Simon Priollaud presented 4 case studies on mobile banking projects in Africa: 1) A project in Ivory Coast from 2009-2010 integrated mobile money services with microfinance institutions, allowing loan repayments via mobile and generating more revenue. Key lessons included incentivizing staff and thorough client training. 2) A 2011-2012 Madagascar project interconnected an e-wallet with a microfinance institution, enabling savings, loans, and transfers. Regulatory coordination and technical challenges required attention. 3) A 2013 study in East Africa analyzed demand for fully mobile microfinance. Scenarios included individual loans, value chain lending, and mobile scoring models. 4) A 2013 Morocco project tested us

1. Case studies, insights from some African
projects
Simon Priollaud – Mobile Banking Manager
Frankfurt , 2013/07/04

2. 2013/07/04 – Frankfurt - Simon Priollaud
PlaNet Finance – Technical assistance to the financial sector
1
PlaNet Finance provides in-depth
technical assistance to the whole
ecosystem of microfinance including
financial actors, public
sectors, telecoms, private funders…
PlaNet Finance In 2012 ….

3. 2013/07/04 – Frankfurt - Simon Priollaud
PlaNet Finance Group
2
PlaNet Finance mainly intervenes in
Africa, Asia, Latin America and relies
on a strong network of five
regional platforms: West and
central Africa, Middle East & North
Africa, South and East Africa and
Latin America

4. 2013/07/04 – Frankfurt - Simon Priollaud
Summary
Case studies
Implementation
1) Agent & loan repayment – Ivory Coast (2009 – 2010)
2) Interconnection with an e-wallet – Madagascar (2011 – 2012)
Studies
3) Business plan to develop a new MFI 100% on mobile – Eastern Africa (2013)
Global support
4) Tailoring ergonomics and marketing to the BOP segment – Morocco (2013)
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5. 2013/07/04 – Frankfurt - Simon Priollaud
101 on Mobile Banking / Mobile Money
4
Transfers within
a same bank
Use of Mobile
Money products
“Doit
alone”
“Doit
with
them”
“Doit
through
them”
1
4
2 3
-Scenarios “Do it alone” and “Do it through them” allow the client to conduct transfers within
accounts held at a same bank ( & )
- The scenario “do it with them” not only allow the client to use MM products ( ) but also
gives him the opportunity to conduct transfers from his MM account to his bank account ( )
and vice versa

6. 2013/07/04 – Frankfurt - Simon Priollaud
1) Agent & loan repayment – Ivory Coast
(2009 – 2010)
Context
- Commissioned by the Bill & Melinda
Gates Foundation
- Mobile Money was becoming more
and more popular at this time in
Western Africa
- Project took place in four countries
Description of the project
- Integration of First Generation mobile
money services – agent (cash in /
cash out & MM subscription)
- Development of second generation
mobile money services : loan
repayment interface using the e-
wallet functionality of the bill
payment.
Value proposition
- For clients of the MFI
- Possibility to remotely repay a loan
- For the MFI
- 1st Gen ; cross selling
- 2nd Gen : Competitive advantage towards
competition
- For the MNO
- Clients generating more revenue than
“classical” clients
5
Overview

7. 2013/07/04 – Frankfurt - Simon Priollaud
1) Agent & loan repayment – Ivory Coast
(2009 – 2010)
Snapshot – usage rate
6
Key takeaways
- It is important to
incentivize MFI’s staff
who conducts
transactions
- Training has to be
delivered to all the
staff (not only cashiers
but also loan officers)
- Integration of mobile
money with MFIs has
impacts on multiple
processes within the
MFI
- Management
performance System
is important
- Important to tutor
clients with “coaches”

8. 2013/07/04 – Frankfurt - Simon Priollaud
2) Interconnection with an e-wallet – Madagascar (2011
– 2012)
Context
- Funded by the MFI
- Mobile Money is more and more
used by Malagasy people (urban)
- Development of a partnership with a
MNO
Description of the project
- Originality of the project is the whole
integration ;
- possibility for the client to repay
and save
- but also to credit his e-wallet
through his bank account
- Value added of all mobile money
services
Value proposition
- For clients of the MFI
- May earn interests
- For the MFI
- Competitive advantage
- Less affluence in branches
- For the MNO
- Reduce churn
- Raise ARPU
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Overview

