Choosing the right B2B ecommerce platform is a foundational decision that affects everything from customer experience to internal operations. B2B transactions are inherently more complex as they involve bulk pricing, purchase approvals, account-specific catalogs, and integration with existing business systems.
It’s also a market that’s growing rapidly. According to recent B2B marketing statistics, the global B2B ecommerce market is now worth $32.11 trillion and is projected to reach $36.16 trillion by 2026, growing at 14.5% CAGR . Businesses are investing heavily in digital channels because buyers increasingly expect seamless online experiences.
This guide breaks down what to look for in a B2B ecommerce platform and how to make a decision based on business goals, customer expectations, and long-term scalability.
What Is a B2B Ecommerce Platform?
A B2B ecommerce platform allows businesses to sell products or services online to other businesses. It offers more than just a standard shopping cart. It has unique pricing, different user roles, account-based experiences, and the ability to connect to ERP or CRM systems.
And it’s where B2B buyers want to transact. In the U.S., 74.6% of ecommerce is now B2B, and 80% of B2B buyers prefer using online channels to make purchases.
Popular platforms include:
- Magento (Adobe Commerce B2B)
- Shopify Plus (with B2B apps)
- BigCommerce B2B Edition
- OroCommerce
- Salesforce Commerce Cloud
Each platform offers unique capabilities depending on the complexity of your business model.
Must-Have Features in a B2B Ecommerce Platform
1. Custom Pricing and Catalogs
B2B buyers expect tailored pricing based on contracts or order volume. The platform should support:
- Customer-specific catalogs
- Quantity-based discounts
- Hidden pricing for logged-in users
Example: A building supply company may offer trade-only pricing to verified accounts while showing retail pricing to general visitors.
2. Account Management and User Roles
B2B customers often need multiple users under a single account with different permissions — such as buyer, manager, or finance. The right platform enables approval workflows and supports large organisations with complex procurement processes.
3. Quoting and Negotiation Tools
Not every B2B order happens instantly. Many businesses want to request pricing, negotiate terms, and convert quotes into orders. A quoting system helps manage this process efficiently.
Tip: Look for quote-to-order automation and messaging threads tied to accounts.
4. Bulk Ordering and Reordering
B2B buyers often place large or repeat orders. Features like quick order forms, SKU uploads, saved lists, and “reorder” buttons make this process fast and user-friendly.
Evaluating the Right Platform
1. Magento (Adobe Commerce B2B)
Best for: Mid-size to enterprise B2B companies with complex needs
Strengths:
- Native support for B2B workflows
- Advanced account roles, shared catalogs, and quoting
- ERP and PIM integration capabilities
- Fully customisable
Use case: A manufacturer selling to resellers, distributors, and trade accounts with different product ranges per account.
2. Shopify Plus (with B2B Apps)
Best for: Simpler B2B models or hybrid B2B/B2C stores
Strengths:
- Fast setup and ease of use
- Integrations available via third-party apps (e.g. Wholesale Club, B2B Handsfree)
- Reliable support and infrastructure
Limitation: Requires apps or custom development for deeper B2B functions like quoting or complex pricing.
3. BigCommerce B2B Edition
Best for: Growing B2B sellers looking for a SaaS model
Strengths:
- Multi-tier pricing and customer groups
- Buyer portals with punchout support
- No transaction fees
BigCommerce is ideal for teams that want flexibility but don’t want to manage their own hosting or infrastructure.
4. OroCommerce
Best for: Manufacturers and wholesalers with large catalogs and global reach
Strengths:
- B2B built from the ground up
- Built-in CRM
- API-first for advanced integrations
- Custom workflows
OroCommerce is popular with businesses that have outgrown more generic platforms and need a dedicated B2B solution.
5. Salesforce Commerce Cloud
Best for: Large enterprises looking for an all-in-one digital commerce solution
Strengths:
- Advanced AI-driven personalisation
- Extensive integrations with Salesforce ecosystem
- Strong global and omnichannel capabilities
Additional Considerations
When comparing platforms, also review these critical factors:
- Integration: Can the platform connect with your ERP, CRM, PIM, and accounting tools?
- Scalability: Will it support future growth, international sales, or more complex workflows?
- Security: Does it support two-factor authentication, access controls, and secure payment options?
- Support: Is in-house expertise available, or will an agency be needed?
Final Thoughts
B2B ecommerce is necessary as buyers expect the same level of ease and functionality they’re used to when shopping online as consumers. Choosing the right platform makes it much easier to meet those expectations, streamline your processes, and set your business up for long-term growth.
Magento is ideal for businesses with complex needs, offering flexibility and powerful B2B features. Shopify Plus and BigCommerce are great choices if you want to get up and running quickly with a simple, user-friendly