The verdict in three sentences
The build vs buy choice comes down to 3-year TCO and need specificity, not day-one sticker price. In West Africa, one decisive factor often tips toward custom: foreign SaaS almost never integrate Wave, Orange Money or USSD. Simple rule: standard needs and tight budget → buy; specific needs, high volume, critical mobile money → build.
The decision framework
| Criterion | Lean buy (SaaS) | Lean build (custom) |
|---|---|---|
| Need specificity | Standard | Strong / differentiating |
| Upfront budget | Limited | Available (1.5M+ FCFA) |
| Desired timeline | 1 – 4 weeks | 8 – 18 weeks acceptable |
| Local mobile money | Not essential | Wave/OM/USSD critical |
| User volume | Low / medium | High (per-seat cost explodes) |
| Vendor lock-in | Acceptable | To avoid (data, pricing) |
3-year TCO and break-even point
| Item | Foreign SaaS | Custom app |
|---|---|---|
| Upfront cost | 0 – 500,000 FCFA | 2,000,000 – 5,000,000 FCFA |
| Monthly subscription | 20 – 40 USD × seats | 0 (owned) |
| Hosting/maintenance | Included | 25,000 – 100,000 FCFA/month |
| Mobile money integration | Often impossible | Native |
| 3-year TCO (15 seats) | ~7 – 12M FCFA | ~4 – 6.5M FCFA |
| Data ownership | Vendor | You |
For 15 users at 30 USD/month, a SaaS costs ~300,000 FCFA/month, i.e. ~10,800,000 FCFA over 3 years. A custom app at 4,000,000 FCFA plus 50,000 FCFA/month maintenance comes to ~5,800,000 FCFA over 3 years: the tipping point here sits around 18 months.
Mini case study
Fatou, CFO of a distribution SME in Dakar, is torn over her sales-route app (18 reps). The chosen SaaS costs 28 USD/rep/month, i.e. ~302,000 FCFA/month and crucially cannot collect Wave payments from her clients. A custom app at 3,800,000 FCFA + 60,000 FCFA/month maintenance comes to ~5,960,000 FCFA over 3 years versus ~10,870,000 FCFA for the SaaS. She saves ~4.9M FCFA while integrating Wave.
Become a Kolonell referral partner
Need a professional website?
Kolonell builds websites that attract clients, optimized for the Sénégalese market. Free quote in 2 minutes.
Know leaders torn between build and buy? Refer them and earn a commission through our referral partner program:
| Project type | Sale commission | Recurring |
|---|---|---|
| Showcase website | 15% | + 5% |
| E-commerce | 12% | – |
| Marketplace | 10% | – |
| Institutional | 8% | – |
On a business app billed at 4,000,000 FCFA under the e-commerce bracket, a partner earns 480,000 FCFA for a single qualified introduction. No commitment, paid as soon as the client signs.
FAQ
What is the main trap of foreign SaaS in Africa? The lack of Wave, Orange Money and USSD integration, forcing costly manual workarounds, plus per-seat billing that explodes with volume.
When does custom become profitable? Often around 18 months to 3 years of TCO depending on user count. Beyond 15-20 seats, the gap widens fast in favor of custom.
Is custom riskier? The main risk is a fuzzy spec. By shipping a V1 on a prioritized scope in 8-12 weeks, budget and timeline stay under control.
Can you start with a SaaS then migrate? Yes, a valid strategy: validate the need on a SaaS, then build custom once volume and specifics are confirmed.
How do you become a Kolonell referral partner? Simply introduce a qualified prospect; the commission (8 to 15% by division, + 5% recurring on showcase sites) is paid on signing. Contact us for your tracking link.
Let's talk about your project. We help you decide build vs buy with a 3-year TCO calculation tailored to your case — or get you started as a referral partner. 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.
