Vodacom and Safaricom are quietly building a pan-African, telco-owned payments rail, using ownership (equity), infrastructure (JV) and product (cross-border M-Pesa) to move from “national telcos” to “regional financial infrastructure providers”.
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What Airtel Money’s Comeback against M-Pesa in Kenya teaches about Challenging Market Giants
For years, Safaricom’s M-Pesa was the immovable force in Kenya’s mobile money market. It dominated not only customer wallets but also public imagination, with over 90% market share and a network so vast it became synonymous with mobile money itself.
But quietly—and strategically—Airtel Money has staged a comeback. It didn’t happen overnight, and it didn’t happen by mimicking M-Pesa’s dominance. Instead, it was a masterclass in what challenger telcos can do right when facing a Goliath.
Kenya’s story offers rich lessons—and data—to learn from.
