Expansion of Regional Solar Home System Business


An early-stage manufacturer and distributor of solar home systems based in Tanzania piloted their product and realized hundreds of initial sales to their target market at the Bottom of the Pyramid. With a plan to expand into the region, the entrepreneurs realized that they required a comprehensive growth strategy and market review before approaching the next round of investors for funding. OCA supported the company across multiple areas over 3 years to enable their growth, expansion, and capital raises. 

Our Process

  • Building a deep understanding of the business through multiple site visits and a detailed review of financial and operational documents
  • Developing a robust operational model including sales, pricing, post-sales support, maintenance, and distribution strategies, designed for use by the business’ team
  • Developing a HR model including hiring targets, commission and incentive structures, and key senior level hires
  • Designing an initial credit scoring mechanism to identify households qualified for financing
  • Creating financial projections to support growth strategy, determine business valuation, and investor returns
  • Raising three rounds of capital by approaching investors, assisting in due diligence, and preparing investor materials

The business implemented its strategic plan and has been able to extend energy to 100,000s of new off-grid customers in East Africa. We supported >$10M of capital raised to finance this expansion and supported the business to enter two new markets.