The verdict in three sentences
The institutional pole pays the lowest commission by percentage (8 %) but the highest in absolute value: on tickets of 5,000,000 to 60,000,000+ FCFA, a single deal earns 400,000 to 4,800,000+ FCFA. One institutional deal equals 15-30 showcase sales in value, but the cycle runs 3-9 months with a tender close rate of 10-25 %. The question isn't the rate — it's choosing between showcase volume and rare, high-value institutional deals.
8% institutional vs. the other poles
Let's compare what each pole actually pays, rate and ticket combined. The percentage falls as value rises, but the absolute commission tells a different story.
| Pole | Commission | Ticket (FCFA) | Commission/deal (FCFA) | Sales cycle |
|---|---|---|---|---|
| Vitrine (showcase) | 15 % + 5 % rec. | 250,000 – 1,200,000 | 37,500 – 180,000 | 1 – 3 weeks |
| E-commerce | 12 % | 1,000,000 – 6,000,000 | 120,000 – 720,000 | 3 – 8 weeks |
| Marketplace | 10 % | 2,500,000 – 20,000,000+ | 250,000 – 2,000,000+ | 1 – 4 months |
| Institutional | 8 % | 5,000,000 – 60,000,000+ | 400,000 – 4,800,000+ | 3 – 9 months |
An average institutional deal (e.g. 20,000,000 FCFA at 8 % = 1,600,000 FCFA) weighs as much as 20+ Growth showcase sites. Few deals, but each one counts.
The large-account referrer's method
Selling to a bank, an NGO or a government body is nothing like selling a showcase site. It's a game of network, credibility and patience.
| Lever | How to activate it | Impact |
|---|---|---|
| Decision-maker relationship | Direct access to CEO / CIO / secretary-general | Decisive |
| Tenders | Monitoring + building the bid file | 10-25 % close rate |
| Sector references | Similar client cases to show | Reassures |
| Budget timing | Target annual budget cycles | Accelerates |
| Compliance | GDPR, local data law, WCAG highlighted | Unlocks |
The referrer doesn't need to master everything: they open the door and introduce Kolonell, which handles the technical tender response, the institutional demo and delivery.
The Kolonell referral partner program
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The Kolonell referral program rewards any introduction that leads to a signed project, across all four poles: showcase 15 % + 5 % recurring, e-commerce 12 %, marketplace 10 %, institutional 8 %. The commission is paid when the client pays, with zero delivery burden on you. For a professional well-connected to large accounts — consultant, banking executive, former civil servant, business lawyer — a single institutional deal a year can mean several million FCFA. You bring the network, Kolonell brings the execution.
Mini case study
Cheikh, a digital transformation consultant, knows the CIO of a regional banking group. He introduces Kolonell for the corporate website and investor-relations portal overhaul. After a 6-month cycle and a tender response, the project signs as Corporate Premium at 15,000,000 FCFA. The 8 % institutional commission = 1,200,000 FCFA. Alongside, Cheikh also introduced two SMEs for showcase sites (2 × 75,000 FCFA) and a marketplace at 5,000,000 FCFA (10 % = 500,000 FCFA). Annual referral total: 1,850,000 FCFA — a major supplementary income for a few targeted introductions.
FAQ
Why only 8 % on institutional? Because tickets are enormous: 8 % of 20,000,000 FCFA = 1,600,000 FCFA, far more than 15 % of a showcase site. The rate drops, the absolute commission climbs sharply.
How long is an institutional cycle? From 3 to 9 months, with tenders, decision committees and budget approvals. It's long, but one deal is worth 15 to 30 showcase sales in value.
Do I have to respond to tenders myself? No. Kolonell builds the technical file, the demo and compliance (GDPR, local data law, WCAG 2.1 AA). The referrer opens the relationship and eases access to decision-makers.
Showcase volume or institutional rarity? If you have a large-account network, aim for few high-value deals (8 %). If you know many SMEs, showcase volume at 15 % + 5 % recurring is more regular. The two stack.
What's the tender close rate? Around 10 to 25 % on average. Hence the value of multiplying qualified introductions and leaning on strong sector references.
Let's talk about your project. Have access to decision-makers at banks, NGOs or government bodies? Become a Kolonell partner and earn 8 % on multi-million deals. WhatsApp +221 77 596 93 33.
Mohamed Bah
Fondateur, Kolonell
Passionate about digital and entrepreneurship in Africa, Mohamed has been helping Sénégalese businesses with their digital transformation since 2020. Founder of Kolonell, he believes every SME deserves a professional and accessible online présence.
