ABOUT THE CLIENT
Client is a B2B financial services / nbfc organisation.
Geography: India
APPROACH
Qualitative, Quantitative
Qualitative IDIs; quantitative surveys; segmentation analysis Sample Size - 6 intermediary segments profiled; 75% need live support identified
Duration: Pre-2021 (estimated 6–8 weeks)
PROBLEM STATEMENT
Client needed to understand the intermediary (DSA/connector) ecosystem for home loans — motivations, pain points, and partnership drivers — to design an effective channel strategy.
OUR SOLUTIONS
Mixed-methods study combining qualitative IDIs and quantitative surveys with intermediaries (DSAs, connectors).
Segmentation across 6 intermediary types.
Analysis of partnership drivers and barriers.
Deliverables: Comprehensive intermediary partnership study covering 6 segments, motivation drivers, support needs, and channel strategy recommendations.
KEY TAKEAWAYS
6 distinct intermediary segments identified with different motivation profiles.
75% of intermediaries need live support (vs. digital-only).
Top barriers: processing delays and unclear commission structures.
Relationship quality more important than rate alone.
OUTCOME
Enabled client to design a differentiated intermediary engagement strategy addressing specific segment needs and pain points.
Impact: 6 intermediary segments; 75% require live support (key finding).
