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Kellogg School of Management
M-Changa was one of the fastest-growing fundRAising platfORMs in Kenya, allowing Kenyans to use text messages on their mobile phones to send, receive, and tRAck donated funds as well as solicit donations from family and friends. The young cofounders, Kyai Mullei and David Mark, had grown the company quickly by leveRAging partnerships with large banks, mobile money opeRAtors, and NGOs. By April 2015, M-Changa had a team of five people serving 25,000 users. Now, it stood at a crossroads. M-Changa’s board members had expressed concern that its multitude of partnerships may have spread the company too thin. The board urged Mullei and Mark to focus on the partnerships that would reap the most value for the company in the long run. Should M-Changa pursue partnerships with mobile money opeRAtors and banks that made it possible for users to tRAnsfer money conveniently and at a low cost, or instead focus on partners that allowed M-Changa to test new customer segments and increase sales? In addition, there was an eSTImated US$7 billion fundRAising market across East Africa, so Mullei was tempted to test neighboring markets. Students will step into the shoes of Kyai Mullei as he and his team refine their partnership stRAtegy at a crucial point in time for the venture.
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