The verdict in three sentences
In Berlin in 2026, a B2B SaaS starts at 300-2,000 EUR/month plus a commission on revenue, while a custom platform costs 35,000-100,000 EUR plus 12% maintenance per year. SaaS wins on timeline (2-4 months vs 4-7) and upfront cash; custom wins on catalogue flexibility, workflows and TCO as volume grows. The tipping point often sits around 1.5 to 2M EUR of online revenue.
The real comparison: beyond the sticker price
The SaaS trap is the commission and paid modules that stack up. The custom trap is underestimating maintenance. Here are both models laid flat.
| Criterion | B2B SaaS | Custom |
|---|---|---|
| Upfront cost | 3,000 - 15,000 EUR (setup) | 35,000 - 100,000 EUR |
| Recurring cost | 300 - 2,000 EUR/month | 12% maintenance / yr |
| Commission on revenue | 0.5 - 2% | 0% |
| Time to launch | 2 - 4 months | 4 - 7 months |
| Catalogue flexibility | Medium | Full |
| Custom workflows | Limited | Unlimited |
| Code ownership | No | Yes |
3-year TCO for 2M EUR of online revenue
Take a Berlin B2B merchant targeting 2M EUR of online revenue per year. Here is the estimated total cost of ownership over 3 years (2026 order of magnitude).
| Item | SaaS (3 yrs) | Custom (3 yrs) |
|---|---|---|
| Setup / build | 10,000 EUR | 60,000 EUR |
| Subscription (1,200 EUR/mo) | 43,200 EUR | 0 EUR |
| Commission (1.2% on 6M EUR) | 72,000 EUR | 0 EUR |
| Maintenance | included | 21,600 EUR |
| Add-on modules | 12,000 EUR | 0 EUR |
| 3-year total | 137,200 EUR | 81,600 EUR |
For this profile, custom becomes 40% cheaper over 3 years, mainly because the SaaS commission climbs with revenue. Below 800,000 EUR of annual revenue, SaaS is usually still more economical.
Quick decision grid
| Your situation | Recommended choice |
|---|---|
| Online revenue < 800,000 EUR/yr | SaaS |
| Need to launch in < 3 months | SaaS |
| Standard catalogue and pricing rules | SaaS |
| Online revenue > 1.5M EUR/yr | Custom |
| Specific business workflows | Custom |
| Deep ERP integration | Custom |
| Want to own the code | Custom |
Mini case study
Sophie, head of an electrical equipment wholesaler in Berlin, runs 2.3M EUR of B2B e-commerce revenue on a SaaS. She pays 1,400 EUR/month plus 1.5% commission, roughly 51,300 EUR per year in platform cost.
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She invests 68,000 EUR in a custom platform (maintenance at 8,160 EUR/yr). From year 2, her annual cost drops to 8,160 EUR versus 51,300 EUR: 43,000 EUR saved per year. Custom pays back in about 16 months, and she gains quote workflows her old SaaS could never deliver.
FAQ
At what revenue does custom become worthwhile?
Generally above 1.5 to 2M EUR of annual online revenue, because the SaaS commission (often 1 to 2%) then exceeds the cost of maintenance. Below that, SaaS stays cheaper and faster.
Is SaaS really faster to launch?
Yes: 2 to 4 months versus 4 to 7 for custom, because the infrastructure already exists. That said, deep customisations can stretch a SaaS project until it takes as long as custom.
Can we migrate from SaaS to custom later?
Yes, and it is a common path: start on SaaS to validate the market, then switch to custom when volume justifies the TCO. Plan a data migration and SEO redirects.
What costs the most in a SaaS long-term?
The revenue commission and billable add-on modules. A subscription advertised at 500 EUR/month can double once you add the PIM, connectors and extra users.
Does custom include maintenance?
No, you must budget maintenance of about 12% of the build cost per year: fixes, evolutions, security. This is the line leaders most often forget in their comparison.
Let's scope your project. Give us your target online revenue and ERP constraints, and we will calculate your 3-year TCO SaaS vs custom. Detailed quote within 48 h. 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.
