The verdict in three sentences
Choosing a gateway means trading off fees, settlement delay and B2B features, not just the headline rate. Build a weighted scoring grid and compute the 24-month total cost on your real volume. The winner is rarely the cheapest at integration, because hidden fees and the failure rate flip the ranking.
The provider scoring grid
Score each PSP on weighted criteria rather than an impression. Here is a template for an SME.
| Criterion | Weight | What we measure | 2026 threshold |
|---|---|---|---|
| Transaction fees | 25% | Rate + fixed fee | < 2.5% target |
| Settlement delay | 20% | T+x opens/closes cash | T+2 to T+3 ideal |
| Failure rate | 15% | Rejected payments | < 4% |
| B2B support | 15% | Transfer, deferred, recurring | Mandatory |
| Security | 10% | PCI-DSS, 3-D Secure | Level 1 |
| Integration cost | 10% | Initial dev | 1.5-5M FCFA |
| Contract commitment | 5% | Term, penalties | < 12 months |
Hidden fees to hunt
The headline rate often masks add-on costs that inflate the bill. Check them before signing.
| Hidden fee | Order of magnitude | How to avoid it |
|---|---|---|
| Setup fee | 100,000-500,000 FCFA | Negotiate the offer |
| Fixed monthly fee | 25,000-80,000 FCFA | Compare on total cost |
| Withdrawal/settlement fee | 0.5-1.5% | Demand free settlement |
| Chargeback / dispute | 5,000-15,000 FCFA/case | Active 3-D Secure |
| FX fee (multi-currency) | 1-3% | Multi-currency account |
| Termination penalty | 1-3 months of fees | Short contract |
Mini case study
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Ms. Abena, finance director of a services SME in Singapore, compares two PSPs for a 120,000,000 FCFA/year volume. PSP A shows 2.9% but T+6 settlement and 400,000 FCFA setup; PSP B shows 2.3% with T+3 and 200,000 FCFA setup. Over 24 months, PSP A costs 6,960,000 FCFA in fees + 400,000 setup; PSP B costs 5,520,000 + 200,000. Gap: 1,640,000 FCFA in B's favor, not counting the cash freed by T+3.
FAQ
Which criterion should weigh most? For high B2B volume, transaction fees (25%) and settlement delay (20%) dominate. Integration cost matters less because it is one-off.
How do I compute the 24-month total cost? Add integration + transaction fees (rate x volume x 24 months) + monthly fees + maintenance. That total should separate the providers.
Should I avoid long commitments? Yes, favor a 12-month maximum contract with low penalty, to keep renegotiation leverage.
What is a good failure rate in 2026? Under 4%. A higher rate signals a payment UX issue or suboptimal bank routing.
Is deferred-payment support essential? In B2B, yes: professional buyers often expect 30-day terms. Without it you lose large accounts.
Let's scope your project. Give us your volume, currencies and B2B constraints, and we'll build your scoring grid and price the 24-month total cost per provider. 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.
