Objective

• Client wanted to assess the current healthcare delivery market in India and existing players in the integrated healthcare vertical while gauging its market attractiveness

Methodology

• Analyzed the penetration of healthcare services in India across different parameters
• Conducted deep market study across various sub-verticals in healthcare and found relevant up & coming players
• Assessed the consumer spend across multiple healthcare components and mapped respective profit pools

Impact / Outcome

• Enabled the client to identify their market of interest and define focal point for further study in the project

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Objective

• The client wanted to understand the market for EMR products across primary and specialty care ecosystem
• The client also wanted to understand the propensity to adopt EMR products amongst key specialty care segments

Methodology

• Identified two important levers to assess each specialty segment through building a specialty prioritization framework
• Classified each specialty under small, medium, and high according to propensity to adopt EMR
• Further classified segments according to need for digitalized data and ability to use EMR products

Impact / Outcome

• Successfully provided client with an exhaustive list of segments in the specialty care ecosystem that are currently using EMR products and identified key specialty segments that have the highest propensity to adopt EMR products

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Objective

• A client who provides medical consultation and practice management, wanted to understand the Indian medical professional landscape through which it can estimate an addressable segment of doctors that it can onboard

Methodology

• Estimated the total medical workforce of India along with various segments to understand the market in depth
• Estimated an overall addressable segment of specialists by implementing our market sizing methodology
• Identified key addressable segments and projected demand and supply gap to estimate growth opportunities

Impact / Outcome

• Successfully provided client with overall medical workforce along with depth in the segments constituting the market
• Provided client future growth opportunities according to the need of the industry by analyzing the demand supply gap

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Objective

• An online teleconsultation player wanted to understand what services the competitors provided, how they were placed amongst the competitors in terms of those services, revenue, and pricing across different modes of consultation (chat, audio, and video)
• Also, client wanted to understand the type of subscriptions provided by the competitors

Methodology

• Created a competitive landscape through secondary research
• Conducted primary interviews with doctors and experts and secondary research to compare different tele-consultation providers across different modes (chat, audio, and video) in terms of pricing, revenue, and subscription packages
• Comparison of different players on # consultations across different modes (chat, audio, and video)
• Price comparison of different players across different modes (chat, audio, and video)

Impact / Outcome

• Client understood the presence of different players in the tele-consultation landscape using different modes for consultation (chat, audio, and video)
• Also, client got in-depth understanding of the pricing, subscription packages of the different players in the landscape and how are they different from hospitals

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Objective

• A ceramic player is now looking to expand the sales of the ceramic tiles to South East Asia and wanted to understand market potential in these countries

Methodology

• Conducted in-depth study of residential and commercial buildings in select cities in 3 countries combined with demographic data to understand affluence and estimate TAM (Total Addressable Market)
• Conducted In-Depth Interviews (N=15) of real estate players to understand current / future market in these cities
• Conducted In-Depth Interviews (N=10) of ex-senior leadership in competitor companies to estimate future market potential for the client
• Carried out product and service benchmarking for key players offerings ceramic tiles in these cities

Impact / Outcome

• Client understood market potential in each of the 3 targeted countries along with a preliminary idea of SAM (Serviceable Addressable Market)

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Objective

• A popular news channel wanted to understand target group & need gap analysis 
• Client wanted insights on content benchmarking with competitors 
• Client wanted to understand go to market plan

Methodology

• Group discussions (N = 12) with key customer segments
• In depth customer conversations (N = 12) understanding customer behavior & preferences, latent needs & pain points
• Consumer survey (N = 600) to understand attitude for digital consumption of content & gaps in current offerings

Impact / Outcome

• Insights into attractiveness of the market for the news channel
• Detailed insights into target groups & their preferences for online news consumption
• Positioning of the news channel in the new market to create a brand value

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Product Used: B2B Edge / Zoom1n

Context:

• A VC firm wanted to understand the working capital needs and preferences of the retailers
• The client also wanted to understand the awareness and perception of target and other working capital finance providers, public banks, and retailers' preference towards digitization of the process
• The client wanted to understand the distributors, OEM, and lending partner perception of Target and other working capital finance providers

Methodology:

• Conducted merchant IDIs of ~30 respondents, OEM IDIs of ~3 respondents, and lending partner IDIs of ~5 respondents who were using the services of the target company across the metro, Tier1, and Tier2+ cities.

