The verdict in three sentences
Offering a 30/40/30 milestone plan or a 3x installment via Wave/Orange Money removes the price objection and lets you close bigger deals. Agencies that offer installments typically see a close-rate uplift of 15-30 %. Default risk is easy to manage: collect the deposit before starting and only push to production on final payment.
Upfront, milestones or subscription: three structures
Each structure hits cash flow and close rate differently. 2026 orders of magnitude.
| Criterion | Pay upfront | 30/40/30 milestones | Subscription (SaaS) |
|---|---|---|---|
| Starting deposit | 100 % | 30 – 50 % | First month |
| Effect on closing | Friction | +15 – 30 % | +20 – 35 % |
| Cash flow | Immediate | Spread out | Recurring |
| Accessible ticket | Small | Large | Very low entry |
| Default risk | None | Low (deploy gated) | Cancellation possible |
| Indicative price | 600 000 FCFA | 3 × 200 000 FCFA | 25 000 – 75 000 FCFA/month |
The site-as-a-service model (site + hosting + maintenance on subscription) turns a 600 000 FCFA ticket into 25 000-75 000 FCFA/month: the entry price becomes trivial for the client and creates MRR for the agency.
Milestone schedule: the typical timeline
Tying each payment to a concrete deliverable protects both sides. Example on a 600 000 FCFA showcase site.
| Milestone | Deliverable | % | Amount | Timing |
|---|---|---|---|---|
| Deposit | Project kickoff | 30 % | 180 000 FCFA | Signature |
| Design approved | Mockups accepted | 40 % | 240 000 FCFA | Week 1-2 |
| Go live | Site in production | 30 % | 180 000 FCFA | Delivery |
| Total | — | 100 % | 600 000 FCFA | — |
Golden anti-default rule: the agency keeps control of the domain and hosting, and the switch to production only happens after the final payment. The client always has a reason to pay the last tranche.
Mini case study
Awa, who runs a shop, hesitates at a 600 000 FCFA quote payable upfront. The agency offers 3 payments of 200 000 FCFA via Wave, tied to signature, design approval and go-live. Awa signs the same day. Across 10 prospects like her, the agency went from 3 signings (upfront) to 4 signings thanks to installments — a +33 % close rate and an extra 600 000 FCFA in revenue per batch of 10 prospects, with no additional marketing spend.
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FAQ
How much do installments raise the close rate?
As an order of magnitude, offering installments improves closing by 15-30 %, because it removes the price objection for cash-tight clients.
What deposit should you ask for before starting?
A 30-50 % deposit of the total is standard: it covers kickoff, filters out non-serious clients, and secures your starting cash flow.
How do you avoid defaults on the last tranche?
Keep control of the domain and hosting, and only push the site to production after the final payment. The client always has an incentive to pay to be published.
Is the subscription model more profitable?
A site-as-a-service at 25 000-75 000 FCFA/month generates MRR: over 24 months, a 50 000 FCFA subscription brings 1 200 000 FCFA — often more than an upfront ticket, while retaining the client.
Does mobile money work for installments?
Yes, Wave and Orange Money collect each tranche in seconds with instant confirmation and no card fees for the client.
Let's talk about your project. We set up your installment offers and Wave/Orange Money collection so you close more clients. 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.
