The verdict in three sentences
An industrial buyer asked to pay EUR 12,000 by card on a B2B site often abandons the cart to go through a quote and purchase order, or orders from a competitor. A B2B buy now pay later solution at 30, 60 or 90 days costs the seller 1.5 to 4 % per transaction, transfers bad debt risk to the provider and lifts average order value by 20 to 35 %. Checkout integration costs EUR 8,000 to 20,000, quickly recovered above EUR 300,000 of annual online revenue.
Why industrial buyers abandon checkout
In industry, the buyer has no card with a EUR 15,000 limit and finance requires payment at 30 to 60 days. As a result, card-only checkout only suits small orders.
| Order value | Preferred payment | Abandonment with card only (2026 order of magnitude) |
|---|---|---|
| Under EUR 500 | Card | 15 to 25 % |
| EUR 500 to 2,000 | Card or bank transfer | 30 to 45 % |
| EUR 2,000 to 5,000 | 30-day terms | 50 to 65 % |
| EUR 5,000 to 15,000 | 45 or 60-day terms | 65 to 80 % |
| Over EUR 15,000 | 60 or 90-day terms, purchase order | Over 80 % |
The EU Late Payment Directive sets a 60-day default ceiling between businesses unless expressly agreed and not grossly unfair, and the Netherlands applies a 60-day cap when a large company buys from an SME. B2B offers work within this framework while paying the seller at shipment.
B2B payment terms solutions in 2026
The principle is the same everywhere: the provider scores the buyer in seconds at checkout, pays the seller within 1 to 3 days, then collects the invoice at maturity.
| Criterion | 30-day terms | 60-day terms | 90-day terms | Split payment in 3 or 4 |
|---|---|---|---|---|
| Seller fee | 1.5 to 2.5 % | 2 to 3 % | 3 to 4 % | 2 to 3.5 % |
| Payout to seller | 1 to 3 days | 1 to 3 days | 1 to 3 days | 1 to 3 days |
| Bad debt risk | Transferred | Transferred | Transferred | Transferred |
| Limit per buyer | EUR 5,000 to 50,000 | EUR 5,000 to 50,000 | EUR 5,000 to 30,000 | EUR 1,000 to 20,000 |
| Average approval | 80 to 90 % | 75 to 85 % | 70 to 80 % | 80 to 90 % |
| Typical use | Routine reorders | Tooling investment | Heavy equipment | Small firms, tradespeople |
Compare these fees with your current costs: dunning, credit insurance (0.1 to 0.3 % of insured revenue), factoring (0.5 to 2 % plus financing charges) and bad debt losses.
Integration into a B2B checkout: budget and timeline
| Item | Indicative cost | Timeline |
|---|---|---|
| Official module on a mainstream platform | EUR 0 to 2,000 configuration | 1 to 2 weeks |
| API integration on a custom portal | EUR 8,000 to 15,000 | 3 to 5 weeks |
| Invoice sync with the ERP | EUR 3,000 to 6,000 | 2 to 3 weeks |
| Payment method selection by amount and customer | EUR 1,500 to 3,000 | 1 week |
| Automatic accounting reconciliation | EUR 2,000 to 4,000 | 1 to 2 weeks |
| Full integration total | EUR 8,000 to 20,000 | 4 to 8 weeks |
The key technical point: the provider must receive billing data (Chamber of Commerce number, billing address, purchase order number) and return a status the ERP understands, otherwise accounting reconciles by hand.
Mini case study
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Nathalie, CFO of an industrial tooling supplier in Amsterdam, generates EUR 1.2 million a year on her B2B site, with an average order of EUR 3,400. She estimates that 35 % of carts above EUR 2,000 are abandoned.
She integrates 30 and 60-day terms for EUR 14,000. Conservative assumption (estimate): average order rises 22 % and half of the abandoned carts above EUR 2,000 are recovered. Online revenue climbs to about EUR 1.65 million. Fees averaging 2.3 % total EUR 38,000, but partly offset credit insurance and dunning, about EUR 12,000 saved. With a 30 % gross margin on EUR 450,000 of extra revenue, net gain reaches about EUR 109,000 in year one.
FAQ
Who carries the risk if the buyer does not pay?
The provider, in guaranteed offers. The seller is paid within 1 to 3 days and keeps the payment even on default, except for disputes about the goods.
Can the 1.5 to 4 % fees be passed on?
You can adjust pricing or reserve 60 or 90-day terms for orders above EUR 2,000. Most suppliers absorb 30-day fees, often offset by the larger basket.
Is it compatible with EU late payment rules?
Yes. Offers follow the 60-day default ceiling; 90-day terms are only valid when expressly agreed and should be checked with your legal adviser.
What about our long-standing open account customers?
Keep them on your internal credit. External terms mainly serve new customers and orders above granted limits, often 30 to 50 % of online orders.
How long until we are live?
One to 2 weeks with an existing module, 4 to 8 weeks for a full API integration with the ERP.
Let's scope your project. Share your average order value, platform and ERP: we will price B2B payment terms integration between EUR 8,000 and 20,000, live in 4 to 8 weeks. Detailed quote within 48 h. WhatsApp +221 77 596 93 33.
Mohamed Bah
Fondateur, Kolonell
Passionate about digital and entrepreneurship in Africa, Mohamed has been helping Sénégalese businesses with their digital transformation since 2020. Founder of Kolonell, he believes every SME deserves a professional and accessible online présence.
