The verdict in three sentences
Institutional contracts are relationship-driven and huge in value: one project can dwarf an entire year of showcase sites. The strategic decision: open the right doors — CEO, CIO, procurement — and know how to navigate a tender without drowning. At 8% on tickets of 5,000,000 to 60,000,000+ FCFA, patience and network pay off enormously.
What an institutional contract pays
The institutional division always sells on quote, with no displayed price. Here are the 2026 tiers (order of magnitude) and the 8% referral commission.
| Institutional tier | Project ticket | 8% commission | Client profile |
|---|---|---|---|
| Corporate Standard | 5,000,000 FCFA | 400,000 FCFA | structured SME, subsidiary |
| Corporate Standard+ | 8,000,000 FCFA | 640,000 FCFA | regional group |
| Corporate Premium | 10,000,000 FCFA | 800,000 FCFA | large enterprise |
| Corporate Premium+ | 18,000,000 FCFA | 1,440,000 FCFA | bank, insurer |
| Group / Holding | 25,000,000 FCFA | 2,000,000 FCFA | multi-subsidiary holding |
| Group+ | 60,000,000+ FCFA | 4,800,000+ FCFA | major institution |
On top comes recurring via a maintenance/SLA contract (99.9% uptime, 24/7 monitoring), often multi-year — a long-term revenue stream on these accounts.
Who decides and how to open doors
An institutional purchase involves several decision-makers. Know who to talk to and about what.
| Contact | What motivates them | Your angle |
|---|---|---|
| CEO / General management | Image, strategy, ROI | Premium positioning, references |
| CIO / IT | Security, ERP integrations | Compliance, CSP, SLA |
| Procurement | Process, tender | Complete file, justified price |
| Communications | Brand, multilingual | Design, content governance |
The most effective entry: a direct network (an executive's referral) or a partnership with a consulting firm already embedded at the client. "Quote-only, under NDA" positioning reassures large accounts.
The tender process
Many institutional contracts go through a tender. Here are the stages and your levers.
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| Stage | Typical duration | What matters |
|---|---|---|
| Monitoring / scouting | ongoing | Spot the tender early |
| Bid application | 2-4 weeks | References, WCAG/GDPR compliance |
| Defense / demo | 1-2 weeks | Security, multilingual FR/EN/AR |
| Negotiation | 2-6 weeks | Scope, SLA, maintenance |
| Award + signature | 1-2 months | Collection, commission paid |
The full cycle runs from 2 to 6 months. Compliance (WCAG 2.1 AA accessibility, GDPR + Senegal's law 2008-12, security audit) is often a knockout criterion: this is where Kolonell's seriousness makes the difference.
Mini case study
Ousmane, a former banking executive turned referral partner, activates his network and lands a meeting with the CIO of an insurance group. He positions Kolonell under NDA, highlights compliance and SLA, then steers the defense. After a 4-month tender, the group signs a Corporate Premium+ at 18,000,000 FCFA. Ousmane's 8% commission: 1,440,000 FCFA on a single contract — more than 19 showcase sites combined, plus the multi-year SLA recurring.
FAQ
Why only 8% when a showcase site is 15%? Because the tickets are enormous: 8% of 18,000,000 FCFA = 1,440,000 FCFA, versus 75,000 FCFA for a showcase site. The rate drops, the absolute amount explodes.
Do I need an executive address book? It's the decisive asset. Failing that, a partnership with a consulting firm already present at the client opens the same doors.
How long before I get paid? The cycle runs from 2 to 6 months depending on the tender. Commission is paid on collection of the deposit then the balance, on amounts that justify the wait.
What loses a tender? Most often a lack of compliance (WCAG, GDPR, security) or references. Kolonell provides audit, compliance and content governance, which secures the bid.
Is there recurring in institutional? Yes, via multi-year maintenance/SLA contracts (99.9% uptime, 24/7 monitoring). They extend revenue well beyond initial delivery.
Let's talk about your project. Become a Kolonell institutional referral partner at 8% and turn an executive relationship into a seven-figure commission. 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.
