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Designing Successful Distribution Strategies for Digital Money

Ignacio Mas

Tufts University

Mike McCaffrey

The Helix Institute of Digital Finance; MicroSave

May 2015

We document 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. We use 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. This 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.

Number of Pages in PDF File: 36

Keywords: Branchless Banking, Microfinance, Electronic Payment Networks, agent networks, digital money, mobile money

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Date posted: August 9, 2010 ; Last revised: July 7, 2015

Suggested Citation

Mas, Ignacio and McCaffrey, Mike, Designing Successful Distribution Strategies for Digital Money (May 2015). Available at SSRN: https://ssrn.com/abstract=1655255 or http://dx.doi.org/10.2139/ssrn.1655255

Contact Information

Ignacio Mas (Contact Author)
Tufts University ( email )
Medford, MA 02155
United States
Mike McCaffrey
The Helix Institute of Digital Finance ( email )
Shelter Afrique House
Mamlaka Road
Nairobi, Nairobi
HOME PAGE: http://www.helix-institute.com/
B-52, Mahanagar Extension
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