Objective

• The client is one of the leading OEM in 4W segment and wanted to get a 360-degree view of its next biggest competitor
  

Methodology

• PGA Labs conducted detailed in-depth discussions with key stakeholders across various departments like product design, marketing, dealer management, vendor management etc.

Impact / Outcome

• The client was provided detailed insights about each competitor in the area of product design - Key product features, USPs etc.

• Marketing – Marketing strategies & channels used, measures of effectiveness.

• After Sales- Number of workshops (owned, dealer workshops, Authorized standalone workshops), their geographic spread, typical size e.g., number of bays, number of Job cards in a month and other key metrics.

• Dealer Network Management- Dealer count & geographic spread, dealer identification process, dealer appointment, channel performance monitoring and benchmarks etc.

• Vendor Management- Key vendors and their locations, key products supplied to the competition OEM, payment terms etc.

• Business strategy- New products to be launched, new markets identified for entry, customer centric programs etc.

• The insights generated through the study helped the client get a detailed understanding of its closest competitor

Let's talk

Product Used: 1nsights

Context:

• The client was interested in understanding the key drivers of the selection of different BLDC fan players, and their overall feedback.
• For this, they wanted to conduct some In-Depth Interviews (IDIs) to understand the following:
  • Retailers & distributors' awareness & preferences.
  • Overall comparison among different fan players.
  • Overall experience & satisfaction (NPS).
  • Reasons for churn & improvement areas.

Methodology:

• Conducted retailer & distributor In-Depth Interviews (N=33) who have used/are using services of different BLDC fan players to get some insights on their preferences and overall experience.

Impact/Outcome:

• The client was able to understand the retailer's and distributors' preferences for various BLDC fan players concerning factors like pricing, quality, etc.

Let's talk

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

Let's talk

Objective

• Client wanted to assess the current value CT scan market and the customer segment to target their specific needs and pain points

Methodology

• Held 150+ primary conversations with customers from established standalone diagnostic labs, government hospitals, large hospitals, medical institutes, small and medium hospitals, small standalone diagnostic lab
• Found out the key purchase criteria and latent needs of the customers
• Found out the market size and market attractiveness of the segment for the client

Impact / Outcome

• Identified five customer personas and enabled which helped the client to understand the customer segment well and the needs which they can cover

Let's talk

Objective

• The client wanted to understand what products/services their competitors provide, how they were placed amongst the competitors in terms of those products, revenue, and pricing across different products of medical devices in the orthopedic space

Methodology

• Created competitive landscape through secondary research
• Conducted 50+ primary interviews with orthopedic / surgeons and experts to map out different medical devices used in different orthopedic treatments related to knee, spine, limb, etc.
• Comparison of different players present in this space
• Price and product comparison of different players across different orthopedic clinical needs

Impact / Outcome

• Client understood the presence of different players in the orthopedic medical devices landscape
• Also, the client got an in-depth understanding of the product offerings, pricing, and service packages of the different players in the landscape

Let's talk

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

Let's talk

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

Let's talk

Objective

• Client wanted to conduct market sizing and value – chain analysis of sleepwear and loungewear in India

Methodology

• Carried out market visits and mystery shopping (more than 100 store visits) to benchmark SKUs
• Carried out retailer and manufacturer conversations to understand market nuances such as market share, operating business models and trends

Impact / Outcome

• Client was able to gain qualitative insights on the pricing, market share, value – chain and overall market opportunities in the Indian sleepwear and loungewear market

Let's talk

Objective

• The client wanted to conduct market sizing, value–chain analysis and understand consumer behavior trends in the women’s intimate wear market in India.

