Specialist
Former Head at Visionet Internasional PT (Ovo)
Agenda
- Market share update and Ovo’s positioning
- Ovo’s ecosystem building strategies
- Sales channels and initiatives to increase adoption rate
- Buy now pay later (BNPL) opportunities and merchant discount rate (MDR) pricing pressure
Questions
1.
Can you begin by assessing Ovo’s 2019 performance and 2020 strategies, highlighting anything particularly interesting?
2.
I believe you mentioned that frequency and habit are most important for e-wallet growth. What is the average e-wallet frequency and transaction value? How do you expect these to grow?
3.
Can you assess the competition between e-wallet players including GoPay, LinkAja, Dana and Ovo across billing, utilities payments and transport? Can you also share your thoughts on Lippo Group’s partnership agreement with Ovo?
4.
Do you think it is easier to top up e-wallets? Is there also incentive to do so?
5.
Ovo owns top-up centres, which seems an advantage. Are people increasingly using Ovo over GoPay or Dana, and does this differ across Jakarta and outside of Jakarta?
6.
Where in the customer journey is the first point of acquisition for a user downloading an e-wallet?
7.
Can you share insight into Ovo’s direct sales strategies, including its merchant sales journey?
8.
How do you expect e-wallet penetration to progress across the e-commerce, FMCGs and offline retail segments in 2020-21?
9.
How does Ovo pitch itself when selling to merchants, including SMEs and mom-and-pop stores?
10.
Can you give an overview of the SME and enterprise sales cycle, from the first point of contact to implementation of e-payments in stores?
11.
Retention seems important to Ovo and there are many strategies for retention, including promotions, programmes and financial inclusions. Which products or services do you think will encourage merchants to continue using Ovo’s platform?
12.
Do you think GoPay and Ovo still lead with their data analytics of merchant profiles to create customised strategies?
13.
What opportunities do you think Ovo has across pay later and loans, which the company launched after you left? Is the liquidity for SMEs or e-commerce merchants quite high? Do you foresee opportunities for e- commerce players and retailers to drive pay later transaction frequency and value?
14.
How could Ovo extend its offering as an merchant ecosystem? Do you expect the company to expand into marketing or CRM [customer relationship management] services to provide a full service to merchants?
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