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How to determine a Universe's potential value for ONVO _

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EXAMPLE CASE:

Penetrating a Space such as TELCOM sounds tempting as it implies a massive amount of transactions concentrated in one or few Merchants.

The Key to establishing the TUV [Total Universe Value] or TMV [Total Merchant Value] for a Big player as TELCOM or 3P is to figure out first how it adds real value, lifetime to ONVO.

It will certainly add TTV but probably at a very discounted margin or even negative yield (?), Traction is questionable depending on that Merchant's churn, delinquency and desertion which escape ONVO's realm of action. (?) *This may represent an opportunity for ONVO as well*

So the 'short term' TMV for a TELCOM or 3P will likely revert to SHOPPER ACCOUNTS. Q: Does this metric justify the effort to penetrate this target? A: CFO/CEO Validation (?)

Other external considerations must be taken into account: Does the Merchant have a relationship with a Banking or Financial Institution that enables other aspects of their business or operations?

This may mean even a discounted rate (?) will not cut it.

This TMV analysis will in turn determine how much effort to Adequately Service* and just how much of a Whatever it Takes it merits.

The next immediate consideration factor is: Merchant's requirements to SOLVE their pains/problems vs our [CSP] - Enter the Binary Decision Matrix exercise (ALWAYS to be executed as part of ONVO's GTM)

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Opportunity assessment _

Not all Universes present the same level of access and subsequent opportunity for ONVO at the early stage. If we are thinking "this" Universe is attractive, others are too.

Others may have gotten earlier to the game. Others are the current incumbents. Others have analyzed how to "win" in this Space.

So how do WE stand out? How does ONVO become unbeatable in this Space > Subspace > 'Segment' > Merchant WITH our [CSP] ?

Do we have a REAL opportunity? or do we "just have access" to a decision maker? CAREFUL: These relationships should not be burned ahead of time.

We capitalize on these opportunities by preparing a USP that has gone through our Decision Matrix and considers the strengths of our [CSP].

* IF the conditions of our [CSP] and Decision Matrix do not present a winning UPS: This Space > Merchant MUST be sent to backlog and be run through the actions of the Decision Matrix.

** IF conditions of [CSP} and Decision Matrix give a green light: the USP must be defined and crafted.

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USP _

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- A unique selling proposition (USP, also used as unique selling point) is a factor or combination of factors that differentiates a product (solution) from its competitors, such as the lowest cost, the highest quality or the first-ever product of its kind. A USP could be thought of as “what you have that competitors don't.”

In our case it must be a combination of Factors that makes our USP's for the selected targets.

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