Hypothesis1: There is a sufficient demand for a new solution aimed specifically at Gulf region for Sanction/PEP/KYC/AML checks, both from Gulf residing companies as well as outside fintech/regtech/traditional finance institutions.
Validation1: Customer survey of potential Gulf region interested Risk Management Executives, please see
clients with average annual spend of 15755$ led us to SOM boundaries establishment of between $
Expertiment1: Customer survey of potential outside companies will wait till we ship out the first version of the product in order to combine and already monetize/generate leads for monetization hypothesis.
Hypothesis2: A new solution build using latest direct customer test’s, RPA’s and Agile SAFE methodologies can be tested in a sufficient way while generating initial revenue / leads for larger scale B2B contracts. All of that can archived within a reasonable time frame and with gradual build approach of several milestones.
Validation3: Product features of valid competition disassembly together with unique selling proposition of the product allow for gradual release of the functions over several milestones, with KPI definition for each milestone.
Validation4: We have been able to identify three milestones with complete product proposition to run through as part of experiment in this hypothesis expertiment:
Assumption1: A various business model based on the competition differentiation will be interesting enough for potential clients to test the service in a freemium mode. As such, two key metrics (KPI’s) based on overall E2E user flow of 6 stages can be measured:
KPI1: Leads Found: Marketing Metric
KPI2: Leads Engaged: Marketing Metric
KPI3: Product Visitors: Marketing Metric
KPI4: Product Users: Sales Metric
KPI5: Product Customers: Sales Metric
KPI6: MOZN B2B Leads: Sales Metric
Experiment2: We need to test the overall hypothesis of milestoned approach and lead conversion at the initial product derivated from Milestone1 close and operations run. E2E conversion of the optimum product path should take us above industry standard of 5-6% from Marketing to Sales Metric, ie from KPI3 to KPI4, while KPI6 would be interesting side metric to watch.
2. Business Case Basics
Expensive and regionally unreliable enterprise KYC/AML/PEP check solutions are not providing adequate service on region specific verifications. Manual verification that replaces them is not cost effective/apllicable for large scale operations.
SaaS Cloud or Hybrid on Premise solution can provide a collaborative, integrated & real time window into multiple region specific databases and match the individuals that must go through detail screening and/or should be automatically declined.
Different models might apply, but basically there are three types of business model to consider:
Outsiders wanting to check potential business partners without any regional specific knowledge.
Fintech/Finance/Banking B2B customers that will want a deeper integration.
B2C regional users serving as tool promotion and potential data/algo feed?
Key Metrics To Consider:
CRR (Customer Retention Rate)
MRR (Monthly Reoccuring Revenue)
ACV (Average Client Value)
COGS (Cost of Goods Sold)
CAC (Customer Acquisition Cost)
LTV (Lifetime Customer Value)
TAM: $31B, CAGR: 12.8%
Global Online Identity Market
SAM: $7.5B, CAGR: 9.6%
Global Compliance Solutions as part of TAM
SOM: 447M, CAGR ???
Easy within reach customers without much specifics, API first feasible, Region interested