Impact/Outcome:

• Successfully provided a source of awareness across platforms.
• Identified the key pain points of retailers and reasons to use working capital finance providers.
• Assessed satisfaction level and customer feedback for target working capital finance provider.

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Product Used: 1nsights / Zoom1n

Context:

• A VC client wanted to invest in a Bond marketplace and wanted to understand the size of the Indian market and its potential to grow, the business model of the marketplace and their competition both in India and Internationally, feedback of the target’s stakeholders, and risks and opportunities facing the business.

Methodology:

• Identified the wealth of Indian households and their division among physical and financial assets
• Identified weightage of Bonds as an asset class in the retail investor portfolio
• Estimated the TAM for fresh bond investments basis the holding pattern of retail investors, the growth in the bonds outstanding in the market, new issuances expected, and redemption
• Created simplified user and supplier journey basis primary conversations (N=20) and analyzed feedback from all stakeholders
• Used secondary research to identify direct and indirect competitors in India and presented case studies on Indian and international players in the same market

Impact/Outcome:

• Provided summary of key findings in the evaluation of the market opportunity and the target 
• Created scenarios of the Indian market landscape and potential risks and opportunities facing the target

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Product Used: Zoom1n

Context:

• A private life insurance company wanted to test out certain concepts related to its branding & value proposition
• It wanted to understand the impact of its bank branding as well as what it signifies among its customer base and potential life insurance buyers

Methodology:

• Conducted F2F surveys with N=350 respondents, comprising life insurance holders and intenders, between the age bracket of 25-55 years, having AHHI of more than 2 lakhs per annum.
• Analyzed perception of brand concept & likelihood of purchase.
• Performed statistical analysis to arrive at significant differentiators between concepts.

Impact/Outcome:

• The client was able to understand the feedback of the brand proposition, most preferred concept & logo, likelihood of purchase of the product, and likelihood of recommendation of the product by the respondents

Let's talk

Product Used: Zoom1n

Context:

• An early-stage VC wanted to understand the value chain in Health insurance claims in India and identify problems in the current system

Methodology:

• Identified key stakeholders in the claims management process.
• Conducted in-depth conversations with all four stakeholders (N=25), customers, Hospitals, Insurance companies, and TPAs.
• Identified time lags in the system in terms of approvals and disbursements.
• Conducted expert conversations (N=2) and used in-depth interviews to map costs across the system. 

Impact/Outcome:

• Created a cost break-up of the claims process and defined the cost associated with each stage and stakeholder during the claims process.
• Identified customer pain points in the health insurance claims process for each stakeholder.

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Objective

• A fast-growing Indian online discovery player wanted to understand the profile of the merchants on its platform, their overall experience with its services and ROI of the merchants

Methodology

• Interviewed F&B, grocery and fashion merchants (N>30) which actively use the client’s platform and associated services 
• Created preliminary findings basis the interviews on which a survey (N = 150) was conducted for the merchants 
• Benchmarked merchant’s feedback about the client’s platform / services against those of its competitors and alternative mode of merchant discovery 
• Mapped merchant’s satisfaction on the ROI gained against the amount spent on client’s services across different cuts including tenure and monthly revenue

Impact / Outcome

• Client was able to understand about the merchant’s unmet needs and areas on which it can improve service levels and their propensity to pay which would assist in designing better offerings

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Objective

• Client wanted to short-list and support entrepreneurs with innovative and scalable ideas around medical devices manufacturing for better health management of COVID-19 pandemic

Methodology

• Screened 1,600+ applications / prototypes basis several factors such as product development, team experience, regulatory approvals, etc. 
• Conducted in-depth feasibility assessment on parameters such as cost competitiveness and access to raw material, manufacturing, and distribution
• Technical experts further evaluated these applications on functional specifications, product viability, compliance with regulatory guidelines etc.

