Building a successful B2B ecommerce store can present unique challenges, whether you’re leveraging the Shopify B2B App or the more advanced Shopify Plus B2B Features. This comprehensive guide delves into the key obstacles businesses may face and provides practical strategies to overcome them. From managing complex pricing structures to streamlining the buyer experience, the insights shared here will empower merchants to build a thriving B2B online store that meets the specialized needs of their business customers.
Deep Dive into Challenges of Building a B2B Store
Table of Contents
Establishing a successful B2B Shopify store comes with its own unique set of challenges that store owners must navigate. Some of the key challenges include:
Challenge 1: Complex Pricing Structures
A survey by McKinsey found that 70% of B2B companies believe pricing is the number one driver of commercial performance, and nearly 80% of B2B buyers expect personalized pricing. B2B customers often require custom pricing, volume discounts, and tiered pricing based on factors like order size, customer type, or purchase history. Implementing and managing these intricate pricing models can be a complex undertaking. B2B buyers expect personalized pricing that reflects their unique needs and purchasing patterns, which can be challenging to set up and maintain within the Shopify platform.
Challenge 2: Personalized Catalogs and Assortments
A Salesforce survey found that 84% of B2B buyers expect the buying experience to be as easy as a consumer experience. B2B buyers expect a personalized shopping experience with access to specific product catalogs and assortments tailored to their needs. Maintaining and updating these customized catalogs can be time-consuming for store owners, as they need to ensure that each customer has access to the correct products and pricing.
Challenge 3: Streamlining the Ordering Process
A Forrester report states that B2B customers “expect a buying process that supports their specific purchasing requirements, such as purchase orders and approval workflows“. B2B buyers often have unique purchasing workflows, such as the need for purchase orders, net terms, and order approval processes. Integrating these capabilities seamlessly into the Shopify platform can pose a significant challenge, as the platform is primarily designed for B2C transactions.
See now: 10+ Best Shopify B2B Apps to Leverage Your Businesses
Challenge 4: Facilitating Bulk Purchases
A Gartner report highlights that B2B customers “expect the ability to purchase products in larger quantities, with corresponding volume discounts and specialized fulfillment options“. B2B customers frequently require the ability to purchase products in bulk, which may involve different shipping, pricing, and fulfillment considerations compared to traditional B2C e-commerce. Enabling and managing these bulk purchase capabilities can be complex within the Shopify ecosystem.
Challenge 5: Robust Reporting and Analytics
Gartner research also highlights that “B2B companies need robust reporting and analytics capabilities to gain insights into their business and make informed strategic decisions“. B2B store owners need access to detailed reporting and analytics to understand customer behavior, track sales performance, and make data-driven decisions to optimize their B2B operations. However, the standard Shopify reporting may not provide the level of granularity and customization required for sophisticated B2B analytics.
Solving B2B Challenges with Shopify B2B App and Shopify Plus B2B Features
#1 Benefits of Shopify in B2B eCommerce
Benefit 1: Scalability and Flexibility
“Shopify Plus offers scalable and flexible eCommerce capabilities that can support the growing needs of B2B businesses” – according to Forrester’s report, specifically:
- Shopify Plus, the enterprise-level offering, is specifically designed to handle the high-volume transactions and complex requirements of B2B businesses.
- It can easily scale to accommodate growing sales, inventory, and customer bases, allowing B2B companies to seamlessly expand their online operations.
- Shopify Plus offers advanced B2B-specific features, such as custom pricing, bulk ordering, specialized fulfillment, and recurring payments, to cater to the unique needs of B2B customers.
Discover now: How Shopify Plus Features Can Help You Scale Your eCommerce Business
Benefit 2: Ease of Use and Deployment
According to a Merchant Maverick review “Shopify’s user-friendly interface and robust app ecosystem can simplify the process of building and maintaining a B2B eCommerce presence“, specifically:
- Shopify is known for its user-friendly and intuitive platform, which can significantly simplify the process of building and managing a B2B eCommerce presence.
- The platform’s drag-and-drop website builder, pre-designed themes, and comprehensive content management system make it easy for B2B businesses to create and maintain a professional-looking online store.
- Shopify’s robust app ecosystem provides access to a wide range of third-party integrations and tools, allowing B2B companies to quickly add functionality and customize the platform to their specific requirements.
