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<h2 class="hd hd-2 unit-title">Introduction</h2>
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<p>For our second set of examples this week, we want to show three much larger and established organizations. These may seem a little intimidating at first, since they are serving many millions of people. They have also been active for a decade or more, and their struggles can feel very different than those of social enterprises that are just getting started. It's okay to feel like there's no path between where you are and where they are – that path takes time to create.</p>
<p>We want to use these examples for two reasons:</p>
<ol>
<li>They have found Strategies for Scale that have allowed their impact to get much larger, with very different revenue models.</li>
<li>If you dig deeper into these examples, you'll often find stories of growing pains, hard choices, and difficult changes to how they work. Every organization goes through those choices, whether they plan to or not. It's important to see how others have dealt with them.</li>
</ol>
<p>As always, we think that these examples are doing good work and worth looking at. However, don't feel like you have to copy their Strategies for Scale to succeed - use them as inspiration for what your own work could look like for a much larger impact. Expect that you will need to change your approach, and plan ways to test and iterate on your work as you go.</p>
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<h2 class="hd hd-2 unit-title">The Deworm the World Initiative</h2>
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<p><img src="/assets/courseware/v1/d2d977bcf97613ab9e77b69484eca0c6/asset-v1:MITx+0.SolveX+2T2021+type@asset+block/Deworm-the-World.jpg" alt="EvidenceAction/DtWI Logo" style="float: right; padding: 10px;" width="200" height="193" />The Deworm the World Initiative (DtWI) works towards the elimination of parasitic worm infections, which disproportionately affect children and people in the least developed areas of the world. The Deworm the World Initiative is one of several efforts that are focused on identifying, improving, and scaling evidence-based approaches to impact. As such, their Theory of Change is focused on years of rigorous evidence that community-wide, school-based deworming leads to both better health and also higher school attendance. This approach is very cost-effective, much more than testing and treating for individual infections. The DtWI was started as a project of Innovations for Poverty Action, and it is now managed by the group Evidence Action.</p>
<p>That's a lot of introduction! Let's look at the DtWI's Strategy for Scale (written by course staff based on their website):</p>
<p style="padding-left: 30px;">The Deworm the World Initiative started in India and Kenya, and it focused on scaling impact by reaching a much larger number of children in those two countries through the same program, followed by adding similar programs in four additional countries. The DtWI works with national and local governments along with in-country organizational partners to allow large-scale replication through existing networks, particularly schools, which provide efficient access to most children in a community. By constantly iterating on a program model for education, planning, local training, treatment, and monitoring, the DWI has been able to replicate what works well and eliminate less cost-effective parts of the program – as an example, they focus on mass treatment of all children, because diagnosing infections <a href="https://openknowledge.worldbank.org/bitstream/handle/10986/9722/263630BRI0REVI10Box345620B01PUBLIC1.pdf" target="[object Object]">costs 4-10 times more than treatment</a>, and the treatment is safe for all children. Through this iteration, the DWI has a track record of evidence that deworming is a cost-effective investment for a country's development. They are funded through international donors, who see an efficient impact for their donations, as well as through direct and in-kind support from governments in the countries where they operate.</p>
<p>The DtWI probably has the most rigorous Theory of Change in the course, and their Strategy for Scale has also been very focused on evidence and efficiency. They treated close to 300M children in 2018, up from 30M in 2014 - a huge rate of growth! With this focused approach and huge scale, the three primary components are still there - a target for additional impact, improving input efficiency, and a clear revenue model.</p>
<p><strong>Additional Reading:</strong></p>
<ul>
<li><a href="https://www.evidenceaction.org/dewormtheworld-2/" target="_blank">Deworm the World's Website</a></li>
<li><a href="https://www.givewell.org/charities/deworm-world-initiative" target="_blank">GiveWell's 2019 evaluation of the DtWI</a>: This is a very thorough overview of why one organization thinks they're worth donating to.</li>
</ul>
<p><em>Logo (c) Evidence Action. All Rights Reserved.</em></p>
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Check Your Understanding
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<div class="wrapper-problem-response" tabindex="-1" aria-label="Question 1" role="group"><p>The DtWI is a very large but very focused solution that is still primarily funded by revenue from donations. Consider two questions about how and why this business and impact model works: </p>
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<legend id="df34a617652448618338d34b98b7c92e_2_1-legend" class="response-fieldset-legend field-group-hd">1. Which of these opportunities would the DtWI likely pursue given their Approach to Scale?</legend>
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<input type="radio" name="input_df34a617652448618338d34b98b7c92e_2_1" id="input_df34a617652448618338d34b98b7c92e_2_1_choice_1" class="field-input input-radio" value="choice_1"/><label id="df34a617652448618338d34b98b7c92e_2_1-choice_1-label" for="input_df34a617652448618338d34b98b7c92e_2_1_choice_1" class="response-label field-label label-inline" aria-describedby="status_df34a617652448618338d34b98b7c92e_2_1"> Supporting the national government in Pakistan in identifying areas with high infection rates and implementing mass treatments.
