Fintech
Building new sales channels for a Fintech business
A new partner and distributor channel expanded customer acquisition for an international non-banking Fintech business, complementing direct sales and contributing to stronger commercial performance across the group.
Context
The company operated in short-term lending, with an established sales operation. Commercial development focused on extending its routes to customers through partners and distributors.
The challenge
Growth required additional routes to customers alongside direct acquisition. The partner-led channel needed to complement the existing sales structure and operate as part of the wider commercial model.
Role and scope
Victoria Igbauboa: responsibility for sales and commercial performance, with a focus on developing and integrating an additional partner and distributor channel.
The approach
The work identified an additional distribution opportunity and developed a channel proposition around it. A structured partner network gave the company a further route to customers and connected partner-led acquisition to its wider sales strategy.
Partner distribution was incorporated into the existing commercial model alongside established acquisition channels. This expanded the business's commercial reach and contributed to stronger sales performance across the group.
The scope later extended to commercial development in the Dominican Republic. This involved considering how the lending proposition, customer acquisition approach and local partnerships needed to adapt to a new LATAM market.
The outcome
The business gained an additional partner-led distribution channel that contributed to group sales performance and expanded its routes to customers alongside direct acquisition.
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