Market Entry Strategy for Middle-Eastern Payment Provider

CLIENT REQUIREMENTS

Expand its international remittances and payments offerings into new markets, with a focus on digital services
Key requirements were
- Detailed macroeconomic profiling, including demographics and financial inclusion profile of residents – reflecting untapped market potential
- Evaluation of the ease of market entry – statutory provisions regulating the business environment in the country
- Competitive analysis – products, market shares, benchmarking
- Technology and network infrastructure maturity – to understand readiness for adoption of digital products
- Remittance market overview – assessment of inflows and outflows, market size and growth potential
- Brief analysis of the travel and tourism market – to understand the scope and growth potential of the retail currency exchange business

Pyramid-based offshore team setup based on the complexity of workstreams
Well-structured training and roll-out plan
Exhaustive desk research based on open sources and proprietary databases followed by analysis
Close collaboration with the client’s strategy team on projects to clearly understand requirements, discuss research approach and refine output and final delivery

Expansion opportunity identification: studied over 30 markets, reviewed over 50 competitors and evaluated over 10 targets
Benchmarked and recommended the most attractive countries for expansion
Setup a country benchmarking framework for constant monitoring of developments
Tracked market developments and helped stay on top of competition, given better ability of the client’s strategy teams
Assisted the client teams in mapping white spaces and potential opportunities

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