Impact / Outcome

• Assisted the organization in analysing relevant information to take an informed decision; 8 prototypes were short-listed and were granted monetary support post detailed diligence

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Objective

• The client is a leading international automotive manufacturer and was interested to know the refrigerated truck (reefer truck) market in India

Methodology

• PGA Labs conducted a detailed secondary research to understand the industry dynamics of reefer truck and cold chain requirements of various industries. It further conducted detailed in-depth discussions with consumers of cold chain services like F&B, Pharma etc. to understand their need of cold chain services
• PGA Labs also conducted competition discussions to understand the models, features as well as trends in reefer truck segment with respect to customer demand and government regulations

Impact / Outcome

• The client was provided with an understanding the cold chain and reefer truck market in India
• The client was able to make strategic decisions on their reefer truck initiatives after understanding the consumer cold chain applications and logistic services in India

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Objective

• A hyperlocal delivery player wanted to understand other relevant tasks which can be carried out by its 2W fleet, current pain points and paying propensity

Methodology

• Generated a long-list of potential use cases based on secondary research
• Conducted in-depth conversations (N = 30) with main stakeholder in each of the use case to prune the list
• Interviewed stakeholders (N = 100) across the shortlisted use cases to gather relevant insights
• Researched on the market size of each of the use cases both in terms of order and value scales
• Mapped the current service providers and the pain points

Impact / Outcome

• Client got detailed insights on use-cases to expand its operations away from food business, potential pain points and competition benchmarking

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Product Used: Zoom1n / B2B Edge

Context:

• Evaluate customer experience with the Housing Finance company across the loan cycle and identify areas of improvement; develop understanding of customer thought-process, preferences and perceived quality of delivered service
• Evaluate DSA and employee experience with Housing Finance company and identify actions for improvement

Methodology

• Market visits for customer / DSA interview à Preliminary findings à Data analysis à Telephonic interviews with customers / DSAs à Mystery shopping à Final update

Impact/Outcome

• 15 areas of improvement recommended across Bengaluru and Jaipur and approved for implementation by the management team
• Detailed mapping of customer / DSA / employee preferences done to support future listening post-projects

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Product Used: Zoom1n 

Context:

• The client wanted to understand the comprehensibility, ease of usage and self-navigation and the possibility of additional functionalities of its online all-in-one service-providing platform, created for traders
• The client also wanted to understand the trader's behavior and preferences and identify existing gaps between product offerings and trader requirements

Methodology

• Conducted in-depth interviews and mock tests with ~20-22 traders, who were newly introduced to the platform, to understand the comprehensibility and ease of usage of the platform and preferences for trade-related services
• Conducted in-depth interviews with ~4-6 traders, who had already explored the platform, to understand existing gaps between product offerings and trader requirements and future impact of additional functionalities

Impact/Outcome

• Successfully helped the client in understanding trader behavior and preferences and identifying enhancements areas of the platform to increase user base and traction

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Objective

• A large retail chain in India wanted to understand the MT potential of Pune and estimate it’s market share compared to other leading players across apparel and groceries / F&B categories 

Methodology 

• Conducted interviews of 50 consumers across income types to understand their consumption on various relevant categories and share of MT in purchase 
• Conducted interviews of N = 30 retailers (GT & MT) to understand their revenues across the key categories 
• Secondary research to understand the population of Pune and its catchment and spend of consumers across categories 
• Survey of N = 300 consumers to understand their spend on key categories and it’s split across GT, MT & online 