Benefit 3: Cost-Effectiveness
Forrester’s research indicates that “Shopify Plus can be a cost-effective solution for B2B organizations, as it offers predictable monthly fees and the ability to scale up or down as needed“, specifically:
- Shopify Plus offers a predictable monthly subscription model, which can be more cost-effective for B2B businesses compared to the high upfront costs and ongoing maintenance associated with custom-built eCommerce platforms.
- The platform’s scalability and ability to handle high-volume transactions can help B2B companies save on infrastructure and IT costs, as they can easily accommodate growth without the need for major system upgrades.
- Shopify’s pay-as-you-go pricing model, with no long-term contracts, can be particularly beneficial for B2B businesses with fluctuating sales volumes or seasonal demand patterns.
Explore now: Top Successful Shopify Plus Stores You Can Learn From
Benefit 4: Integrations and Ecosystem
“Shopify Plus provides a wide range of integrations and third-party app options that can help B2B companies enhance their eCommerce capabilities, such as advanced B2B features, custom workflows, and data analytics” – according to Gartner’s report, specifically:
- Shopify Plus seamlessly integrates with a vast ecosystem of third-party apps and software solutions, allowing B2B companies to extend the platform’s capabilities and address their specific needs.
- This includes integration with popular B2B-focused tools for customer relationship management (CRM), enterprise resource planning (ERP), inventory management, and advanced analytics.
- The ability to connect Shopify with existing business systems and processes can help B2B companies streamline their operations and enhance their overall eCommerce experience.
Benefit 5: Mobile-Friendly Experience
Forrester’s research emphasizes that “Shopify Plus offers a mobile-optimized B2B eCommerce experience, which is increasingly important as B2B buyers expect the ability to research, compare, and purchase products on-the-go“, specifically:
- Shopify’s mobile-optimized design and mobile-first approach ensure that B2B customers can easily research, compare, and purchase products on-the-go, providing a seamless and responsive experience across all devices.
- This is particularly important in the B2B space, where more and more business buyers are using mobile devices to research and make purchasing decisions.
- The platform’s mobile-friendly features, such as responsive layouts, mobile-specific checkout, and integrated payment options, can help B2B companies stay competitive and meet the evolving expectations of their customers.
#2 Two of best solutions for building B2B eCommerce store by Shopify
To address the unique challenges of B2B e-commerce, Shopify offers two primary solutions: the Shopify B2B App and the Shopify Plus B2B features.
Solution 1: B2B Wholesale Solution App by BSS Commerce
The Shopify B2B Wholesale Solution App is a powerful tool that enables store owners to:
- Implement Custom Pricing and Volume-Based Discounts: The app allows store owners to set up custom pricing rules, volume discounts, and tiered pricing structures to meet the specific needs of their B2B customers.
- Streamline the Ordering Process: The app provides features like purchase orders and net terms, allowing B2B customers to follow their established purchasing workflows within the Shopify platform.
- Automate the Approval Workflow for Larger Orders: The app can be configured to automatically route large orders for approval, ensuring that store owners have control over high-value transactions.
- Provide a Dedicated B2B Customer Portal: The app offers a dedicated B2B customer portal, giving B2B buyers a seamless and personalized buying experience tailored to their needs.
Solution 2: Shopify Plus B2B Features
Shopify Plus, the enterprise-level Shopify solution, takes the B2B capabilities even further with a robust set of features:
- Advanced Wholesale Pricing and Discounting: Shopify Plus provides sophisticated pricing and discounting options, including volume-based discounts, tiered pricing, and custom pricing rules.
- Customizable Branded Storefronts for B2B Customers: Shopify Plus enables store owners to create highly customized and branded storefronts for their B2B customers, ensuring a seamless and consistent brand experience.
- Sophisticated Permissions and User Roles: Shopify Plus offers advanced permissions and user roles, allowing B2B store owners to grant specific access and capabilities to different members of their B2B customer organizations.
- Seamless Integration with Enterprise-Level ERP and CRM Systems: Shopify Plus provides robust integration capabilities, allowing store owners to connect their B2B e-commerce platform with their existing enterprise-level systems, such as ERP and CRM solutions.
- Comprehensive Reporting and Analytics Tailored for B2B Operations: Shopify Plus offers advanced reporting and analytics features specifically designed to provide store owners with deep insights into their B2B sales performance, customer behavior, and operational efficiency.
By leveraging these solutions, Shopify store owners can effectively address the challenges of building and optimizing a successful B2B e-commerce presence, providing their business customers with a personalized, efficient, and streamlined buying experience.
