Market Entry Analysis & Strategy: B2B eCommerce
The Brief

The client, a Disruptive Payment Processor, required research to aid a new product aimed at the B2B eCommerce sector. 

The goal: To understand the current and future addressable market for the product within target European markets, alongside the internal resource needed to ensure product success.

Project remit: To provide detailed strategic research to help the client determine who the product can best serve. Specifically, quantitative analysis detailing the size of the size of the eCommerce B2B and Franchise market, broken down into business models aligned with the product. Additionally, research examples of target companies for the client and provide strategic recommendations on how the product should evolve to ensure maximum success for the client.

duration & outputs
Day Project
Target Markets Analysed
Page Report
How we helped
  • The Kaleido team analysed the European eCommerce payments market and, utilising data from our internal database, delivered detailed market data and forecasts to size the B2B market at a regional and country level.
  • The data detailed the addressable market, through the number of applicable merchants for the client, alongside the total transaction volumes and value for the sector. The data was further dissected to a business model level, allowing the client to see which were the most applicable for their product.
  • In addition, qualitative insights were delivered, which identified the ecosystem dynamics, needs of merchants, B2B eCommerce adoption trends and target clients by industry vertical. The report gave strategic input at a product level, detailing product features which would be in greatest demand from the target audience moving forward.
  • The insights were delivered in a PDF report, backed up with case studies, data and infographic content to highlight key findings and actions for the client.
  • The research process included regular contact with the client throughout, including onsite visits, regular update calls and an onsite post-delivery workshop.

Data Extract: B2B Marketplaces GMV in USD MILLION, Europe & Central Asia 2018

  • B2B2C Marketplaces
  • Franchise
  • B2B2B Marketplaces
the result

The insights have delivered 3 clear takeaways for the client.

  • Established the market potential for their existing product, vs an evolved product and across all core operating markets.
  • Projected the B2B eCommerce market, future trends and the needs of merchants within this.
  • Prioritised product enhancements to best position product success, meet merchant needs and deliver exceptional value.

The research has been the cornerstone of the clients strategic planning for the product in 2020, and is forming key decisions around marketing, sales and product pertaining to the product. 

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