B2B e-commerce is projected to reach $20.9 trillion by 2027. Business buyers expect the same digital experience they get as consumers: self-service ordering, real-time pricing, and instant fulfillment visibility.
Customer-specific pricing: B2B requires negotiated prices, volume discounts, and contract pricing per customer or customer group. Your platform must display customer-specific prices upon login.
Bulk ordering features: quick order forms (enter SKU and quantity), CSV upload for large orders, saved order templates for repeat purchases, and reorder from history. Minimize the time to place routine orders.
Approval workflows: purchasing often requires internal approvals. Support multi-level approval processes where junior buyers submit orders that require manager authorization before processing.
Account management: B2B customers are companies, not individuals. Support multiple users per company account, role-based permissions (buyer, approver, administrator), and shared payment methods.
Payment terms: B2B transactions commonly use net-30, net-60, or net-90 payment terms rather than immediate payment. Support invoicing, purchase orders, and credit limits alongside credit card payments.
Quoting and negotiation: enable RFQ (Request for Quote) workflows for custom or large orders. Sales reps create quotes that buyers review and convert to orders through the platform.
Catalog management: B2B catalogs may include thousands of SKUs with complex attributes, variations, and pricing tiers. Product information management (PIM) integration ensures accurate, consistent catalog data.
ERP integration: B2B e-commerce must integrate with ERP for real-time inventory, pricing, order status, and invoicing. Bidirectional sync ensures both systems reflect accurate, current information.
Self-service capabilities: order tracking, invoice access, statement of account, and reorder history reduce customer service volume. B2B buyers strongly prefer self-service for routine transactions.
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