What Makes B2B E-Commerce Fundamentally Different
B2B e-commerce is not B2C with a larger order size. The requirements are structurally different — and underestimating that difference is the most common reason B2B webshop projects fail or deliver below expectations.
In B2C, every customer sees the same price, the same catalogue and the same checkout. In B2B, a single customer may have negotiated prices on 2,000 SKUs, a credit limit of 500,000 SEK, a requirement to include a purchase order number, and an approval flow that requires sign-off from a procurement manager before the order is placed. That customer expects your webshop to handle all of that — automatically.
Core B2B e-commerce requirements
- Customer-specific pricing — negotiated price lists, volume discounts and customer-group rules applied at login
- Company accounts with multiple users — one company, multiple buyers with different roles and spending limits
- Order approval workflows — orders above a threshold require manager approval before processing
- Purchase order numbers — mandatory field capture for customers who pay by invoice with PO references
- Credit terms — net 30, net 60, net 90 payment terms integrated with your ERP credit management
- Custom catalogues — some customers only see specific product ranges based on their contract or segment
- Real-time inventory — stock levels synced from the ERP so customers always see accurate availability
- Invoice payment — B2B customers typically do not pay by card; invoice payment tied to the ERP is standard
- Procurement integration — PunchOut (cXML/OCI) for buyers using SAP Ariba, Coupa or similar systems
- Reorder functionality — quick order by SKU, order history reordering and requisition lists for repeat buyers
B2B E-Commerce Platform Comparison
Two platforms dominate serious B2B e-commerce implementations in Sweden and Europe: Shopify Plus and Adobe Commerce (Magento). Both can handle complex B2B requirements — but they suit different situations.
| Criteria | Shopify Plus B2B | Adobe Commerce (Magento) B2B |
|---|---|---|
| Time to launch | 3–5 months | 6–12 months |
| Native B2B features | Company accounts, custom catalogs, payment terms, draft orders | Shared catalogs, company hierarchies, quotes, PunchOut, requisition lists |
| PunchOut (cXML/OCI) | Via third-party app or custom | Native in Adobe Commerce B2B module |
| Customization depth | High via apps and APIs | Very high — full PHP module development |
| ERP integration | Strong API, many connectors available | Strong API, more complex but fully customizable |
| Total cost of ownership | Lower — hosted, no infrastructure | Higher — server costs, more dev dependency |
| Best suited for | Manufacturers, distributors 50M–2B SEK revenue | Complex multi-channel, high SKU, procurement-heavy operations |
Dahlquist is a certified Shopify Plus Partner and Adobe Commerce specialist. We give you an honest recommendation based on your specific situation — not based on which platform gives us the better margin.
ERP Integration: The Foundation of Scalable B2B Commerce
A B2B webshop without ERP integration is just a digital order form — it still requires manual processing, creates data inconsistency and cannot scale. Real-time ERP integration is what transforms a webshop into a genuine digital sales channel that reduces cost per order and eliminates manual work.
What ERP integration covers
- Product data sync — products, descriptions, images, specifications and categories pushed from the ERP or PIM to the webshop
- Customer-specific pricing — price lists, discount structures and customer group rules pulled from the ERP at login
- Real-time inventory — stock levels, warehouse locations and availability windows synced in near-real-time
- Order ingestion — orders placed in the webshop sent automatically to the ERP for picking, packing and invoicing
- Customer account data — credit limits, payment terms, contact details and delivery addresses maintained in the ERP
- Invoice and order history — customers can view their full order and invoice history from the ERP inside the self-service portal
ERP systems we integrate with
Microsoft Dynamics 365 Business Central SAP S/4HANA SAP Business One Jeeves ERP Visma Business Fortnox Monitor G5 Pyramid
Integration architecture
The technical approach depends on the ERP system and data volume. Common patterns include direct REST/SOAP API integration, iPaaS middleware (Boomi, MuleSoft, Make, Alumio), or a custom-built integration layer. Dahlquist has built integrations using all of these approaches — we recommend the right pattern for your ERP, not the most complex one.
PunchOut Checkout: Selling to Enterprise Procurement
Enterprise and public sector buyers often mandate that all purchases go through their procurement system — SAP Ariba, Coupa, Jaggaer, Basware or similar. PunchOut checkout is the integration that makes this possible.
In a PunchOut flow, the buyer launches your webshop from inside their procurement system, shops your catalogue using their negotiated prices, and then — instead of checking out on your site — sends the cart back to their procurement system as a purchase requisition. The procurement system approves it and issues a purchase order, which triggers the order in your ERP and webshop.
