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The old process was inefficient: users applied on the portal but paid camp managers directly. This created risks:
– Camps avoided paying commission / misreported sales
– Ignored leads from the portal
– Encouraged grey schemes
– Heavy operational workload for reconciling applications
Introduce online payments and rebuild the flow:
from “payment → camp commission” instead of “lead → manual handling”.
To justify the decision, we surveyed 3% of our audience.
Insight: strong UX demand for simple, direct online payments
We focused on simplicity and intuitiveness, working under strict seasonal deadlines.
The first version was raw, but through iterations we refined the experience.
Screenshot: 8th iteration of the payment flow.
Before launch, we ran an unmoderated usability test.
100% of respondents completed the payment flow without friction.
Later, we made usability tests a standard step before every major feature release.
Within a year we expanded functionality:
– Installments → +20M ₽ revenue
– Partner bonus programs → new promotion channels (7% of traffic)
– Promo codes → drove 3+ successful campaigns, CR 10% above average
– First on the market to launch online payments in 4 weeks (from idea to revenue)
– 177M+ ₽ processed in 2 years
– Account managers’ workload cut by 2× (allowed team size reduction)
– Enabled new mechanics impossible without payments: installments, promos, insurance, bonuses
