The verdict in three sentences
In 2026, handling customer-specific pricing online (volume discounts, contract prices, restricted catalogs) adds 8,000 to 25,000 EUR depending on the platform and the number of price lists. It pays off as soon as you have around ten negotiated accounts ordering regularly, because priced self-service raises order value by 15 to 30 %. The rule: don't replicate your Excel chaos, model your pricing rules first, then pick the tech.
What B2B pricing online really costs
Custom pricing is not a checkbox: it's a price engine that must cross customer, product, volume and contract. Cost mostly depends on the number of rule tiers and the ERP to sync.
| Personalization level | Description | Extra dev (EUR) | Lead time |
|---|---|---|---|
| Price groups | 3 to 5 fixed lists per segment | 8,000 to 12,000 | 2 to 3 wks |
| Volume discounts | Quantity tiers per product | 12,000 to 16,000 | 3 to 4 wks |
| Contract prices | Negotiated price per customer/SKU | 16,000 to 22,000 | 4 to 6 wks |
| Restricted catalogs | Assortment + prices per account | 20,000 to 25,000 | 5 to 7 wks |
| Real-time ERP sync | Prices pushed from SAP/Sage/Odoo | +6,000 to 10,000 | +2 to 3 wks |
On top comes the platform choice: a B2B extension on a SaaS platform is cheaper upfront but costs more over time.
| 2026 platform | License/yr (EUR) | Native custom pricing | For whom |
|---|---|---|---|
| Shopify Plus + B2B app | 24,000 to 30,000 | Partial (catalogs, groups) | 10 to 200 accounts |
| Adobe Commerce | 30,000 to 60,000 | Full native | Large catalogs |
| Odoo e-commerce | 3,000 to 12,000 | Via price lists | ERP-integrated SMBs |
| Custom (Next.js + API) | 0 license, dev only | Total | Atypical rules |
How not to break your commercial deals
The number-one risk: a customer sees a public price lower than their negotiated one. Three safeguards to specify from the brief: hide prices when logged out, apply the price list right at authentication, and log every displayed price to trace disputes. Also plan a fallback: if the ERP is down, show the last known price, never the public one.
Mini case study
Mathieu, sales director of an industrial-supplies wholesaler in Nantes, manages 45 accounts with discounts of 8 to 22 %. His reps spend 3 hours a day keying in orders received by email. He invests 18,000 EUR in a portal with contract prices and Odoo sync. Result over 12 months: 60 % of orders move to self-service, freeing 2,100 sales hours (about 55,000 EUR of time redeployed to prospecting), with average order value up 21 %. The investment pays back in under 5 months.
FAQ
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How much does adding custom pricing to an existing site cost?
Between 8,000 and 25,000 EUR depending on rule complexity. A simple price-group system starts at 8,000 EUR; per-SKU contract prices with ERP sync reach 22,000 EUR or more.
Do I need an ERP to manage per-customer prices?
No, but it's strongly advised beyond 30 accounts. Without an ERP you maintain lists by hand; with sync, prices stay consistent and keying errors vanish, for an extra 6,000 to 10,000 EUR.
Does priced self-service really grow revenue?
Yes: on our B2B projects, order value rises 15 to 30 % because customers reorder frictionlessly at their fair price. Most of the gain comes from orders placed outside sales hours.
Can we hide certain products from certain customers?
Yes, via per-account restricted catalogs. It's the most advanced tier (20,000 to 25,000 EUR) but essential for private labels or territorial exclusivities.
What's the go-live lead time?
Count 4 to 8 weeks for contract pricing with ERP, testing included. A simple price-group launch can ship in 2 to 3 weeks.
Let's scope your project. Tell us your number of negotiated accounts, your ERP and your current platform: we'll frame the price engine and an indicative budget between 8,000 and 25,000 EUR. 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.