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<input type="radio" name="input_df34a617652448618338d34b98b7c92e_2_1" id="input_df34a617652448618338d34b98b7c92e_2_1_choice_2" class="field-input input-radio" value="choice_2"/><label id="df34a617652448618338d34b98b7c92e_2_1-choice_2-label" for="input_df34a617652448618338d34b98b7c92e_2_1_choice_2" class="response-label field-label label-inline" aria-describedby="status_df34a617652448618338d34b98b7c92e_2_1"> Working with a UK charity to directly administer deworming pills at local markets in Ethiopia.
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<div class="wrapper-problem-response" tabindex="-1" aria-label="Question 2" role="group"><div class="choicegroup capa_inputtype" id="inputtype_df34a617652448618338d34b98b7c92e_3_1">
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<legend id="df34a617652448618338d34b98b7c92e_3_1-legend" class="response-fieldset-legend field-group-hd">2. Which three of these factors are key to the success of the DtWI's donation-focused revenue model?</legend>
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<input type="checkbox" name="input_df34a617652448618338d34b98b7c92e_3_1[]" id="input_df34a617652448618338d34b98b7c92e_3_1_choice_0" class="field-input input-checkbox" value="choice_0"/><label id="df34a617652448618338d34b98b7c92e_3_1-choice_0-label" for="input_df34a617652448618338d34b98b7c92e_3_1_choice_0" class="response-label field-label label-inline" aria-describedby="status_df34a617652448618338d34b98b7c92e_3_1"> Compelling stories of successful children.
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<input type="checkbox" name="input_df34a617652448618338d34b98b7c92e_3_1[]" id="input_df34a617652448618338d34b98b7c92e_3_1_choice_1" class="field-input input-checkbox" value="choice_1"/><label id="df34a617652448618338d34b98b7c92e_3_1-choice_1-label" for="input_df34a617652448618338d34b98b7c92e_3_1_choice_1" class="response-label field-label label-inline" aria-describedby="status_df34a617652448618338d34b98b7c92e_3_1"> Regular recommendations as an organization for efficient impact for donations.
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<input type="checkbox" name="input_df34a617652448618338d34b98b7c92e_3_1[]" id="input_df34a617652448618338d34b98b7c92e_3_1_choice_2" class="field-input input-checkbox" value="choice_2"/><label id="df34a617652448618338d34b98b7c92e_3_1-choice_2-label" for="input_df34a617652448618338d34b98b7c92e_3_1_choice_2" class="response-label field-label label-inline" aria-describedby="status_df34a617652448618338d34b98b7c92e_3_1"> Avoiding direct logistical management through governmental partnerships.
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<input type="checkbox" name="input_df34a617652448618338d34b98b7c92e_3_1[]" id="input_df34a617652448618338d34b98b7c92e_3_1_choice_3" class="field-input input-checkbox" value="choice_3"/><label id="df34a617652448618338d34b98b7c92e_3_1-choice_3-label" for="input_df34a617652448618338d34b98b7c92e_3_1_choice_3" class="response-label field-label label-inline" aria-describedby="status_df34a617652448618338d34b98b7c92e_3_1"> Memorable appeals for donations across the US, Canada, and UK.
