d.light: Selling Solar to the Poor

Case Solution

Jesper Sorensen, Michael Kennedy, Gina Jorasch
Stanford Graduate School of Business ()

D.light is one of the leading manufacturers of solar powered lighting technology specially developed for the world’s poorest customers. With more than 7 million lights sold since 2007, the company is relatively successful. However, selling to the poorest customers has not achieved the desired level of penetration management, and the company is currently struggling with a number of marketing techniques and strategies specifically aimed at this historically difficult customer segment.

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