CASE STUDY — CONSULTING
The Context
The client was a mid-sized electronics company based in Singapore, known for high-end wireless chargers and desk accessories. They had solid traction in Southeast Asia and the Middle East and were now looking to enter India.
While they had a basic understanding of the Indian D2C ecosystem, they didn’t have a plan. Their in-house team lacked local insights, channel strategy, and cost benchmarking. They reached out to us to build a market discovery + go-to-market (GTM) consulting project that gave them real numbers, clear direction, and execution-ready decisions.
The Challenge
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No Local Consumer Understanding: Their assumptions about pricing and preferences were based on other markets — not India.
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Unrealistic GTM Assumptions: They were planning Amazon-only entry with zero offline visibility or logistics understanding.
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No Channel Readiness: No clarity on distributor margins, courier SLAs, or import paperwork.
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Budget Mismatch: Their pricing strategy was premium, but their margins and ad budgets weren’t planned for Indian volumes.
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Zero Partner Network: No tech, logistics, retail, or legal vendors identified yet.
Our Approach
We ran a 3-phase engagement: Market Discovery: Validate assumptions with real data GTM Design: Build the launch plan Execution Readiness: Line up the partners, costs, and tools
What We Did
1.
Market Discovery + Research
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Conducted consumer surveys (N = 220) in Tier 1 & Tier 2 cities on buying triggers, price sensitivity, and gifting habits.
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Benchmarked 9 direct competitors across Amazon, Flipkart, and niche D2C portals.
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Created a pricing simulator with landed cost, duties, platform commission, and ad spends.
2.
Channel Strategy + GTM
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uggested a dual-path entry: Amazon + 1 curated marketplace 3 premium co-working spaces for offline discovery
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Designed GTM plan: Pre-launch: Creator gifting Launch week: Micro-influencer blitz + email waitlist Post-launch: Subscription + referral push
3.
Partner Readiness
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Lined up: Import compliance partner GST registration agent Amazon + Flipkart launch experts 2 courier aggregators 1 warehouse in Mumbai
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Mapped the tech stack: Shopify, Razorpay, Shiprocket, WhatsApp CRM
4.
Financial Planning & Playbook
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Created a launch-phase P&L and 6-month forecast with breakeven timelines
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Documented all SOPs: fulfilment, returns, creator coordination, support SLAs
Services Provided
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Market Discovery Research (Primary + Secondary)
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Competitor & Pricing Benchmarking
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Channel Mix + GTM Strategy
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Partner Sourcing & Onboarding
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Financial Forecasting & Break-even Planning
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SOP Documentation for Fulfilment & Support
Results (Delivered in 5 Weeks)
What Worked
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Running a survey upfront avoided expensive wrong assumptions.
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Mapping real Indian margins saved the client from launching at a loss.
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Identifying tech + ops vendors early reduced their go-live friction.
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The playbook let their in-house team hit the ground running — without needing us for execution.
Key Takeaways (For Us)
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Market entry is not just marketing — ops, compliance, pricing, and timelines are equally critical.
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Every region has its own quirks — don’t copy-paste GTMs across countries.
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Local vendor intelligence is often more valuable than strategy decks.
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Budgeting for break-even — not just launch — gives founders more confidence to scale.