Methodology

• Carried out market visits and mystery shopping (more than 100 store visits) to benchmark SKUs
• Carried out retailer and manufacturer conversations to understand market nuances such as market share, operating business models, and trends

Impact / Outcome

• The client was able to gain qualitative insights into the women’s intimate wear market in India, such as pricing, business models, market shares, and trending categories

Let's talk

Objective

• Client wanted to understand the opportunities in B2B sales of apparel in India

Methodology

• Conducted primary conversations with retailers and manufacturers to understand margins, SKUs, trends, and logistics across apparel product categories
• Carried out primary conversations to understand pain points, supply – chain nuances and technological capabilities of customers, suppliers and manufacturers

Impact / Outcome

• Client was able to gain valuable insights across the Indian apparel supply chain in terms of procurement, quality control, production, sales, and technological enablement

Let's talk

Objective

• Client wanted to assess the opportunity in providing credit to the supply chain participants in the building & home materials market

Methodology

• Conducted in-depth interviews (N = 30) with various distribution channel partner (Building & home materials products) including authorized dealers, distributors, retailers, and agents
• Identified the channel partner behavior of the various home & materials products – margins, credit usage, and credit partners involved in the system
• Conducted in-depth interviews (N = 15) with credit managers and branch managers of various banks, NBFCs, and digital lenders
• Identified and benchmarked various products available to the channel partners fulfilling their supply chain financing need
• Mapped loan products available with the credit usage and identified gaps in the system due to which building & home material channel partners looks for local money lenders

Impact / Outcome

• Devised potential opportunity for the client suggesting starting with supply chain financing although they can face difficulty in getting cash credit from banks

Let's talk

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)

Let's talk

Objective

• Evaluate customer/contractor experience with the client while procuring various building & home materials

Methodology

• Visited two major clusters, one each in North and West India, and conducted in-depth interviews (N = 25) with both existing and churned out customers/contractors who have procured building materials from the client in the past
• Conducted in-depth interviews (N = 20) with Direct Selling Agents (DSAs) to identify product and process level differentiation with the competitors
• Visited competitors’ outlets/shops (N = 15) in both the geographies to understand their product selling approach, channel preferences, etc., taken by them
• Created customer/contractor journey from need generation to channel identification and procurement to delivery process and the pain points faced in between
• Identified gaps in the value chain faced by the contractor/customer while procuring the building materials

Impact / Outcome

• Suggested areas of improvement recommended across both the geographies and approved for implementation by the management team

Let's talk

Product Used: 1Sense / 1nsights

Context:

• The client wanted to evaluate an online gold loan player for a potential investment
• They sought detailed information on 4 areas – Market potential of online gold loans, competitive landscape, customer preferences, and benchmarking of the target’s offerings vis-à-vis those of competitors

Methodology:

• Interviews with industry experts and secondary research to build a comprehensive model for market potential.
• In-depth interviews with customers of the potential target (N=47) to understand feedback on the target.
• Secondary research, including websites of banks and NBFCs (N=20) for detailed benchmarking.
• Survey (N=406) of loan consumers across 8 major cities.

Impact/Outcome:

• Enabled the client to understand the overall gold loans market, operations of the target, and preferences of their customers

Let's talk

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

Let's talk

Product Used: 1nsights/ 1Sense/ B2B Edge

Context:

• PE wants us to understand the Wealth Management industry and benchmark the industry on various parameters such as product features, customer types, brand awareness, etc 

Methodology:

• Benchmarking was performed through primary and secondary research and in 3 stages: 1) Determining the competitive landscape of WMCs in India, 2) Identifying various parameters such as product offerings, sales and acquisition strategies, quality of advice, etc, and 3) Benchmarking the companies through survey, Relationship Manager, customer and expert interviews 

Impact/Outcome:

• Defined the overall Wealth Management market of India and identified the parameters which are impacting the WMCs

Let's talk

Objective

• A PE firm was interested in investing in an online platform aiming to become the one-stop solution for eating out?
• Client specifically wanted to understand NPS of leading players viz. a viz. leading competitors along with drivers of promotion and detraction

• Conducted 2 customer surveys (warm) of N~500 each to understand customer perception and experience on eating-out platforms and gaps in experience across key metro cities in India
• Conducted N = 20 interviews customer in-depth interviews to understand customer opinion on various eating-out platforms
• Conducted N = 10 restaurant partner interviews to get their perspective on consumer experience and on-ground difficulties

Impact / Outcome

• Successfully provided client with deep, comprehensive NPS benchmarks across key players with reasons for said ratings 

Let's talk

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

Let's talk

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

Let's talk

Product Used: 1nsights

Context:

• A leading payment gateway player wanted to assess the product roadmap across merchant categories namely enterprise, mid-market, and emerging merchants.
• It wanted to benchmark its product and market positioning with its key competitors and understand its clear strengths, weaknesses, and opportunities.
• It also wanted to get a perception from merchants about their experiences with various payment gateways.

