The verdict in three sentences
A beginner should start with showcase sites: short cycle, abundant demand, low objections, first commission banked fast. Chasing a 3-6 month institutional deal without a decision-maker network dooms you to months with no income. The right path: showcase -> e-commerce -> marketplace -> institutional, building skill and credibility at each step.
Why the showcase line is the best entry point
In Nairobi as in Douala, the market of SMEs without a website is huge. A craftsman, a restaurant, a clinic immediately grasp the value of a showcase site, and the budget (250,000 to 1,200,000 FCFA) is decidable by a single person. Result: few objections, short cycle, fast pitch learning.
| Service line | Sales cycle 2026 | Beginner close rate | Cash per deal | Skill needed |
|---|---|---|---|---|
| Showcase | 2-3 weeks | 25-35 % | 75,000-180,000 FCFA | Low |
| E-commerce | 4-6 weeks | 15-25 % | 240,000-480,000 FCFA | Medium |
| Marketplace | 8-12 weeks | 8-15 % | 500,000+ FCFA | High |
| Institutional | 3-6 months | 3-8 % | 640,000-1,600,000 FCFA | Very high |
A beginner who pitches 10 showcase sites signs 3 in a month. The same beginner pitching 10 institutional deals signs none before the next quarter.
The recommended progression path
Each line prepares the next: showcase teaches the pitch and client relationship, e-commerce adds Wave/Orange Money payment logic, marketplace introduces selling to project owners, institutional finally requires a decision-maker network.
| Step | Time to master | What you learn | Target income / month |
|---|---|---|---|
| 1. Showcase | Months 1-3 | Prospecting, pitch, closing | 150,000-300,000 FCFA |
| 2. + E-commerce | Months 4-6 | Payment argument, ROI | 300,000-500,000 FCFA |
| 3. + Marketplace | Months 7-12 | Selling to entrepreneurs | 500,000-800,000 FCFA |
| 4. + Institutional | Year 2 | Decision-maker network, credibility | 800,000+ FCFA |
The Kolonell referral program to start right
Need a professional website?
Kolonell builds websites that attract clients, optimized for the Sénégalese market. Free quote in 2 minutes.
Kolonell welcomes beginner partners with no entry quota. You earn 15 % + 5 % recurring on showcase sites, ideal for building a first regular income, then 12 % on e-commerce, 10 % on marketplace and 8 % on institutional as your skills grow. The demo material (showcase sites customizable via URL parameters) lets you show a credible render from the first meeting, which lifts beginners' close rate.
Mini case study
Paul, a beginner in Nairobi, devotes month 1 to showcase sites: he contacts 30 SMEs, gets 10 meetings, signs 3 Showcase Starter sites (3 x 75,000 = 225,000 FCFA). By month 4, with experience, he adds e-commerce and signs one Growth store (240,000 FCFA) plus 2 showcase sites. His first 3 showcase sites go into maintenance: ~9,000 FCFA/month recurring accumulating. In 6 months he went from 225,000 to over 450,000 FCFA monthly without ever targeting an institutional deal.
FAQ
Which line should you start with when you have no experience? Showcase: a 2-3 week cycle, a beginner close rate of 25-35 %, a budget decidable by one person. It is the ideal training ground.
How long before the first commission? On a showcase site, count 2 to 3 weeks from first contact to signing. On institutional, 3 to 6 months — hence the risk for a beginner with no cash reserve.
Do you need technical skills? No for showcase sites: Kolonell provides the demos and handles all production. You sell value and ROI, not code.
When should you move to e-commerce? After 3 to 6 signed showcase sites, once you master the pitch and can explain the value of Wave/Orange Money payments. The ticket doubles, the commission follows.
Can you jump straight to marketplace or institutional? Technically yes, but the beginner close rate there is 3 to 15 %: you risk months without income. Gradual progression protects your cash flow.
Let's talk about your project. Start as a Kolonell partner on showcase sites and move upmarket at your own pace. 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.
