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  • March 2021 (Revised May 2021)
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M-KOPA: Empowering Lives

By: V. Kasturi Rangan, Wale Lawal and Pippa Tubman Armerding
  • Format:Print
  • | Language:English
  • | Pages:35
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Abstract

The Pay As You Go solar power company in East Africa had sales of $71 million in 2019. It wished to grow to $300 million by 2025. M-KOPA, founded by three entrepreneurs in 2011, had grown nicely in Kenya and Uganda to reach nearly 750,000 households with an innovative direct sales force model. Jesse Moore, the founder, wished to scale the company through organic growth as well as geographical expansion into Nigeria. The strategy called for decisions on product/service offerings and go-to-market options. On the product side the company had increasingly migrated to larger in-home connected electronic and electrical devices. It had to decide how much further to go. On the go-to-market side its innovative Direct Service Representative network was hard to create and manage, and it had to think if there were viable alternatives.

Keywords

Mobile Payment; Go-to-market Strategy; Business At The Base Of The Pyramid; Business Growth; Social Entrepreneurship; Renewable Energy; Business Model; Growth and Development Strategy; Expansion; Marketing Strategy; Developing Countries and Economies; Kenya; Uganda; Nigeria

Citation

Rangan, V. Kasturi, Wale Lawal, and Pippa Tubman Armerding. "M-KOPA: Empowering Lives." Harvard Business School Case 521-085, March 2021. (Revised May 2021.)
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About The Author

V. Kasturi Rangan

Marketing
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Related Work

    • March 2021 (Revised May 2021)
    • Faculty Research

    M-KOPA: Empowering Lives

    By: V. Kasturi Rangan, Wale Lawal and Pippa Tubman Armerding
Related Work
  • M-KOPA: Empowering Lives By: V. Kasturi Rangan, Wale Lawal and Pippa Tubman Armerding
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