The verdict in three sentences
The choice between aggregator and direct integration is a trade-off between speed and unit cost. An aggregator connects you to every operator via a single contract for 2 to 3% all-in and a 2-day launch; direct Wave + MTN + Moov integration drops to 0.5 to 1.5% but needs 3 to 6 weeks of dev plus maintenance. In Lagos, Paystack and Flutterwave aggregate 20+ methods from day one.
Comparing the two models
The right choice mostly depends on volume: below a certain revenue, the aggregator's speed and simplicity win; above it, the fee gap justifies direct integration. Here is the comparison (2026 order of magnitude).
| Criterion | Aggregator | Direct integration |
|---|---|---|
| Fee per transaction | 2 to 3% | 0.5 to 1.5% |
| Setup time | 2 days | 3 to 6 weeks |
| Initial dev cost | 0 to 300,000 FCFA | 2 to 5M FCFA |
| Number of methods | 5 to 20+ from day 1 | 1 per integration |
| Maintenance effort | Low (delegated) | High (on you) |
| Reconciliation | Centralized | To build |
| Compliance liability | Aggregator | Shared |
The economic crossover point
At low volume, the aggregator is cheaper overall because there's no dev to amortize. At high volume, the 1.5 to 2 point fee gap exceeds the integration cost. Here is the threshold (estimate) for Wave + MTN + Moov versus an aggregator at 2.5%.
| Monthly revenue collected | Aggregator cost (2.5%) | Direct cost (1% + amortized dev) | Winning model |
|---|---|---|---|
| 2M FCFA | 50,000 FCFA | 20,000 + 140,000 | Aggregator |
| 5M FCFA | 125,000 FCFA | 50,000 + 140,000 | Aggregator |
| 10M FCFA | 250,000 FCFA | 100,000 + 140,000 | Tie |
| 20M FCFA | 500,000 FCFA | 200,000 + 140,000 | Direct |
| 40M FCFA | 1,000,000 FCFA | 400,000 + 140,000 | Direct |
The crossover sits around 10M FCFA/month collected (3.5M FCFA dev amortized over 24 months). Below that, stay on an aggregator; above it, direct integration saves several hundred thousand FCFA a month.
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Mini case study
Ibrahim, founder of a delivery platform in Lagos, collects 22M FCFA/month. On an aggregator at 2.5%, he pays 550,000 FCFA/month in fees. Integrating Wave, MTN and Moov directly (3.5M FCFA dev, 1% average fee), he drops to 220,000 FCFA/month plus 145,000 FCFA of amortized dev, i.e. 365,000 FCFA/month: he saves 185,000 FCFA/month and recoups the integration in under 19 months while gaining margin on every transaction.
FAQ
Which model to launch fast? The aggregator, no question: 2-day setup, no heavy dev and every method available immediately. You integrate directly later, when volume justifies it.
Is direct integration more fragile? It requires handling webhooks, retries and reconciliation yourself, so more maintenance. That's the price for the 1.5 to 2 points of fees saved.
Can I run a hybrid model? Yes: Wave and Orange Money direct (high volume, low fees) and an aggregator for cards and marginal methods. It's often the optimum above 15M FCFA/month.
What does an integration dev really cost? Plan 2 to 5M FCFA depending on the number of operators and expected robustness (webhooks, reconciliation, dashboard). Kolonell delivers the unified Wave/OM/Stripe module turnkey.
Do the quoted fees include everything? With an aggregator, the 2 to 3% usually covers operator, aggregation and reconciliation. Direct, add the gross operator fees plus your internal maintenance cost.
Let's talk about your project. We calculate your crossover point and choose between aggregator and direct integration based on your real volume. 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.
