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Designing Successful Distribution Strategies for Digital Money

This paper by Ignacio Mas documents the variety of ways in which digital financial service providers in developing countries have assembled and managed networks of retail stores as their agents for cash in/cash out payments and for account and product sales. It uses seven case studies to illustrate how optimal channel structures differ and develop in changing markets in order to meet the strategic objectives of diverse institutions. The paper aims to help providers understand the strategic considerations involved in the design of an agent network and the different models that are currently being used in the market. It also demonstrates the dynamic nature of agent networks, and illustrates how others have augmented them over time.

Ignacio Mas
Ignacio Mas is a Senior Fellow at CEME at the Fletcher School. He has been deputy director at the Bill & Melinda Gates Foundation, has held senior telecoms jobs at Vodafone and Intel, and has been adjunct professor at the Business School at the University of Chicago. He holds a SB degree from MIT and a PhD from Harvard.

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