor and
customer can manipulate the graphs in real-time—changing contribution
amounts, investment horizons, and assumed returns. This interactivity makes
the comparison between a low-return endowment plan and a high-growth
Term + SIP strategy personal, tangible, and undeniable. It turns a sales pitch
into a collaborative financial planning session.
● Q11: What is the biggest risk to your proposed plan, and how will you mitigate it?
○ A: The biggest risk is the operational strain from the "Claim Saviour" campaign
if the volume of requests is overwhelming. We mitigate this by running it as a
pilot with a capped budget and by using it primarily as a marketing tool to build
a repository of "success stories." We will be transparent about our capacity and
prioritise cases that can have the biggest public impact, while still offering
basic guidance to everyone who reaches out.
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