Enterprise challenge 2011 - final pitching deck
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Transcript of Enterprise challenge 2011 - final pitching deck
MiniPay$ - Touch others and empower peopleBusiness strategy plan
We are with you to make the best investment happen and make your life better
Member Execution Background Country
Kurnia Sofia Rosyada
Sonia Siska
Kuan_Lin Chen
• Strategy & Finance
• Operations Mgr
• Marketing & R&D
• BSc. Electrical Eng., • Field Engineer, Schlumberger Wireline• Consulting staff, Boston Consulting Group
• BSc. Industrial Engineer with minor in systems engineering
• Product Manager, Grupo Multimedios• Supply chain internship, Bosh Group
• BSc. Information Management• MSc. Supply Chain Management• Junior project manager, Compal Electronics, Inc.• Purchasing specialist, Bourns
Indonesia
Mexico
Taiwan
Executive summary
• Using mobile device as payment method for micro-financing • Help MFI increase repayment rate• Assist MFI / Telecom leverage and increase their customer base to generate more revenue • Reduce poverty, assist them to get better life quality via promoting the growth of small-scale local entrepreneurs
Business Ideas / Objective:
MiniPay$ Team:
We are looking for a £ 80,000 investment for 20% stake in our business.
MiniPay$ bring micro-payment services closer to customer (1)SMS service and mobile apps to be launched
Front End Back End (MFIs, Telco, MiniPay$)
• Sign Up • Create ID and password • Inquiry :
• Check balance• Statements • Pay Loan • Change PIN • Setup alert
• Process request • Inquire security code
• Send security code to confirm transactions • Verify code
• Complete transactions
Distinguished features : personal financier for tracking revenue VS spending, contact groups & mentors - Will be available through mobile apps
MiniPay$ bring micro-payment services closer to customer (1)SMS service and mobile apps to be launched
SMS Services
MiniPay$ bring micro-payment services closer to customer (2)SMS service and mobile apps to be launched
Microfinance has grown steadily
2006 2007 2008 2009 20100
20
40
60
80
100
120
# of loan subscribers (Mn)
16.2%
Microfinance sectors are expected to grow stronglySouth Asia represents the majority of the development in microfinance
CAGR
India
Bangladesh
VietnamMexic
oPeru
Philippines
China
Pakistan
Colombia
Sri Lanka
Others0%
10%
20%
30%
40%
50%
32%
22%
9%5% 3% 3% 3% 2% 2% 1%
19%
% to total loan subscribers (’10)
7.5%
22.1%
14.6%
4.8%
24.7%
13.3%
13.0% East Asia & PacificEast Europe & Central AsiaLatin America & CaribbeanMiddle east and north AmericaSouth AsiaSub-SaharanOthers
Funding committed per region 2008 (%)
India and Bangladesh contributes 54% of the total loan borrowers
Mobile phone subscribers increases rapidly – driven by growth in Asia Pacific
Widely accessible mobile phone had fueled the growth in mobile FS services
'05
'06
'07
'08
'09
'10
0
1
2
3
4
5
6Middle East
Africa
CIS
America
Europe
Asia & Pacific
# of mobile subscribers (Bn)
41.4
79.4
67.8
131.5
94.1
120
Penetration ‘10 (%)
19.1%
Strong growth in mobile financial services
2009 20150
500
1000
55
894
Forecast of number of m-banking users
In Mn
51.9%
2011 20150
50010001500
241
1000
Value of global mobile transactionsUS$ Bn
43%
Mobile phone can play a major role to bank the unbanked
-10 -5 0 5 10 15 20 25 30 35
-5%
0%
5%
10%
15%
20%
25%
India
Bangladesh
Vietnam
Peru
ChilePhilippines
China
Pakistan
Colombia
Srilanka
Mexico
Indonesia
Bolivia
% to global gross loan portfolio
# of active subscribers
# of mobile users (Mn)
1
2
3
Roll-out will begin in India, Bangladesh and PakistanBased on market potential, gross loan portfolio and number of mobile users
