# Kanmon case: Raw notes (organized) > Content below is verbatim from the raw thoughts. Only ordering and grouping headers were added. Content is repeated where it associates with more than one group. --- ## What the interview is assessing • **How you structure an ambiguous, open-ended problem** – grounding on the space, how does the business work • **Your product judgment and instincts** – there are levers in UI/UX, there are levers in visibility, there are incentives for different parties, there are credit risk models, there are maybe constraints on the capital that Kanmon uses to fund, regulatory constraints • **How you prioritize when you can’t do everything** – identify high leverage x relative risk for impact – back into sizing; consider effort and complexity, consider sequencing and gradual unlocks + growth • **How you reason about metrics and trade-offs** – value, effort + time, regulatory complexity • **How clearly you communicate your thinking** • **Any mockups, wireframes, prototypes to convey your thoughts on the feature** --- ## What Kanmon is / how the business works Kanmon offers embedded lending - basically they enable businesses that benefit from their customers having funds, to extend funds to those customers for liquidity * I.e. a business needing to purchase stock or supplies ahead of the funds they have on hand ● The existing product set spans term loans, lines of credit, invoice financing, and purchase-order financing. --- ## The prompt (single success metric = originations) If you owned Kanmon's product roadmap and your single success metric was originations driven through our partner platforms, how would you think about the biggest levers? "An origination happens when an SMB on a partner's platform takes financing. More originations come from some mix of: more partners live, partners surfacing financing more effectively, more eligible SMBs converting, and a broader product set that fits more needs.” ● The existing product set spans term loans, lines of credit, invoice financing, and purchase-order financing. ● An origination happens when an SMB on a partner's platform takes financing. More originations come from some mix of: more partners live, partners surfacing financing more effectively, more eligible SMBs converting, and a broader product set that fits more needs. --- ## Framing: numerator / denominator How I understand this is that we need to understand what levers we have to net an increase in originations We can change the numerator or the denominator- Denominator is top of funnel (this can be defined as candidate customers for application, candidate customers that clicked through - or wider, all customers that use the partner platforms) - this is a function of partner customer volume; customers that see the opportunity; customers that are good candidates + have the opportunity/need to apply Presumably some people click but abandon (due to UX friction - [patterns, clear copy], was just curious, time commitment, don’t have necessary info on hand) Numerator is any SMB sourced from a partner that is issued funds - this is really a function of [UX + application recovery] + the credit risk model * Really interested in recovery campaigns; you didn’t finish (abandon cart); as well as any tooling that can simplify the application experience * Really interested in application drop off * Really interested in the logic partners have for showing Kanmon - if I don’t need funds, do I see Kanmon? For exercise purposes I will consider Kanmon the owner of the customer from that point that the customer lands on [*partner specific portal].[kanmonhq.com](http://kanmonhq.com) --- ## Funnel drop off Funnel drop off See -> Click - anyone that doesn’t click Click -> Abandon before starting - anyone that bounces Start application -> exit - anyone that didn’t complete for some reason [unsure of pickup where you left off recovery campaigns] Application submission -> rejection - I assume people get denied for various reasons but fr any reason thats not risk related, thats an opportunity to plug a hole Also, need to consider that the funnels may be shaped slightly differently by product line - and customers may have optionality on product they choose (more than one product to choose from) Also, curious about eligibility for multiple product lines at once - and then applying through different partners for the same or different product lines - obv Kanmon can detect internally but the customer may not know early in the funnel --- ## Areas of opportunity So there are a few areas of opportunity that make sense to explore What leverage we have within the partners - this can be funding a campaign, this can be From a low hanging fruit standpoint - who’s attempting and not converting? Do we receive success reporting from the partner? Do we know how many people land? Do we have impressions of CTA views? * Do we have data on the business segments that are clicking -> converting and can we see who’s not converting? * When a partner wants a customer to be successful, how do they leverage Kanmon? And are there any post engagement follow up from partners to their customers proposing Kanmon or lending as a solution? * Can SMBs independently engage Kanmon with attribution from a partner? Can we pre-authorize SMBs based on their relationship with the partner? Can we roll out a pre-check program that enable customers to authorize partners to share their info to Kanmon for pre-auth? For lending, like a soft check or at least pre-fill applications