Africa’s tech ecosystem is evolving rapidly, driven by innovation, a growing youth population, and increased digital adoption. However, scaling tech across this vast continent is no small feat.
The African market is not a monolith; it is a tapestry of diverse cultures.
With 54 different countries on the continent, each with unique economic situations, regulatory environments, and cultures, efficiently growing operations requires more than just replicating a single successful model. Expanding technology enterprises into African markets needs a practical and evidence-based strategy.
Real-world examples and verifiable data show that success in African markets requires adjusting strategies to local realities.
One significant challenge is the diverse regulatory environment, unlike the European Union, which has some amount of harmonisation, African markets are still largely fragmented.
Nigeria, for example, passed the Nigeria Data Protection Regulation (NDPR) in 2019, establishing guidelines for data collection, storage, and processing.
In contrast, nations such as Uganda and Zambia are yet to establish robust data protection legislations, creating inconsistencies that complicate expansion efforts.
This regulatory challenge can also be seen in the fintech sector with the implementation of the Payment Service Bank (PSB) guidelines and Regulatory Framework for Sandbox Operations, as well as in the e-commerce sector, where Nigeria’s National Information Technology Development Agency (NITDA) has issued guidelines for e-commerce operations, including data protection and cybersecurity measures.
The regulatory environments in some other African countries are less developed leading to inconsistencies in consumer protection and business operations. For instance, Uber had to adjust to Kenya’s specific legislative restrictions, which necessitated different pricing strategies and licensing procedures than in South Africa.
Infrastructure limitations are another significant impediment because, according to the World Bank, just 51% of Sub-Saharan Africa’s population has access to electricity in 2022, and in countries such as Chad and Malawi, it is less than 15%. Internet access also varies greatly; Morocco has the highest internet penetration rate of 91%, Kenya has an internet penetration rate 42%, while Somalia and Eritrea struggle with rates below 15%.
These disparities compel technology companies to create scalable solutions or products that work consistently even in low-connectivity and low-resource contexts.
This was a major reason for M-Pesa‘s success in East Africa, where the program was particularly designed to run on basic mobile networks, allowing financial inclusion for millions who lacked access to traditional banking institutions.
Africa is home to over 2,000 languages and diverse cultures that influence consumer behaviour. For example, in Nigeria’s northern states, cultural norms shape spending habits differently compared to the more urbanised and diverse south.
This means that a one-size-fits-all strategy is ineffective in such scenarios. The rise of e-commerce platforms like Jumia highlights how understanding local cultures and tailoring content, payment methods, and even marketing strategies to fit specific cultural contexts can drive adoption.
Jumia’s success in Nigeria is partly due to its partnerships with local logistics providers and its introduction of cash-on-delivery options, which addresses consumer trust issues in the market.
Economic inequalities across African countries also play a significant role in determining which business models will work.
The World Bank reports that South Africa’s GDP per capita is around $6,000, while Burundi’s is less than $300.
Such vast differences mean that tech solutions must be flexible enough to serve both high-income and low-income markets.
In higher-income regions like South Africa, subscription-based models for digital services tend to perform well, whereas in lower-income areas, freemium or pay-per-use models are more effective.
The ride-hailing industry offers a clear example of this. In Egypt, where there’s a growing middle class, Careem’s subscription and rewards programs have been successful.
Meanwhile, in less affluent areas of East Africa, SafeBoda operates on a low-cost, pay-as-you-go basis to attract a wider user base.
Local partnerships have proven to be essential in overcoming these varied challenges, as companies entering the African market often form strategic alliances with local entities to gain deeper market insights and establish operational footholds. This approach is evident in the growth of mobile money services across the continent.
In Tanzania, Vodacom’s M-Pesa scaled effectively by integrating with local banks, which provided the liquidity needed to manage high transaction volumes in rural areas.
Similarly, companies like Flutterwave have successfully expanded across multiple countries by partnering with local financial institutions to navigate regulatory frameworks and deliver localised solutions.
Regulatory collaboration in Africa has proven to be an effective strategy for managing diverse regulatory environments.
This was exemplified by the partnership of FMO, Endeavour and Afrigrow to drive growth in Africa’s Agritech sector. This collaboration can also take the form of participating in regulatory sandbox programs, which allows companies to test their innovative products and services in controlled environments under the supervision of regulators.
Companies like Jumia, Flutterwave and Paystack had established strong relationships with local authorities to navigate the various regulatory landscape across the continent.
Investing in local talent and skills development is another cornerstone for success, and the African Development Bank projects that by 2030, nearly 20 million people in Africa will enter the labour market annually.
Tapping into this young, growing workforce is not just about filling roles; it’s also about nurturing innovation that’s locally relevant.
Andela’s model, which involved training software developers in Nigeria, Kenya, and other countries before integrating them into global tech teams, highlights the importance of building local capacity.
Companies that prioritise upskilling their workforce not only benefit from cost efficiencies but also ensure that their products resonate with local needs.
Flexible business models that can be adapted to different market conditions are important for scaling across Africa.
For instance, in countries with relatively high smartphone penetration but low banking access, mobile money integration becomes a non-negotiable feature, and Safaricom’s success with M-Pesa in Kenya is a prime example of this.
The service’s ability to function on basic mobile phones and its integration with various microfinance options allowed it to gain widespread adoption even in low-income areas.
On the other hand, in markets with established banking sectors like South Africa, digital payment solutions need to offer added value beyond basic transactions, such as loyalty rewards or integrated financial services.
According to GSMA, Africa had 495 million mobile subscribers by the end of 2020, a number expected to reach 615 million by 2025 and this shows that the African tech sector offers immense growth potential.
This growth is driven by an increasingly young, urbanised population that is eager to adopt new technologies.
Companies aiming to tap into this growth must be willing to invest the time and resources needed to understand the nuances of each market.
Expanding across African markets is not just about scaling technology; it’s also about scaling relationships, trust, and local expertise.
Success on the continent is not guaranteed by merely bringing a product to market; it is achieved through deep engagement with each country’s unique challenges and opportunities.
About the writer:
*Samuel Prince Nwafor is a passionate finance and strategy professional with over 12 years of experience driving business growth across various industries, including tech, consulting, telecom, real estate, manufacturing, and oil & gas.
He has a proven track record of partnering with C-Suite leaders to craft winning strategies, expand businesses, make strategic investments, and design successful products.
Samuel’s expertise spans financial planning & analysis, financial modeling, investment analysis, and product design & pricing. Currently, he is a Doctorate Candidate at Durham University Business School, UK, and EmLyon Business School, France.
He is also a Fellow of the Association of Chartered Certified Accountants (ACCA) and a CFA Level III Candidate, holding an MBA from the University of South Wales.
