The verdict in three sentences
Chasing only one-off payouts means cashing in once and forgetting an annuity. The referral partner's real lever in 2026 is the stacking: a one-shot 15% on the sale plus 5% recurring on maintenance every month. Over 24 months, the recurring part of a client portfolio can catch up with, or even exceed, the sum of your initial sales commissions.
One-shot vs recurring: the basic math
Take a Growth showcase site sold at 500,000 FCFA with maintenance of 75,000 FCFA/month. Let's compare what each logic pays.
| Element | One-shot only | One-shot + recurring |
|---|---|---|
| Sales commission (15%) | 75,000 FCFA | 75,000 FCFA |
| Monthly recurring (5%) | 0 FCFA | 3,750 FCFA |
| Total 12 months | 75,000 FCFA | 120,000 FCFA |
| Total 24 months | 75,000 FCFA | 165,000 FCFA |
| Effect | Cashed once | Annuity that stacks |
On this single client, recurring adds 90,000 FCFA over 24 months, more than the sales commission itself. 2026 estimate on average maintenance.
The portfolio effect and the weight of churn
Recurring becomes powerful when clients stack up. But you must account for churn, that is, clients who stop their maintenance.
| Active maintenance clients | Monthly recurring (5% of 75,000 FCFA) | Annual recurring |
|---|---|---|
| 5 clients | 18,750 FCFA | 225,000 FCFA |
| 10 clients | 37,500 FCFA | 450,000 FCFA |
| 20 clients | 75,000 FCFA | 900,000 FCFA |
| 30 clients | 112,500 FCFA | 1,350,000 FCFA |
| 30 clients with 20% churn | 90,000 FCFA | 1,080,000 FCFA |
Even with 20% churn, a 30-client portfolio generates over a million FCFA a year with no new sale. 2026 order of magnitude.
Cumulative income over 24 months
Here is a partner who adds one client a month, each with maintenance at 75,000 FCFA. We see recurring grow mechanically.
| Month | Cumulative clients | Recurring for the month | Cumulative recurring |
|---|---|---|---|
| Month 6 | 6 | 22,500 FCFA | ~78,750 FCFA |
| Month 12 | 12 | 45,000 FCFA | ~292,500 FCFA |
| Month 18 | 18 | 67,500 FCFA | ~630,000 FCFA |
| Month 24 | 24 | 90,000 FCFA | ~1,125,000 FCFA |
At month 24, recurring alone exceeds 1,100,000 FCFA cumulative, on top of the sales commissions cashed along the way.
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Mini case study
Benedicte, 37, who runs an internet cafe in Cotonou, deliberately chooses the recurring strategy. She brings 15 showcase clients in a year, each with maintenance at 75,000 FCFA/month. Her sales commissions: 15 x 75,000 = 1,125,000 FCFA. Her recurring at year end: 15 clients x 3,750 FCFA = 56,250 FCFA/month, or 675,000 FCFA over a full year at cruising speed. If she keeps this portfolio for two years with 15% churn, recurring alone earns her about 1,150,000 FCFA over 24 months, almost as much as all her first-year sales, with no new deal at all.
FAQ
Is recurring really worth more than one-shot?
On a single client, no: the sales commission is bigger upfront. But over 24 months and a client portfolio, cumulative recurring frequently exceeds the sum of sales commissions.
What happens if a client stops their maintenance?
You lose that client's recurring share, hence the importance of recommending providers who retain clients. A churn of 15 to 20% per year remains manageable and keeps the portfolio profitable.
Can I combine one-shot and recurring?
That is precisely the optimal strategy. Each sale gives you an immediate one-shot, and each active maintenance adds a monthly 5% layer that stacks with the others.
On what base is recurring calculated?
On the maintenance amount paid by the client, generally 50,000 to 300,000 FCFA/month depending on the pole and service level. At 5%, that is 2,500 to 15,000 FCFA/month per client.
How long until recurring becomes significant?
Expect 12 to 18 months of accumulation. From 15-20 active clients, recurring exceeds 50,000 FCFA/month and becomes a real baseline income.
Let's talk about your project. Build a recurring portfolio with the Kolonell referral program. 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.