Impact / Outcome

• Successfully sized the retail market potential across various key categories like groceries, apparels, fruits and vegetables, dairy, etc.  
• Estimated share of MT in the Pune retail market across key categories 
• Estimated market share of client and other leading competitors present in the city  

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Objective

• A PE firm was interested in evaluating an investment in one of the shared mobility service providers and wanted to understand the market potential (TAM, SAM, growth, etc.) for the same 

Methodology 

• Secondary research to understand the increase in penetration of 2W rental services as a % of total motorized trips 
• Triangulation using market potential for similar models in international geographies 
• Conducted primary conversations with customers (N = 1000) to understand their needs, requirements, selection criteria, stickiness for the service provider across 15+ cities 
• Conducted competitor interviews (N = 20) to understand Target’s positioning and growth across different types of cities 
• Carried out trade interviews (N = 10) for supply validation i.e. availability of infrastructure, parking norms in cities, docking station charges, etc. 

Impact / Outcome 

• Client understood the market potential and potential increase in penetration of the 2-W renal services, growth drivers in the market 

Let's talk

Objective

• An Indian based industrial explosives manufacturer wanted to expand internationally and conduct a deep dive study in terms of primary and secondary research for assessing the market in terms of fragmentation, regulations for launching in the country, taxation policies, etc.  

Methodology 

• Detailed study was conducted on the shortlisted countries through secondary and primary research with the industry experts of the country. 
• Minute details in terms of sourcing, payment terms, pain points of different relevant stakeholders and others were presented in detail which could impact the decision of the investments. 
• Primary discussions with key players in shortlisted countries were undertaken to understand on ground realities (N = 15) 

Impact / Outcome 

• Helped the client to identify a market of USD ~3B for industrial explosives after incorporating the inputs from the market along with the existing pain points which helped them to understand their value addition for the market. 

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Objective

• Market sizing exercise (bottom-up and top-down estimates) to understand the market and assess market potential in the medium and long term  

Methodology

• Conducted market sizing exercise and product benchmarking to understand market attractiveness and potential 
• Estimated 5 year revenue & EBITDA growth using 3 scenarios: BAU, base case & aggressive growth case 
• Conducted deep secondary research to identify relevant market sizing inputs, SaaS property management platform growth drivers in developed economies and global operational benchmarks 

Impact / Outcome

• Successfully provided the client with deep, comprehensive market profile study in SaaS platforms for property management, defined market attractiveness and product attributes needed to win market share 

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Objective

• An Indian based metal fabrication aggregator wanted to expand internationally and conduct a deep dive study in terms of primary and secondary research for assessing the market in terms of fragmentation, regulations for launching in the country, taxation policies, etc.

Methodology 

• Extensive study was conducted on the shortlisted counties through secondary and primary research with the industry experts of the country. 
• More minute details in terms of the fulfilment cycle of the projects, sourcing, payment terms, pain points of different relevant stakeholders and others were presented in detail which could impact the decision of the investments. 
• Primary interactions with key players in shortlisted countries were undertaken to understand on ground realities (N=15) 
• Unit economics of relevant stakeholders was also estimated based on the discussions for better market understanding. 

Impact / Outcome

• Helped the client to identify a market of USD ~ 5.0B for steel fabrication products after incorporating the inputs from the market along with the existing pain points which helped them to understand their value addition for the market. 

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Objective

• To understand the market potential of two-wheeler rental market in India and undertake diligence the target with respect to competition 

Methodology

• Conducted quantitative survey of N = 300 respondents covering major geographies and competitors across India. Also conducted N = 30 on-ground interviews to capture market nuances in ~3 week 
• Benchmarked the business models of various companies operating in the two-wheeler rental market including various features provided by the players 
• Conducted in-depth micro-market analysis and benchmarking of the target vs. next competitor  
• Current market sizing and future potential of two-wheeler rental market in India  
• Conducted detailed revenue modelling for the target over the next 5 year under various scenarios related to electric vehicle adoption 

Impact / Outcome

• Client was provided with an understanding of the dynamics and potential of two-wheeler market, the positioning and strength of various players and the revenue potential of the target 

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Objective

• An established PE player wanted to understand the size of various categories within the FinTech space. The study involved a deep dive into multiple verticals within the FinTech space, especially in the Indian context to understand market size and penetration of each category/ sub-category.  

