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Context. Stratified cattle production (SCP) systems, which involve buying lean animals from pastoral areas and fattening them in locations that have better production conditions, are re-emerging in Kenya's drylands. Aims. This study investigated how pastoralists in the drylands of Kenya endeavour to fulfil cattle marketing requirements under the SCP systems. Methods. Purposefully identified cattle fattening entrepreneurs in Tana River (n = 10) and Narok (n = 12) counties were interviewed on the requirements they demand in buying animals from pastoralists. Using the information generated from the entrepreneurs, pastoralists (Tana River, n = 10; Narok, n = 12) were interviewed on how they respond to the entrepreneurs' requirements and make sales. The information was triangulated with a focus group discussion in each county whose members were knowledgeable traders and pastoralists. Using a semi-structured questionnaire, randomly selected pastoral households (Tana River, n = 86; Narok, n = 69) were interviewed on cattle sales made through SCP systems. Key results. The results showed that under the SCP systems, pastoralists in the two counties were required to sell cattle of particular qualities, comply with unpredictable supply orders, sell in secondary markets or near urban centres, use sale agents and undertake high commercial off-take rates if the demand arose. To meet these requirements, the pastoralists devised several strategies and practices, including changes in the animal husbandry practices, keeping 'emergency' animals in the home-based herds to comply with unpredictable demands, arrangements with market intermediaries to sell in secondary markets and building buyer-seller trust to facilitate sales through agents. In adopting these practices, pastoralists in both counties managed to sell approximately one or two animals per household through the SCP systems over a period of 12 months, which accounted for ~28% of the annual commercial cattle off-take from the households. Conclusion. Pastoralists change their management practices in response to livestock marketing requirements and challenges, enhancing their integration into the market economy. Implication. The information could guide stakeholders to formulate strategies for improving pastoralists' involvement in cattle marketing through SCP systems. [ABSTRACT FROM AUTHOR]