The verdict in three sentences
A web agency that sells a lot but never manages its cost structure dies of cash flow, not of missing clients. The right 2026 model targets 60% project revenue (sites, stores) and 40% recurring (maintenance, SEO, hosting), because recurring revenue pays salaries during slow months. For a team of three in Dakar, break-even sits between 8 and 12 showcase sites per month; in Lagos, the same structure turns profitable by month six.
The cost structure of a 3-person agency
The classic trap: billing 4 sites at 400,000 FCFA, banking 1,600,000 FCFA, and believing you are profitable while fixed costs run at 1,900,000 FCFA. Here is a 2026 order of magnitude for a small Dakar structure.
| Item | Monthly cost (FCFA) | Type |
|---|---|---|
| Salaries (2 devs + 1 sales) | 1,350,000 | Fixed |
| Office + fibre internet | 250,000 | Fixed |
| Tools (Figma, hosting, AI, SaaS) | 120,000 | Fixed |
| Marketing (Meta/Google Ads) | 180,000 | Variable |
| Accountant + bank fees | 90,000 | Fixed |
| Total costs | 1,990,000 | — |
Break-even and revenue mix
The break-even point depends on average order AND recurring revenue already signed. The larger the maintenance base, the fewer new projects you must sell each month.
| Scenario | Sites sold/mo | Project revenue | Active recurring | Total revenue | Margin |
|---|---|---|---|---|---|
| Survival | 5 | 2,000,000 | 300,000 | 2,300,000 | +310,000 |
| Real break-even | 4 | 1,600,000 | 400,000 | 2,000,000 | +10,000 |
| Growth | 8 | 3,200,000 | 700,000 | 3,900,000 | +1,910,000 |
| Lagos (month 6) | 9 | 3,600,000 | 900,000 | 4,500,000 | +2,100,000 |
Kolonell prices set the benchmark: showcase Starter at 250,000 FCFA, Growth at 500,000 FCFA, e-commerce Starter at 1,000,000 FCFA. A mix of 6 showcase sites and 1 store per month already clears break-even.
Become a Kolonell referral partner
You don't need to build an agency to earn from the web: you can collect a commission by bringing clients to a team that delivers. The Kolonell referral scale is clear and paid in mobile money.
| Segment | Sale commission | Recurring | Typical ticket (FCFA) | Earning per sale |
|---|---|---|---|---|
| Showcase | 15% | +5% | 500,000 | 75,000 |
| E-commerce | 12% | — | 1,000,000 | 120,000 |
| Marketplace | 10% | — | 3,000,000 | 300,000 |
| Institutional | 8% | — | 8,000,000 | 640,000 |
Need a professional website?
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Mini case study
Fatou, an independent consultant in Dakar, doesn't want to open an agency. In 2026 she refers 3 showcase sites (500,000 FCFA each) and 1 e-commerce store (1,000,000 FCFA) over one quarter. Her commissions: 3 × 75,000 = 225,000 FCFA on the sites, plus 120,000 FCFA on the store, i.e. 345,000 FCFA for four introductions, without writing a line of code. The 5% recurring on the sites adds 25,000 FCFA per month of signed maintenance.
FAQ
How much capital do you need to launch a web agency in Africa?
With a team of three, plan starting cash covering 3 months of costs, roughly 6,000,000 FCFA as a 2026 order of magnitude to survive until break-even.
Why target 40% recurring revenue?
Because recurring smooths cash flow: a base of 700,000 FCFA/month in maintenance and SEO already covers a third of costs before the month's first sale.
How many sites must you sell per month to be profitable?
For a team of three in Dakar, count on 8 to 12 showcase sites or an equivalent showcase + e-commerce mix worth about 2,000,000 FCFA in total revenue.
Is referring business better than building an agency?
If you have no technical team, yes: referrals generate 75,000 to 640,000 FCFA per sale with no production risk or fixed costs.
Let's talk about your project. Whether you're building an agency or want to become a referral partner, we calibrate your model together. 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.
