BigCommerce for B2B E-commerce: Tips and Tricks for Success

May 21, 2024

<a href="" target="_self">Matt Bertram</a>

Matt Bertram

Matt Bertram is a award-winning marketing consultant and SEO Expert. He is the lead digital strategist at EWR Digital. Host of the Best SEO Podcast and Co-Host of the Oil and Gas sales and marketing podcast.
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BigCommerce for B2B E-commerce: Tips and Tricks for Success

The global B2B e-commerce market was valued at $12.2 trillion in 2019 and is projected to reach $20.9 trillion by 2027.

If you’re navigating the world of B2B e-commerce, you know it comes with its own set of challenges and opportunities. Today, I’m excited to share some tips and tricks specifically for B2B sellers on BigCommerce. We’ll cover unique challenges, features tailored for B2B transactions, and success stories to inspire you. Let’s get started!


Unique Challenges and Solutions for B2B Sellers on BigCommerce

Over 25% of BigCommerce stores are B2B, utilizing advanced features such as customer-specific pricing, bulk discounts, and integration with ERP systems.

1. Complex Pricing Structures

One of the biggest challenges in B2B e-commerce is managing complex pricing structures. Unlike B2C, where prices are usually fixed, B2B often involves tiered pricing, bulk discounts, and negotiated rates.

Solution: BigCommerce allows you to create custom price lists for different customer groups. This means you can easily manage different pricing tiers and discounts, ensuring each client sees their specific pricing when they log in.

2. Custom Ordering Processes

B2B transactions often require custom ordering processes, including purchase orders, quotes, and bulk orders.

Solution: BigCommerce’s quote management tool enables customers to request quotes directly from your store. You can then approve, modify, or reject these quotes, streamlining the custom order process. Additionally, the platform supports bulk ordering, making it easier for clients to place large orders quickly.

3. Integration with ERP and CRM Systems

B2B businesses need seamless integration with their existing ERP and CRM systems to manage customer relationships and order processes effectively.

Solution: BigCommerce integrates with a wide range of ERP and CRM systems, including Salesforce, NetSuite, and Microsoft Dynamics. These integrations ensure that your e-commerce operations are in sync with your overall business processes.

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Features and Tools Tailored for B2B Transactions

In 2023, global e-commerce sales reached approximately $5.9 trillion, and it’s expected to grow to $7.4 trillion by 2025.

1. Customer Groups and Segmentation

BigCommerce allows you to create customer groups and segment your audience based on various criteria such as location, purchase history, and order volume. This segmentation helps you tailor your marketing efforts and pricing strategies to different customer segments.

2. Advanced Payment Options

B2B transactions often involve different payment terms and methods compared to B2C. BigCommerce supports various payment options, including purchase orders, net terms, and multi-currency payments. This flexibility ensures you can cater to the diverse payment needs of your B2B clients.

3. Wholesale Management

Managing wholesale clients requires specific features like volume discounts and restricted access to certain products. BigCommerce’s wholesale management tools allow you to set up these features effortlessly, ensuring a smooth buying experience for your wholesale customers.

4. Account Management

B2B clients often require personalized account management. BigCommerce allows you to create and manage multiple user accounts with different roles and permissions within a single client organization. This feature is particularly useful for companies with multiple buyers or departments.

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Success Stories of B2B Companies Using BigCommerce

Berlin Packaging

Berlin Packaging, a leading supplier of packaging products, leveraged BigCommerce to create a seamless online experience for their B2B clients. They utilized the platform’s customer segmentation and account management features to provide personalized experiences for different customer groups. This approach not only improved customer engagement but also boosted their sales.


Polycom, a global leader in video, voice, and content collaboration, uses BigCommerce to manage their B2B e-commerce operations. By integrating BigCommerce with their existing ERP and CRM systems, they achieved a cohesive and efficient workflow. The flexibility of BigCommerce allowed Polycom to cater to the unique needs of their diverse client base, enhancing their overall business performance.

*On March 28, 2022 HP Inc. announced their acquisition of Poly from Plantronics, completed in August 2022[25] with a total transaction value of $3.3 billion, including debt.


Navigating the B2B e-commerce landscape can be challenging, but with the right strategies and tools, your BigCommerce store can thrive. By addressing unique challenges, utilizing tailored features, and learning from successful Business to Business (B2B) companies, you can unlock the full potential of your B2B operations on BigCommerce. Keep experimenting, stay flexible, and always put your customers’ needs first. Happy selling!