Comparing Shopify B2B Wholesale Solution App vs. Shopify Plus B2B Features
Pros of Shopify B2B App
- Affordable Pricing: Compared to the more comprehensive and enterprise-level Shopify Plus B2B Features, the Shopify B2B App offers a more cost-effective solution for businesses, especially small to medium-sized enterprises. This lower price point makes the transition to B2B ecommerce more accessible and allows businesses to leverage Shopify’s powerful platform without the higher subscription costs associated with Shopify Plus.
- Diverse App Ecosystem: The Shopify App store provides a wide range of B2B-focused applications, allowing businesses to choose from a variety of options that cater to their specific needs. This diversity ensures that businesses can find a Shopify B2B App that aligns with their unique requirements, whether it’s advanced order management, custom pricing, or specialized B2B features.
- Ongoing Support and Development: The Shopify B2B Apps are typically supported by dedicated vendors who provide responsive customer support and ensure the apps are continuously updated and enhanced. This means that businesses can rely on the vendor’s expertise and commitment to keeping the app up-to-date with the latest Shopify features, security updates, and B2B-specific functionalities, ensuring the longevity and adaptability of their B2B solution.
Cons of Shopify B2B App
- Limited customization options for branded storefronts: The Shopify B2B App may not offer the same level of customization and branding capabilities as Shopify Plus, which can be important for larger B2B organizations
- Lacks advanced permissions and user roles for complex B2B organizations: The Shopify B2B App may not provide the sophisticated permissions and user roles required by larger, more complex B2B organizations with multiple stakeholders and decision-makers.
- No direct integration with enterprise-level ERP and CRM systems: The Shopify B2B App does not offer seamless integration with enterprise-level ERP and CRM systems, which can be a limitation for larger B2B businesses that require these integrations.
Pros of Shopify Plus B2B Features
- Highly customizable and branded storefronts for B2B customers: Shopify Plus allows store owners to create highly personalized and branded storefronts for their B2B customers, ensuring a consistent and cohesive brand experience.
- Sophisticated permissions and user roles for complex B2B organizations: Shopify Plus provides advanced permissions and user roles, enabling store owners to grant specific access and capabilities to different members of their B2B customer organizations.
- Seamless integration with enterprise-level ERP and CRM systems: Shopify Plus offers robust integration capabilities, allowing store owners to connect their B2B e-commerce platform with their existing enterprise-level systems, such as ERP and CRM solutions.
- Comprehensive reporting and analytics tailored for B2B operations: Shopify Plus offers advanced reporting and analytics features specifically designed to provide store owners with deep insights into their B2B sales performance, customer behavior, and operational efficiency.
Cons of Shopify Plus B2B Features:
- Significantly higher cost compared to the Shopify B2B App: Shopify Plus is an enterprise-level solution, and the associated costs are significantly higher than the Shopify B2B App, making it less accessible for smaller to medium-sized B2B businesses.
- Requirement for Development Agency Support: The default B2B features in Shopify Plus can be relatively straightforward to implement and manage compared to more customized B2B functionalities. However, if businesses want to go beyond the standard B2B features and introduce unique or complex B2B requirements, they may need to work closely with a development agency or experienced Shopify Plus partners.
Conclusion & Recommendations
B2B Wholesale Solution App by BSS Commerce: Seamless B2B Functionality for Shopify Stores
a. Features and what it addresses
For Shopify store owners on the Advanced plan, our B2B Wholesale Solution App provides a powerful and cost-effective solution to add B2B capabilities to your existing online store. With this plug-and-play app, you can easily implement features like:
- Custom pricing for B2B customers
- Wholesale catalogs and tiered pricing
- Purchase approvals and order management
- Sophisticated user roles and permissions
The B2B Wholesale Solution App by BSS Commerce is designed to integrate seamlessly with your Shopify Advanced store, allowing you to start offering B2B services without the need for extensive customization or technical expertise.
Furthermore the B2B Wholesale Solution App by BSS Commerce is a more accessible and versatile solution for Shopify store owners who have smaller to medium-sized B2B/wholesale operations with a scale of less than 1 million USD GMV per year. It is suitable for SMEs looking to establish or enhance their B2B/wholesale presence on the Shopify platform. It provides the necessary functionality and features to support the specific needs of smaller and growing businesses in the wholesale/B2B space.
b. ORQA’s Success Story: A Seamless B2B Experience with B2B Wholesale Solution App
During the setup process, they encountered challenges and had specific customization requests to align the platform with their preferences.
BSS Commerce Commerce’s B2B Wholesale Solution provided a comprehensive set of features to meet ORQA’s specific requirements:
- Dedicated B2B Registration Form: Implemented using the Registration Form feature.
