Payment gateway and the infrastructure that connects ecommerce to payment methods. It processes transactions, validates data and ensures that the money reaches the seller. For companies, choosing a gateway is not just a technical issue; It is a financial and strategic decision. Costs, fees and performance directly impact margin and conversion.
This guide explains how gateways work, what costs are involved, what pricing models exist and how to choose the best option for your business.
What is a payment gateway
A gateway is the intermediary that processes online payments. It connects:
- The customer (card, Pix, bank slip).
- The retailer (your company).
- The acquirer and banks.
In short, the gateway validates the transaction and allows the payment to be approved or declined.
Why the gateway impacts results
The gateway affects:
- Approval rate.
- Checkout speed.
- Transaction costs.
- Security and compliance.
A gateway with low approval reduces revenue. An expensive gateway reduces margin. Therefore, the choice is critical.
Main costs of a gateway
There are fixed and variable costs:
- Fee per transaction.
- Monthly fee or setup.
- Fees by bank slip or Pix.
- Cost of prepayment of receivables.
Understanding these costs helps you compare suppliers fairly.
Pricing models
1) Fee per transaction
The most common model. You pay a percentage of each sale.
2) Fixed monthly fee
Some gateways charge a monthly fee in exchange for lower per-transaction fees.
3) Hybrid model
Combines transaction fee and monthly fee. Common in larger companies.
Cost comparison
| Model | Advantage | Disadvantage |
|---|---|---|
| By transaction | No fixed cost | Fee may be high |
| Monthly fee | Predictable cost | Requires minimum volume |
| Hybrid | Flexibility | More complex |
The choice depends on the sales volume.
Approval rate and its impact
Not all gateways approve transactions at the same level. Differences of 2% to 5% in approval rate can mean thousands in revenue. Therefore, don’t choose just based on cost. Rate:
- Approval rate for national and international cards.
- Performance in Pix.
- Response time during peak hours.
Security and compliance
Gateways handle sensitive data. Check:
- PCI certifications.
- Protection against fraud.
- Authentication features.
Security prevents losses and protects reputation.
Choice criteria for companies
- Volume of transactions.
- Average ticket.
- Payment methods offered.
- Historical approval rate.
- Support and stability.
These criteria help you choose the correct option.
Real cases
Case 1: Fashion ecommerce
Ecommerce chose a cheap gateway, but with low approval. When migrating to a more expensive gateway, approval increased and revenue grew more than the additional cost.
Case 2: B2B SaaS
A SaaS with few customers chose a gateway with a low monthly fee and lower fees. The fixed cost was offset by the high average ticket.
Case 3: Marketplace
One marketplace used two gateways to reduce risk. When one fell, the other maintained the sales flow.
Multi-gateway strategy
Larger companies may use more than one gateway to:
- Increase approval.
- Reduce risk of unavailability.
- Test costs and performance.
This strategy brings complexity, but can increase revenue.
Checklist to choose gateway
- Is the approval rate competitive?
- Are total costs clear?
- Support responds quickly?
- Is there stability in peaks?
- Is there compatibility with Pix and bank slips?
- Compliance and guaranteed?
If any item is negative, revise it.
Conclusion
Payment gateway directly impacts revenue and margin. For companies, the choice needs to consider cost, performance and security. The cheapest gateway is not always the best.
With this guide, you can compare options more clearly and make a decision aligned with your business.