Methodology:

• Conducted (N=15) deep conversations with senior industry personnel involved in the payment gateway industry.
• Conducted (N=20) deep conversations with the CFO, financial controller, and Sr. Manager of finance who are involved in the decision-making and usage of payment gateways.

Impact/Outcome:

• Identified and mapped out clear actionable for the client in terms of its market positioning, product strength, and potential areas to capture market and mind share with merchants across categories

Let's talk

Product Used: 1nsights

Context:

• Client is a leading online payment solution service provider in India allowing businesses to accept, process, and disburse payments with its product suite.
• The client wanted an industry evolution thesis on the digital payments industry in India with a specific focus on Digital P2M (Person-to-merchant) payments and its outlook for the next 5-7 years.

Methodology:

• Conducted an analysis of the emerging break-up of different payment modes in the overall digital payments as well as the P2M payments in the economy.
• Further sectoral deep dive into the P2M payments in digital-first businesses and potential opportunity in the overall P2M payments.
• Emerging trends and outlook for the next few years on the different payment modes used in P2M payments.
• Researched the key industry regulations as well as emerging trends and learnings from the industry evolution in the global markets.
• Explored the merchant categories in the payments business and studied the emerging merchant archetypes in detail.

Impact/Outcome:

• Successfully provided client with the industry evolution thesis through deep analysis of the digital payments market in India as well as at a global level.
• Delivered key implications of the emerging digital payments growth trends, new use-cases of payment modes, and the impact of global and local shifts in the payments industry on the payment gateways and aggregators’ business models.

Let's talk

Product Used: 1nsights

Context

• A PE investor wanted to understand how banks in different tiers in the Indian banking industry stack up in terms of product offerings for both loan and deposit products

Methodology

• Industry standards for product offerings through media reviews and primary calls
• Bank website scavenging and third-party services to identify relevant product categories and features
• Primary calls and interviews to confirm relevant product features
• Primary calls to understand the working style of the banks and learn about employee targets and responsibilities
• Comparison of product features across the banks and rated as per customer preference

Impact / Outcome

• Created a statement of facts for all loan and deposit products for each bank and ranked product features as per customer preferences
• Comparative assessment of the working style of these banks, their target customers, and culture

Let's talk

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  

Let's talk

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. 

Let's talk

Objective

• A mid-sized dye manufacturer wanted to streamline its vendor onboarding process and wanted to parameterize vendor selection for key raw materials.  

Methodology

• Conducted in-depth interviews with company stakeholders in the purchase and manufacturing functions (N = 10) to understand current vendor onboarding process and key requirements 
• Conducted in-depth discussions with current vendor base (N = 45) to understand feedback on the current onboarding process, challenges, and key improvement areas 
• Conducted interviews with key competitors (N = 7) to understand benchmark onboarding processes and understand best practices  

Impact / Outcome

• Client reformulated the vendor onboarding process reducing number of touchpoints for the vendor and complexity of the overall process 

Let's talk

Objective

• A mid-sized paints manufacturing firm wanted to benchmark price of dyes & pigments offered by vendors / distributors in the market as well the margins earned by them, in order to shortlist L1 & L2 vendors 

Methodology  

• Conducted in-depth interviews (N = 25) with vendors and distributors of dyes & pigments to understand their procurement price, terms of sourcing, rate contracts and margins 
• Conducted in-depth interviews (N = 40) with end customers using dyes and pigments as raw materials to understand the price at which they are able to source the raw material (also the price quoted and room for negotiation), their L1 & L2 vendors and key drivers behind the decision.  
• Conducted in-depth analysis to benchmark price and margin of dyes and paints offered y vendors and distributors in the market, and other considerations to recommend L1 & L2 vendors for the client. 

