<h4><strong><span style="color: rgb(16, 38, 209)">Client</span></strong></h4><p>A diversified energy and urban solutions company that provides solutions across the energy and utilities value chain with presence in Asia, Europe and Middle East.</p><h4><strong><span style="color: rgb(16, 38, 209)">Issue</span></strong></h4><p>The client has an extensive renewable energy (RE) portfolio in India (2GW+ solar and wind assets) and was looking at Green Hydrogen (GH2) to further support its RE portfolio growth in the country. For this, they wanted to assess the GH2 market landscape and develop a suitable GTM strategy anchored on production in India targeting both domestic and export markets. There were multiple uncertainties and decisions that needed to be evaluated as part of the client’s GTM strategy including:</p><ul><li><p>Potential market size of GH2 and its split across key segments</p></li><li><p>Techno-commercial feasibility of generating and delivering GH2</p></li><li><p>Key value, cost, and risk drivers across use cases</p></li></ul><h4><strong><span style="color: rgb(16, 38, 209)">Approach</span></strong></h4><p>We adopted a multi-faceted approach to identify ‘Where to Play’ targets and assess the value chain to derive ‘How to Win’ options for the client.</p><p><img src="/uploads/Screenshot_2023_05_16_112744_81cc353439.png" alt="Screenshot 2023-05-16 112744.png" width="2256" height="868">We analysed the policy mandates and price elasticity across end user industries to shortlist high priority use cases of GH2 and developed a market outlook for each use case. Subsequently, we mapped the entire GH2 value chain and identified the technologically feasible alternatives for each use case. This was followed by a comprehensive unit economics assessment to identify the key cost drivers and outlook.</p><p>We conducted scenario analysis for landed cost of GH2 and its derivatives to test its cost competitiveness and estimate demand for different use cases. These value chain and commercial assessments helped narrow down the strategic alternatives across market segments (industry and geography) available with the client.</p><p>Comparing the strategic alternatives against the clients' capabilities, we shortlisted the appropriate ‘Areas of Play. For the selected alternative, we defined a comprehensive Go-to-Market strategy and the leadership agenda for business incubation.</p><h4><strong><span style="color: rgb(16, 38, 209)">Engagement ROI</span></strong></h4><p>The client has put the GTM strategy in action and has already forged some critical industry partnerships to implement this. They have also initiated discussions with the government authorities to proactively mitigate potential implementation risks.</p>

Green Hydrogen Production in India for a Large Global Energy Company. A diversified energy and urban solutions in Asia, Europ, and Middle East.

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Go-To-Market Strategy for Green Hydrogen Production in India for a Large Global Energy Company

YCP Auctus

<h4><strong><span style="color: rgb(16, 38, 209)">Client</span></strong></h4><p style="text-align: justify">A major infrastructure and real estate player in the Philippines with business interests spanning Property, Energy and Infrastructure verticals.</p><h4><strong><span style="color: rgb(16, 38, 209)">Issue</span></strong></h4><p style="text-align: justify">The client leadership was inclined towards sustainable economic growth led by innovative and technology-driven projects and ventures. As part of the business growth strategy, the client had identified cold chain logistics as the target industry vertical to drive growth. It had set an aspiration of establishing 150,000 pallets of cold storage capacity across the country over 3-5 years.</p><p style="text-align: justify">The client engaged us to develop&nbsp;the overall business strategy for a successful market entry and growth to meet the aspiration through a comprehensive market research, analysis and financial modelling.</p><h4><strong><span style="color: rgb(16, 38, 209)">Approach</span></strong></h4><p style="text-align: justify">At the core of our approach, we leveraged our proven decision analysis frameworks and methodologies involving creating and evaluating strategic alternatives.</p><p style="text-align: justify">In alignment with the business aspiration set by the client we identified the key policy variables and strategic choices that need to be made across – market entry, business model, and warehouse management &amp; operations. A combination of these choices and market positioning resulted into five viable strategic alternatives as potential directions for the business.</p><p style="text-align: justify"><img src="/uploads/Screenshot_2023_05_16_112240_725fe9ce83.png" alt="Screenshot 2023-05-16 112240.png" width="2192" height="1251">Next, we conducted a comprehensive market study encompassing the supply and demand of cold chain logistics for different product categories, growth drivers and outlook and pricing. Capacity split between regions was assessed and the most and least lucrative regions were identified. Final capacity in each region was split in product categories and distributed among different temperature zones.</p><p>The strategic alternatives identified as different growth journeys were evaluated based on financial returns. Key assessments were modelled with a bottom-up valuation model to identify the strategy with highest returns, along with a sensitivity analysis to recommend the strategic alternative to proceed with. This culminated in a clear strategic roadmap for the client to enter and grow in the cold chain logistics industry in the country.</p><h4><strong><span style="color: rgb(16, 38, 209)">Engagement ROI</span></strong></h4><p style="text-align: justify">A comprehensive GTM strategy was defined and CXO agenda was charted spanning organizational structure, financing, securing incentives and development and strategy roll-out plan.</p><p style="text-align: justify">The client successfully entered the cold chain logistics industry and made presence in two regions with a combined capacity of over 35,000 pallets.</p>

A major infrastructure and real estate player in the Philippines with interest in property, energy, infrastructure verticals.

