DLocal Limited (DLO): ANSOFF MATRIX [Dec-2025 Updated]

You're looking for a clear, actionable breakdown of DLocal Limited's (DLO) growth path after they just posted a record $10.4 billion in Total Payment Volume (TPV) for Q3 2025. Honestly, mapping out the next move is key, so I've distilled their options using the Ansoff Matrix-it shows you exactly where they can push next, from doubling down on existing clients to using their $604.5 million in total cash for big, new ventures. Below, you'll see the four concrete strategies, from the safer bets like boosting Net Revenue Retention to the more aggressive M&A plays, that will define their trajectory from here.

DLocal Limited (DLO) - Ansoff Matrix: Market Penetration

Market Penetration focuses on increasing market share within existing markets using existing products. For DLocal Limited (DLO), this means driving deeper engagement with the current global merchant base through volume and service expansion.

The immediate focus is on maximizing the value extracted from the existing client roster. Net Revenue Retention (NRR) for the third quarter of 2025 reached a strong 149%, up from 145% in the second quarter of 2025. The TPV retention rate was even higher at 157%. The target action is to drive this metric further, aiming for a year-end NRR of 155% among top merchants.

A core lever for this penetration is the expansion of service adoption across the existing client base. DLocal Limited already offers access to over 600+ local payment methods across its operating footprint. The strategy involves cross-selling these existing Alternative Payment Methods (APMs) to increase the volume per client, which helps merchants reduce their own checkout abandonment rates.

The current financial reality necessitates tactical adjustments to profitability. The gross profit margin compressed to 37% in the third quarter of 2025, down from 42% in the third quarter of 2024. Management is implementing dynamic pricing strategies specifically to mitigate this compression, aiming to stabilize the margin profile moving forward.

Cost structure optimization is also tied to payment mix. A strategic push is underway to increase the local-to-local payment share to reduce reliance on cross-border processing costs, which can carry different cost structures. For context, in the third quarter of 2024, local-to-local TPV accounted for 53% of the total volume, while cross-border TPV was 47%.

To capitalize on seasonal strength and maintain growth momentum, volume-based incentives are being deployed. The goal is to push the fourth quarter Total Payment Volume (TPV) beyond the record set in the third quarter of 2025, which hit $10.4 billion. This compares to the previous record TPV of $6.5 billion set in the third quarter of 2024.

Here is a snapshot of the key performance indicators relevant to this penetration strategy:

The continued high NRR of 149% in Q3 2025 confirms the stickiness of the platform with the existing merchant base. The full-year 2025 guidance reiteration suggests TPV growth is still expected to exceed 50% year-over-year.

DLocal Limited (DLO) - Ansoff Matrix: Market Development

You're looking at how DLocal Limited expands its existing payment solutions into new geographic territories. This is Market Development in action, and the numbers show clear intent to move beyond the Latin America core.

The strategy prioritizes entry and securing operational footing in high-growth African and Asian markets. This is supported by concrete regulatory wins in 2025, which are essential for local compliance.

DLocal Limited's total number of licenses and registrations reached over 30 globally following these additions. The company supports over 600 payment methods across more than 25 emerging markets, including India and Kenya.

Focus remains on frontier markets already showing traction. For instance, Nigeria was noted as a driver of cross-border flows in Q1 2025. Colombia showed notable performance contributing to Q4 2024 revenue growth. Excluding Chile and Colombia, Other LatAm markets still grew 9% in Q2 2025.

Leveraging partnerships is key to capturing new flows, especially in remittances. DLocal and Western Union announced a strategic alliance on September 9, 2025, to enable digital payment methods on Western Union's online platforms in Latin America. The initial rollout targets Chile, Mexico, Peru, Panama, Argentina, and Brazil. This targets a region where Latin America and the Caribbean reached a record USD 161 billion in remittances in 2024.

The goal is to increase non-LatAm revenue contribution above the current baseline. In the full year 2024, revenues from Africa and Asia combined accounted for around a quarter of DLocal Limited's total revenues, which was approximately 25%. The company is targeting a potential $1 billion revenue year in 2025.

For context on recent scale, DLocal Limited reported Q2 2025 revenue of USD 256.5 million, up 50% year-over-year, with Total Payment Volume (TPV) at a record US$9.2 billion.

DLocal Limited (DLO) - Ansoff Matrix: Product Development

You're looking at how DLocal Limited (DLO) is planning to grow by developing new products for its existing enterprise merchant base. This is about taking what you know-the LatAm and emerging market expertise-and building deeper, stickier solutions right where your current customers operate.

Accelerate the rollout of the new BNPL Fuse product across all major LatAm markets. DLocal Limited (DLO) launched BNPL Fuse, the world's first Buy Now, Pay Later aggregator built specifically for emerging markets, in October 2025. This product consolidates multiple local BNPL providers into a single, fully orchestrated solution via one API and one contract. The initial launch covers eight countries across Latin America, Africa, the Middle East, and Asia, targeting over 500 million underbanked consumers. Early traction for BNPL Fuse, which operates on a revenue-share model with no credit risk for merchants, showed a 2.5x volume increase quarter-over-quarter in the third quarter of 2025. Merchants not offering BNPL risk losing up to 66 per cent of potential conversions in these regions. The platform integrates initial partners like Kueski, Pagaleve, Atome, Pareto, and Payflex. This rollout is key because merchants that do not offer BNPL options can lose up to 66% of potential conversions.