Impact / Outcome 

• Client understood pricing and margins of dyes and paints in the market, and was able to shortlist L1 & L2 vendors 

Let's talk

Objective

• The client wanted to understand market opportunity for specialty agrochemicals in India  

Methodology

• Sized the agrochemicals market in India and estimated growth in the next 5 years, taking into account key growth drivers, end-users and regulatory scenario 
• Study included understanding the supply scenario and key challenges and bottlenecks via primary interactions with major players operating in India (N = 10) 
• Primary interactions with key end-users to understand demand scenario, specific requirements and pain points (N = 30) 
• Secondary research and literature review were carried out to understand the above points.  

Impact / Outcome

• Sized the India market and estimated growth for next 5 years 
• Client was able to understand key demand nuances and requirement gap, and how their value proposition can win long term customers 

Let's talk

Objective

• A mid-sized textiles company wanted to understand best practices for raw material replenishment and receiving by mapping the process followed by key competitors 

Methodology

• Conducted in-depth interviews with manufacturing plant managers and procurement teams of key competitors to understand their raw material replenishment process end to end (N = 20) 
• Conducted in-depth interviews with warehouse managers and staff to understand warehouse receiving process starting from receiving, inspection and storage) (N = 25) 
• Created flow charts to explain the processes in detail, recording nuances by geo, raw material type and vendor size 
• Identified best practices and formulated the ideal replenishment and receiving process for the client 

Impact / Outcome

• Client understood and was able to create a replenishment and receiving process to minimize production stoppages, maximize capacity utilization and also control costs 

Let's talk

Objective

• Client wanted to understand the ESG compliance and initiative taken by their four portfolio companies to mitigate the ESG risks 
• Identify and understand the social impact created by these companies as a result of their operations 

Methodology

• Conducted detailed research and study about the portfolio companies’ business model and their customers via discussions with fund managers, founders, and their customers – 30+ stakeholder interviews 
• Identified, short-listed, and weighted relevant ESG mitigation parameters basis each company’s area of operations and impact 
• Evaluated the portfolio companies on each of the identified parameters to arrive at the ‘ESG compliance score’ of each company by analysing relevant metrics such as presence of environment policy, community benefit initiatives and governance initiatives 

Impact

• Enabled the impact investing fund to develop an understanding of the ESG compliance of its’ portfolio companies and the social impact created by them 

Let's talk

Objective

• Client wanted to understand the internet usage behavior under-privileged farmers for discovering farming practices / support and online purchase pattern 
• Client wanted to increase digital channel awareness / adoption for these farmers to take well-informed farming decisions by leveraging online channels 

Methodology 

• Conducted in-depth interviews with 20+ farmers across 10 districts in the states of Gujarat & Maharashtra to discover their key needs and pain-points in the procurement process  
• Understood their internet usage patterns, frequently used portals, and online purchase history 
• Evaluated farmer inclination towards various formal and informal digital channels, their motivation, and fears (operational, financial) while using technology-driven solutions 
• Mapped farmer journey initiating from need realization to usage of various channels (offline, online) for information discovery, to ultimately making the purchase decision 

Impact

• Helped client identify key process interventions required and design awareness / outreach campaigns to maximize technology adoption among under-privileged farmers while procuring farming goods (raw materials, etc.) 

Let's talk

Objective

• An established Oil manufacturer wanted to understand supply chain cost. Further, the client wanted to understand strategy and tactics being used by the nearest competitors to optimize the cost associated with supply chain. 

Methodology

• Conducted an in-depth study on the different distributors and vendors (N = 30) with a focus on identifying costs associate the supply chain and key pain points associated with current supply chain 
• Conducted in-depth interviews (N = 25) with distributors of competitors and industry professionals (N = 10) to understand areas of optimizing the cost associated with supply chain 
• Identified areas of differentiation in terms of the business and operating models, with a deep dive on identifying cost heads that can be optimized 

Impact / Outcome

• The client developed a thorough understanding of cost associated with current supply chain and was able to understand the scope of optimizing the cost associated with the supply chain

Let's talk

Objective

• Client was looking to understand the process flow of various bike-based platforms (bike-taxis, last mile delivery, etc) 
• Client also wanted to understand the costs / incentives / earning models in each platform along with comparison in terms of market potential 

Methodology

• Conducted in-depth interviews (N = 40) with bike-based operators to understand the various options and moats of bike-based gig jobs 
• Conducted in-depth interviews (N = 5) with industry experts to understand the platform side perspective on bike-based gig jobs 
• Mapped entire process flow for each bike-based platform in detailed steps along with positives and pain points 
• Combed through regulatory data to understand regulatory landscape suitability for each bike-based gig job 

Impact / Outcome

• Client clearly understood process flow for each bike-based profession along with economics and market potential 

Let's talk

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 

Let's talk

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. 

