Successfully Operating an Off-Grid Business:

Managing Risk and Improving Efficiency

Speakers

• Moderator: Geoffrey Manley, Investment Director, CDC

• Audrey Desiderato, COO, SunFunder

• Mansoor Hamayun, CEO and Co-Founder, BBOXX

• Erik Simanis, Partner, TIL Ventures

• Radhika Thakkar, Director Corporate Affairs, Greenlight Planet

Agenda

• Introductory presentation, Erik Simanis

• Poll with audience

• Discussion:• Experiences from the industry

• Potential for sector-wide solutions?

Greenlight Planet: managing internal risks in an evolving business model

The challenges:• An entirely different business model: from our core as a products business to EasyBuy, a financed offering. • Customer profiling: how to select a ‘good’ customer, understand and manage credit risk• Operational efficiency: optimizing unit economics in a complex, people heavy, long term service oriented business

model• One shoe doesn’t fit all: dynamics are different in each market (mobile money prevalence, customer behavior,

etc.)• Balancing fast growth with smart growth

To mitigate:• Extremely local presence: we are on the ground figuring things out. • Get really smart on our data: we have built new knowledge centers/ departments (data scientists, risk experts) • Enable innovation: leverage technology to solve for and manage complex operational challenges (i.e. sales force

management, call center activity, customer payment, etc.) in a dynamic environment • We don’t do everything on our own: partnerships are key. We support, learn from and build with local,

experienced organizations.

7