Building the business case for overseas expansion

Jigsaw represents around fifteen brands - including Nike, ASOS and Hotels.com - in the UK gift card market. A number of those brands were interested in Jigsaw representing them in other territories, too. However, a lack of gift card market data in these other countries made it difficult to build anything approaching a business case. We stepped in and took the whole discovery phase off Jigsaw’s plate, helping them focus on BAU - driving incremental benefit for their retail brands. Assessing gift card market data where it was available enabled us to devise a methodology to estimate market size where data wasn’t available. If the opportunity looked good on paper, we then identified and connected with local distributors and resellers to help us validate, albeit anecdotally, the estimated opportunity. These local players were also the channels that would distribute gift cards for Jigsaw. We then compiled the results of our research to prioritise the target markets and begin developing the business case.