Background

Our client, a European loan resolutions business, was considering an investment in India to expand its operations in India.

Our client expected to service secured loans for private banks across India. Recognising the fragmented and localised nature of the Indian market, the firm wanted to ensure the footprint and capabilities of their target matched the requirements of their prospective customers.

Confidence in these areas and in level of market appetite was required to support an internal funding bid using a venture capital funding model.

Approach

We conducted interviews with decision-makers at prospect institutions including major financial institutions and staff at potential competitors. Our approach focused on understanding the needs and requirements of prospects, the wider competitive landscape, details of competitor service offerings and operational strategies within the industry.

Through this primary research, complemented by secondary data analysis, we developed insights into market dynamics, customer needs and potential entry strategies. This comprehensive analysis enabled us to provide informed recommendations tailored to our client’s expansion objectives.

Outcome

Our conclusions recommended leveraging digital expansion and strategic partnerships for effective market penetration. We gave a clear view on footprint required to engage target customers.

By focusing on secured loans and enhancing their digital capabilities, our client could make a convincing play in the Indian market.