Methodology

• Identified the verticals within the FinTech space and categorised FinTech players basis their positioning and product proposition 
• Identified 6 key verticals and developed market sizing methodology for each vertical 
• Identified relevant growth drivers and key growth areas for these 6 verticals 
• Conducted in-depth interviews (N = 20) with customers and industry professionals to understand key pain points and growth areas 
• Conducted in-depth secondary research to identify unique metrics and industry parlance to evaluate performance of prominent players within each vertical 
• Within each of these verticals understood market penetration and developed an understanding of the extent of adoption in the digital space of traditional finance categories 

Impact / Outcome

• Client developed an understanding of the FinTech space in terms of size and growth drivers, especially in the Indian context with a special focus on 6 key sub-categories  

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Objective

• A global online payments company wanted to size the digital market of exports within a range of USD 10K across goods & services in top 10 verticals in buyer countries. The client wanted to develop its EBITDA strategy and evaluate growth trends in different categories. Further, they also wanted to understand payment options available to exporters and competitive differentiation with key players

Methodology

• Developed four-step approach to shortlist key sectors and estimate TAM (Total Addressable Market) for export of goods and services 
• Conducted in-depth interviews with a comprehensive list of N = 200 players across the export corridor with an indication about their scale – traffic, no. of transactions 
• Triangulated market sizing with bottom-up analysis using a 7-step approach across goods and services 
• Estimated TAM for online and offline export of goods and services after shortlisting key verticals and identifying addressable segments (transaction size, number of transactions etc. player-wise in each vertical 
• Identified key export corridors in each shortlisted vertical and top players in shortlisted geos that could be onboarded 
• Understood key competitors’ strengths and weaknesses by elaborate secondary research  

Impact / Outcome 

• Client understood the size of the digital market of export and its current market share along with their standing in the market. The client was also able to successful create their EBITDA model based on inputs from research

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Objective

• A leading SaaS based solution provider wanted to understand the market potential of its lite offering for SME clients 

Methodology

• Conducted deep conversations with SMEs (N = 80) to understand software needs and perception 
• Detailed market sizing to estimate business potential in the first 2 years of operations  
• Drivers and barriers of adoption were identified based on key stakeholder conversations (N = 10) 
• Carried out price and service benchmarking for key software offering models (on premises, cloud-based, license based) 

Impact / Outcome

• Client was able to understand the market potential and key drivers / barriers for growth among Indian SMEs 

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Objective

• A pharma player developed a next generation H2-blocker for the treatment of gastric ulcers. After showing strong sales and growth in EU5 markets, the company is now looking to expand the sales of the drug to South East Asia and wanted to understand market potential in these countries  

Methodology

• Conducted in-depth study of intricate epidemiological data from proprietary databases for 5 countries to estimate disease incidence 
• Combed through demographic data to understand affluence and estimate TAM (Total Addressable Market) 
• Conducted In-Depth Interviews (N = 15) of medical practitioners to understand current modes of treatment of gastric ulcers  
• Conducted In-Depth Interviews (N = 10) of ex-senior leadership in competitor companies to estimate future market potential for the client  
• Conducted consumer survey (N = 600) and in-depth consumer interviews (N = 25) in 4 weeks across 40 cities in 5 countries to estimate willingness to switch to client’s drug  
• Carried out product and service benchmarking for key players offerings treatments for gastric ulcers currently 

Impact / Outcome

• Client understood market potential in each of the 5 targeted countries along with a preliminary idea of SAM (Serviceable Addressable Market). An estimate of willingness to switch to client’s treatment country-wise was provided which subsequently helped the client prioritize market launch for the drug. 

