Client description: Global payment technology company

Practice area: Market Research and Analysis

Geographic scope: Canada

Industries involved: Financial services, building materials, medical equipment & mfg., special food services, industrial manufacturing, and business services.

Services applied: Market opportunity study; concept testing

Business challenge: The client wanted to understand the market opportunity and key strategic issues for capturing more of the B2B large ticket payment transaction business in Canada. They recognized that economics or fee costs would be a stated barrier, so they desired to drill deeper into this issue to test price structures and incentive offerings, the impact on costs of goods sold, the importance of immediate receipt of funds, fees vs. discounts and factoring, the impact of electronic payment systems and procurement practices, the requirement for detailed data reporting, etc.

Methodologies: Extensive secondary research and 36 qualitative IDIs across the 5 different industry segments.

The result: The client received a detailed report that:

• Profiled the industry sectors in terms of overall structure with particular emphasis on payment transaction volume and practices.
• Characterized the current payment and purchasing transaction internal processes for representative companies in the sector.
• Ranked and prioritized the sectors or MCCS in terms of size of opportunity, growth in opportunity, ease of penetration, and fit with the client’s business offering.
• Determined the size of the addressable and viable market opportunity.
• Estimated the winnable market opportunity.
• Identified the systemic barriers to acceptance, the key drivers of value, and the overall attitudes and perceptions of key decision-makers in the payment and purchasing process.