MiniPay$ should focus on South Asia leveraging the existing microloan borrowers market before expanding to other regions
Key competitor and their core strength had been identified
MiniPay$MiniPay$ Globe Globe EconetEconet1 4
Product MiniPay$
SafaricomSafaricom
• Strategic alliances
• Security• Innovative
features tailored to micro-loan customers needs
2 3
M-Pesa G-Cash EcoCash
Core Compete
ncy
• Innovation and know-how
• Mobile payments & beyond (P2P, B2P, etc)
• Pioneer in mobile payment – incl. microloan
• Strategic partnership – 50 rural banks & 18K outlets
• Global expansion plan
• Basic features offered
• Mobile FS replicating money-gram / Western union
• Products tailored to the specific market (Zimbabwe)
Partners• Grameen Bank• SKS India
• Vodafone • Globe Telecom • Tawanda Nyambirai Bank
Key market
India, Bangladesh, Pakistan
Kenya, Tanzania, Afghanistan
Philippines Zimbabwe
MiniPay$ differentiate itself through unique value offering towards customer
Float Holding
License acquisition, regulatory engagement and compliance
Product and business development
Marketing Cash in/out network
Technology Customer CareBranding
Communication
Transactional platform
Access to handset
Liquidity management
Contributed by MiniPay$
• Features tailored to empower micro-loan customers : Personal financier (track spending)
• Support micro-financing environment via mobile apps: subscribe to group, contact mentor, discussion & sharing platform
• Mobile FS risk security expertise• Build a “trusted”
brand• Leverage partner’s
channels 1
3
2
Mobile FS value chain Mobile FS value chain
Detailed strategy roadmap 2011 - 2016
2012 2014 2016
Collaboration required amongst MFIs, Telecom and MiniPay$
• Banking and branches platform • License for financial transactions• Relationship with govt. regulatory inst. • Reputation
Asset
MFIs/BanksMFIs/Banks Telecom Telecom
Customer
MFIs / Banks Telecom
• Risk, fraud & liquidity mgmt • Financial product devt
Competency
• Large & growing customer base • Pervasive airtime distribution network • Robust high volume, low transaction pro-
cessing platform • High mass-market awareness • Customer’s trust
• Distribution network expansion • Mass market brand-building & advertise
Key partnership had been identified
MFIs /Banks MFIs /Banks Telecom Telecom
India
Bangla desh
Pakistan
Global
Our organization approach to deliver company’s objectives
Kurnia RosyadaStrategy
Sonia SiskaOperations manager
IT & Integrated
supportSoftware & Web design
Softwar
e developer
s
Web
designers
Kuan Lin ChenMarketing and R&D
Marketing
External
Affairs
Partnership
R&D
Kurnia RosyadaFunction support
Finance &
Accounting
HR
Legal & Co
mplianc
e
Risk management
Great financial opportunity expected through MiniPay$
Opportunity to tap into growing market
2012 2013 20140
0.5
1
1.5
2
2.5
3
1.11.6
2.40.4
0.4
0.4
0.1
0.1
0.1
Pakistan BangladeshIndia
1.6 2.1 2.8Total
Market size in targeted countries (in U$ Mn)
Strong financial return is expected
2012 2013 2014 $-
$0.20 $0.40 $0.60 $0.80 $1.00
$0.16 $0.38
$0.85 Revenue
Revenue in US$ Mn
2.2 0.2 0.2
-0.06 0.2 0.66
Cost
Profit
NPV = US $ 684K IRR = 442%
Revenue generated from both SMS serviceand mobile apps platform
SMS ServiceMobile APP
MiniPay$ Rp0.04
Micro Financial Institutions
Customer
Rs 100Rs2 Transaction
Fee (2%)
MiniPay$ Rs0.0495% TF5% TF 5% TF
SMS ServiceMobile APP
MiniPay$ 3%
Micro Financial Institutions
Customer
Usage
MiniPay$ Rs0.1
1 SMS cost (Rs 1) Per login
Telecom 97%
Charged to MFIs (Maintenance fee)
Charged to Telecom
Income due to transactions fee