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Objective

• A software development firm wanted to conduct a deep need-gap analysis to understand the pain points and purchase preferences of a specialized group of buyers 

Methodology

• Conducted in-depth consumer interviews (N = 50) across prospective buyer groups of different sizes to establish different customer segments and identify their pain points and purchase preferences 
• Conducted quantitative survey (N = 200) across 5 cities to understand hospitals / medical centres pain points and product features that customers deemed necessary in procurement software 
• Conducted A/B tests for the beta version of the product (N = 25) across 5 cities for the established customer segments on a one-on-one basis or in a focus group setting to receive feedback on the product 

Impact / outcome

• Client could identify the key purchase criteria of hospitals for the procurement software 
• Client was able to understand user preferences on various product attributes thus feeding into quality product features 

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Objective

• Client wanted to understand Indian e-commerce logistics market size, structure, key drivers and key risks / challenges 

Methodology

• We used the bottom-up approach to be calculated current and projected market using number of online shoppers, average purchase frequency, % returns, shipments per order and yield per shipment 
• We understood market structure by calculating demand generation split, shipping platform and Logistics service provider split 
• We understood value propositions and growth drivers for different LSPs (Captive, specialized and traditional) and LSP consolidators 
• Opportunities and challenges were understood for all the market segments 

Impact / Outcome

• Client was able to understand Current E-commerce logistics current market size, future projections, market structure, growth drivers as well as key existing risks and new challenges

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Objective

• A radiology player wanted to understand the customer’s acceptance of the 6 offerings and design an ideal offering that would be preferred by the customer segments and its optimal pricing 

Methodology

• Conducted primary conversations (N = 30) and visited different types of radiology labs  
• Conducted expert interviews (N = 10) for adoption possibilities of the offerings  
• Conducted 440 surveys (N = 160) for conjoint analysis 

Impact / Outcome 

• Enabled the client to understand the adoption level across of the services offered and understand the attributes / features to take to the market and at what price segment

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Objective 

• Client wanted to assess the opportunity in providing credit to the supply chain participants in the maintenance, repair, and operations product market 

Methodology

• Conducted in-depth qualitative primary conversations with 80+ channel partners and N = 50 customers to identify and assess their behaviour and preferences 
• Understood channel partner behaviour – technology usage, margins, credit usage, and credit partners involved in the system 

Impact / Output

• Client was able to get a holistic view of the supply chain & its intricacies and got an overview of the opportunities in the space 

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Objective

• A leading investor wanted to understand market opportunity for AgriTech solutions and services in India; the market size, segments, growth enables & barriers
• Client wanted to understand competitive landscape to understand the major players, their scale of operation and business models
• Client wanted to analyze the perception of different stakeholders – farmers, retailers and institutional stakeholders regarding the key players 

Methodology

• Conducted in-depth interviews with farmers (N = 100), retailers (N = 40), institutional stakeholders (N = 15) 
• Created discussion guides and transcripts covering insightful, deep level questions
• Benchmarked competitor’s basis business model and scale of operation via deep primary & secondary research 
• Conducted secondary research using leading news publications, player websites, reports & Government databases 

Impact / Outcome

• Client was able to understand the AgriTech space in India, the market size & growth outlook and was also able compare the major players basis solutions and offerings, business model & scale of operations
• Client also understood the perception of different stakeholders (farmers, retailers and institutional stakeholders)

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Objective

• Client wanted to understand the B2B spend in the addressable maintenance, repair, and operations product, and respective drivers of growth / inhibitions

Methodology

• Identified requirement of MRO supplies across manufacturing organizations, including their sourcing need, frequency and efficiency in procurement from the traditional supply chain 
• Segregated the market into various products and services verticals
• Benchmarked key market players on various features and operational parameters across these segments

Impact / Output 

• Enabled the client to understand the market opportunity and its growth drivers for MRO products in India

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