Let's talk

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. 

Let's talk

Objective

• The client wished to quickly understand the demand side and supply side dynamics for the sector and the manufacturer.  

Methodology

• Conducted an in-depth study on the different stakeholders (N=15) with a focus on identifying demand side issues and key pain points associated with end customers 
• Conducted in-depth interviews (N=25) with competitors and industry professionals (N=10) to understand issues on supply side. 
• Identified areas of differentiation in terms of the business and operating models, with a deep understanding on areas that can be targeted for tapping higher demand.  

Impact / Outcome

• The client developed a good understanding of demand side and supply side issues and constraints to better assess the manufacturer. 

Let's talk

Objective

• A pan-India cab aggregator wanted to assess consumer NPS, drivers, and barriers to adoption 

Methodology

• Conducted consumer survey (N = 800) and in-depth consumer interviews (N = 20) in 4 weeks across 16 cities (mix of metro, tier 1 & 2 cities) for different customer archetypes (based on household types, age groups, employment status, and gender). 
• Mapped customer journeys for offline and online booking of rides across various types of cab services through customer interviews (N = 10) and mystery shopping. 
• Conducted partner interviews (N = 30) of cab drivers across cities. 
• Carried out price and service benchmarking for key players (online aggregators, traditional cabs, local cabs). 
  

Impact / Outcome

• The client understood relative NPS for self and competition brands, key strengths, and improvement areas. 

Let's talk

Objective

• An upcoming logistics player wanted to benchmark the process journey of last mile logistics providers  

Methodology

• Conducted in-depth consumer interviews (N = 50) in 2 weeks across 7 cities (mix of metro, tier-1) to understand purchase journey for different use-cases 
• Conducted in-depth partner and seller interviews (N = 25) to understand supply process?  
• Mapped complete 3PL supply process across the value to understand process dependencies and pain points  
• Carried out benchmarking across key competitors 

Impact / Outcome

• Client understood customer and partner journey for last mile logistics and understood the dependencies and pain points for all stages of the journey

Let's talk

Objective

• The client wanted to understand International Opportunities in EPC for Coal and Gas based projects in a list of 15 countries.  

Methodology

• Assessed the power market scenario in 15 countries - including top 5 countries 
• Study included country risk factors at a macro level: 
• Power sector overview 
• Power generation capacity 
• Primary developers 
• Competitive Bidding scenario for EPC 
• Financing arrangement for EPC 
• International EPC players 
• Upcoming opportunities in EPC 
• Primary interactions with key players in list of countries were undertaken to understand on ground realities (N=15) 
• Secondary research and literature review were carried out for all countries to understand the above points.  

Impact / Outcome

• Shortlisted 5 countries from the list of opportunities to pursue namely Turkey, Uzbekistan, Vietnam, Angola and Zimbabwe. Within these countries a list of 50 projects were shortlisted for further assessment.   
• Additional countries such as Kazakhstan and Myanmar were assessed and added to the shortlist.  

Let's talk

Objective

• An online gold loan fintech wanted to deep-dive on the thinking process and understand customer mindset while taking a gold loan as compared to other loan products. The client also wanted to understand how the thinking process evolves when the loan is taken online. 

Methodology

• Conducted in-depth interviews with customers who had either taken a gold loan or considered taking (N = 150) to understand thinking process involved in taking a gold loan, especially taking an online gold loan 
• Conducted customer survey (N = 500) in 2 weeks across 10 cities (mix of metro, tier 1 and tier 2 cities) for different customer archetypes across geographies, age-groups, income, and employment categories to understand key considerations while taking a gold loan and propensity to take online 
• Created a flow chart enumerating the 4-step thinking process customers follow while choosing among loan products including reasons thereof 
• Identified where gold loan fits in the entire thinking process and how customer decides between gold loan and other loans once it enters the consideration set 

Impact / Outcome

• Client clearly understood the entire thought process behind taking a gold loan and the additional nuances that appear if the loan is given online.  

