Rapid Due Diligence

  • How does the competitive landscape of a market look like? 
  • Who are the major / emerging players in the market? 
  • What is the value proposition of various players? 
  • What is the CAC and LTV of target? Are they above / below industry standards?  
  • What is the customer NPS? What are customers saying about the players? 
  • What is the competitive differentiation and growth strategy of the players? 
  • How do players compare on critical factors like unit economics? 
  • What is the likelihood of the success of players? Who will emerge as a winner? 
  • In how much time can the target achieve scale in their business?  

 

Relevant Case Studies

  • Due Diligence of a B2B medical supplier to understand their procurement practices and potential across different product categories
  • Due diligence on a fast-growing EdTech player in India
  • Screening and diligence of a CRM player
  • Rapid due diligence on an app-based two-wheeler rental player
  • Due diligence on a small equipment manufacturer in the capital goods segment
  • Rapid due diligence of an AgriTech firm
  • Track to gather feedback for a major online BPC player in the grooming market

Due Diligence of a B2B medical supplier to understand their procurement practices and potential across different product categories

Due Diligence of a B2B medical supplier to understand their procurement practices and potential across different product categories

Objective

  • Client wanted to understand the procurement practices of customer segments and penetration potential of the supplier in different product categories within medical supplies

Methodology

  • 75+ IDIs with different customers of the company
  • Secondary research for validation of spend numbers
  • Assessment of spend by different types of product categories
  • Identified value proposition and challenges for B2B player to address different customer segment

Impact / Outcome

  • Identified price and reach in smaller cities (T2/T3) as the most important value proposition of the company
  • Focus on improving delivery timelines and responsiveness of supply chain
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Due diligence on a fast-growing EdTech player in India

Due diligence on a fast-growing EdTech player in India

Objective

  • Large technology investor wanted to a focussed diligence on customer value proposition and supply-side dynamics of a fast-growing math learning program for kids 

Methodology

  • Parent survey (N = 465) to understand usage preferences, NPS and drivers of promotion / detraction, and renewal propensity 
  • Teacher survey (N = 315) to understand drivers of adoption, ease of usage and comfort, platform support, and earning potential  

Impact / Outcome

  • Client was able to understand motivation drivers of students, parents and teachers for the adoption and usage of platform, with a view on key improvement areas for the player as it scales in domestic and international markets 
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Screening and diligence of a CRM player

Screening and diligence of a CRM player

Objective

  • Due diligence case to establish market attractiveness and the target firm’s growth prospects within the market 

Methodology

  • Conducted N=50 one-to-one customer, non-customer and competitor interviews to understand their perspective on the target 
  • Deep product assessment including current technical stack, product performance and UI / UX and its benchmarking with competitor products 
  • Bottom up market sizing exercise to understand market attractiveness and potential across possible use cases 

Impact

  • Successfully provided the client with a comprehensive assessment of market attractiveness, competitor landscape and differentiation, quality of business, voice of customer and value creation blueprint.  
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Rapid due diligence on an app-based two-wheeler rental player

Rapid due diligence on an app-based two-wheeler rental player

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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Due diligence on a small equipment manufacturer in the capital goods segment

Due diligence on a small equipment manufacturer in the capital goods segment

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. 
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Rapid due diligence of an AgriTech firm

Rapid due diligence of an AgriTech firm

Objective

  • A global VC firm was evaluating investment in a leading AgriTech company in India and wanted to validate their business case forecasts to understand full growth potential 

Methodology

  • Conducted primary research with both warm and cold connects across farmers, retailers and suppliers (N = 50) to understand costs, brand affinity, share of wallet, etc. 
  • Secondary research to understand crop cycles, farmer count, input cost growth and variations by states 
  • Engaged in conversations with the management to understand their business model and business outlook for the next 5 years 

Impact / Outcome

  • Successfully provided the client with an understanding of future growth (revenue and EBITDA) and potential levers to accelerate growth
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Track to gather feedback for a major online BPC player in the grooming market

Track to gather feedback for a major online BPC player in the grooming market

Objective

  • A cosmetic player wanted to understand the male grooming market with respect to the major players, employment of right sales channel and different business models used by players 
  • Client wanted to also take a deep dive in the premium products & luxury services segments

Methodology

  • Conducted in-depth conversations with retail chain owners & top-sellers on online channels to understand the evolving customer needs & their shopping behavior (N = 100) 
  • Conducted surveys (N =1,000) with customers (online & offline) on their perception about products & the key drivers of purchase 

Impact / Outcome

  • Successfully provided client with holistic view on market share of competitors, and identified the most efficient channel of sales for the brand 
  • Client launched a new product line for the current users and segregated between premium & affordable offerings 
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