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about=\u0022\/case\/uala\u0022 class=\u0022case-study full clearfix case-details-page-wrapper\u0022\u003E\n  \u003Cdiv class=\u0022container-fluid case-details-block green-january full-width-wrapper\u0022\u003E\n    \u003Ca id=\u0022scrolltop_button\u0022\u003E\u003C\/a\u003E\n\n    \u003Cdiv class=\u0022row\u0022\u003E\n      \u003Cdiv class=\u0022col-lg-12 full-width-inner-wrapper\u0022\u003E\n        \u003Cdiv class=\u0022row\u0022\u003E\n          \u003Cdiv class=\u0022col-lg-12 btn-group\u0022\u003E\n            \u003Ca href=\u0022\/search\u0022 class=\u0022btn padding-5 insead-white green-december-text rounded-2 back-to-search-button\u0022\u003E\n              Back to Search\n            \u003C\/a\u003E\n          \u003C\/div\u003E\n        \u003C\/div\u003E\n\n        \u003Cdiv class=\u0022row\u0022\u003E\n          \u003Cdiv class=\u0022col-lg-12 badges-block\u0022\u003E\n           \u003Cspan class=\u0022green-june-text text-uppercase product-type-badges\u0022\u003ECase 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\u003Cp\u003EUal\u00e1\u2019s bold \u201ctech-and-touch\u201d strategy brought 2.7 million new customers \u2013 1 out of 20 people in Argentina \u2013 into banking in less than four years (2017-21). Readers step into the shoes of CEO Pierpaolo Barbieri as he begins by (1) uncovering pain points and untapped needs in banking in Argentina through digital analytics, (2) transforming his insights into a clever tech-and-touch strategy combining physical (prepaid card) and digital aspects powered by a mobile app. Having achieved massive success onboarding unbanked customers in Argentina, Ual\u00e1 must craft a strategic response to new competition from online banks and digital \u201cGoliaths\u201d such as Mercado Pago (finance arm of Mercado Libre, the \u2018Amazon of Latin America\u2019). \u003C\/p\u003E\n\n                        \u003C\/p\u003E\n                      \u003C\/div\u003E\n                    \u003C\/div\u003E\n                  \n                  \n                                      \u003Cdiv class=\u0022tab-content-block\u0022\u003E\n                      \u003Cdiv class=\u0022tab-subtitle green-july-text\u0022\u003ETeaching objectives\u003C\/div\u003E\n                      \u003Cdiv class=\u0022p-14 insead-grey-dec-text\u0022\u003E\n                        \u003Cp\u003E\n                          \u003Cp\u003EThe case offers a new lens through which to design and execute a tech-and-touch strategy, use analytic tools to create a framework for a digital marketing strategy, and see what combining a social mission with a for-profit goal can look like.\u003C\/p\u003E\n\n                        \u003C\/p\u003E\n                      \u003C\/div\u003E\n                    \u003C\/div\u003E\n                  \n                                      \u003Cdiv class=\u0022keyword-content-block\u0022\u003E\n                      \u003Cdiv class=\u0022tab-subtitle green-july-text\u0022\u003EKeywords\u003C\/div\u003E\n                      \u003Cdiv class=\u0022p-14 insead-grey-dec-text\u0022\u003E\n                        \u003Cul class=\u0022individual-page-keywords\u0022\u003E\n                                                      \u003Cli\u003E\n                              Consumer technology\n                            \u003C\/li\u003E\n                                                      \u003Cli\u003E\n                               Digital disruptions\n                            \u003C\/li\u003E\n                                                      \u003Cli\u003E\n                               Mobile strategy\n                            \u003C\/li\u003E\n                                                      \u003Cli\u003E\n                               Marketing strategy\n                            \u003C\/li\u003E\n                                                      \u003Cli\u003E\n                               Digital growth\n                            \u003C\/li\u003E\n                                                      \u003Cli\u003E\n                               Analytics and big data\n                            \u003C\/li\u003E\n                                                      \u003Cli\u003E\n                               Banking \/ Finance\n                            \u003C\/li\u003E\n                                                      \u003Cli\u003E\n                               Fintech\n                            \u003C\/li\u003E\n                                                      \u003Cli\u003E\n                               Bottom of pyramid\n                            \u003C\/li\u003E\n                                                      \u003Cli\u003E\n                               Inclusive business model\n                            \u003C\/li\u003E\n                                                      \u003Cli\u003E\n                               Go-to-market strategy\n                            \u003C\/li\u003E\n                                                      \u003Cli\u003E\n                               Influencer marketing\n                            \u003C\/li\u003E\n                                                      \u003Cli\u003E\n                               Platform competition\n                            \u003C\/li\u003E\n                                                      \u003Cli\u003E\n                               Tech and touch\n                            \u003C\/li\u003E\n                                                      \u003Cli\u003E\n                               Q22021\n                            \u003C\/li\u003E\n                                                  \u003C\/ul\u003E\n                      \u003C\/div\u003E\n                    \u003C\/div\u003E\n                  \n                \u003C\/div\u003E\n                                  \u003Cdiv id=\u0022microsite-133511\u0022 class=\u0022tab-pane fade\u0022\u003E\n                    Loading please wait.\n                  \u003C\/div\u003E\n                                  \u003Cdiv id=\u0022microsite-133506\u0022 class=\u0022tab-pane fade\u0022\u003E\n                    Loading please wait.\n                  \u003C\/div\u003E\n  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green-july-text\u0022\u003E\n                  \u003Ch4\u003E\n                    \u003Ca href=\u0022\/author\/david-dubois\u0022 class=\u0022green-july-text\u0022 target=\u0022_blank\u0022\u003E\n                      David\u0026nbsp;Dubois\n                    \u003C\/a\u003E\n                  \u003C\/h4\u003E\n                \u003C\/div\u003E\n                \u003Cdiv class=\u0022sidebar-sub-content green-december-dark-text author-designation\u0022\u003E\n                  Associate Professor of Marketing\n                \u003C\/div\u003E\n              \u003C\/div\u003E\n            \u003C\/div\u003E\n                  \u003C\/div\u003E\n\n      \u003C\/div\u003E\n    \u003C\/div\u003E\n  \u003C\/div\u003E\n\u003C\/div\u003E\n\n","settings":null}]