Work · Scienaptic AI
Adding small business lending to a consumer credit platform
I added MSME as a new asset class on a platform built for consumer credit. It won new logos from US small business lenders who wouldn't have bought a consumer-only product.
Context
Scienaptic’s decisioning and monitoring covered personal loans, credit cards, auto loans and home equity lines. Small business lenders needed underwriting too, but small business credit runs on different data, workflows and scoring.
The hard call
One platform, not a second product. A separate MSME product would have been faster to start and easier to tailor. I chose to make MSME an asset class on the shared platform, which stretched a core built around consumer loans. In return, existing clients could add it without a new integration, and new small business lenders could later buy the rest of the suite.
What I did
- Defined MSME as a new asset class on the shared decisioning platform.
- Built the small business underwriting workflow and the scoring, end to end.
- Took it to US small business lenders, a segment the consumer-only platform couldn’t serve.
My role
As Director of Product Management, I drove the addition of the asset class and owned the workflow and scoring product decisions.
Results
| Measure | Result |
|---|---|
| Asset classes | Personal loans, cards, auto and HELOC, plus MSME |
| New logos | Won from US small business lenders who wouldn't buy a consumer-only platform |
| Cross-sell | A wider story behind the growth from $2M to $10M |
What I take from it
A new segment is cheapest to enter through the platform you already have, as long as you protect the core while you stretch it.
Next case: Land and expand: taking a decisioning platform from $2M to $10M