Revenue enhancement for one of the world’s largest risk databases

  • 15%

    revenue growth in 2 years

  • USD2m

    market opportunity tapped


CLIENT CHALLENGES
  • The client’s pooled database captured insights on credit default rates, rating migration and the recovery rates of defaulted projects based on data contributed by IFIs on their projects funded in emerging markets. The client approached Acuity for assistance with the following:
    • To assess market opportunity and open the database to increase membership
    • To assess market opportunity and ascertain fee structure for becoming financially sustainable, while reducing expenses of the founding members
    • To evaluate subscription fees, cost structure and additional revenue streams
OUR APPROACH
  • Acuity structured the project into two main components:
    • Prepared a framework to analyse potential member targets by evaluating “degree of fit” of the potential candidates’ focus sectors, current needs and access to similar datasets
    • Evaluated a fee structure by understanding subscription fees of similar databases, assessing relevant market participants’ “willingness to pay” for such services and assessing the cost structure of the GEMS consortium with the outsourced data management model
IMPACT DELIVERED
  • Identified 30+ potential customers to be targeted within MDB/IFIs, private investors and standard-setting bodies
  • Created a roadmap to harness the USD900-2,000K market opportunity over the following five years
  • Formulated a fee structure to enable the consortium to be self-sustainable. Recommended additional revenue-enhancing methods such as slicing and dicing the data, and enhanced analytics
  • Assessed new outreach channels such as data feeds and event sponsorship
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