Otter Payments: Plenty of Demand, Nothing to Buy
Otter Payments runs a fintech marketplace in Southeast Asia, live in 30 cities.
Last month: 165,545 active buyers, 17,908 active sellers, 451,806 searches, and an overall fill rate of 62%.
That average conceals a wide spread. The three largest cities fill at about 74%. The bottom half of cities fill at around 19%.
Growth marketing has been buying buyer-side installs, because buyer acquisition is cheaper and the install numbers look good in the board deck. Supply acquisition is manual and slow.
scale
- searches
- 451806
- active buyers
- 165545
- active sellers
- 17908
- buyer to seller ratio
- 9.2
liquidity
- cities live
- 30
- overall fill rate pct
- 62
- top 3 cities fill pct
- 74
- bottom half cities fill pct
- 19
acquisition
- buyer side
- paid, scaling
- seller side
- manual, flat
Advise the general manager. Your answer should provide:
- Analysis — which side is constrained, where, and what the fill rate really says.
- Risks — what happens if you keep acquiring on the current side.
- Recommendation — which side, which cities, which mechanism, and the metric that proves it.
State any assumptions you make.
80 points, 60% to pass.
- recommendation15
- market analysis25
- risk assessment20
- financial analysis20
Reveal suggested structure
Liquidity is local. Find the constrained side per geography, stop acquiring on the long side, and concentrate supply until density crosses the threshold.