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<h2 class="hd hd-2 unit-title">Aflatoun</h2>
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<p><img src="/assets/courseware/v1/a2484f7c6231644b8982cca2bf178964/asset-v1:MITx+0.SolveX+2T2021+type@asset+block/Aflatoun.png" alt="Aflatoun Logo" style="float: right; padding: 10px;" width="223" height="42" />Aflatoun International is an NGO based in the Netherlands that develops and deploys social and financial education materials to children and young people in 101 countries through a network of 275 partners (as of 2018). They started as a single program in India in 1991, and they became a global program in 2005. Since then, they have scaled their impact by making most of their material easily replicable by partners.</p>
<p>Let's look at how they managed their Strategy for Scale:</p>
<p style="padding-left: 30px;">Aflatoun's mission is to reach as many children as possible with high-quality educational materials, with a focus on those at the 'bottom of the pyramid.' As a result, they chose to make the curricula they developed freely available to partners, with Aflatoun itself supported by grants and donations. However, this horizontal scaling through open replication had two main issues. First, Aflatoun wanted to maintain the quality of the curricula, and develop additional materials, which was hard with a limited staff and when anyone could access and use the materials. Second, from their <a href="https://www.aflatoun.org/wp-content/uploads/2019/09/Aflatoun-Annual-Report-2018-Online.pdf" target="_blank">2018 Annual Report</a>: "The organisation’s fundraising performance previously comprised large and irregular grants, creating significant funding uncertainty and risk. We needed to adjust revenue streams and reduce dependency in order to ensure continuity and remain on track to reach our ambition to scale up operations." To address both of these issues, Aflatoun shifted towards asking partners in each country to provide a modest fee as a form of buy-in to the network. This shift in revenue model provided more stable funding, with reliance on general donations decreased from 70% to 30%, and the network reached 60% more children in 2018 than 2017. At the same time, the stability also allowed for more robust services for the entire network, in a form of vertical scaling. <span style="left: 1058.81px; top: 626.376px; font-size: 14.5833px; font-family: sans-serif; transform: scaleX(0.99433);"></span><em><span style="left: 1058.81px; top: 626.376px; font-size: 14.5833px; font-family: sans-serif; transform: scaleX(0.99433);"><br /></span></em></p>
<p><strong>Additional Reading:</strong></p>
<ul>
<li><a href="https://www.aflatoun.org" target="_blank">Aflatoun's Website</a></li>
<li><a href="https://www.aflatoun.org/annual-report-2018/" target="_blank">Aflatoun's Annual Reports</a></li>
</ul>
<p><em>Logo (c) 2019 Aflatoun. All Rights Reserved.</em></p>
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Check Your Understanding: Aflatoun
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<div class="wrapper-problem-response" tabindex="-1" aria-label="Question 1" role="group"><p>Aflatoun grew horizontally, and then recently shifted their Strategy for Scale to address the issues that they saw with sustainably achieving their mission. </p>
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<legend id="f530e2cb003b432cb2e8c9af02f3ab4a_2_1-legend" class="response-fieldset-legend field-group-hd">1. How does Aflatoun's shift towards vertical scaling help meet their mission?</legend>
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<input type="radio" name="input_f530e2cb003b432cb2e8c9af02f3ab4a_2_1" id="input_f530e2cb003b432cb2e8c9af02f3ab4a_2_1_choice_1" class="field-input input-radio" value="choice_1"/><label id="f530e2cb003b432cb2e8c9af02f3ab4a_2_1-choice_1-label" for="input_f530e2cb003b432cb2e8c9af02f3ab4a_2_1_choice_1" class="response-label field-label label-inline" aria-describedby="status_f530e2cb003b432cb2e8c9af02f3ab4a_2_1"> They will make more money by selling more services to in-country partners.
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<input type="radio" name="input_f530e2cb003b432cb2e8c9af02f3ab4a_2_1" id="input_f530e2cb003b432cb2e8c9af02f3ab4a_2_1_choice_2" class="field-input input-radio" value="choice_2"/><label id="f530e2cb003b432cb2e8c9af02f3ab4a_2_1-choice_2-label" for="input_f530e2cb003b432cb2e8c9af02f3ab4a_2_1_choice_2" class="response-label field-label label-inline" aria-describedby="status_f530e2cb003b432cb2e8c9af02f3ab4a_2_1"> They can ensure all partners are well-supported to more meaningfully impact the children they work with.
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<input type="radio" name="input_f530e2cb003b432cb2e8c9af02f3ab4a_2_1" id="input_f530e2cb003b432cb2e8c9af02f3ab4a_2_1_choice_3" class="field-input input-radio" value="choice_3"/><label id="f530e2cb003b432cb2e8c9af02f3ab4a_2_1-choice_3-label" for="input_f530e2cb003b432cb2e8c9af02f3ab4a_2_1_choice_3" class="response-label field-label label-inline" aria-describedby="status_f530e2cb003b432cb2e8c9af02f3ab4a_2_1"> They can better adapt their materials to each individual context.
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<span class="sr">unanswered</span><span class="status-icon" aria-hidden="true"/>
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<div class="wrapper-problem-response" tabindex="-1" aria-label="Question 2" role="group"><div class="choicegroup capa_inputtype" id="inputtype_f530e2cb003b432cb2e8c9af02f3ab4a_3_1">
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<legend id="f530e2cb003b432cb2e8c9af02f3ab4a_3_1-legend" class="response-fieldset-legend field-group-hd">2. Which of these is <b>not</b> a link between Aflatoun's new revenue model and mission?</legend>
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<input type="radio" name="input_f530e2cb003b432cb2e8c9af02f3ab4a_3_1" id="input_f530e2cb003b432cb2e8c9af02f3ab4a_3_1_choice_0" class="field-input input-radio" value="choice_0"/><label id="f530e2cb003b432cb2e8c9af02f3ab4a_3_1-choice_0-label" for="input_f530e2cb003b432cb2e8c9af02f3ab4a_3_1_choice_0" class="response-label field-label label-inline" aria-describedby="status_f530e2cb003b432cb2e8c9af02f3ab4a_3_1"> Selling curricula would limit accessibility to poor children and those that educate them.
