The verdict in three sentences
In institutional, the referral commission drops to 8%, the lowest of the four poles — and yet this is where the biggest sums are made. The reason is arithmetic: 8% of 60,000,000 FCFA is 4,800,000 FCFA, the equivalent of 64 Growth showcase sites sold one by one. The price is patience: the sales cycle lasts 3 to 6 months, with 1 to 2 decision-makers (CEO/CIO) and staggered payment per phase.
The ticket crushes the rate
Comparing poles on commission rate alone is a beginner's mistake. What fills the account is rate × ticket. A small percentage of a huge amount beats a big percentage of a small amount.
| Institutional tier | Ticket | Rate | Referral commission |
|---|---|---|---|
| Standard low | 5,000,000 FCFA | 8% | 400,000 FCFA |
| Standard high | 8,000,000 FCFA | 8% | 640,000 FCFA |
| Premium low | 10,000,000 FCFA | 8% | 800,000 FCFA |
| Premium high | 18,000,000 FCFA | 8% | 1,440,000 FCFA |
| Group low | 25,000,000 FCFA | 8% | 2,000,000 FCFA |
| Group high | 60,000,000 FCFA | 8% | 4,800,000 FCFA |
A single Group deal pays more than an entire year of showcase sites for many partners. The 8% is only weak in appearance.
How many small deals does one big one equal?
Putting the big ticket in showcase-equivalents makes the leverage concrete. A Growth showcase site pays 75,000 FCFA in commission.
| Institutional sale | Commission (8%) | Equivalent in Growth showcase sites |
|---|---|---|
| Standard 6M | 480,000 FCFA | ~6 sites |
| Premium 14M | 1,120,000 FCFA | ~15 sites |
| Group 40M | 3,200,000 FCFA | ~43 sites |
| Group 60M | 4,800,000 FCFA | ~64 sites |
Selling 64 showcase sites requires a pipeline of several hundred prospects and months of fieldwork. A Group deal requires a single trusted relationship with the right decision-maker.
Long cycle, staggered payment
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The downside of the big ticket is time. In institutional, the commission follows the project phases: it does not arrive in one block but in step with Kolonell's collections. The referral program pays 8% institutional, 10% marketplace, 12% e-commerce, 15% + 5% recurring for showcase: institutional is the pole of leverage, showcase the pole of steadiness.
| Project phase | Share collected | Referral commission paid |
|---|---|---|
| Signature + phase 1 | ~30% | 30% of commission |
| Development | ~40% | 40% of commission |
| Final delivery | ~30% | 30% of commission |
| Total delay | 3-6 months | staggered, Wave/OM ≤ 7 d/phase |
Mini case study
Cheikh, a former banking executive in Dakar, personally knows the CEO of an agro-industrial group. He introduces Kolonell for the redesign of the group's multilingual corporate site. After a 4-month cycle, the Premium project is signed at 15,000,000 FCFA. Cheikh's commission: 15M × 8% = 1,200,000 FCFA, paid in three tranches following the phases (360,000 at signature, 480,000 during development, 360,000 at delivery). A single introduction, a single relationship, income greater than 15 showcase sites sold door to door.
FAQ
Why is the institutional rate only 8%? Because the tickets are enormous: 8% of 25 to 60 million FCFA yields 2 to 4.8 million in commission. A higher rate would be unbalanced given the amounts.
How much does the biggest deal pay? A Group project at 60,000,000 FCFA generates 4,800,000 FCFA in commission, the equivalent of roughly 64 Growth showcase sites.
When am I paid on a big deal? In tranches, in step with the phases collected by Kolonell (often 30/40/30%), each tranche paid within 7 days via Wave or Orange Money.
Do I need experience to sell institutional? No degree, but access to decision-makers (CEO, CIO). A single good relationship can carry a multi-million deal.
Is it better to aim big or do volume? Both combine: showcase provides steadiness and recurring income, institutional provides leverage. The big deal rewards patience.
Let's talk about your project. Do you know a decision-maker at a large organization? Introduce them to Kolonell and earn 8% of a ticket that can exceed 4 million FCFA. 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.
