1. Hypothesis’s, Validations, Experiments & Assumptions
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
Validation2: Competition landscape detail survey of overall market situation and potential Product SOM as per are positive, SOM of
36160
clients with average annual spend of 15755$ led us to SOM boundaries establishment of between $
363088480
and $
569700800
annually.
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:
Value Proposition
Target Market
OKR
IMPACT
METRICS
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
Problem:
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.
Solution:
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.
Customers:
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:
Sales
CRR (Customer Retention Rate)
MRR (Monthly Reoccuring Revenue)
EBITDA
ACV (Average Client Value)
Virality factor
COGS (Cost of Goods Sold)
YoY Growth
CAC (Customer Acquisition Cost)
LTV (Lifetime Customer Value)
Market:
TAM: $31B, CAGR: 12.8%
Global Online Identity Market
SAM: $7.5B, CAGR: 9.6%
Global Compliance Solutions as part of TAM
SOM: 447M, CAGR ???
Easy within reach customers without much specifics, API first feasible, Region interested
Competition:
Old Players:
Custom Builds:
Upstarts:
GTM:
Free Model:
Partnerships:
RPA LeadGen:
Sales Force:
Unfair Advantages:
Regional Knowledge for SOM dominance
Proven Data Science Team Behind
USP:
Free Basic Model
Accuracy of Matching & Data Sources
Easy API First on boarding process
Arabic/Latin/Other NLP translation
Additional Information Streams
3. Customer Journey Milestone 1
Milestone 1 UX Flow.png
4. Business Case Verification
Financials
1
Search
Sprint
Type
Cost Planned
Total Costs
Planned Costs
KPI3: Product Visitors: Marketing Metric
KPI4: New Product Users: Product Quality Metric
KPI5: Product Customers: Sales Metric (29.9$)
KPI7: Product Customers Large: Sales Metric (189$)
KPI8: Expected Revenue (12 months LTV calc)
1
3
Product
3
Development
$3,200
0
0
0
$0.00
Product Manager
$1,600
$1,600
0
0
0
$0.00
Solution Lead
$1,375
$1,375
0
0
0
$0.00
$6,175
Sum
$2,975
Sum
0
Sum
0
Sum
0
Sum
$0.00
Sum
2
3
Product
3
Product Manager
$1,600
$1,600
0
0
0
$0.00
Solution Lead
$1,375
$1,375
0
0
0
$0.00
Development
$7,360
0
0
0
$0.00
$10,335
Sum
$2,975
Sum
0
Sum
0
Sum
0
Sum
$0.00
Sum
3
3
Product
3
Product Manager
$1,600
$1,600
0
0
0
$0.00
Solution Lead
$1,375
$1,375
0
0
0
$0.00
Development
$7,060
0
0
0
$0.00
$10,035
Sum
$2,975
Sum
0
Sum
0
Sum
0
Sum
$0.00
Sum
4
3
Product
3
Product Manager
$1,600
$1,600
0
0
0
$0.00
Solution Lead
$1,375
$1,375
0
0
0
$0.00
Development
$8,792
0
0
0
$0.00
$11,767
Sum
$2,975
Sum
0
Sum
0
Sum
0
Sum
$0.00
Sum
5
3
Product
3
Product Manager
$1,600
$1,600
0
0
0
$0.00
Solution Lead
$1,375
$1,375
0
0
0
$0.00
Development
$2,400
0
0
0
$0.00
$5,375
Sum
$2,975
Sum
