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1) The client is one of India's biggest B2B Saas Fintech player who has more than 95% market share in the B2B Loan Lending APIs industry. The challenges faced by the client were : The client plans to expand to the US and was looking for Go-To-Market Strategic advice on going about the same. In order to ensure a smooth entry, the client wanted to target specific banks and states based on multiple factors, including competitor analysis and regulatory compliances. 2) The client, who is already present in 5 of the MENA countries was looking to expand into the other countries and wanted to further expand in the region. They wanted to prioritize countries and a Go-To-Market strategy inclusive of the regulatory compliances that they needed to be cognizant of.
1. Consultants indulged in identifying the various competitors and ranked them on the basis of 15+ parameters. The TAM, SOM, and SAM were identified for the top states, which was incorporated into an interactive dashboard for ease of access. Multiple interviews were conducted with various bank personnel to identify the product market fit. Regulatory compliances, along with a list of important documents, were procured. A list of potential mergers and acquisitions was also presented. 2. The team prioritized countries based on 13 different parameters, looked at the sector and market landscape in each of the countries and provided a customized GTM strategy for each of them, also accounting for the operational feasibility and the TAM for each of them. A list for potential clientele and regulatory compliance under 4 domains was also drafted.
1. The solution presented would enable the client to gain up to 10-15% of the market share within the first two years in 5 of the specified states. The strategy provided would enable the client to set up their clientele in the US within the first 6 months 2. A solution that would enable the client to gain 15% market share within 3 years of operation and cement their position as a market leader was provided, over the course of the 4 month project.
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