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: Remittance — pošalji novac u inostranstvo jeftinije (primatelj NE treba app) 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 Amir otvori Drop, tap "Pošalji novac" Odabere: Srbija, mama Jasmina, njen broj računa Unese 2,000 NOK → vidi: primatelj dobije 23,400 RSD, fee 10 NOK (0.5%) Potvrdi, plati sa norveške kartice Mama dobije SMS: "Primili ste 23,400 RSD od Amira" Novac na računu za 1-2 radna dana Journey B: QR Payment Amir uđe u Ahmetov kebab shop u Oslu Na kasi je Drop QR naljepnica Amir otvori Drop, tap "Skeniraj" Skenira QR → prikaže se: "Ahmetov Kebab, unesi iznos" Unese 129 NOK, tap "Plati" Ahmet dobije notifikaciju: "Primljeno 129 NOK od Amir" Instant. Bez terminala. Fee 1.29 NOK umjesto 3.55 NOK (Vipps). Journey C: Killer Combo Amir šalje 5,000 NOK mami — dobije 25 Drop bodova Plaća kebab 129 NOK QR-om — dobije 1 bod Na 50 bodova: besplatna remittance (no fee) Ahmet (merchant) vidi: "Ove sedmice: 47 transakcija, 12,300 NOK, fee 123 NOK" Ahmet preporuči Drop svim korisnicima → novi korisnici → više remittance 5. Merchant Onboarding (3 minuta) Vlasnik skine Drop app Tap "Registruj biznis" → unese: naziv, adresa, bank račun KYC: lična karta + org.nummer Dobije QR kod — printaj ili koristi na telefonu Lijepi QR na kasu 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