Your product is API-first. Docs are solid. Hell, Postman probably loves you.

So why did that $250K deal just die after 7 months? “Technical evaluation” they said. Yeah, right.

I’ll tell you why. Having an API and having integrations? Completely different things. And that gap is quietly destroying B2B SaaS companies.

Postman surveyed 5,700+ developers. 82% of companies went API-first. Up from 74% last year. Great news, right?

Except your buyers, the actual people signing checks, can’t use your API. They don’t have developers sitting around waiting to integrate your product. And now with AI agents eating APIs for breakfast (51% of companies already deployed them), you need to work for both humans AND machines.

Not just another REST API with pretty docs.

The Numbers That Should Keep You Up at Night

Postman’s survey is interesting. 82% went API-first. 65% making money from APIs. 89% of devs using AI every day.

But then you see this: 44% of developers have to read your source code to understand the API. 39% say docs don’t match reality. 93% still hitting roadblocks.

Think about that. Developers , people who read docs for a living, can’t figure out your API without digging into code. Now picture your prospect’s finance team trying to connect to their NetSuite.

Not happening.

Sales Reality Check

Enterprise sales in 2026 look like this:

Average cycle: 84 days if you’re lucky. 170+ days for anything over $100K. And it’s getting worse cycles are 25% longer than 5 years ago.

You’re dealing with 6–10 people per deal. Sometimes 17. CFO involvement up 40% since 2020 because everyone’s watching every dollar now.

Win rates? B2B SaaS averages 15–25% demo-to-close. If integration is involved, you’re under 15%. Companies with native integrations? 35–45%.

That’s 2–3x difference. Same product. Different integration story.

“We Have an API” = Deal Killer

I’ve watched this play out so many times I can script it.

Prospect asks about integration. Your rep says: “We have a well-documented REST API. Your team can build it.”

Deal’s dead. You just don’t know it yet.

Because here’s what your prospect hears: “You need to pay us $50K/year, then spend another $25–45K and 3–4 months building an integration so you can actually use what you’re paying for.”

The math doesn’t work.

Hiring a developer? 10–20 weeks of work. $39–89/hour. Fully loaded that’s $100–150K/year. Total cost for one integration: $25–45K. For a $50K/year SaaS contract.

You’re asking them to spend 50–90% of the annual fee just to connect.

Consultants? $8–25K for the project. $200–500/month ongoing. Plus another $3–6K for custom field mapping because every customer has weird fields with names like “Client_Type_Extended.”

Their IT team? They’re busy. 80% keeping systems running. 15% on security. 5% user support. Building your integration? Not their job.

What Actually Happens After Your Demo

We talked to 50+ buyers who walked away. Same conversation every time:

Sales Champion: “This saves us 20 hours a week, $200K annually.”

Finance Director: “Cool. How much to integrate with NetSuite?”

IT Manager: “They want us to use their API. That’s 3–4 months. Need a contractor at $18–25K.”

Finance: “So it’s $50K plus $25K upfront plus maintenance?”

Sales Champion: “Technically yes but — “

Finance: “Next.”

27% of enterprise deals die exactly like this. Your competitor isn’t better. They just don’t make customers pay twice.

Quick Math on What This Costs You

Let’s say you work 20 enterprise deals per quarter. Average $50K each. 70% need integration (14 deals). Win rate 15%. Integration kills 40% of your losses.

You’re losing ~3 deals per quarter to this. That’s $150K/quarter. $600K/year in lost revenue. Plus another $12K per deal in time-value from extended cycles.

Year 1 opportunity cost: $780K.

And you’re spending $300K/year (3 engineers at $100K) building integrations that don’t prevent these losses anyway.

“Let’s Just Fix Our Docs”

This is my favorite excuse. “Better docs will solve it!”

No.

Postman’s data: 58% rely on docs. 39% say docs are the problem. 67% of teams can ship an API in under a week with their tools.

But that’s building the API. Not integrating with 5 customer ERPs that all have custom configurations.

Why docs don’t fix this:

Your buyers aren’t developers. They’re finance people. Operations managers. They don’t read API docs. Ever.

Every customer has 12–18 custom fields. Docs can’t tell them how to map “Client_Type_Extended” to your “Customer Category.”

Docs don’t cover compatibility. “Does this work with SAP B1 9.3 with our modules?” Good luck.

Even developers who CAN read your docs spend 40–60 hours building the integration.

Building an API fast ≠ integrating it fast.

One ERP Isn’t Enough (The Geographic Problem)

“We’ll just support NetSuite and QuickBooks” doesn’t work when you want to grow.

North America: QuickBooks (28%), NetSuite (24%), Dynamics (18%), SAP (9%).
Latin America: Siigo (31%), CONTPAQi (27%), Softland (19%), Conta (12%).
Europe: SAP (32%), Sage (24%), Dynamics (21%), Odoo (15%).

Support only NetSuite + QuickBooks? You get 52% of North America. 0% of LATAM. 0% of Europe.

Want LATAM? Build Siigo, CONTPAQi, Softland. That’s 12–15 months. $180–200K. 2–3 engineers full-time.

LATAM B2B SaaS market: $12B+. Every month you delay is market share gone forever.

What Actually Works (Real Companies, Real Numbers)

Chilean expense management company. 3,000 customers. Built SAP B1 and Siigo in-house. Took 11 months. Three engineers full-time. Customer onboarding: 21 days. 34% of support tickets were integration issues.

