The verdict in three sentences
Offering only one operator means excluding part of the market upfront: the customer of the missing operator simply can't pay. In Uganda in 2026, adding Airtel Money captures a significant base the leaders don't reach, with merchant fees of 1.5 to 1.9 % and T+1 settlement. The estimated loss of a single-operator checkout — 8 to 18 % of baskets — far exceeds the cost of adding the challenger.
Three operators, three profiles
Each operator has its base, fees and settlement. A multi-operator checkout neutralizes the risk of depending on just one.
| Operator | Merchant fee | Settlement | Market position |
|---|---|---|---|
| MTN MoMo | 1.5 to 2 % | T+1 | Leader |
| M-Pesa/leader | 1.5 to 2 % | T+1 | Co-leader |
| Airtel Money | 1.5 to 1.9 % | T+1 | Challenger |
Fees are close: the real stake isn't unit cost but the cumulative coverage of the customer base.
How many baskets do you lose without the challenger?
The share of customers who use ONLY the missing operator is directly lost. Here is the 2026 order of magnitude by customer mix.
| Customer mix | Baskets lost (single-operator) | Estimated gain adding Airtel |
|---|---|---|
| Urban Kampala | 8 to 10 % | +8 to 10 pts |
| Semi-urban | 10 to 14 % | +10 to 14 pts |
| Rural / strong Airtel base | 14 to 18 % | +14 to 18 pts |
| National mixed | 10 to 15 % | +10 to 15 pts |
The decision rule: if more than 8 % of your base is on the challenger, adding it is immediately profitable. The multi-operator checkout becomes the 2026 standard.
Need a professional website?
Kolonell builds websites that attract clients, optimized for the Sénégalese market. Free quote in 2 minutes.
Mini case study
Brian sells spare parts online in Uganda, 400 checkouts/month, average basket 90,000 UGX. With the two leaders only, 12 % of his Airtel customers couldn't pay — 48 baskets lost/month. By adding Airtel Money (1.7 % fee), he recovers about 42 of those 48 baskets, i.e. a substantial monthly revenue gain for a negligible extra fee cost. The multi-operator setup pays for itself in the first month.
FAQ
Does adding a third operator complicate the checkout? No, if operator detection is automatic: the customer sees a single unified funnel. The complexity is on the integration side, handled by Kolonell.
Are Airtel's fees really competitive? Yes: 2026 order of magnitude of 1.5 to 1.9 %, comparable to the leaders. The cost of adding it is marginal against the 8 to 18 % of baskets recovered.
What settlement should I expect? All three operators generally credit at T+1 to the merchant account. Check your caps for high daily volumes.
How do I know if my customers use Airtel? Analyze payment failures and customer requests, or run a quick survey. From 8 % challenger base, adding it is profitable.
Can I also add Stripe for international? Yes: the unified payment module orchestrates the local operators and Stripe for the diaspora, in a single checkout.
Let's talk about your project. We deploy your multi-operator checkout with automatic detection so you never lose a single basket again. 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.