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Business Strategy for Cold Chain Logistics Vertical for a Leading Infrastructure Conglomerate in Philippines

<h4><strong><span style="color: rgb(16, 38, 209)">Client</span></strong></h4><p style="text-align: justify">One of the fastest growing infrastructure enterprise and 2nd largest airport developer in the world working across multiple geographies.</p><h4><strong><span style="color: rgb(16, 38, 209)">Issue</span></strong></h4><p style="text-align: justify">Client had decided to divest their stake in their Philippines airport and were evaluating value deals. The buyer was a large Philippines conglomerate with USD 5.4Bn market cap with interest in Utilities, Infrastructure, Banking, and Industrials</p><p style="text-align: justify">We have a deep-rooted relationship with the client, and for this asset, we have assisted them right from the inception across multiple areas including bid strategy, transition support, operations, and business development.</p><h4><strong><span style="color: rgb(16, 38, 209)">Approach</span></strong></h4><p style="text-align: justify">We anchored the sell-side for the client by owning the financial model, preparing the marketing document, arriving at the valuation of the company as well as facilitating due diligence by the buy-side.</p><p style="text-align: justify">We developed a detailed financial model with major assumptions such as traffic, commercial inputs corroborated with consultants and SMEs. We identified the target valuation for the asset and its JVs using a DCF approach aligning it with client’s aspirations.</p><p style="text-align: justify"><img src="/uploads/Screenshot_2023_05_16_112354_c8c42922a2.png" alt="Screenshot 2023-05-16 112354.png" width="1229" height="517">We also authored the Information memorandum for the transaction, detailing the key aspects of the asset and managed the Virtual Data Room (VDR) for the sell-side addressing the requests from buy-side consultants.</p><p>As the engagement progressed to the negotiation stage, we developed an understanding of the buy-side offer and offered analysis to negotiate and bridge the gap through a performance ratchet. We performed detailed simulation to understand the key drivers of the valuation to support the client’s decision on the final offer.</p><h4><strong><span style="color: rgb(16, 38, 209)">Engagement ROI</span></strong></h4><p style="text-align: justify">On the basis of our models and corroboration of inputs from SMEs, we identified the target valuation of the asset and delivered the financial model and Information memorandum for the transaction. We also supported the buy-side negotiations leading to a binding offer of ~USD 450Mn and structuring of a performance based earnout.</p>

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Sell-side Advisory Support for a $450 mn Airport Transaction in Philippines

<h4><strong><span style="color: rgb(16, 38, 209)">Client</span></strong></h4><p>A Multilateral Development Bank with a focus on promoting sustainable social and economic development in Asia and the Pacific.</p><h4><strong><span style="color: rgb(16, 38, 209)">Issue</span></strong></h4><p style="text-align: justify">The client’s Agri Investment Team wanted to assess the investment potential of Bangladesh’s Agri-Food processing industry. We conducted a comprehensive market study to support the client with the required market understanding and enable them to make well-informed decisions.</p><p>The focus of our engagement was on 3 major categories, namely (i) Cereals, Pulses, and Oilseeds, (ii) Packaged Foods, and (iii) Non-alcoholic Beverages.</p><h4><strong><span style="color: rgb(16, 38, 209)">Approach</span></strong></h4><p style="text-align: justify">We started with a framing exercise to develop a preliminary market map of Bangladesh’s Agri-food processing sector. Further, we identified the sub-categories within the 3 in-scope categories for the market assessment.&nbsp;</p><p style="text-align: justify">For each of the sub-categories under a major focus category, we conducted a comprehensive market assessment across 5 key elements.</p><p style="text-align: justify"><img src="/uploads/Screenshot_2023_05_16_112655_99f33605d1.png" alt="Screenshot 2023-05-16 112655.png" width="1857" height="1046">The market assessment across the 5 key elements was driven by extensive secondary research and guided by inputs from local and regional SMEs.</p><h4><strong><span style="color: rgb(16, 38, 209)">Engagement ROI</span></strong></h4><p style="text-align: justify">We published a detailed report highlighting the investment opportunities and challenges of each major category and corresponding sub-categories within them.&nbsp; The client has been using the insights from the detailed report in their deal investment thesis relevant to the sector in Bangladesh.</p>

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Market Assessment of Agri-Food Processing Industry in Bangladesh for a Multilateral Development Bank 