Income due to services
Risk Analysis(Scenario Analysis Assessment)
Best Case Expected Worst Case Fast growth of MFIs market
and mobile market Decrease on delay of
repayment loan Customers engagement &
loyalty with service Increase of mobile payment
popularity Viral marketing Compliance with government
policies
Moderate growth of MFIs market and mobile market
Customer engagement with service
Moderate market penetration
Market awareness of the service
Slow MFIs and mobile market growth
Slow market penetration Increase on delay of repayment
loan Lack of liability mechanism to
support financial services Unprofitable transaction
payment Customer losses Government regulatory threats
Development of additional features and services
Establishment of new strategic alliances
Market expansion
Market penetration strategy Built customer loyalty Strengthen commercial
alliances
Assessment of business model
Exit strategy : M&A, Selling share through public offering
Planned Response Strategies
Appendix
19ECER POIC-Commercial Proposal-5Dec08-JL-KLP.ppt
Kurnia Sofia Rosyada
Kurnia Sofia Rosyada had electrical engineering background and had worked as a consulting staff in BCG for 1.5 years. She then worked with Schlumberger as a wireline field engineer.
Education• MSc in Global Innovation Management, Univ. Of Strathclyde, 2011 – 2013 • Bachelor of engineering in Electrical Engineering, sub major Biomedical Engineering - School of Electrical and Informatics
Engineering,Bandung Institute of Technology (ITB) 2003-2008 • Japanese Youth Program in English (JYPE) – Tohoku university, Sendai, Japan 2006-2007
Working experience • Field Engineer, Schlumberger Wireline, October 2010 – Sept 2011
• Wireline engineer in charge for offshore rig “GSF Parameswara” operated in Kalimantan, Indonesia. Supervised operations and provide services such as :
• Modular dynamic tester for formation pressure and fluid analysis • Gamma ray, neutron-density and resistivity analysis• Perforation activities and well-completion • Tough logging condition (TLC), Fishing operation and High-tension operation
• Junior Field Engineer, Schlumberger Wireline, January 2010 – Sept 2010• Consulting staff, The Boston Consulting Group
• Worked with several clients related to financial services and energy practice in areas ranging from building growth strategy to process improvements. Selected case experience :
• Designed the go-to-market strategy for leading auto financing company in Indonesia • Developed winning business model and lean banking branch processes for retail bank in one of Indonesia’s largest bank• Developed bio-fuel strategy for one of the NOC in SEA
20ECER POIC-Commercial Proposal-5Dec08-JL-KLP.ppt
Sonia Siska
Sonia Siska had industrial engineering background and had worked as a product management in Multimedios for 1.5 years. Education
• MSc in Global Innovation Management, Univ. Of Strathclyde, 2011 – 2013 • Bachelor of engineering in Industrial Engineering with minor in Systems Engineering• Technische Universität Hamburg- Harburg, TUHH Hamburg, Germany
Working experience • Grupo Multimedios - Monterrey, Mexico• Position: Product Manager• Responsabilities: Traffic and cost analysis, benchmarking research, integration of new services and continuous improvement projects
for websites.• Achievements: Commercial agreement with DRIDCO.
21ECER POIC-Commercial Proposal-5Dec08-JL-KLP.ppt
Kuan_Lin Chen
Kuan_Lin Chen had Information Management and Supply Chain Management background as well; worked as a junior project manager in NB division of Compal Electronics, Inc which is the largest ODM laptop company for 3.5 years.
