Channelplay Case Study

Market Entry Strategy For A Food Startup


The client is an early stage start-up enabling restaurants and commercial kitchens to reach consumers in more locations and effectively sell a whole lot more. Their primary business is a physical, brick-and-mortar marketplace for restaurant meals by the name 'Foodbox'. The client wanted to diversify into a new service wherein it could partner with different restaurants and enable them do targeted sampling and new product testing. Our client wanted to assess the following through a primary research exercise:

  • Acceptability of the idea among restaurants
  • Rating around proposed features
  • Pricing and payout model
  • Market gaps and expectations


The key activities in project execution were as follows:

  • We shortlisted growth-hungry restaurants excluding multi-national restaurant chains like McDonalds, Dominos etc., dhabas, lounges, clubs and bars.
  • We defined certain parameters to segregate growth-hungry restaurants and developed a common understanding with the client defining the most relevant features of growth-hungry restaurants.
  • Restaurants were shortlisted across various categories like cafes, fine-dine, quick-service restaurants etc. and various cuisines like Chinese, South Indian, North Indian, Italian etc. for the purpose of research.
  • Appointments were scheduled with restaurant owners/key decision makers.


The research generated valuable insights around:

  • Go/no-go for the business idea
  • Current services subscribed and their measurable benefits
  • Right pricing and pricing model (free/ad based/commission based/fixed fee) for the service
  • 'Must have' and 'Good to have' features in the service
  • Additional expectations from the service

Topics: Market Research