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Business Case (ZiCA v2)

Drop — Business Case v2 (Remittance + QR Payments)

Note: Originally titled "Drop — Business Case v2". Product has been rebranded to Drop. Target audience broadened from diaspora-only to ALL residents in Norway/Scandinavia. Business model updated to pass-through PSD2 (PISP/AISP) — Drop NEVER holds customer money. See Drop CLAUDE.md for current spec.

Date: 2026-02-08 (updated 2026-02-14) Version: 2.1 Compiled by: John (AI Director) Sources: 8 AI agents — 2 runde analize Pivotni insight: Alem

Executive Summary

Drop je fintech app za sve stanovnike Norveške/Skandinavije sa dva revenue streama:

  1. Remittance — pošalji novac u inostranstvo jeftinije (primatelj NE treba app)
  2. QR Merchant Payments — plaćaj u dućanu skeniranjem QR koda (kao UPI u Indiji)

Isti korisnik, dva use-case-a, pass-through PSD2 model (Drop NIKAD ne drži novac korisnika). Ovo stvara flywheel efekat.

1. Vizija

┌─────────────────────────────────────────────────────────┐
│                     DROP ECOSYSTEM                       │
│                                                          │
│   POŠILJALAC (Norveška)          PRIMATELJ (inostranstvo)│
│   ┌──────────┐                   ┌──────────┐           │
│   │ Drop App │─── remittance ──▶│ Bank/Cash │           │
│   │ (PISP)   │   via Open Banking│ (no app!) │           │
│   └────┬─────┘                   └──────────┘           │
│        │                                                 │
│        │ QR scan                                         │
│        ▼                                                 │
│   ┌──────────┐                                          │
│   │ Merchant │ ← lokalni biznisi u Norveškoj            │
│   │ QR Code  │ ← jeftiniji od Vipps (1% vs 1.75-2.75%) │
│   └──────────┘                                          │
│                                                          │
│   FLYWHEEL:                                              │
│   Više korisnika → više merchanta → više korisnika       │
│   DROP NIKAD NE DRŽI NOVAC — pass-through PSD2 model    │
└─────────────────────────────────────────────────────────┘

2. Tržište (data-engineer agent)

Podatak Vrijednost Izvor
Imigranti u Norveškoj ~1,000,000 SSB
Remittance iz Norveške godišnje 5.7 mlrd NOK World Bank
Prosječna remittance tx ~1,000 NOK World Bank
SME u Norveškoj ~195,000 SSB
Top remittance korridori Srbija, Poljska, Pakistan, Iran, Turska SSB
Lokalni biznisi (procjena) 30,000-50,000 SSB estimate

3. Dva Revenue Streama

Stream 1: Remittance

Aspekt Detalj
Šta Slanje novca iz Norveške u Balkan, Pakistan, Tursku, itd.
Kako Drop app → PISP (Open Banking) via bank partner → bank transfer/cash pickup
Primatelj NE treba app — prima na račun ili cash
Fee 0.5% (vs Wise 0.7-1.5%, vs WU 5-10%)
Corridors NOK→RSD, NOK→BAM, NOK→PKR, NOK→TRY, NOK→PLN, NOK→EUR

Stream 2: QR Merchant Payments

Aspekt Detalj
Šta Plaćanje u dućanu skeniranjem QR koda
Kako Merchant prikaže QR → customer skenira → instant transfer
Merchant Lokalni biznisi (kebab, kiosk, pekara, restoran, frizer)
Fee 1% (vs Vipps 1.75-2.75%)
Settlement Daily batch payout na merchant bank račun
Tech qrcode.js (generisanje) + html5-qrcode (skeniranje)

Flywheel

Korisnik šalje remittance → navikne na Drop → plaća u lokalnom dućanu QR-om
Merchant prihvati QR → preporuči Drop → korisnik šalje i remittance
→ REPEAT

