Pay It Forward

growth strategy

India-specific

Set in India; the figures and context are India’s.

What this case is about

Your client WhatsApp wants to increase the market share of WhatsApp Pay from 0.2 percent to 5 percent in two years. WhatsApp Pay currently offers peer-to-peer transaction services only. The main competitors are Google Pay with 31 percent market share, Paytm with 45 percent, and PhonePe with approximately 10 percent. There are no budget constraints. Your client wants recommendations on how to grow the market share significantly. Where would you start?

Objective

Devise a strategic plan to increase WhatsApp Pay's market share from 0.2 percent to 5 percent within two years.

Skills this case tests

Structuring the problem

Working the numbers

Judgement and recommendation