For every unique set of pricing terms you agree on with a customer, you need to be able to deliver on that promise — regardless of how that buyer chooses to purchase.
Here’s how you untangle complex pricing in B2B ecommerce, and show the right customer the right price on every online transaction.
In B2B, there’s no such thing as a fixed price.
For each unique buyer, there are unique payment terms, as well as promotions available based on quantity ordered. Pricing can also depend on the particular customer you’re selling to, their role, their geographic region, their relationship with your business, or any special contracts already in place.
The expectation is that on any interaction or transaction, each buyer can always count on the right price. And it’s a major element in helping those buyers feel understood — which in turn, means more loyal customers.
But, what good is it to have the best B2B pricing strategy for profitability and relationship building if you can’t support it online?
B2B buyers expect, both online and offline, to be presented with relevant experiences, agreed-upon prices, and accurately configured payment rules. But many of their trusted vendors continue to struggle to deliver.
of buyers are more likely to make a purchase when they feel understood by the seller.
All just to make it possible to always show a personalized, accurate, and up-to-date price to every buyer, on every purchase.
Unlike with B2C pricing, B2B companies with list-and-discount pricing structures can use flexible pricing to set ideal list prices that factor in market, competitive, and cost factors. Ensuring those prices can be accurately and dynamically surfaced on B2B websites, though, is its own challenge.
But navigating per-customer pricing terms in B2B ecommerce well is about embracing the complexity. It’s about leaning on your ability to get hyper-personalized with pricing as a way to nurture relationships with your online buyers.
When it comes to B2B ecommerce, it’s key to offer a customer experience tailored to your buyers’ unique needs and terms, including:
Not only can supporting this wide variety of payment complexity lead to happier customers, but it can also encourage larger transaction volumes, more cross-selling, and fewer customer service requests.
What’s the value of customizable pricing lists and tailored customer experiences?
In B2B ecommerce, it’s priceless.
Being able to successfully navigate (and surface) complex pricing makes it possible to create and offer online experiences that are segmented and tailored all the way down to the individual customer level.
Customer-specific pricing is a particularly important feature for B2B ecommerce sites. Each buyer on your site will expect unique pricing lists based on who they are — as well as based on their minimum order quantity, order history, and on whether they’re placing bulk orders.
Personalized pricing based on each customer’s needs and buying habits improves competitiveness, drives loyalty among your top customers, and can even improve margins for your B2B business.
But how do you make sure you get your ecommerce pricing right in B2B, every time?
You use the data housed in one of the most powerful tools you already have at your disposal: your ERP.
Your data doesn’t have to be perfect, and it will never be complete. By leaning on the ERP system your business already runs, you can overcome the most pervasive ecommerce challenges in B2B — complex pricing included.
That includes, but isn’t limited to:
An ecommerce solution like k-ecommerce provides B2B-specific capabilities powered by secure ERP integration and embedded payment gateways — without third-party plugins.
At k-ecommerce, our proprietary sync technology enables:
Streamline the buyer journey, and shorten the path from order to cash. It all starts with a B2B ecommerce solution that’s flexible and robust enough to support B2B pricing strategies, no matter how complex.
Here are a few things to look out for:
Personalize the B2B shopping experience with complex, multi-level pricing and customer-specific catalogs.
As you increase SKUs, customers, or transactions, the performance of your k-ecommerce site scales with your business, delivering consistent performance.
Keep your B2B web store always accurate with up-to-date inventory, pricing, and customer data powered by your ERP with our proprietary Sync Technology.
Our solution is deployed in our fully PCI-DSS certified cloud, ensuring the highest level of security for your clients’ personally identifiable information (PII).
With k-ecommerce, you can scale your B2B operations with confidence: never having to sacrifice your margins, your ways of working, or your performance. (That’s true even if you’re switching or between ERP systems.)
That’s the k-ecommerce promise.
"We didn’t want the typical web store layout. We wanted more of a product listing, with standard order quantities and customer-specific pricing, where they could quickly key in and submit their order."
President, John R. White
"We chose k-ecommerce because their solution provided all the necessary fields right out-of-the-box, eliminating the need for custom development with unpredictable costs."
President and CEO, Navigloo