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<div class="field">
<input type="radio" name="input_f530e2cb003b432cb2e8c9af02f3ab4a_3_1" id="input_f530e2cb003b432cb2e8c9af02f3ab4a_3_1_choice_1" class="field-input input-radio" value="choice_1"/><label id="f530e2cb003b432cb2e8c9af02f3ab4a_3_1-choice_1-label" for="input_f530e2cb003b432cb2e8c9af02f3ab4a_3_1_choice_1" class="response-label field-label label-inline" aria-describedby="status_f530e2cb003b432cb2e8c9af02f3ab4a_3_1"> Decreasing the focus on individual donors means primary funders have more say on curricular materials.
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<div class="field">
<input type="radio" name="input_f530e2cb003b432cb2e8c9af02f3ab4a_3_1" id="input_f530e2cb003b432cb2e8c9af02f3ab4a_3_1_choice_2" class="field-input input-radio" value="choice_2"/><label id="f530e2cb003b432cb2e8c9af02f3ab4a_3_1-choice_2-label" for="input_f530e2cb003b432cb2e8c9af02f3ab4a_3_1_choice_2" class="response-label field-label label-inline" aria-describedby="status_f530e2cb003b432cb2e8c9af02f3ab4a_3_1"> More consistent revenue provides capacity for long-term financial stability.
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<input type="radio" name="input_f530e2cb003b432cb2e8c9af02f3ab4a_3_1" id="input_f530e2cb003b432cb2e8c9af02f3ab4a_3_1_choice_3" class="field-input input-radio" value="choice_3"/><label id="f530e2cb003b432cb2e8c9af02f3ab4a_3_1-choice_3-label" for="input_f530e2cb003b432cb2e8c9af02f3ab4a_3_1_choice_3" class="response-label field-label label-inline" aria-describedby="status_f530e2cb003b432cb2e8c9af02f3ab4a_3_1"> Collecting limited revenue from partners creates a stronger network of organizations using Aflatoun's materials.
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<span id="answer_f530e2cb003b432cb2e8c9af02f3ab4a_3_1"/>
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<h2 class="hd hd-2 unit-title">Amul</h2>
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<p><img src="/assets/courseware/v1/b4795930724b1425b87e0040ee01c80b/asset-v1:MITx+0.SolveX+2T2021+type@asset+block/Amul_logo.jpg" alt="Amul Logo" style="float: right; padding: 10px;" width="225" height="169" />Amul is the largest milk and dairy brand in India. The underlying organization, the Gujarat Co-operative Milk Marketing Federation (GCMMF), is one of the largest and most successful cooperatives in the world, with $4.8B in revenue in 2018-19 and 3.6 milk-producing member-owners. Amul was started in 1946 as a regional brand, aimed at making sure producers were receiving more of the value of their milk, particularly those that were only producing 1-2L/day. While the GCMMF (founded in 1973) is the top of many layers of governance that have developed since then, all of them have remained focused on this mission for almost 75 years – an example of getting big without losing the focus on key stakeholders for a social enterprise.</p>
<p>Let's have a look at their Strategy for Scale, which blends horizontal and vertical scaling (written by course staff based on resources in the additional reading materials):</p>
<p style="padding-left: 30px;">Amul initially grew horizontally by including additional milk producers throughout Kheda district in Gujarat, India, with groups of producer-owners coordinated at the village level. This grew production from 250 to 5000L/day, but was limited by an lack of demand for the amount of raw milk produced during winter months. In response, Amul scaled vertically by adding capacity to make butter and milk powder, providing year-round demand for milk and better value to producers. Along with growing physical capacity, Amul also helped farmers produce higher yields by providing centrally-managed animal husbandry, breeding, and veterinary services that visited each village each month, further improving household incomes for these producers. To ensure demand for the growing volume and number of products they were producing, Amul started a long-running ad campaign in 1966. These ads have always been responsive to day-to-day issues, and use recurring brand-specific characters, rather than celebrities. The ads are widely recognized, and have built ongoing demand for Amul's products and cultural capital. Throughout Amul's rise, their revenue has come from sales of milk and dairy products, with small amounts of revenue coming from cost-recovery fees for animal husbandry and related services.</p>
<p><strong>Additional Reading:</strong></p>
<ul>
<li><a href="http://www.amuldairy.com/" target="_blank">Amul's Website</a></li>
<li><a href="https://web.archive.org/web/20060312213243/http://www.irma.ac.in/about/amul.html" target="_blank">Amul's Scaling History</a></li>
<li><a href="https://amul.com/m/amul-hits?s=2020" target="_blank">Amul's 2020 Advertisements</a></li>
</ul>
<p><em>Logo (c) 2017 Amul Dairy, Anand. All rights reserved.</em></p>
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