The verdict in three sentences
In Nairobi in 2026, two strategies compete for online collection: direct integration (low fees, heavy development) and the aggregator (one integration, all operators). The aggregator adds 0.5 to 1 % in fees but divides development time by 4 and gets you live in one week. For most merchants the aggregator is the right call; direct integration only makes sense at very high volume.
Direct integration vs aggregator: the match-up
The choice comes down to five concrete criteria. Here is the 2026 costed comparison.
| Criterion | Direct integration | Aggregator |
|---|---|---|
| Fee per transaction | 1 – 1.5 % | 1.5 – 2.5 % |
| Development cost | ~800 000 FCFA eq. | Setup ~1 week |
| Time to go live | 4 – 6 weeks | 3 days |
| Number of integrations | 1 per operator | 1 only |
| Maintenance | On you | Handled by aggregator |
| Uptime | Depends on your infra | 99.5 % guaranteed |
| Adding an operator | New dev | Instant activation |
The aggregator shines on time-to-market and maintenance. Direct integration only wins on unit fees, which matters only at high volume.
The financial tipping point
The real question: at what volume does direct integration's fee savings offset its development cost? Here is the simulation with a 1-point fee gap.
| Monthly volume | Aggregator overcost (+1 %) | Annual cumulative overcost | Vs 800 000 FCFA dev |
|---|---|---|---|
| 1 000 000 FCFA | 10 000 | 120 000 | Aggregator wins |
| 3 000 000 FCFA | 30 000 | 360 000 | Aggregator wins |
| 5 000 000 FCFA | 50 000 | 600 000 | Near break-even |
| 8 000 000 FCFA | 80 000 | 960 000 | Direct pays off after 1 year |
| 15 000 000 FCFA | 150 000 | 1 800 000 | Direct clearly wins |
The tipping point sits around 5 to 8 million FCFA equivalent collected per month. Below that, the aggregator costs less overall once development is factored in.
Mini case study
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Peter launches a store in Nairobi and collects 2 500 000 FCFA equivalent/month. Aggregator option: live in 3 days, fee overcost of 25 000/month (+1 %), zero maintenance. Direct option: 800 000 of development, 4 to 6 weeks of waiting, then lower fees. Over his first year, the aggregator costs him 25 000 × 12 = 300 000 in extra fees, versus 800 000 of dev for direct integration. The aggregator saves him 500 000 in year one and gains him five weeks of time to market.
Become a Kolonell referral partner
Do you know merchants in Nairobi who need a payment gateway? Join our referral partner program. The 2026 commissions: 15 % + 5 % recurring on showcase sites, 12 % on e-commerce, 10 % on marketplaces and 8 % on institutional. Referring a 2 000 000 FCFA e-commerce project earns you 240 000 FCFA, without writing a line of code.
FAQ
Is an aggregator really more expensive? Yes on unit fees (0.5 to 1 % more), but no on total cost as long as your volume stays under ~5 to 8 million FCFA equivalent/month, once direct-integration development is accounted for.
How long to go live with an aggregator? About 3 days in 2026, versus 4 to 6 weeks for a direct multi-operator integration. That is the decisive advantage for launching fast.
What uptime should I expect? Serious aggregators guarantee 99.5 % uptime in 2026. With direct integration, availability depends entirely on your own infrastructure and maintenance.
Can I start with an aggregator then move to direct? Yes, it is even a recommended strategy: start with an aggregator to validate the market, then switch to direct integration once your volume passes the tipping point.
Which operators does an aggregator cover in Nairobi? Good aggregators cover M-Pesa, Airtel Money and cards, i.e. the bulk of the Kenyan market, with a single integration to maintain.
Let's talk about your project. We help you choose between aggregator and direct integration based on your real volumes. 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.