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Product Used: 1nsights

Context:

• A leading global MedTech manufacturer wanted to explore opportunities to create a mid-segment digital X-ray machine in India for market size by different regions, growth prospects, and market share of major players.
  

Methodology:

• Explored database of installation of X-ray units for the past three years.
• Segmented entries by type of X-ray machine, brand, and region. ?
• Studied growth trends and made projections for the future based on secondary research and qualitative interviews with experts.?
  

Impact/Outcome:

• A leading med tech manufacturer of X-ray machines wanted to explore the midsegment market for the introduction of new products,? current demand for the product, growth trends, and future growth.

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Product Used: 1nsights

Context:

• A US-based neuro solutions company wanted to understand the market opportunity for neurological implants in India including the investment landscape in this space, buying behavior by each market segment and decision-making process, pain points faced by stakeholders, and assess the amount of capital required for commencement of operations.
  

Methodology:

• Comprehensive secondary research was done to find key information on the medical devices industry in India and to assess the investment landscape of the neuro-cranial market segment.?
• Exhaustive secondary research was done to give more insights on healthcare infrastructure in India, with a focus on hospitals with neurosurgery?
  Financial modeling was done to give the estimation of market size by volume and value.?
• Primary interviews with neurosurgeons (N=10) were done to understand the buying behavior and gain more insights into the decision-making process and the key personnel involved.?
  

Impact/Outcome:

• Understanding the market, legal, and compliance overview for an entry of Med-Tech player in India by evaluating price comparison, investment assessment, competitive landscape.

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Product Used: B2B Edge

Context:

• A leading med-tech company wanted to understand the availability of medium & large hospitals their infrastructure and facilities along with several surgeons and surgical volume across key specialties.
  

Methodology:

• Medium & large hospitals in 28 major cities were identified based on extensive secondary research. 
• Hospital websites, Practo, Lybrate, PA, Justdial, AHPI, NMC, NCG, MOHFW, CGHS, ESIC, state government DHS & DME, media reports, patient reviews, AERB database, 1Lattice knowledge base on the surgical market were checked to find the infrastructure details, no. of specialties and surgeons in those hospitals.
• Statistical modeling to estimate the no. of surgeries happening in those hospitals using infrastructure details and surgeon count based on inputs from (N=160) primary conversations with hospital administration and operations staff.

Impact/Outcome:

• The client got insights into the top hospitals in the major 28 cities having advanced medical equipment like LINAC, PET-CT, Digital mammography,no. of surgeons and volume of surgical procedures.

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Product Used: 1nsights

Context:

• A leading Medical Devices manufacturer in India wanted to expand their product portfolio in surgical consumables.
• As part of this, the client wanted to assess the use cases, purchase criteria, awareness, and relative comparison of competing products in the market.
  

Methodology:

• Held primary conversations with surgeons and procurement managers of different types of hospitals, medical institutes, and chain hospitals (N = 75).?
• Found out the key purchase criteria and latent needs of the customers?
  Evaluated awareness and NPS of different brands of gelatin sponges in the market.??
  

Impact/Outcome:

• Enabled the client to understand the competitive benchmarking and offerings and what are the winning drivers of a gelatin sponge brand.

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Product Used: 1nsights

Context:

• A leading Medical Devices manufacturer in India wanted to expand their product portfolio in surgical consumables (gelatin sponge, a type of hemostatic agent). As part of this, the client wanted to assess the strength of its distribution channel feedback and also understand its potential
  

Methodology:

• Held primary conversations with surgeons using gelatin sponges and procurement managers of different types of hospitals, medical institutes, and chain hospitals (N = 75).
• Found out which hemostatic agents are there in the market zoomed into gelatin sponge and mapped used cases.??
  

Impact/Outcome:

• Enabled the client to understand the hemostatic agents market overview & competitive benchmarking and what are the winning drivers of a gelatin sponge brand.?

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Product Used: 1nsights

Context:

• A leading tele-diagnostics company venturing into home healthcare, home ICU, and e-ICU wanted to understand the market landscape for home healthcare services in the metro.
  

