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Market Entry Strategy and Financial 
Modeling
Learnings From the Consulting World
‐By Tarun Mehra

© EduPristine – www.edupristine.com
Problem Statement

“Identify growth opportunities for a European medical devices company in Latin 
America”

© EduPristine | (Confidential)

2
Types of ‘Problems’
Wicked 
Problems
Complex 
Problems

Clarity on 
Potential 
Answers

Tame 
Problems
- Well defined problem
- Clear solution reachable in a
linear fashion using
straightforward, reductionist,
repeatable, sequential
techniques
- E.g. – CAGR calculation,
binomial equation, dy/dx, etc.

‐ Non‐linear, difficult to understand 
‐ Solutions can lead to other 
problems and unintended 
consequences
‐ E.g. ‐ fluid dynamics, travelling 
salesmen scheduling, polynomial 
differential equations, etc.

Clarity on Problem Definition

© EduPristine | (Confidential)

3

‐ Ambiguous or unknown goals
‐ Means‐ends relationships poorly 
understood. Interconnected.
‐ ‘No stopping’ rule
‐ E.g. – Poverty, Crime, Education, 
Water, Hunger, Social issues, etc.
What Are We Dealing With?

“Some problems are so complex that 
you have to be highly intelligent and 
well informed just to be undecided
about them.”
‐ Laurence J. Peter
““Successful problem solving requires 
finding the right solution to the right 
problem. We fail more often because we 
solve the wrong problem than because 
we get the wrong solution to the right 
problem” 
‐ Russell Ackoff

© EduPristine | (Confidential)

4
A Potential Analytical Approach
International 
Expansion? 
Emerging Markets?

Our Growth Vision? 
Therefore

Which Countries Are Most 
Attractive? In What 
‘Segments’? Hypotheses?

Validate

Where Should We 
‘Play’?
Therefore

‘Mode of Entry’? 
Target Player? Go‐to‐
Market? ROI?

Validate

How Will We 
Succeed?
Therefore

Org‐Structure? 
Management 
Plan? By Country?

Validate

What Capabilities 
Will We Need?

Strategic Choices

© EduPristine | (Confidential)

Tactical Choices

5
Where Should We Play?
20+ Countries in Latin 
America

Detailed Analysis Of …

Macroeconomic 
Attractiveness 
Analysis

20+ 
Countries

Industry 
Attractiveness 
Analysis

8‐10 
Countries

Deep‐Dive on 
Attractive Markets

3‐4 
Countries

Specific ‘Growth 
Alternatives’ for 
Selected Countries

• Macro parameters 
• GDP/ Growth, Business Confidence Index, PEST
• Others

• Market Size/ Growth
• Regulatory Landscape; 
• Customer Overview (B2B, B2C, Third‐Party, 
Insurance, etc.)
• Competitive Landscape (Fragmented/ Consolidated? 
Presence of Global Players?)
• Value Chain Analysis (Distribution Models?)
• Market Trends; Recent Deals/ Trends
Country #1  Potential Acquisition C
– Company Details, Management Team? Potential Business/ Market/ 
Financial Synergies with Potential Targets? Review of Financials and Deal‐
Multiples? Potential Deal‐Size? At Premium/ Discount?

Hypothetical 

Country #2  Organic Growth + Distributor Partnership

Detailed Analysis of 
Selected ‘Growth 
Alternatives’

© EduPristine | (Confidential)

Where Should We 
‘Play’?
6
Analysis of ‘Growth Alternatives’?
Brazil

Growth 
Alternative

Financial 
Analysis

Mexico

• Inorganic Growth
• Acquire Company X
• Define Terms/ Boundaries

• Organic Growth
• Partner with Distributor Y
• Define Terms/ Boundaries

• ‘Incremental’ Cost‐
benefit?
• Initial Investment? Deal‐
size? Multiples? 
• Ongoing Investment?
• New Immediate Sales? 
Sales Growth?
• ROI? Payback‐Period?
• Cash‐flow? Sequencing of 
Investment?
• Scenarios? Robustness?

• ‘Incremental’ Cost‐
benefit?
• Investment? Product‐
Licensing Fees/ Timeline?
• New Team Size/ 
Structure? Hiring? Sales 
Targets?
• Sales Forecast? Sales 
Growth?
• ROI? Payback‐Period?
• Cash‐flow? Sequencing of 
Investment?
• Scenarios? Robustness?

Evaluate Against Investment Appetite

© EduPristine | (Confidential)

7

How Will We 
Succeed?
Next Steps …


Share Following with the Board –
 Strategic Choices 
 Selected Growth Alternatives
 Financial Analysis, Cost‐Benefit Plan and Recommendations




Facilitate Decision‐Making
Initiated Discussions with External Stakeholders, e.g. –
 Potential Target’s Management Team in Brazil
 Selected Distributor in Mexico






Finalize deals
Revisit Earlier Financial Plan, Compare with ‘Actuals’, Adjust and Keep Track
Take Action on Tactical Choices Made Earlier
Track Progress 

© EduPristine | (Confidential)

8
Why Financial Modeling?
Financial Modeling is an expertise that helps  
you to:
•Design & Structure Financial Problems & 
translate them in Excel
•Gain the ability to produce models quickly
•Implement Sensitivity Analysis
•Learn Charting Techniques & Create 
Dashboards
•Quickly audit robust Financial Models

© EduPristine | (Confidential)

What EduPristine has to Offer you in Financial 
Modeling Program:
•Extensive Classroom Training by Industry Experts
•20+ Hrs Exclusive Online Training
•Earn CFA Credits :CFA Institute has approved this 
program, offered by EduPristine, for 20 CE credit 
hours.
•Earn GARP Credits: EduPristine's program on 
"Financial Modeling" qualifies for 10 GARP CPE 
credit hours.
•Personal Doubt Clearance: Every Participant can 
avail 30 mins of one‐on‐one doubt clearing 
session.
•24X7 Access to Discussion Forums

9
Thank You !
Visit Us On:
http://www.edupristine.com/ca
Contacts Us:
help@edupristine.com
support@edupristine.com
Follow Us On:
http://www.facebook.com/edupristine
Subscribe To:
http://www.youtube.com/user/edupristine

© EduPristine – www.edupristine.com

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