# 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](/ALAI/products/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*