The document outlines a sales strategy for Worldline India Private Limited's payment gateway services over the next six months. It involves targeting startups, marketplaces, and incubators. For startups, the strategy is to partner with marketplace platforms like Zepo, Shopify, and BuildaBazaar that support over 80,000 startups generating over $3 billion in annual gross merchandise value. For incubators, the strategy involves collaborating with organizations that support thousands of startups. The document also analyzes merchants' requirements and provides recommendations to address problems and meet industry needs through customized solutions.

1. 1
Payment
Gateway
Services

2. Mohit Gupta
Summer Internship
at
Worldline India Private Limited

3. Objectives & Plan
To identify potential for Worldline products and services and formulate a sales
strategy for next six months
Week 1
Introduction & understanding the products &
services.
Week 2
Defining the roadmap for the delivery of the
project. Meeting merchants.
Week 3,4 & 5
Liaise with sales team for meetings.
Week 6
Draft plan on Sales Strategy
Week 7
Final review & sales meetings.
17
27
27
Categories
Furniture
Mobiles
Electronics
Offline - 44
Online - 32
Incubators - 4
Site Visits Google Form
Roadmap
Startups - 45

4. Merchants’ Requirements- Online
82% Decision to Choose
Wallet
62% Multiple Wallets
14% DCC
83% Multi Bank EMI
96% Email Invoicing
Requirements Furniture Mobile Electronics
Decision to choose
wallet
94% 81% 72%
Multiple Wallets 34% 78% 58%
DCC 16% 18% 8%
Multi Bank EMI 82% 82% 85%
Email Invoicing 98% 94% 97%
Sales Lead
Company GMV
The D’décor 400 cr
Livingstyle.in 75 lacs
Ziffi.in 45 cr
Zepo.in 45 cr
BuildaBazaar 1600 cr

5. Merchants’ Requirements- Retail4%
Requirements Furniture Mobile Electronics
EMI 78% 55% 52%
After Sales Service 82% 72% 76%
Multiple POS 85% 92% 89%
Customer Engagement 82% 90% 90%
86%
77%
59%
89%
EMI
After Sales
Service
Customer
Engagement
Multiple POS
Sales Lead
Company GMV
The D’décor 400 cr
Livingstyle.in 75 Lacs
BuildaBazaar 1600 cr

6. Case Study – Ziffi.in
Login/Select/Payment
Login/Select
Case I
• GMV – Rs 100
• Cost of Operation:
A) TDR1 – Rs. 2
B) TDR2 – Rs. 1.8
Total Cost – Rs 3.8
Case II
• GMV – Rs 100
• Cost of Operation:
A) TDR1 – Rs. 2
Total Cost – Rs. 2
Sub-
Merchants
Sub-
Merchants
Merchant
Merchant
Card Holders
Card Holders
Merchant Payout

7. Approach – Marketplace
Competitors Set-Up AMC Credit
Cards
Net Banking Debit
Cards
Wallet
CCAvenue 12000 3600 2% 2% 1.25% NA
PayTm 15000 2500 2% 2% 2.75% 2%
PayU 0 2400 3% 3% 1.25% NA
WL 0
Zepo.in

8. Sales Strategy for WL- Next 6 Months
Business
Startups’
Marketplace
Incubators
• Ziffi.in
• The D’décor
• Livingstyle.in
Ziffi - 45 cr
The D’décor – 400 cr
Livingstyle.in – 75 lacs
Requirements
• Semi Closed Wallet
• Control over transactions
• Selection of Wallets

9. Sales Strategy for WL- Next 6 Months
Business
Startups’
Marketplace
Incubators
•Zepo
•Shopify
•BuildaBazaar
ZEPO –
•1200 Startups
•GMV- 45 cr
Shopify –
• 25000 Startups
•GMV- 2200 cr
BuildaBazaar –
• 30000 Startups
•GMV – 1600 crore
Requirements
• Card on Demand – m-POS
• Zero Setup Fee
• AMC – Free for 1st Year
• Semi closed wallets

10. Sales Strategy for WL- Next 6 Months
Business
Startups’
Marketplace
Incubators
• TIE
• Nasscom
• Microsoft VA
• Riidl; SINE
• Startup Oasis
• 500 startups
Requirements
• Minimum TDRs for at
least 6 months
• Zero Setup Fee
• Maximum Payment
Channels
• After sales services
Conclusions:
• Incubators are influencers for PG - (78%)
• Value Proposition for start-ups – (68%)
• Difficult to switch even when the charges are higher – (81%)
Problem based solutions
Solutions as per the Industry’s
Requirements
Approach
• Semi-Closed Wallets
• Control over Transactions
• Selections of Wallets
• Card on Demand
• Low Cost PG
Feedback Recommendations

11. Thank You