<h4><strong><span style="color: rgb(16, 38, 209)">Client</span></strong></h4><p style="text-align: justify">One of the largest airlines in India that has recently privatised.</p><h4><strong><span style="color: rgb(16, 38, 209)">Issue</span></strong></h4><p style="text-align: justify">The privatisation of the Client was one of the most high-profile transactions in Indian business history. In addition, the new parent company held a strong emotional and historical connection to the Client. As such, the new parent company was under immense scrutiny and pressure to swiftly revitalise its newly acquired asset, and bring it at par with global standards. The new parent company looked for support to strategise and execute a complete overhaul of the Client.</p><h4><strong><span style="color: rgb(16, 38, 209)">Approach</span></strong></h4><p style="text-align: justify">The Auctus team conducted a detailed performance assessment of different functional areas within the airline to identify key issues and their root causes. In the initial phase, the team focused on executing projects with high impact and low gestation periods to visibly improve business performance and signal the transformation to the market. Subsequently, the team focused on important projects that required strategic thinking and execution over the long term.&nbsp;</p><p style="text-align: justify">The team worked alongside multiple stakeholders within and outside the airline to help draft a coherent long-term vision through building consensus within the organisation, and in identifying and incorporating global best practices.</p><p style="text-align: justify"><img src="/uploads/Screenshot_2023_05_16_112149_52a34d4303.png" alt="Screenshot 2023-05-16 112149.png" width="1644" height="1210"></p><h4><strong><span style="color: rgb(16, 38, 209)">Engagement ROI</span></strong></h4><p style="text-align: justify">The Client was able to swiftly improve on key metrics such as On Time Performance and Customer Grievance Redressal in the initial few months of the engagement. Subsequently, the team helped the airline to transform several functional areas and prepare them for business excellence. The team also helped the airline take key strategic decisions on business growth, key partnerships, and organisation.</p>

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Operational and Commercial Transformation of one of the Largest Airlines in India

<h4><strong><span style="color: rgb(7, 35, 242)">Client&nbsp;</span></strong></h4><p style="text-align: justify">A leading railway signalling &amp; control technology firm (part of a large mobility solutions group) in Europe.&nbsp;<span style="color: rgb(47, 84, 150)">&nbsp;</span></p><h4><strong><span style="color: rgb(7, 35, 242)">Issue</span><span style="color: rgb(16, 38, 209)">&nbsp;</span></strong></h4><p style="text-align: justify">The railways sector in India has been undergoing rapid modernisation over the past decade with significant investments made in safety, speed enhancement, network expansion, and customer experience. However, the market has its own peculiarities in terms of regulatory control and value and risk perception.&nbsp;&nbsp;</p><p style="text-align: justify">The Client was looking at India as a strategic market for its key signalling solutions and has initiated partnership discussions with a local Railway Technology company. The Client engaged our firm to develop a detailed market assessment and formulate market entry strategy for the India business.&nbsp;&nbsp;</p><h4><strong><span style="color: rgb(7, 35, 242)">Approach</span></strong><span style="color: rgb(7, 35, 242)">&nbsp;</span></h4><p style="text-align: justify"><img src="/uploads/Screenshot_2023_05_16_102441_88d30a58f4.png" alt="Screenshot 2023-05-16 102441.png" width="1648" height="956"></p><p style="text-align: justify">As the first step, we conducted a market study where we:</p><ul><li><p style="text-align: justify">Estimated the market size for the Client’s solutions in India</p></li><li><p style="text-align: justify">Laid out the regulatory landscape and purchase behaviour</p></li><li><p style="text-align: justify">Assessed the competitive landscape</p></li><li><p style="text-align: justify">Analysed the market value chain</p><p style="text-align: justify"></p></li></ul><p style="text-align: justify">Post-market study, our team supported the Client in devising a comprehensive India market entry strategy with the following:</p><ul><li><p style="text-align: justify">Strategic alternatives on investments, timelines, and partnerships, for evaluation</p></li><li><p style="text-align: justify">Volume and price risk assessments</p></li><li><p style="text-align: justify">Product placement and pricing recommendations</p></li><li><p style="text-align: justify">Tax assessments</p></li><li><p style="text-align: justify">Business Entity Structure</p></li></ul><p style="text-align: justify">The team also helped develop a 10-year view of the business using a custom-made financial model and advised on the key strategic initiatives to be taken to achieve this plan. The team also extended support to the Client in developing the appropriate commercial arrangement with the partner and the terms of agreement.</p><h4><strong><span style="color: rgb(7, 35, 242)">Engagement ROI</span></strong></h4><p style="text-align: justify">The exercise enabled the client to finalise its India market strategy, and accordingly, pursue business opportunities in India.</p><p style="text-align: justify"></p><p style="text-align: justify"></p>

India Market Entry Strategy for a European Railway Signalling Technology Firm  

Case Studies

Go-To-Market Strategy for Green Hydrogen Production in India for a Large Global Energy Company

India Market Entry Strategy for a European Railway Signalling Technology Firm