Executive Summary
The crypto exchange aims to increase its OTC trading volume in India 10x from current levels
of 50L per month. To achieve this, we recommend a three-pronged strategy focused on:
Targeting institutional investors: On-board 10 additional institutional investors like banks,
NBFCs, hedge funds, etc. through business development efforts. Each will potentially
contribute at least 1Cr in monthly volume.
Enabling API integrations: Develop APIs and SDKs to facilitate seamless OTC integrations.
Target 5 integration partners in the first year adding 50L in monthly volume each.
Incentivizing existing retail traders: Launch referral schemes and loyalty programs to
motivate existing retail traders to increase their trading activity. This can boost volumes by
5x.
The combination of these initiatives will provide the necessary boost in OTC trading activity,
volumes, and participants to meet the 10x growth objective within 12-18 months. Detailed
strategies provided in report.
Institutional Investor Acquisition Strategy
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Identify top 25 institutional investors to target including banks, NBFCs, hedge funds,
family offices based on assets under management, propensity for crypto, and existing
relationships.
Create customized pitches highlighting OTC benefits like liquidity, price discovery,
customized bilateral deals.
Deploy dedicated sales team for 1:1 engagement over a 6 month period. Offer attractive
volume-based fee discounts.
On-board 10 institutional investors in first year with each generating minimum of 1Cr
monthly volume.
API/SDK Integration Strategy
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Develop APIs and SDKs to allow easy integration of exchange OTC services into partner
platforms and systems.
Prioritize 5 potential integration partners such as digital wallets, banking apps, trading
platforms, etc.
Undertake co-marketing activities with partners to drive adoption and usage of integrated
OTC services.
On-board 5 partners in first year with each delivering ~50L in monthly OTC volume.
Retail Trader Incentivization Strategy
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Launch referral program for existing retail clients to refer new OTC traders. Provide
rewards like trading fee discounts, cash bonuses, VIP access for successful referrals.
Introduce loyalty program to incentivize increased OTC trading activity through rewards
like crypto airdrops, merchandize, event invites, fee waivers, etc.
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Gamify the trading experience by introducing leaderboards, performance tracking,
awards and recognition.
Above initiatives expected to boost retail trader volumes by 5x in 12-18 months.
Execution Roadmap
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Setup dedicated institutional sales team in Month 1. Begin prospecting and outreach.
Start API/SDK development in Month 2. Commence partnership discussions.
Roll out retail trader referral program in Month 3. Launch loyalty program in Month 6.
On-board first 2 institutional investors and 1 API partner by end of Month 9.
Expand institutional investor and API partner base to 5 each by end of Month 12.
Continued focus on increasing reach and retention of retail traders throughout.
With this phased approach, target 10x OTC volume growth within 12-18 months.
This covers the key elements of the proposed OTC business expansion strategy focused on
increasing participants and engagement across institutional investors, integration partners,
and retail traders.