CASE STUDY

B2B Technology Firm – Market Validation & Growth Strategy

The Challenge

A global B2B technology firm needed to validate market opportunity in India for their enterprise software platform. The company faced uncertainty around product-market fit, target customer segmentation, and go-to-market approach in a highly competitive and fragmented market.

Additionally, the firm was in active Series A fundraising discussions and required structured documentation demonstrating validated market thesis, addressable market size, and clear path to revenue generation within Indian enterprise segments.

  • Limited understanding of Indian enterprise software adoption patterns and buyer behavior
  • Unclear product-market fit for the platform in competitive landscape
  • Need to identify and prioritize target customer segments with highest revenue potential
  • Lack of local partnerships and distribution channels to drive market penetration
  • Requirement for investor-ready documentation to support fundraising discussions

Our Role and Approach

Kepler Ventures was engaged to conduct comprehensive market assessment and develop actionable go-to-market strategy that would validate market opportunity and provide clear roadmap for execution.

Throughout this 10-week engagement, our team worked closely with the client’s leadership to deliver market intelligence, competitive positioning, and strategic recommendations grounded in primary research and industry expertise.

Our approach involved three core workstreams executed in parallel:

  • Market sizing and opportunity assessment across target industry verticals
  • Customer segmentation and buying journey analysis through stakeholder interviews
  • Competitive landscape mapping and differentiation strategy development
  • Financial modeling and revenue projections based on validated assumptions
  • Channel partner identification and strategic alliance recommendations
  • Investor documentation including market thesis and growth roadmap

The Result

The engagement delivered a comprehensive market validation report and actionable go-to-market strategy that enabled the client to make confident investment decisions and secure Series A funding.

Key deliverables and outcomes included:

  • Validated $180M total addressable market with $45M serviceable obtainable market across priority segments
  • Identified 5 high-priority customer segments with detailed buyer personas and engagement strategies
  • Mapped competitive landscape with 15+ direct and indirect competitors, highlighting differentiation opportunities
  • Developed pricing and packaging strategy optimized for Indian enterprise market
  • Identified and qualified 8 potential channel partners and strategic alliances
  • Created financial models demonstrating path to $10M+ ARR within 3 years
  • Successfully supported Series A fundraising with validated market thesis, securing $4.5M in funding
  • Achieved 3x pipeline growth within 6 months of strategy implementation
  • Onboarded first 5 enterprise customers within 4 months of market entry
 
Client
B2B Enterprise Software Company
Industry
Technology & Services
Service
Strategy & Advisory
Timeline
10 Weeks
Key Results
$180M
Total Addressable Market Validated
$4.5M
Series A Funding Secured
3x
Pipeline Growth in 6 Months
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Suresh Kumar
Suresh Kumar is a Corporate Legal, regulatory, and Governance Advisor. He has been a leading legal counsellor in the manufacturing, automotive, software, and fintech sectors in India and the Middle East for more than 30 years.

He has been the Global General Counsel, Senior Vice President of Legal, and Company Secretary for prestigious business conglomerates, such as Hyundai Motor India, Ashok Leyland Group, Ramco Systems, Polaris, Financial Software & Systems, and Omzest Group. He has worked closely with Boards, promoters, and CXOs on issues related to corporate governance, compliance, mergers and acquisitions, contracts, and regulations.

At Kepler Ventures, he advises clients with governance frameworks, risk management, and complex legal and regulatory challenges.

S Sundara Moorthy
Strategy & Advisory Services
Sundara Moorthy is a leader in strategy and market intelligence with 18+ years of experience guiding businesses, investors, and organizations on growth strategies, market entry, and business transformation.

He has directed multi-sector engagements spanning manufacturing, consumer, retail, and supply chain industries, integrating comprehensive market analysis with results-oriented advisory services.
At Kepler Ventures, he oversees Strategy & Advisory Services, collaborating closely with leadership teams to define strategic priorities, inform decision-making, and facilitate scalable growth. Renowned for his methodical reasoning and practical methodology, Sundara assists organizations in converting intricate market dynamics into well-defined, actionable strategies.

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Khaja Hameed
Managing Partner

Khaja Hameed is the Managing Partner at Kepler Ventures, with over two decades of experience across technology leadership, digital transformation, and investment-led advisory.

He has worked with corporates, investors, and promoters on technology strategy, platform scaling, and value creation initiatives, including M&A, strategic investments, and i2i-led advisory engagements. Khaja brings strong expertise in IT governance, transformation programs, and transaction-driven decision support.

At Kepler Ventures, he drives firm strategy, client delivery, and investment advisory platforms, supporting organizations in evaluating, structuring, and executing growth through acquisitions, partnerships, and technology-enabled investments.

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Bernard Ouriou
Founding Partner
Bernard Ouriou is the Founding Partner of Kepler Ventures, offering nearly twenty years of international expertise in strategy, consulting, and industry leadership.

He is a graduate of École Centrale de Paris and ESCP-EAP Business School. Bernard’s career reflects a dual path across management consulting at Bossard and senior roles in industry, primarily within the automotive sector—enabling him to build wide, cross-sectoral expertise. He is a specialist in rail, aeronautics, chemicals, and capital goods industries.


At Kepler Ventures, Bernard shapes strategic direction, drives international partnerships, and advises clients on cross-border growth and market expansion.

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Case Studies