Switched to unified API. Three weeks implementation. Onboarding dropped to 3 days. Support tickets down 67%. Now support 12 ERPs. Those 3 engineers? Back on core product. Revenue growth: +80% → +240% YoY.

ROI positive in 22 days.

North American fintech. 500+ enterprise clients. Built NetSuite and QuickBooks. Eight months, $146K. Then lost 14 deals in Q3 worth $1.8M because prospects needed other ERPs.

After switch: Win rate 15% → 38%. Sales cycle 9.2 months → 4.1 months. Closed $2.3M in stalled pipeline in 6 months. Access to 15 ERPs instead of 2.

ROI: 21,200% in 6 months.

European inventory SaaS. Started with “great API” strategy. Docs in 4 languages. SDK, Postman collections, everything. Win rate: 9%.

Why? 68% of prospects had no developers. 82% who tried gave up. TAM limited to tech companies.

Added 18 European ERPs. Win rate → 31%. Revenue +340% YoY. NPS +45 points. TAM expanded to all retail/distribution.

Build vs. Buy (The Brutal Math)

Building in-house for 5 ERPs:

Year 1: $550K (development + 3 engineers + infrastructure)
Years 2–5: $530K/year (maintenance + 2 engineers + implementations)
5-year total: $2.67M

You get: 5 ERPs. 2–3 engineers tied up forever. Each new ERP is another 3–4 month project.

Unified API platform:

Year 1: $18K
Years 2–5: $18K/year
5-year total: $90K

You get: 20–30+ ERPs day one. Zero engineers on integrations. Automatic updates.

Difference: $2.58M

Plus those 3 engineers building features that actually win deals.

When Should You Actually Build?

Be honest with yourself.

Build if: You need exactly 1 integration and will never need others. You have 5+ engineers to dedicate. Integration IS your product (you’re an iPaaS). You’re at $50M+ ARR.

That’s <5% of B2B SaaS companies.

Everyone else: You need 2+ integrations. Engineers should build product. You’re growing (<$50M ARR). Speed matters. You’re expanding geographically.

That’s 95% of us.

Quick Self-Check

Be honest:

Deals lost/stalled last quarter from integration? 0–1 fine. 2–5 problem. 6+ crisis.

Win rate difference (integration vs. no integration)? <10% fine. 20%+ major issue.

Sales cycle for integration deals? <4 months good. 9+ unsustainable.

Engineers on integrations? 0–1 manageable. 2–3 significant drain. 4+ you’re an integration company now.

Roadmap delayed by integration work? <10% fine. 30%+ serious problem.

ERPs prospects want that you don’t support? 2–4 leaving money. 5+ major limitation.

3+ problems? Integration’s blocking growth.
5+ problems? Existential threat.

Konvex: MCP Universal Server

Look, you’ve seen the data. You know the problem.

We built Konvex because we lived this pain. 200+ B2B SaaS companies use it now to stop losing deals to integration complexity.

One integration. Access everything: SAP Business One, NetSuite, Dynamics, Odoo, QuickBooks, Xero, Siigo, Softland, CONTPAQi, Conta, Salesforce, HubSpot, Pipedrive, Shopify, WooCommerce, Magento. 20+ systems.

And it works for both your app (REST API) and AI agents (MCP).

The Different Parts

Custom fields? Handled automatically. Dynamic discovery per customer. Customer maps their own fields via dashboard. Auto-sync when they add fields. Zero professional services.

MCP Universal Server for AI agents. We’re not just a unified API. We’re the first integration platform built for both humans AND AI agents. Agents can discover and invoke integrations automatically. Machine-readable schemas for everything. Autonomous workflows ready.

Postman says 51% deployed AI agents. 89% of devs use AI daily. Only 24% design APIs for agents. We bridge that gap.

Production infrastructure. 99.9% uptime SLA. OAuth managed. Version compatibility across all ERPs. SOC 2 Type II. Real-time + batch. Auto error recovery.

How Fast Can You Go Live?

Start free in sandbox. Unlimited mock data. 5 test connections. 10K MCP calls/month.

Week 1: Get API keys, read docs, plan.
Week 2: Implement Konvex calls, embed widget.
Week 3: Deploy, first customers live.

Compare: 4–5 months to build one ERP in-house.

Real Results

Chilean fintech: 3 weeks to 12 ERPs, +240% revenue, ROI in 22 days.

North American SaaS: Win rate 15% → 38%, cycle 9.2 → 4.1 months, $2.3M closed.

European platform: Win rate 9% → 31%, +340% revenue, +45 NPS.

Pricing (Based on Customers, Not API Calls)

All plans: unlimited API calls.

Free: Unlimited mock data, 5 test connections, 10K MCP calls, community support.

Starter $399/month: 5 customers included ($80/month extra), 60-day sandbox, email support.

Pro $899/month: 50 customers included ($18/month extra), unlimited sandbox, custom field mapping, Slack support, 99.5% uptime SLA.

Enterprise: Custom. Unlimited customers, custom integrations, 1-hour SLA, 99.95% uptime, dedicated TAM.

ROI: $10,788/year (Pro) vs. $360,000/year (3 engineers building).

Savings year 1: $349,212. And you get 20+ ERPs instead of building 2.