0
Sum
0
Sum
0
Sum
$0.00
Sum
6
3
Product
3
Product Manager
$1,600
$1,600
0
0
0
$0.00
Solution Lead
$1,375
$1,375
0
0
0
$0.00
Development
$3,440
0
0
0
$0.00
$6,415
Sum
$2,975
Sum
0
Sum
0
Sum
0
Sum
$0.00
Sum
7
8
Go To Market
3
Copywriter
$1,200
$1,200
50
5.5
2
0
$1,504.67
Robotic Sales
$400
$400
225
24.75
8
2
$6,771.01
Marketing
$250
$250
109
11.99
4
1
$3,280.18
$1,850
Sum
$1,850
Sum
384
Sum
42.24
Sum
14
Sum
$11,555.85
Sum
Operations
2
Infrastructure
$100
$100
0
0
0
$0.00
SaaS
$150
$150
0
0
0
$0.00
$250
Sum
$250
Sum
0
Sum
0
Sum
0
Sum
$0.00
Sum
Product
3
Product Manager
$1,600
$1,600
0
0
0
$0.00
Solution Lead
$1,375
$1,375
0
0
0
$0.00
Development
$13,344
0
0
0
$0.00
$16,319
Sum
$2,975
Sum
0
Sum
0
Sum
0
Sum
$0.00
Sum
8
8
Go To Market
3
Copywriter
$1,200
$1,200
100
11
4
1
$3,009.34
Robotic Sales
$400
$400
225
24.75
8
2
$6,771.01
Marketing
$250
$250
109
11.99
4
1
$3,280.18
$1,850
Sum
$1,850
Sum
434
Sum
47.74
Sum
15
Sum
$13,060.52
Sum
Operations
2
Infrastructure
$100
$100
0
0
0
$0.00
SaaS
$150
$150
0
0
0
$0.00
$250
Sum
$250
Sum
0
Sum
0
Sum
0
Sum
$0.00
Sum
Product
3
Product Manager
$1,600
$1,600
0
0
0
$0.00
Solution Lead
$1,375
$1,375
0
0
0
$0.00
Development
$1,600
0
0
0
$0.00
$4,575
Sum
$2,975
Sum
0
Sum
0
Sum
0
Sum
$0.00
Sum
9
8
Go To Market
3
Robotic Sales
$400
$400
225
24.75
8
2
$6,771.01
Copywriter
$1,200
$1,200
150
16.5
5
1
$4,514.00
Marketing
$250
$250
109
11.99
4
1
$3,280.18
$1,850
Sum
$1,850
Sum
484
Sum
53.24
Sum
17
Sum
$14,565.19
Sum
Operations
2
Infrastructure
$100
$100
0
0
0
$0.00
SaaS
$150
$150
0
0
0
$0.00
$250
Sum
$250
Sum
0
Sum
0
Sum
0
Sum
$0.00
Sum
Product
3
Product Manager
$1,600
$1,600
0
0
0
$0.00
Solution Lead
$1,375
$1,375
0
0
0
$0.00
Development
$8,832
0
0
0
$0.00
$11,807
Sum
$2,975
Sum
0
Sum
0
Sum
0
Sum
$0.00
Sum
10
8
Go To Market
3
Copywriter
$1,200
$1,200
150
16.5
5
1
$4,514.00
Robotic Sales
$400
$400
225
24.75
8
2
$6,771.01
Marketing
$250
$250
109
11.99
4
1
$3,280.18
$1,850
Sum
$1,850
Sum
484
Sum
53.24
Sum
17
Sum
$14,565.19
Sum
Operations
2
Infrastructure
$100
$100
0
0
0
$0.00
SaaS
$150
$150
0
0
0
$0.00
$250
Sum
$250
Sum
0
Sum
0
Sum
0
Sum
$0.00
Sum
Product
3
Product Manager
$1,600
$1,600
0
0
0
$0.00
Solution Lead
$1,375
$1,375
0
0
0
$0.00
Development
$1,560
0
0
0
$0.00
$4,535
Sum
$2,975
Sum
0
Sum
0
Sum
0
Sum
$0.00
Sum
11
8
Go To Market
3
Copywriter
$0
$0
150
16.5
5
1
$4,514.00
Robotic Sales
$400
$400
225
24.75
8
2
$6,771.01
Marketing
$250
$250
109
11.99
4
1
$3,280.18
$650
Sum
$650
Sum
484
Sum
53.24
Sum
17
Sum
$14,565.19
Sum
Operations
2
Infrastructure
$150
$150
0
0
0
$0.00
SaaS
$150
$150
0
0
0
$0.00
$300
Sum
$300
Sum
0
Sum
0
Sum
0
Sum
$0.00
Sum
Product
3
Product Manager
$1,600
$1,600
0
0
0
$0.00
Solution Lead
$1,375
$1,375
0
0
0
$0.00
Development
$960
0
0
0
$0.00
$3,935
Sum
$2,975
Sum
0
Sum
0
Sum
0
Sum
$0.00
Sum
12
8
Go To Market