Methodology:

• Held primary conversations with physicians referring patients to home healthcare, ex-employees of home healthcare service providers, users of home ICUs, and users of e-ICUs (N = 53).
• Identified key players and mapped service providers based on their geographical coverage and portfolio of services offered.
• Identified key market trends and evolution of new models of business opted by competitors.? 
  

Impact/Outcome:

• The client was able to study the home healthcare and home ICU market in metro cities, identify the market leaders, and analyze the service portfolio of the competitors.
• Identified emerging trends in the market and how competitors are evolving business models to cater to new demand.

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Product Used: 1nsights

Context:

• A leading life sciences player in India wanted to understand the market landscape for PoCT devices in India, key players, key offerings & leading/emerging technology in India, and PoC tests with high market potential. 
  

Methodology:

• Conducted primary IDIs with GPs, specialists, hospital medical directors, Industry experts, and PoC players, across city tiers in India.
• Secondary research??
  

Impact/Outcome:

• The client was able to understand the Indian PoCT market landscape and competitive landscape.?
• The client was presented with top use cases mapped with technology and a shortlist of companies with high market potential.

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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

• Client wanted to understand the impact of COVID-19 outbreak on the e-commerce industry with special emphasis on warehousing demand for the sector
• Client also wanted to understand the potential investment opportunities in e-commerce warehousing

Methodology

• Developed an overview for the e-commerce sector including various factors like market growth in the past and projected market growth, split between different product categories, market share of different players, warehousing contract model mix, type of warehousing mix and growth drivers. Also analysed the existing supply chain in the industry 
• Deep secondary research on the trends for the warehousing demand in the industry and the potential impact of COVID-19 on the e-commerce industry 
• Developed a potential time line for the next five years regarding the e-commerce industry revival post COVID-19, included various factors like consumer demand, goods sourcing, labor availability, warehousing demand and distribution channel while preparing the timeline

Impact / Outcome

• Client received a list of potential investment opportunities in the e-commerce sector warehousing space

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Objective

• A large PE fund wanted to understand the whole DeepTech landscape to find a potential target that is a perfect fit for their investment thesis, meeting both commercial and social impact benchmarks

Methodology 

• Dissected the whole DeepTech landscape into 24 sub-sectors, eliminated 8 sub-sectors which didn’t align with the investment thesis 
• Prioritized the remaining 16 sectors based on a ~40 criteria scorecard 
• Prepared a detailed landscape for all the sub-sectors by clustering the players logically 
• Studied the deal flow, unit economics to highlight the potential targets who were at the right stage in their journey to fit into the fund’s investment and exit objectives

Impact / Outcome

• Helped client understand the DeepTech landscape along with potential opportunities in line with their investment thesis

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Objective  

• Client wanted to get a deeper understanding on the performance of competition players with respect to service offerings, scale of operations, performance & business metrics  
• Client also wanted to understand the new players emerging in the space   

Methodology

• Conducted primary discussions (N = 40) with competition stakeholders consisting of sales head, regional sales managers, strategy lead, operations lead, marketing heads, HR heads, etc.  
• Benchmarked services against the competitors to know about the market position of the player 
• Did secondary research to find out new players in the space  

Impact / Outcome

• Helped the client assess its position vis-à-vis its competitors in the tele-medicine space 
• Helped the client identify new players in the space  

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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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Product Used: 1nsights

Context:

• A leading pharma company in the ophthalmology segment in India wanted to understand the 5-year revenue potential for the top 16 brands of the company.
  

Methodology:

• Analyzed market data to understand the competitive landscape of relevant therapeutic areas and the growth rate of different molecules.
• We used two approaches to estimate brand-wise projections for the top 16 brands of the company – ?
  • Top-down: Based on the share gain possibility over competition?
  • Bottom-up: Based on optimizing MR productivity?
• Benchmarked MR productivity to understand potential brand-wise revenue growth.
• Held primary conversations with doctors and pharmacists to understand the quality of the target brands, brand perception amongst doctors/pharmacists, and availability of the product.

Impact/Outcome:

• Enabled the client to estimate a 5-year revenue forecast.

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