Africa is not one market.
Regulation, demand, and partners change from one capital to the next. Separate the market you think you are entering from the one you will operate in.
A strategy that treats African markets as a single block usually fails in the first real meeting. Regulation, demand, partners, and political economy change from one capital to the next.
The work starts by separating the market a client thinks they are entering from the one they will actually have to operate in — naming the institution that grants a licence, the customer who can pay, and the relationship that makes a first contract possible.
That reading is as much about policy and people as it is about numbers. The market on the spreadsheet and the market in the room are rarely the same place.