B2B Feature Guide

A B2B shop typically includes the full feature set of a B2C shop (with minor exceptions like the absence of gift cards in B2B) along with additional, complex features tailored for B2B needs. Not every shop system that claims to be B2B-ready truly offers these specialized features.

B2B Features

Quotation & Offer Management

In B2B commerce, large transactions often involve negotiation. A common feature is the ability for customers to request quotes from the merchant and engage in pricing discussions before placing an order. Once an agreement is reached, the quote can be converted into an order. This streamlines complex sales processes where pricing can vary based on volume or long-term contracts. Merchants benefit by automating the offer management process, while customers appreciate the flexibility of customized pricing.

Business on Behalf

This feature allows sales representatives or customer service agents to place orders on behalf of the customer. Often referred to as "Impersonation" or "Agent Assist," it enables agents to log into the system as the customer and manage their cart, orders, and account details. This is useful in situations where customers prefer to place orders over the phone or via email but still want their orders accurately reflected in the system.

Packaging Units

In B2B transactions, products are often sold in bulk, requiring specific packaging options like boxes, cases, or pallets. The packaging units feature allows merchants to define these options and sell products in predefined quantities. For example, a customer might order 100 units, but the system automatically sets the order as 10 cases of 10 units. This ensures that fulfillment operations match how the products are handled in the warehouse.

Measurement Units

Certain products in B2B markets are sold by measurement rather than quantity. For example, steel might be sold by weight (kilograms or tons), while textiles are sold by length (meters or yards). Measurement units allow merchants to define how these products are sold, ensuring that the customer selects the correct amount. This feature is critical in industries like construction or manufacturing, where standard units differ from typical retail e-commerce.

Approval Workflows

In large organizations, purchases often need to go through multiple layers of approval before they can be finalized. The approval workflow feature allows businesses to set up these multi-step processes, ensuring that orders are reviewed and approved by the right individuals, such as department heads or financial officers. This reduces the risk of unauthorized purchases and helps companies maintain control over their procurement process.

Shopping Lists

Many B2B buyers place repeat orders or need to manage lists for different projects or departments. Shopping lists allow customers to save and manage multiple product lists for future orders. This feature simplifies the buying process for customers who frequently purchase the same items or need to create separate lists for different business needs, improving efficiency and user experience.

Business Units & Organizations

B2B shops often deal with complex organizational structures where different branches, departments, or business units need to be managed under one account. This feature allows merchants to define these structures within the system, assigning different roles, budgets, and access rights to various users within the organization. Each business unit can operate semi-independently, while the parent organization maintains oversight.

Roles & Permissions

Roles and permissions allow businesses to define who can do what within the shop system. For example, some users might only be able to browse products, while others can place orders, and certain individuals might have approval or administrative access. This granular control is essential in B2B, where different employees within the same organization have different responsibilities and need varying levels of access.

Products-per-Customer

In B2B, it’s common for merchants to offer different product catalogs to different customers based on their specific agreements or industry needs. The products-per-customer feature allows merchants to control which products are visible to specific customers. For example, a manufacturer might only show certain industrial equipment to clients in a specific sector, or a wholesaler might offer a special selection of items to their VIP customers.

Price-per-Customer

Pricing in B2B is often highly customized, with discounts, volume pricing, or contractual rates varying from customer to customer. The price-per-customer feature allows merchants to offer individualized pricing based on customer agreements or order volumes. This ensures that each customer sees the prices relevant to their contract or negotiated terms when browsing the store or checking out.

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