Education• MSc in Global Innovation Management, Univ. Of Strathclyde, 2011 – 2013 • Bachelor of Information Management,Jin Wen Institute of Technology (JWIT) 2001-2002 • Master in Supply Chain Management and E-Business , CA. U.S.A 2006-2007
Working experience • Junior Project Manager in NB division, Compal Electronics Inc., Apl. 2008 – Aug. 2011
• in charged of American customer’s product line • Leaded of customized BOM structure establishment & material preparation• Took Responsible of overall project schedule controlling• Coordinated in project progress and issues tracking• Experienced projects: 2 gaming machines - M11X, M14X, 2 consumer laptops, 1 netbook
• Purchasing specialist in Global Supply Chain Purchasing Department, Bourns, Aug. 2006 – Dec. 2006• assisted in finding contract manufacturers, negotiate and analyze costs, work with domestic and international vendors to
provide overall order fulfillment• Negotiate contracts and sign off on purchase of product, analyze delivery schedules and other terms and conditions for all
company requirements• Responsible for product, commodity and service availability and preparedness of back-up supply
Web
Inte
rfac
e
HTTP/ SSMTPFTPXML
COM ObjectSmmpp
Xml / Soapapplications
API:
Appl
icati
on P
rogr
amm
ing
Inte
rfac
e
RegistrationAuthentification
DatabaseSub-user
managementAdministration
Balance Payments
Micro Financial Institution
Connectivity Front End
Management Services
NetworksMini Pay$ Messaging Platform
SMS platform required collaboration amongst key playerMiniPay$ to provide competitive edge technology and innovative feature
Detailed process flow for SMS-based transactions
Detailed process flow for mobile apps
Competition Brief(Direct and Product Substitution)
Analysis foundations:Based on the analysis and findings of 5 direct competitors (worldwide) and 3
Joint Ventures between India’s Private Banking and mobile providers.
Business Model
Main Customers
Location
Target Market
Relevant Partners
Core Competencies
Out-source (direct competition)
Other Joint Ventures
In-source (substitute)
MFIs Commercial Banks
UK
India
MFIs and Telcom
Pioneering in loan services and strategic
alliances
UK and USA
USA
Worldwide
Mobile Providers
India
Technology pioneer Alliances Countries largest
commercial bank
Findings and challenges:• Monitise and Sybase are the world leaders in
mobile Technology and have an strong Know-how advantage.
• Both offer mobile banking APPs and SMS services.
• Joint Ventures are business models for developing SMS Banking but require an
additional development provider.
Key Benefits of our product: We are the pioneers in loan services.
We offer to MFIs integrated and tailored solution.
Avoid MFIs need to establish alliances with mobile providers.
Full development and maintenance of the service.
Avoid in-source development costs. Experience and consultancy.
Competition Detailed(Direct and Product Substitution)
Findings:Monitise and Sybase are the strongest competitors. Clickatel and specific JV have expertiset in SMS Service but don’t offer any mobile APP solutions.
Tieto and Mobilenik are leaders developing mobile Apps and have developed for financial institutions.
