A global technology provider wanted to explore growth opportunities across the emerging payments and connected commerce ecosystem. Waterstone developed a global market assessment and prioritization framework that was applied across seven countries to inform solution development and go-to-market strategy.

THE ISSUE

A global technology and services company whose core business was becoming increasingly commoditized, recognized the need to explore new, non-traditional markets to drive future growth. The client identified the burgeoning payments and technology enabled commerce space as a priority but needed a systematic approach to effectively identify, assess, and prioritize opportunities. 

THE APPROACH

Waterstone partnered with client leadership to develop and pilot an assessment framework to identify and prioritize key market opportunities in the payments and connected commerce space. We conducted deep-dive research/analysis across the connected commerce and payments value chains and developed a framework to:

  • Assess and filter market opportunities around payments and electronic/mobile commerce
  • Identify key drivers of market change and connected commerce evolution - including consumer adoption patterns/needs
  • Map and forecast market evolution towards fully-connected payments and commerce – and implications for client and key value-chain participants (banks, merchants, and service providers)
  • Identify opportunities to inform solution development and go-to-market partnerships

Deliverables included detailed profiles for strategic BRIC and more mature countries and initial POV regarding client opportunities to support connected commerce evolution at the intersection of payments, retail, and mobile commerce

THE RESULTS

Our approach was successfully piloted in key strategic markets. Client is using results to drive initial discussions with key stakeholders, target customers, and go-to-market/supply side partners. Waterstone is continuing to work with the client to further refine its strategy in select markets.