Welcome back to Lagos to Nairobi by Pitch Deck. I am Kwame Asante-Boateng, and today I am a few hours from home, in Kumasi, standing in a warehouse that smells of fermented cocoa. The man who runs it has built a company that tests soil for smallholder farmers, people who have grown cocoa for three generations and have never once paid for a piece of data. His first two hundred customers did not pay in cash. They paid in beans. We talk about how you price something nobody asked for, how you train field agents who are farmers themselves, and what happens to your renewals when the world cocoa price falls thirty percent in a season. There is also a cooperative deal that doubled his customer base in a single month. Grab a coffee, or better, a hot chocolate. You are listening on Witspeak Podcasts.