As soon as M-Pesa went live it was immediately apparent that the market was using it in ways that had not been part of the original business model. In particular, businesses began to use it. They started to deposit cash (as a kind of “night safe”) as well settling transactions and paying wages. What’s more, some big businesses started accepting M-Pesa for payments (including the national airline, the power utility and insurance companies). The Safaricom CEO Michael Joseph realised that something big was going on and drove his team to scale. He focused on developing the agent network. Safaricom already had agents, of course, because they used them to sell airtime, but Michael realised that they needed to increase the size of the network substantially and this meant dealing with agent incentives, float management, trading and so forth. Suffice to say that becoming an M-PESA agent became an attractive proposition.