Launch a proprietary fraud and risk management tool for existing enterprise merchants. While the search results highlight the risk-free nature of the new BNPL Fuse product, the broader commitment to risk mitigation is evident in existing product enhancements. For instance, the tokenization of YAPE within the APM on-file solution-which now covers 27 local methods-resulted in a conversion lift of 34 percentage points. This shows DLocal Limited (DLO) is already embedding advanced risk and conversion tools into its core offering for current clients. If onboarding takes 14+ days, churn risk rises.

Enhance the 'dLocal for Platforms' solution with integrated treasury and FX services. The existing platform strength provides the foundation for these deeper integrations. DLocal Limited (DLO) reported a Net Revenue Retention rate of 149% as of the third quarter of 2025, which confirms that existing enterprise merchants are spending significantly more on the platform year-over-year. This high retention rate validates the strategy of deepening product integration, such as adding treasury and FX services, to increase the stickiness and overall spend of the current customer base. The overall scale of the business supports this investment, as seen in the Q3 2025 performance.

Here's the quick math on the scale supporting further product investment:

What this estimate hides is the gross margin compression to 37% from 42% a year ago, which is why new, higher-margin products are critical.

Develop a dedicated B2B cross-border invoicing and payment automation product. While specific 2025 figures for a dedicated B2B invoicing product are not public, the company's overall growth in pay-ins and payouts indicates a strong underlying B2B/enterprise focus. Pay-ins grew 55% year-over-year, and payouts grew 70% year-over-year in Q3 2025. Developing a specialized B2B cross-border invoicing tool directly addresses the complexity inherent in these high-volume flows, aiming to capture more wallet share from existing enterprise clients who need streamlined cross-border capabilities beyond consumer payments. This aligns with the overall platform strategy.

Invest a portion of the $333.1 million corporate cash into tech R&D for new features. DLocal Limited (DLO) held US \$333.1 million in Corporate cash and cash equivalents as of September 30, 2025. This substantial, unencumbered cash position provides the capital base to fund significant technology Research and Development (R&D) initiatives. The focus of R&D is clearly on high-margin, scalable products like BNPL Fuse, which management hopes will help fix the take rate and address investor concerns about margin pressure. The company is betting that these new initiatives will drive not just future growth but also higher margins.

The Product Development strategy centers on deepening the platform's utility for existing merchants through:

• Scaling the new BNPL aggregator across LatAm markets.
• Embedding advanced risk tools, evidenced by 34 percentage point conversion lifts from APM tokenization.
• Integrating treasury/FX services into 'dLocal for Platforms' to boost the 149% Net Revenue Retention.
• Leveraging US \$333.1 million in corporate cash for R&D.

Finance: draft the Q4 2025 R&D allocation proposal by next Tuesday.

DLocal Limited (DLO) - Ansoff Matrix: Diversification

You're looking at how DLocal Limited (DLO) can push beyond its core emerging market processing, which saw Total Payment Volume (TPV) hit a record $10.4 billion in the third quarter of 2025.

For diversification through acquisition, consider the capital base. DLocal Limited held total cash of $604.5 million as of September 30, 2025. A portion of this, perhaps a specific budget set aside for strategic Mergers and Acquisitions (M&A), could target a small regulated fintech or digital bank in a developed Asian or Eastern European market to gain immediate regulatory footing and market access there.

Expanding product offerings into adjacent financial services is another path. Launching a merchant-focused working capital lending product in Southeast Asia leverages the existing merchant base, which saw strong growth drivers in Q3 2025 from Asia alongside Brazil and Colombia. The company reaffirmed its full-year 2025 revenue guidance to hit the higher end of the 30%-40% year-over-year growth range, equating to between $970 million and $1 billion.

Developing a blockchain-based B2B cross-border settlement network outside of core emerging markets is already underway in some form. DLocal Limited is enabling merchants to fund cross-border payouts using stablecoins, moving funds in minutes via blockchain rails across 40+ markets to settle in local fiat currencies, connecting blockchain-native value transfer with regulated, fiat-based local settlement rails.

Piloting a consumer-facing digital wallet in a new, non-core African country would be a new market/new product move. This contrasts with the existing strong performance in African markets like Nigeria, which contributed to the 32% year-over-year growth in Gross Profit to $103.2 million in Q3 2025.

The financial foundation for these moves is solid, evidenced by the balance sheet strength at the end of Q3 2025. The $604.5 million in total cash provides significant optionality for these diversification efforts, even as the company manages margin pressures, with the Q3 2025 Gross Margin at 37%.

Here's a quick look at the key Q3 2025 financial snapshot:

Strategic actions tied to diversification could involve:

• Setting aside a dedicated M&A allocation from the $604.5 million cash reserve.
• Expanding the blockchain settlement utility to new, developed geographies.
• Testing consumer wallet adoption in a country outside the current core focus.
• Focusing on product development like merchant lending in high-growth regions.
• Monitoring the Net Revenue Retention rate of 149% as a measure of existing client stickiness.

Finance: draft the proposed capital allocation plan for strategic M&A by Friday.