Case Study

Fluent Africa is an advisory firm that is heads-up and hands-on with Africa

Brief

One of the largest global technology companies is looking to launch a B2B platform to anchor a new source of growth. While the technology itself has shown great promise in an underserved market, the client is new to the platform economy and two- sided markets. To ensure the platform’s potential is maximized and value optimally monetized, the client wants to develop a solid monetization model.

fluentgro

Approach

To put in place a solid monetization model and accompanying price model, we developed:

•  A number of product packages differentiated by integration level and feature utility.
• Pricing model based on a number of one-time fees, recurring fees and transaction fees.
• Business case with scenario simulations around adoption rates and fees.

Outcome

Internal socialization within client group helped to foster buy-in that led to a pilot with invitation-only sellers and buyers at first. US and UK launches were based on product and pricing model recommendation of the team. The business case was validated and refined through primary and secondary research prior to launch.

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