4. User Journeys

Journey A: Remittance

  1. Amir otvori Drop, tap "Pošalji novac"
  2. Odabere: Srbija, mama Jasmina, njen broj računa
  3. Unese 2,000 NOK → vidi: primatelj dobije 23,400 RSD, fee 10 NOK (0.5%)
  4. Potvrdi, plati sa norveške kartice
  5. Mama dobije SMS: "Primili ste 23,400 RSD od Amira"
  6. Novac na računu za 1-2 radna dana

Journey B: QR Payment

  1. Amir uđe u Ahmetov kebab shop u Oslu
  2. Na kasi je Drop QR naljepnica
  3. Amir otvori Drop, tap "Skeniraj"
  4. Skenira QR → prikaže se: "Ahmetov Kebab, unesi iznos"
  5. Unese 129 NOK, tap "Plati"
  6. Ahmet dobije notifikaciju: "Primljeno 129 NOK od Amir"
  7. Instant. Bez terminala. Fee 1.29 NOK umjesto 3.55 NOK (Vipps).

Journey C: Killer Combo

  1. Amir šalje 5,000 NOK mami — dobije 25 Drop bodova
  2. Plaća kebab 129 NOK QR-om — dobije 1 bod
  3. Na 50 bodova: besplatna remittance (no fee)
  4. Ahmet (merchant) vidi: "Ove sedmice: 47 transakcija, 12,300 NOK, fee 123 NOK"
  5. Ahmet preporuči Drop svim korisnicima → novi korisnici → više remittance

5. Merchant Onboarding (3 minuta)

  1. Vlasnik skine Drop app
  2. Tap "Registruj biznis" → unese: naziv, adresa, bank račun
  3. KYC: lična karta + org.nummer
  4. Dobije QR kod — printaj ili koristi na telefonu
  5. Lijepi QR na kasu
  6. Gotovo. Prima plaćanja odmah.

6. Finansijski Model (KORIGIRAN — realistične projekcije)

Startup Costs

Stavka Iznos (NOK)
Development (AI-first) 10,000
Open Banking integracija (PSD2) 15,000
Legal + compliance setup 50,000
Marketing launch 100,000
QR naljepnice + merchant kit 20,000
Buffer 55,000
UKUPNO 250,000 NOK

Revenue Projection (KONZERVATIVAN)

Period Remittance korisnici Merchant-i MRR Remittance MRR Merchant Ukupni MRR
Mj 1-3 200 20 2,000 10,000 12,000
Mj 4-6 1,000 80 10,000 40,000 50,000
Mj 7-12 3,000 200 30,000 100,000 130,000
Year 1 avg 3,000 200 30,000 100,000 130,000
Year 2 avg 8,000 500 80,000 250,000 330,000
Year 3 avg 15,000 1,000 150,000 500,000 650,000

Napomena: MRR Remittance = korisnici × 2 tx/mj × 1,000 NOK × 0.5%. MRR Merchant = merchanti × 50,000 NOK/mj promet × 1%.

ARR Projection

Godina ARR (NOK)
Year 1 ~1,000,000
Year 2 ~4,000,000
Year 3 ~7,800,000

Monthly Costs (post-launch)

Stavka NOK/mj
Bank partner fees 10,000-20,000
Hosting + infra 2,000
Claude Code (development) 1,100
Marketing (ongoing) 30,000-50,000
Support + compliance 10,000
Mjesečni burn ~55,000-85,000

Break-Even

Scenarij Break-even MRR Kad?
Optimistički 85,000 NOK/mj Mjesec 5-6
Realistički 85,000 NOK/mj Mjesec 7-9
Pesimistički 85,000 NOK/mj Mjesec 12-14

Unit Economics

Segment CAC LTV (24mj) LTV:CAC
Consumer (remittance) 100 NOK 2,400 NOK 24:1
Merchant (QR) 500 NOK 24,000 NOK 48:1

Merchant LTV je IZUZETAN jer je recurring i visok volumen.