MinyPays Monitise Sybase Clickatell Tieto Mobilenik
Outsource Outsource Outsource Outsource Outsource Outsource
MinyPays Mobile Money mBanking 365 SMS Services SMS NA NA NA NA
MFIs
RBS, Natwest, Ulster Bank, First Direct, Lloyds
TSB and HSBC
Citibank, United Bank of India, BBVA Compass,
Bank of Baroda
Fortis Microfinance Bank, First National
Bank (FNB)Storebrand Bank Santander SBI State Bank of India ICICI Bank Axis Bank
2011 2003 1984 2001 1999 2000 2011 2011 2010
UK UK and USA USA USA Finland Argentina India India India
India (1st phase) (Pakistan and Bangladesh
2nd and 3rd phase)
UK and USA (planning on going into new
territories, particularly Hong Kong, China, Africa
and India)
North America, Europe-Middle East-Africa, Asia
Pacific and Latin America
Worldwide Russia and Poland Argentina India India India
MFIs and Telcom
(All Uk providers) Vodafone, O2, Orange, T-Mobile and 3. Visa, First
Eastern and Carphone Warehouse
SAP, Verizon Vodafone Microsoft Blackberry Bharti Aairte Vodafone IDEA Cellular
Pioneering with loan services and strategic
alliances
Technology Pioneer (World Economic Forum
in 2006) and world-leading mobile
technology
Alliances and Gartner's 2011 Data Warehouse Database Management
System Magic Quadrant
The world's leading mobile messaging
provider
40 years’ experience in financial IT. Among the 3
largest mobile device software R&D services
in the world
Blackberry All iance Elite Member
The country’s largest commercial bank
Largest private sector finance
India's third largest private bank and 3rd
largest national mobile operator
X X X X X X X
X X X X X X X
X X X X X X X
X X X X X X X
X X X X X X X
X X X X X X X
X
X X X X X X X
X X
X X X Tailored Tailored
X X X X
X X X X
X X X X
X X X
X
X X X XX X X
Service Activation
Minimum payment amount and due dateMini statements
Balance alert
Core competency
Business model In-house
Company Joint Ventures / Product substitution
Product name
Main customers
Founded
Location
Target Market
Partners
Mobile APP
Real-time statements
Real-time account balance
Usage History
SMS Service
Change PIN
Balance
Transactions / Payments
SMS
Feat
ures
Transactions alerts
Transactions / Payment
Apply for loan
Manage user profile / change PIN
Manage alerts
App
feat
ures
Competition Detailed(Strategies analysis)
MiniPays Strategy main features:
Targeted to an specific market and specific services
Differentiated by: Alliances Safety
Mobility
Sources:Monitise’s technology platform has been designed to deliver mobile banking, payments and commerce services anywhere in the world. The group’s aim is to be the platform of choice for banking and other financial institutions throughout the world. Having established itself and proven the technology in the UK, US, Asia Pacific, India and Africa, Monitise’s strategy is to continue to invest in its technology and to expand its reach, initially into other markets with high growth potential, by working with local and international partners who can provide the local infrastructure and international functionality where necessary.http://www.monitisegroup.com/media/press_releases?id=470
Market leader – in data management, analytics, mobile messaging, and enterprise mobility , Proven – 40,000+ enterprise customers and 91 of the Fortune 100 rely on Sybase , Experienced – heritage in enterprise software since 1984, Innovative – 148 patents awarded in data management and mobility; 185 patents pending , Global – 4,000+ employees in 60 countries http://www.sybase.com/about_sybase
Clickatell competes in a global mobile messaging market that is expected to grow from $150 billion in 2009 to $233 billion by the end of 2014 (Portio Research). Associated SMS text messaging traffic is projected to double from five trillion messages in 2009 to 10 trillion in 2013.http://www.clickatell.com/about_us.php
With the mission “to be the leading company in research and implementation of new mobile technologies in SMEs” http://www.best-choice-tech.com/mobile-cell-phones/interview-with-director-of-mobilenik-brands-want-to-be-on-the-phone-but-do-not-know-which-path.html
We aim to be a leading service integrator creating the best service experience in IT. We differentiate ourselves through superior customer centricity. http://www.tieto.com/about-us/strategy/strategic-cornerstones/differentiation
Cost Leadership
Focus
Differentiation
Focus
Competitive Advantage
Lower cost Differentiation
Specific target
Broad target
Monitise Sybase
Clickatell
Tieto
Mobilenik
JV
*Based on Michaels Porter's Generic Strategies Analysis
SMS & Mob APP
SMS
Mob APP
Safaricom
Globe
Econet
Mini Pay$
Mobile money
Exit Strategy(Merge)
Merge Mini Pay$ can create more value as one company, this way we believe there is an opportunity in merging with a
Mobile Network Provider.
Why a MNP? To achieve vertical integration To strengthen our industry Know-how To work with a former partner
Potential Benefits
Gain a greater market share Achieve greater efficiency Offer integrated services Reduce operation cost Competitive advantage Increase barriers of entry Develop core competencies