9. 2013/07/04 – Frankfurt - Simon Priollaud
Key takeaways
- Regulatory issues have to be carefully
addressed with on-going dialogues with the
regulation
- Technical developments are to be
monitored with skilled IT experts
- Developing such an interface can be
costly (link of e-wallets with MFI’s
MIS)
- Other alternatives may also worth the
shot (development of switches) if
willingness to develop partnership
with multiple Mobile Money Solutions
- Discussion between MNOs & MFIs take
time as their interests in the short term are
different
- ROI is not to be reached quickly
Snapshots – marketing & launch
8
2) Interconnection with an e-wallet – Madagascar (2011
– 2012)

10. 2013/07/04 – Frankfurt - Simon Priollaud
3) Business plan to develop a new MFI 100% on mobile
Eastern Africa (2013)
Context
- Funded by an hedge fund
- Objective : to provide
selected microfinance
services through a highly
scalable model, supporting
entrepreneurship, through a
high technology approach.
Description of the project
- Feasibility study to assess
supply and demand in this
country in terms of financial
services, mobile money &
banking
landscape, regulatory level
- Definition of scenarios
9
- Individual loan to farmers on the basis of an intensive
assessment by a loan officer
-No specific consideration of the agricultural sector or
risks
- Most commonly utilised model in Eastern Africa &
elsewhere
- Loans to different players in the same value chain
-Manage risk through providing an integrated solution
beyond just finance with other stakeholders
- Tested approach but not widespread
- Loans to individuals on the basis of their cell phone
utilisation and mobile money transaction history
-No specific enterprise link or relationship
-No existing model at retail level – current examples
exist for agent loans
Classical
enterprise
lending
Value Chain
Finance
Mobile
Scoring
“classical”
model
Innovative
model

11. 2013/07/04 – Frankfurt - Simon Priollaud
3) Business plan to develop a new MFI 100% on mobile
Eastern Africa (2013)
Snapshot – customer’s experience 2.0
10
Analysis
Committee
Approval
Follow up CollectionsEvaluationPromotion
Loan Pre-Approval Loan Post- Approval
Promotion is
done with
traditional
means
SMS
campaigns
Rely on
intermediary
)
Data
collection is
done
manually by
loan officers

Tablets, PDAs
, POS will
gather data
entered in a
scorecard
Analysis is
done by the
loan officer
and
supervisor
Data
collected
during the
evaluation
will be
automatically
evaluated
Holding of
large
committees
Small
committees
Loan officer
visits
SMS
Rely on
intermediar
Clients go to
branches
Clients may
repay
through their
mobile
phones.
Classical
microfinance
InnovativeModels

12. 2013/07/04 – Frankfurt - Simon Priollaud
4) Tailoring ergonomics and marketing to the BOP
segment – Morocco (2013)
Context
- Most of mobile banking operators do
not test ergonomics before rolling it
out
- Marketing is not often tailored to
mobile banking the BoP segment.
Description of the project
- Development of usability testing
sessions (ergonomics)
- Organization of FGD during the
project to adapt marketing materials
11
Key takeaways
- Marketing materials should be
tested through FGD
- Tariff has to be included in the
marketing leaflets
- It is important to indicate the
steps the client has to follow
- A hotline appears to be an
important need
- Important to reassure the client
on
- What to do if he looses
his mobile phone
- How to make sure that
the transaction
succeeded

13. 2013/07/04 – Frankfurt - Simon Priollaud
4) Tailoring ergonomics and marketing to the BOP
segment – Morocco (2013)
Snapshots - tested marketing materials
12
5

14. Contacts
Simon Priollaud
Mobile Banking Manager
spriollaud@planetfinance.org