Paytm Money: Building a Scalable Subscription System
Turned a collections problem into a reusable platform for pricing, renewal, and monetization.
- Subscription Products
- Monetization
- Retention
- Platform Strategy
Mahendra B
Senior Product Manager at ARIS
From their time as
Product Manager
Paytm • 2021 - 2024
Overview
Mahendra built Paytm Money's subscription system from scratch, replacing a ledger-charge model with clear user and payment flows. The work doubled subscription revenue within a year and improved retention by 12%.
The Story
Mahendra joined the subscription team when the equities product was still young. Trial users could receive ledger charges without a clear subscription experience, creating debtors and limiting revenue conversion.
He first mapped the customer journey across trial, payment, renewal, grace periods, and reactivation. He reframed the work as a platform charter, rather than a narrow recovery fix.
He secured management support by linking the architecture to the company's revenue priorities. The resulting system supported configurable plans, trial periods, grace periods, and differential benefits.
Mahendra then ran experiments across monthly, quarterly, and annual plans for trader and investor cohorts. He worked with growth on reactivation metrics, built retention dashboards with SQL, and improved communication around renewal and lost benefits.
The system later supported monetization conversations across mutual funds, futures and options, and MTF. It doubled equities subscription revenue within a year and improved subscription retention by 12%.
Ownership Snapshot
Broad role
Owned the subscription product charter at Paytm Money.
Goal
Grow subscription revenue and improve the subscriber experience.
Direct ownership
Led product strategy, payment flows, plan experiments, renewal, and reactivation.
Team execution
Worked with engineering, growth, data, and adjacent product teams to ship and extend the system.