B2B Ecommerce on Shopify Plus

B2B ecommerce is growing at twice the rate of B2C — and Shopify Plus has become a serious contender in the wholesale space. The native B2B features introduced in recent years have transformed what's possible without custom development. Here's everything you need to know.

Shopify Plus B2B: What's Included

Shopify Plus includes a native B2B channel at no additional cost. It offers a dedicated wholesale storefront with features specifically designed for wholesale buyers:

• Company profiles with multiple locations and contacts per account
• Customer-specific and location-specific pricing and payment terms
• Net 30, 60, 90 payment terms with automated invoice generation
• Quantity rules and minimum order values per product or collection
• Custom price lists assigned per company or company location
• Vaulted payment methods so buyers can reorder without re-entering card details

Setting Up Your B2B Channel

1. 1Enable the B2B channel from your Shopify Plus admin under Sales Channels
2. 2Create your first Company profile for a wholesale account
3. 3Assign contacts to the company with appropriate permission levels
4. 4Create a price list and assign it to the company (either percentage-based or fixed)
5. 5Set payment terms for the company (immediate, net 30, net 60, etc.)
6. 6Customise your B2B storefront theme — it can be styled independently of your D2C store

Pricing Strategy for Wholesale

Getting your wholesale pricing structure right is critical. Shopify Plus supports several approaches:

• Percentage discount from retail: simplest to manage, but can be hard to hit margin targets on lower-margin products
• Fixed price lists: more work to maintain, but precise control over margins per SKU
• Tiered pricing: different prices at different quantity thresholds (buy 10 get X, buy 50 get Y)
• Volume discounts: automatic discounts applied when order value hits a threshold

Integrating B2B with Your ERP

For most B2B brands, Shopify Plus is just one part of a wider tech stack. Your B2B orders need to flow into your ERP or accounting system for invoicing, fulfilment, and inventory management.

Patchworks, Brightpearl, and native Shopify integrations with NetSuite and TradeGecko are the most common approaches. The right choice depends on your order volumes, ERP of choice, and the complexity of your fulfilment operations.

“Brands that run both D2C and B2B through a single Shopify Plus instance consistently report lower operational costs and faster growth than those maintaining separate platforms for each channel.”