Without PunchOut support, you cannot sell to these buyers at all — they will simply go to a competitor who supports their procurement system. For manufacturers and distributors selling to large industrial, healthcare or public sector customers, PunchOut is often a strategic requirement, not a nice-to-have.
Dahlquist implements both cXML and OCI PunchOut protocols for Shopify Plus and Magento, with full testing against the buyer's procurement system before go-live.
B2B E-Commerce Implementation: How It Works
Requirements and architecture
We map your customer types, pricing logic, ERP data model, procurement requirements and non-functional requirements (performance, uptime, security) before writing any code. This phase prevents the most expensive mistakes.
Platform and integration design
We design the integration architecture between your e-commerce platform and ERP — data flows, sync frequency, error handling and fallback scenarios. Integration design is done before development starts.
Development and integration build
Frontend development, backend customization and ERP connector build happen in parallel. We work in sprints with regular demos so you can see progress and give feedback throughout — not just at the end.
Testing with real customers
B2B e-commerce must be tested with actual customer data — real price lists, real account structures, real order scenarios. We run user acceptance testing with selected customers before launch.
Controlled launch and hypercare
We launch with a rollback plan, 24-hour monitoring and rapid-response support for the first weeks. B2B customers are less forgiving of post-launch bugs than B2C consumers.
Why Manufacturers and Distributors Choose Dahlquist
Dahlquist E-handelskonsulter has been delivering B2B e-commerce solutions since 2016 for Swedish and international manufacturers, distributors and wholesalers. We understand the operational reality of B2B commerce — complex pricing, procurement compliance, ERP dependency — because we have solved those problems across more than 150 projects.
We are a certified Shopify Plus Partner and Adobe Commerce specialist. We have implemented PunchOut for buyers using SAP Ariba, Coupa and Jaggaer. We have built ERP integrations against Business Central, SAP, Jeeves and Visma. We have delivered multi-store B2B setups for manufacturers selling across multiple markets with different currencies, languages and price lists.
We work as a long-term partner — not a project house that hands over and disappears. Most of our B2B clients have been with us for three years or more.
Read more about our B2B e-commerce services at dahlquist.se/b2b-ehandel.
Frequently Asked Questions about B2B E-Commerce
What is the difference between B2B and B2C e-commerce?
B2B e-commerce handles transactions between businesses — which means customer-specific pricing, company accounts with multiple buyers, purchase order numbers, approval workflows, credit terms and procurement system integration. B2C sells to individual consumers with fixed pricing and simpler checkout. The technical and operational complexity of B2B is significantly higher.
Which platform is best for B2B e-commerce — Shopify Plus or Magento?
Shopify Plus B2B suits manufacturers and distributors who want fast time-to-market and lower maintenance overhead. Magento/Adobe Commerce B2B suits more complex operations requiring deep customization, native PunchOut, complex product configurators or very large SKU catalogs. The right choice depends on your integration complexity and internal IT capacity — not on what is trendy.
What is PunchOut checkout and does my B2B store need it?
PunchOut (cXML or OCI) lets a buyer launch your webshop from inside their procurement system, build a cart, and return it to their system for approval — without checking out on your site. You need PunchOut if you sell to large enterprises or public sector organizations that mandate procurement compliance. Without it, those buyers will go elsewhere.
How long does a B2B e-commerce implementation take?
A Shopify Plus B2B implementation with ERP integration typically takes 3–5 months. A Magento B2B implementation with PunchOut and complex pricing logic can take 6–12 months. The primary variable is integration complexity — ERP connectors require careful data mapping and testing that cannot be rushed without creating post-launch problems.
What ERP systems can be integrated with a B2B webshop?
Common ERP integrations in Scandinavia include Microsoft Dynamics 365 Business Central, SAP S/4HANA, SAP Business One, Jeeves, Visma Business, Fortnox and Monitor G5. The integration approach — direct API, iPaaS middleware or custom connector — depends on the ERP's API capabilities and data volume.
Can a B2B webshop also sell B2C?
Yes. A D2C (direct-to-consumer) channel alongside a B2B portal is a common setup on both Shopify Plus and Magento. The platforms support separate storefronts with different pricing, catalogues and checkout flows — but sharing the same product data and ERP integration. This is a strong growth strategy for manufacturers who want to capture consumer demand without disrupting their distributor relationships.