Cross-Border Trade Visibility Digital Platform & GTM Assessment

Context

• Client: Trade-tech company exploring a cross-border trade visibility & exception-management platform (control-tower style)

• Geographies: USA, UAE, India, Malaysia

• Objective: Build a holistic view of market dynamics, user needs, and opportunities; define value proposition, TAM & pricing, and an outline GTM for each country.

Scope of work (delivered)

1. Current EXIM processes & tools (as-is):
   Documented software, tools, and workflows used for export-import in the four target regions.

2. Stakeholder feedback & needs assessment (qual):
   Collected qualitative inputs from key users/operators; identified pain points and inefficiencies in cross-border processes.

3. Quantification of benefits of the platform:
   Estimated potential admin/compliance cost savings and assessed willingness-to-pay (WTP).

4. Competitive analysis:
   Compared features/benefits of the platform versus existing solutions; highlighted unique selling points.

5. Market sizing & segmentation (TAM):
   Estimated total addressable market with segmentation by industry sector, company size, and region (country-level).

6. Growth projections & market drivers (5-year):
   Forecasts with key drivers, restraints, and emerging technology trends.

7. Pricing analysis & benchmarking:
   Reviewed comparable solutions’ pricing and assessed price sensitivity/WTP among target users.

8. Regulatory environment assessment:
   Analyzed relevant regulatory changes and implications for cross-border trade.

9. Go-to-Market (GTM) outline (per country):
   Product positioning, pricing approach, partnerships, and promotional channels (5Ps lens).

10. Potential partnerships:
    Identified local partners/industry bodies to facilitate adoption.

11. Key user profiling:
    Defined segments, needs, and adoption drivers by role/segment.

Method & sources

• Desk research: public filings, government/trade portals, vendor documentation, analyst/industry reports.

• Targeted qual inputs: stakeholder conversations covering 180+ Large Enterprises across 20+ segments across USA, UAE, India and Malaysia and 150+ carefully selected MSMEs exporters.

• Structured models: TAM by segment, growth projections, pricing benchmarks, and WTP frameworks.

• Packaging:

  • Combined assessments (all four countries): Voice of select customers & value proposition, market drivers & trends.

  • Separate assessments (per country): TAM & pricing, GTM outline & key user profiles.

Deliverables

A. Research packs

• As-is EXIM tools & process maps

• Stakeholder needs & pain points (qual)

• Current challenges synthesis

• Benefits quantification (admin/compliance savings; WTP)

• Competitive differentiation matrix

B. Market drivers & trends (combined)

• Regulatory changes & impact

• Technology trends for trade facilitation

• Economic factors affecting logistics/customs

C. TAM & Pricing (per country)

• TAM in USD/year (base year) with sector • company size • sub-region splits

• 5-year growth projections

• Pricing benchmarks of comparable solutions

• WTP outputs and competitive pricing comparison

D. GTM outline & user profiles (per country)

• Brief GTM (5Ps) and channel mix

• Potential partnerships (where applicable)

• Key user profiles, needs assessment, and adoption drivers

Illustrations