Nexora Capital Business Plan › Section 12 › Go-To-Market Strategy

The GTM design principle is that distribution partnerships and
product-led referral must carry the majority of acquisition by Year 3,
because paid digital channels alone cannot deliver 350,000 customers at
an economic CAC. The plan phases acquisition accordingly.

Channel Architecture

Phased Rollout

• Phase 1 (M12–M24), South Africa core: Gauteng,
  Western Cape, KwaZulu-Natal; pilot cohort of 500 SMEs, then commercial
  launch; target 25,000 customers by FY2028.
• Phase 2 (M36–M48), Near-region: Botswana,
  Namibia, Zambia via partnership-led entry with local sponsor banks;
  target 15% of new customers from region by FY2030.
• Phase 3 (M48–M60), East Africa: Kenya, Tanzania,
  Mozambique; entry contingent on Phase-2 unit economics validating the
  multi-country playbook.

Blended CAC declines from R5,800 to R2,300 as partnership channels
scale, while LTV rises from R9,500 to R26,100 on cross-sell depth and
retention. The resulting LTV/CAC expansion from 1.6x to 11.3x is the
plan’s central unit-economics claim; the marketing budget of R70m from
the raise plus reinvested revenue funds the trajectory. A payback period
of under 14 months is achieved from FY2029.

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