- Quantity/Amount Break Discounts: Utilized the Quantity/Amount Break feature for volume-based pricing.
- Custom Pricing based on Customer Tags: Integrated the Custom Pricing feature for personalized discounts.
- BOGO (Buy One Get One) Offers: Employed the BOGO feature to enhance promotional strategies.
- Shipping Rate Configuration for B2B Customers: Utilized the Shipping Rate feature to set exclusive rates for B2B customers.
- Auto Tagging for Customer Management: Implemented Auto Tag to streamline customer control.
- Order Quantity Limits: Utilized the Order Limit feature to enforce minimum purchase quantities for B2B customers.
Throughout the app usage, the BSS Commerce Commerce support team played a pivotal role in assisting ORQA during setup and configuring all modules. Additionally, the support team provided ongoing assistance in customizing the platform according to ORQA’s preferences, such as styling the Registration Form to align with the theme’s aesthetics and customizing warning messages related to order quantity limits.
Shopify Plus B2B Development: Unleash the Full Power of Shopify Plus
a. Features and what it addresses
If you’re ready to take your B2B operations to the next level, our Shopify Plus B2B Development services are the perfect solution. Our team of experienced Shopify Plus experts will work closely with you to:
- Implement the comprehensive Shopify Plus B2B features
- Integrate your B2B store with your existing business systems
- Optimize the user experience for your B2B customers
- Provide ongoing support and platform enhancements
By addressing these key requirements, Shopify Plus and its B2B features make it an attractive option for large businesses with a scale of over 1 million USD GMV per year that are looking to expand their wholesale and B2B operations to multiple countries and regions. The platform’s scalability, compliance support, and enterprise-level capabilities such as complex, high-volume B2B requirements and a need for advanced customization, integrations are well-suited to meet the needs of large, multinational organizations.
By leveraging the robust capabilities of Shopify Plus, you’ll be able to offer a truly tailored B2B experience, complete with advanced functionality and scalability to support your growing business.
b. AMR Hair & Beauty leverages B2B functionality to boost sales by 200%
AMR Hair & Beauty switched to Shopify Plus in September 2023 to provide its customers with a better online experience. The brand saw immediate improvements to page loading speed and average session duration. Moreover, the move gave AMR Hair & Beauty confidence that its website wouldn’t break following customizations or during peak sales periods.
Drawing upon Shopify Plus’s improved B2B functionality, AMR Hair & Beauty added better search and filtering options to its wholesale store. This meant wholesale buyers could swiftly narrow down their search results and view products alongside B2B pricing and incentives.
AMR Hair & Beauty also used improved data intelligence from Shopify QL Notebooks, a Shopify-native app that empowers merchants to query, explore, and visualize their business data. This helped the brand successfully optimize its checkout process and enabled it to continue making customizations in response to changing customer behavior.
Unlock Your B2B Potential with Our Trusted Solutions
Whether you choose the B2B Wholesale Solution App or Shopify Plus B2B Development services, our team is here to guide you every step of the way. We understand the unique challenges of the B2B landscape and are committed to helping you navigate it successfully.
Contact us today to learn more about our B2B solutions and how we can help your Shopify store thrive in the world of business-to-business e-commerce.
Frequently Asked Questions (FAQ)
- Identifying your target B2B audience and their unique needs
- Determining the right B2B features and functionality to offer
- Integrating your B2B store with your existing business systems
- Optimizing the user experience for your B2B customers
- Ensuring scalability and flexibility to support future growth
- Custom pricing and discounts for B2B customers
- Wholesale catalogs and tiered pricing structures
- Purchase approvals and order management workflows
- Sophisticated user roles and permissions
- Customer-specific product visibility and catalogs
- Evaluate your current systems and identify the key integrations needed
- Explore Shopify’s native integrations or custom API development
- Ensure seamless data synchronization between your B2B store and backend systems
- Test thoroughly to minimize disruptions to your existing business operations
- Create a intuitive and streamlined ordering process for B2B customers
- Provide clear product information, availability, and pricing
- Offer self-service capabilities, such as order history and reordering
- Ensure the overall user experience is tailored to the needs of B2B buyers
- Choose a platform (Shopify Advanced or Shopify Plus) that can accommodate your growth
- Implement modular and flexible B2B features that can adapt to changing requirements
- Work with a experienced Shopify development agency to future-proof your store
- Plan for regular updates, maintenance, and optimization to stay ahead of the curve
