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HSBC

Would the venture’s business model translate to the US for the small business segment, and if not, what would?

HSBC

PROJECT TYPE

Opportunity Mapping and Validation / Innovation Project Support

CONTEXT

HSBC had built a successful fintech venture in the UK targeting the small business segment and wanted to bring the same model to the US. Before committing resources to a launch, leadership needed a clear, evidence-based answer on whether it would work, not an assumption based on success in a different market.
We assessed the venture’s business model against US market conditions and concluded it would not translate as it stood. HSBC asked us to determine what would work instead, for that same small business segment. We identified a range of alternative value propositions and tested desirability through live market campaigns rather than surveys or assumptions. Based on what customers actually responded to, we narrowed the field to a single, validated proposition and designed the go-to-market strategy to bring it to market.

HSBC avoided a costly launch built on a model that wouldn't have worked in the US, and instead moved forward with a validated value proposition for the small business segment, backed by a clear go-to-market plan.

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