3
Copywriter
$0
$0
150
16.5
5
1
$4,514.00
Robotic Sales
$400
$400
225
24.75
8
2
$6,771.01
Marketing
$250
$250
109
11.99
4
1
$3,280.18
$650
Sum
$650
Sum
484
Sum
53.24
Sum
17
Sum
$14,565.19
Sum
Operations
2
Infrastructure
$150
$150
0
0
0
$0.00
SaaS
$150
$150
0
0
0
$0.00
$300
Sum
$300
Sum
0
Sum
0
Sum
0
Sum
$0.00
Sum
Product
3
Product Manager
$1,600
$1,600
0
0
0
$0.00
Solution Lead
$1,375
$1,375
0
0
0
$0.00
Development
$1,600
0
0
0
$0.00
$4,575
Sum
$2,975
Sum
0
Sum
0
Sum
0
Sum
$0.00
Sum
13
8
Go To Market
3
Robotic Sales
$400
$400
225
24.75
8
2
$6,771.01
Copywriter
$0
$0
150
16.5
5
1
$4,514.00
Marketing
$250
$250
109
11.99
4
1
$3,280.18
$650
Sum
$650
Sum
484
Sum
53.24
Sum
17
Sum
$14,565.19
Sum
Operations
2
Infrastructure
$150
$150
0
0
0
$0.00
SaaS
$150
$150
0
0
0
$0.00
$300
Sum
$300
Sum
0
Sum
0
Sum
0
Sum
$0.00
Sum
Product
3
Product Manager
$1,600
$1,600
0
0
0
$0.00
Solution Lead
$1,375
$1,375
0
0
0
$0.00
Development
$10,400
0
0
0
$0.00
$13,375
Sum
$2,975
Sum
0
Sum
0
Sum
0
Sum
$0.00
Sum
14
8
Go To Market
3
Robotic Sales
$400
$400
225
24.75
8
2
$6,771.01
Copywriter
$0
$0
150
16.5
5
1
$4,514.00
Marketing
$250
$250
109
11.99
4
1
$3,280.18
$650
Sum
$650
Sum
484
Sum
53.24
Sum
17
Sum
$14,565.19
Sum
Operations
2
Infrastructure
$150
$150
0
0
0
$0.00
SaaS
$150
$150
0
0
0
$0.00
$300
Sum
$300
Sum
0
Sum
0
Sum
0
Sum
$0.00
Sum
Product
3
Product Manager
$1,600
$1,600
0
0
0
$0.00
Solution Lead
$1,375
$1,375
0
0
0
$0.00
Development
$6,400
0
0
0
$0.00
$9,375
Sum
$2,975
Sum
0
Sum
0
Sum
0
Sum
$0.00
Sum
15
10
Go To Market
4
Copywriter
$0
$0
150
16.5
5
1
$4,514.00
Robotic Sales
$400
$400
225
24.75
8
2
$6,771.01
GTM Lead
$900
$900
0
0
0
$0.00
Marketing
$250
$250
109
11.99
4
1
$3,280.18
$1,550
Sum
$1,550
Sum
484
Sum
53.24
Sum
17
Sum
$14,565.19
Sum
Operations
3
Admin Lead
$200
$200
0
0
0
$0.00
Infrastructure
$300
$300
0
0
0
$0.00
SaaS
$150
$150
0
0
0
$0.00
$650
Sum
$650
Sum
0
Sum
0
Sum
0
Sum
$0.00
Sum
Product
3
Product Manager
$1,600
$1,600
0
0
0
$0.00
Solution Lead
$1,375
$1,375
0
0
0
$0.00
Development
$4,160
0
0
0
$0.00
$7,135
Sum
$2,975
Sum
0
Sum
0
Sum
0
Sum
$0.00
Sum
16
10
Go To Market
4
Copywriter
$0
$0
150
16.5
5
1
$4,514.00
Robotic Sales
$400
$400
225
24.75
8
2
$6,771.01
GTM Lead
$900
$900
0
0
0
$0.00
Marketing
$250
$250
109
11.99
4
1
$3,280.18
$1,550
Sum
$1,550
Sum
484
Sum
53.24
Sum
17
Sum
$14,565.19
Sum
Operations
3
Admin Lead
$200
$200
0
0
0
$0.00
Infrastructure
$300
$300
0
0
0
$0.00
SaaS
$150
$150
0
0
0
$0.00
$650
Sum
$650
Sum
0
Sum
0
Sum
0
Sum
$0.00
Sum
Product
3
Product Manager
$1,600
$1,600
0
0
0
$0.00
Solution Lead
$1,375
$1,375
0
0
0
$0.00
Development
$10,400
0
0
0
$0.00
$13,375
Sum
$2,975
Sum
0
Sum
0
Sum
0
Sum
$0.00
Sum
17
10
Go To Market
4
Copywriter
$0
$0
150
16.5
5
1
$4,514.00
Robotic Sales
$400
$400
225
24.75
8
2
$6,771.01
GTM Lead
$900
$900
0
0
0