Cellulant partnered with a leading Kenyan telecommunications provider to unlock new growth by improving its mobile money platform’s interoperability.
in 6 months
By integrating Cellulant’s Checkout product, the client has enabled its customers to purchase data and airtime using funds held in other MNO wallets. This strategic enhancement directly increased the client’s addressable market, drove customer acquisition, and positioned the telco for sustained transaction growth in a highly competitive landscape.
The client is a leading mobile payment service provider in Kenya that enables users to make payments, transfer money, and access services like loans and savings directly from their mobile devices. The client has increased its market share by focusing on affordability, interoperability, and targeting underserved populations. They offer zero fees for peer-to-peer transfers and significantly lower withdrawal costs compared to their greatest competitors. A key focus is interoperability, allowing users to move funds between platforms easily.
The client faced a dual challenge when it came to increasing engagement and transaction volume.
First, many customers stored their funds in competing mobile money wallets, making it difficult or impossible to complete transactions within its own ecosystem. The client needed to improve interoperability to enable transactions from a wider pool of customers, regardless of their payment method.
Secondly, the client required a solution that could accommodate its high volume of lower-value transactions without compromising performance and customer experience.
Wallet-agnostic payment solution
High-performance infrastructure for scalability and reliability
By directly addressing its challenges with interoperability, the client increased its Kenyan market share by +2% in the period September 2024-March 2025,
The dedicated system environment led to significant improvements in reliability and overall customer experience and trust.
The introduction of convenience fees to process payments from competitor wallets led to revenue growth.
Through this engagement, several strategic advantages are now possible for the client:
The improved interoperability has allowed the client to significantly increase its addressable user base, as customers can now transact in its ecosystem regardless of where their funds are held. The introduction of the dedicated system environment allows the client to confidently scale its transaction volume without impacting its performance and customer experience. The adoption of the strategic pricing model and convenience fee makes the client even more attractive, fostering revenue growth and increasing customer stickiness.
