Product details

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Subject category: Marketing
Published by: London Business School
Originally published in: 2018
Version: December 2018

Abstract

Launched in East Africa, M-KOPA is an innovative pay-as-you-go solar system that provides reliable energy to low-income households. To serve these customers profitably, M-KOPA's solution relies on digital innovation and the integrated adaptation of every element business model, including a new profit model akin to the data-driven platform models of the likes of Amazon and Tencent. The founders' challenge was how best to continue growing their for-profit business in the face of new competition, while staying true to M-KOPA's social mission and values.

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Abstract

Launched in East Africa, M-KOPA is an innovative pay-as-you-go solar system that provides reliable energy to low-income households. To serve these customers profitably, M-KOPA's solution relies on digital innovation and the integrated adaptation of every element business model, including a new profit model akin to the data-driven platform models of the likes of Amazon and Tencent. The founders' challenge was how best to continue growing their for-profit business in the face of new competition, while staying true to M-KOPA's social mission and values.

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