PAYGO is growing across asset classes. In off-grid solar, GOGLA’s latest market report found that PAYGO sales grew 48% in 2025. In smartphones, Omdia reports that financing programs are increasingly what puts devices within reach across Africa. That matters in a region where an entry-level smartphone still costs about a quarter of average monthly income.
However, the growth isn’t spreading evenly. GOGLA found that a small group of larger solar companies is capturing most of the gains. Similarly, Omdia expects the players with established financing ecosystems to be best placed in a tougher smartphone market. The pattern is the same in both sectors: operators who can scale PAYGO operations pull ahead, and the rest get left behind.
So what separates the operators pulling ahead? They build integrated operations that scale with their business. Whether they finance solar home systems, smartphones or other assets, they know that growth isn’t just about acquiring more customers. It’s about making the entire business work together as it grows.
Five principles stand out.
5 principles for scaling PAYGO operations
1. They keep the operating model simple
They focus on a clear offering, a manageable operating model and repeatable processes. They standardize what works before adding complexity. After all, every new product, market or deal type brings its own pricing, field instructions and reconciliation work. As a result, complexity added too early multiplies every problem that follows.
2. They know what’s happening on the ground
They maintain visibility over field teams, sales, stock and customer activity. When sales dip in one region or stock sits too long in one depot, they see it within days, not at month-end. In other words, reliable field data lets them fix problems while they’re still small.
3. They actively manage repayment
In PAYGO and asset financing, repayment performance is the business. Clear processes for payment reminders and overdue accounts, device locking, asset recovery and contract transfers make sure critical actions don’t fall through the cracks. One missed follow-up is minor. However, repeated across thousands of accounts, it shows up in portfolio performance.
4. They automate the bottlenecks that repeat
Digitizing minor inconveniences isn’t where they spend their time. Instead, they target the recurring bottlenecks that consume significant time, interrupt teams and slow growth, especially processes repeated hundreds or thousands of times. For example, payment reconciliation, onboarding approvals and commission calculations are common places to start.
5. They connect their systems
No single platform does everything perfectly. Successful operators integrate the right tools for customer management, accounting, mobile money, credit assessment and other essential functions, so information flows without manual re-entry and processes work together.
How the five principles work together
These principles reinforce one another. Simplicity makes processes repeatable. Visibility enables better decisions. Strong customer management protects portfolio performance. Targeted automation frees up capacity. Connected systems bring everything together.
The reverse is also true. Weak visibility means automation fixes the wrong problems. Disconnected systems make repayment data unreliable. That’s why the operators pulling ahead treat these as one operating model, not five separate projects. If your current platform is what’s holding you back, our guide to PAYGO platform migration covers how to move without starting over.
Growth that doesn’t get harder to run
At Upya, we believe sustainable growth comes from connecting people, processes and technology, from the back office to the last mile.
The goal isn’t simply to grow bigger. It’s to build an operation that can grow without becoming harder to run.
Wondering where your operation loses time as it grows?
Let’s talk it through: Book a demo!
How the five principles work together
These principles reinforce one another. Simplicity makes processes repeatable. Visibility enables better decisions. Strong customer management protects portfolio performance. Targeted automation frees up capacity. Connected systems bring everything together.
The reverse is also true. Weak visibility means automation fixes the wrong problems. Disconnected systems make repayment data unreliable. That’s why the operators pulling ahead treat these as one operating model, not five separate projects. If your current platform is what’s holding you back, our guide to PAYGO platform migration covers how to move without starting over.
Growth that doesn’t get harder to run
At Upya, we believe sustainable growth comes from connecting people, processes and technology, from the back office to the last mile.
The goal isn’t simply to grow bigger. It’s to build an operation that can grow without becoming harder to run.
Wondering where your operation loses time as it grows? Let’s talk it through.