Glossary
What is B2B e-commerce? Definition
June 4, 2026
B2B e-commerce (Business-to-Business, B2B online sales) refers to the sale of products or services on the Internet to professional clients: wholesalers, retailers, restaurateurs, artisans, administrations, or businesses. The merchant is a business; the buyer purchases to resell, produce, or consume in bulk, not as an end consumer. On Shopify, B2B is managed through dedicated portals, differentiated catalogs, and specific commercial terms.
Summary
Definition of B2B e-commerce
In B2B e-commerce, the online transaction replaces or supplements the sales representative, the order fax, or the paper catalog. The journey remains digital: product sheet, shopping cart, checkout or quote, but the rules differ from B2C.
Typical online B2B characteristics:
Company account: SIRET, intra-community VAT, multiple buyers; Volume pricing or customer-specific price catalogs; Minimum order quantity (MOQ) or minimum order; Deferred payment: net 30, net 60, bank transfer after invoice; Quotes and RFQs: negotiated prices on large volumes or customized orders; Approval workflow: customer internal purchase order; Restricted catalog: products visible depending on reseller profile.
Useful distinctions are to be read as practical reference points to fully understand the subject.
B2B e-commerce vs B2C e-commerce: B2B = business-to-business (or pro); B2C = business-to-final consumer; B2B e-commerce vs wholesale (wholesale): wholesale is the volume sales model; B2B e-commerce is its digital form; B2B vs D2C: D2C targets the final consumer; B2B supplies the intermediary chain (resellers); B2B portal vs marketplace: the portal is owned by the supplier; the marketplace aggregates multiple sellers; Online B2B vs EDI: EDI automates exchanges for major accounts; the web portal serves SMEs and the mid-market; Hybrid B2B + B2C: same brand, public storefront and connected pro space (hidden prices or separate catalogs).
Why B2B e-commerce is strategic
B2B represents a major share of global trade. Digitalizing this channel reduces commercial friction and accelerates recurrence.
Frequent reorders: professional clients order regularly (store stock, consumables); High average order value: higher volumes than B2C (AOV); Sales cost: 24/7 self-service reduces manual entry; Customer retention: corporate account, history, negotiated terms; Scalability: onboard resellers without a proportional sales force; Data: analytics by pro segment (E-commerce CRM).
B2B online challenges: pricing complexity, customer credit (unpaid invoices), pallet logistics, technical after-sales service, ERP/accounting integration. A standard B2C checkout (immediate card payment, small baskets) is often not sufficient without adaptation.
Purchasing journey and sales organization
Classic B2B e-commerce process:
The workflow is understood as follows: Professional prospect requests an account (form, KBIS/company registration); Sales validation: prices, MOQ, payment terms; B2B portal login: personalized catalog and pricing; Online order or request for a quote for atypical volumes; Internal customer validation (purchase order) if company workflow applies; Card payment, bank transfer, or net 30 invoicing; Fulfillment: parcel or pallet, invoice, tracking; Recurring replenishment via saved account.
Use case: French manufacturer of food packaging on Shopify Plus B2B. Public B2C storefront for small quantities. Professional area for bakeries and wholesalers: MOQ of 100 units, price -25% vs. public, net 30 payment for approved accounts. Connected restaurant sees prices excluding tax, places monthly pallet order, receives PDF invoice. Regional wholesaler orders via same portal with a different volume grid. Sales team only intervenes for new accounts and disputes, not for every replenishment.
Common B2B models: manufacturer → reseller, wholesaler → retailer, supplier → restaurateur/HORECA, brand → corporate (goodies, uniforms).
B2B e-commerce on Shopify
Shopify B2B (features depending on the plan, often Plus or B2B on Shopify) allows you to sell to businesses from the same store (Shopify Help Center).
Companies: company profiles, locations, buyer contacts; Catalogs: specific products and prices by customer or segment; Payment terms: net 30, deposit, credit terms; Quantity rules: minimums, increments (by 6, per pallet); B2B Portal: pro customer login, quick reordering; Draft orders: quotes converted into payment links; Complementary apps: SparkLayer, Bold Custom Pricing, Request a quote.
Shopify B2B Checklist:
The process is outlined as follows: Separate public and corporate prices (catalogs or login required); Display prices excl. tax/incl. tax depending on the EU pro customer; Pro account verification process (fraud prevention, margin control); Integrate accounting (QuickBooks, Sage) and ERP if volume is high; Train the customer service team on B2B disputes (pallet delivery, billing).
SMEs without native Shopify B2B: wholesale apps, customer tags + manual discounts, or draft orders for recurring customers.
Points of vigilance to be aware of
For this topic to remain useful to the shop, it must above all be linked to a concrete objective: better informing the client, making operations more reliable, or improving conversion. Clear pro onboarding: account opening criteria, validation times Easy reordering: order history, favorite lists Logistics transparency: pallet delivery times, volume shipping costs Controlled credit: net 30 ceilings, unpaid reminders Dedicated support: visible pro contact, not just B2C chat Pro content: technical specifications, datasheets, visible MOQ
The main areas to watch concern data consistency, readability for the buyer, and the team's ability to maintain the system over time. Applying B2C checkout (small cart, no net 30) to wholesalers Pro prices visible without login (competition and margin squeeze) No MOQ: unit orders that are logistically unprofitable Quotes and orders outside the system (Excel, email) without traceability Ignoring intra-community VAT and valid EU pro numbers B2B after-sales service treated like a final consumer (inadequate SLAs)
In summary
In summary, B2B e-commerce = online sales to professional clients. Distinct from B2C, D2C consumer, and third-party marketplace. Specifics: volume pricing, MOQ, quotes, net 30, company accounts. Challenges: AOV, recurrence, self-service; credit and logistics challenges. Shopify B2B: companies, catalogs, payment terms, pro portal.
Associated terms, FAQ, and going further
Associated Terms
B2C E-commerce: sales to the final consumer.
E-commerce Quote: B2B price negotiation.
Invoice: accounting document post-order.
Customer Account: professional or personal space.
Dynamic pricing: pricing grids by segment.
FAQ
B2B and B2C: what is the difference in e-commerce?
B2B sells to professionionals (retailers, businesses) often with volumes, negotiated rates, and deferred payment. B2C sells to the final consumer with a simplified buying process and immediate payment.
Can you do B2B on Shopify?
Yes. Shopify B2B (depending on the plan) or wholesale apps allow professional catalogs, payment terms, and a connected portal. SMEs can also use draft orders and customer-specific discounts.
B2B e-commerce and wholesale: the same thing?
Close. Wholesale describes the volume business model; B2B e-commerce is its implementation via website and digital portal.
Is a separate site needed for B2B?
Not mandatory. Many brands use the same Shopify store with a public B2C storefront and a logged-in B2B space (catalogs and prices hidden from non-professional visitors).
Go further
Sources: Shopify Help Center (B2B), professional online sales practices.
Enzo
13 May 2026
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