7. Competitive Landscape

Konkurent Remittance QR Payments Dijaspora focus Fee
Vipps ❌ Samo Norveška ✅ Ali skupo za merchante ❌ 1.75-2.75% merchant
Wise ✅ Cross-border ❌ No merchant ❌ 0.7-1.5%
Revolut ✅ Ali generic ❌ Limited ❌ 0.5-1.5%
Western Union ✅ Ali skupo ❌ ✅ Ali 2005 UX 5-10%
MoneyGram ✅ Ali skupo ❌ ✅ Ali 2005 UX 4-8%
Drop ✅ Jeftino ✅ QR (1%) ✅ Za sve u Norveškoj 0.5% + 1%

Niko ne radi oba. To je naš moat.

8. Tech Architecture (dev agent)

QR Payment Flow

┌──────────┐    scan     ┌──────────┐   confirm   ┌──────────┐
│ Merchant │────────────▶│ Customer │─────────────▶│  Drop    │
│ QR Code  │   camera    │  App     │   amount     │  Server  │
└──────────┘             └──────────┘              └─────┬────┘
                                                         │
                                              PISP via Open Banking
                                              (direct bank transfer)
                                                         │
                                                   daily batch
                                                   settlement
                                                         │
                                                   ┌─────▼────┐
                                                   │ Merchant │
                                                   │ Bank Acc │
                                                   └──────────┘

Key Tech Decisions

Decision Choice Why
QR generation qrcode.js Lightweight, static QR per merchant
QR scanning html5-qrcode Camera API, works on all phones
Payment initiation PISP (Open Banking) Direct from user's bank account
Settlement Daily batch payout Via BaaS partner to merchant bank
Offline Store-and-forward Queue payments locally, sync when online

9. Roadmap

Version Timeline Features Revenue Impact
v1 MVP 5 sedmica Remittance (3 corridors: RSD, BAM, PLN) + basic QR payment First revenue
v2 +4 sedmice More corridors (PKR, TRY, EUR) + merchant dashboard + loyalty Growth
v3 +6 sedmica Business accounts + invoice integration + API for partners Scale
v4 +8 sedmica White-label za partnere + advanced analytics New revenue stream

10. Risk Matrix (Updated)

Rizik Severity Mitigacija
Bank partner dependency HIGH Multi-provider ready, modular architecture
Vipps launches remittance HIGH Already ahead in market, community trust
Regulatory issues MEDIUM Agentmodell under bank partner licence
Slow merchant adoption MEDIUM Door-to-door u lokalnim zajednicama
Security breach CRITICAL Threat model + security agent + httpOnly JWT
Cash flow pre break-even MEDIUM Bootstrap + Innovasjon Norge grant

11. GO / NO-GO

Za GO:

  • Startup cost: 250K NOK (bootstrapable)
  • Break-even: 7-9 mjeseci (realistično)
  • LTV:CAC: 24:1 (consumer), 48:1 (merchant)
  • Tržište: 5.7 mlrd NOK remittance + 30,000+ immigrant biznisa
  • Niko ne radi remittance + QR combo u Norveškoj
  • Alem razumije problem iz prvog lica — autentičnost

Rizici:

  • Marketing budget je realan trošak (~50K NOK/mj)
  • Compliance je ongoing
  • Alem je jedini human — decision bottleneck

Preporuka: GO

Ovo nije "još jedna payment app". Ovo je specifičan alat za sve u Norveškoj koji šalju novac u inostranstvo ili žele jeftinije plaćanje u lokalnim dućanima. Build MVP, launch u Oslu, grow from there.

Agents koji su doprinijeli (v2)

Agent Runda 1 Runda 2 Ukupan doprinos
nicksaraev Biznis model Dual revenue + TAM Revenue strategy
product Product strategy User journeys + roadmap Product vision
legal Compliance — Regulatory map
finance Budget Dual stream financials Financial model
marketer GTM strategy — Marketing plan
security Threat model — Security architecture
dev Architecture QR tech architecture Tech decisions
data-engineer — Market data Tržišna analiza

8 od 15 agenata aktivirano. 2 runde analize. Alemov insight: širi tržište, ne samo dijaspora.

Compiled: 2026-02-08 by John (AI Director) Status: Awaiting Alem GO/NO-GO

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