The verdict in three sentences
A wholesaler digitising its ordering has two routes: an off-the-shelf B2B platform (BigCommerce, Shopify B2B) at 300–2,000 EUR/month, or a custom portal at 40,000–90,000 EUR. The off-the-shelf option goes live in 6–8 weeks but hits a ceiling on complex negotiated pricing and deep ERP integration. The real ROI isn't the software price: it's the self-service that frees up 50% of your reps' data-entry time.
What a B2B portal must really do
B2B e-commerce is not B2C with a different logo. Your customers have accounts, price grids by segment, credit limits and reorder habits. These are the functions that make the difference.
| B2B function | Off-the-shelf | Custom-built | Sales impact |
|---|---|---|---|
| Multi-user customer accounts | Yes (limited) | Yes (unlimited) | Buyer + approver + finance |
| Per-customer negotiated pricing | Basic | Advanced (rules) | Protected margin |
| Recurring orders / reorder | Add-on | Native | -50% entry time |
| Credit limits and terms | Not native | Yes | Sell on terms |
| Online quote → order | Partial | Complete | Shorter cycle |
| Real-time ERP integration | Connector | Custom API | Reliable stock |
| Catalogue > 50,000 SKUs | Paid tier | Optimised | Performance |
Off-the-shelf vs custom: the real 2026 cost
The headline subscription hides the integration cost. A SaaS B2B platform at 800 EUR/month still needs 15,000–30,000 EUR of configuration, ERP connection and catalogue migration. Here are the 2026 orders of magnitude.
| Item | Off-the-shelf | Custom headless |
|---|---|---|
| Licence / subscription | 300–2,000 EUR/month | 0 (hosting 200–600 EUR/month) |
| Setup + integration | 15,000–30,000 EUR | included in build |
| Initial development | — | 40,000–90,000 EUR |
| Time to launch | 6–8 weeks | 12–20 weeks |
| ERP integration | Standard connector | Custom API |
| 3-year cost (TCO) | 45,000–100,000 EUR | 55,000–115,000 EUR |
| B2B rule flexibility | Medium | Total |
Pragmatic takeaway: under 500 customer accounts and simple pricing rules, the off-the-shelf platform wins. Beyond that, with complex negotiated grids and a central ERP, custom-built earns back its premium.
Mini case study
Thomas, sales director of an industrial-supplies wholesaler in Nantes, manages 320 trade customers. His 4 reps each spend about 2 hours a day keying in orders received by phone and email, 8 hours a day combined. At a loaded cost of 32 EUR/hour, that is 256 EUR/day, or roughly 56,000 EUR/year of data-entry time.
By deploying a self-service B2B portal (chosen budget: 62,000 EUR custom-built, ROI targeted on recurring orders), 55% of orders shift to auto-entry in year one. Saving: 0.55 × 56,000 = 30,800 EUR/year of sales time redirected to prospecting. The portal pays for itself in a little over 2 years, before counting the 8–12% lift in average basket from suggested reorders.
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FAQ
How much does a real B2B e-commerce portal cost in 2026?
Budget 40,000 to 90,000 EUR custom headless, or 300 to 2,000 EUR/month plus 15,000–30,000 EUR of setup for an off-the-shelf platform. The 3-year TCO lands between 45,000 and 115,000 EUR depending on scope.
How long until we're live?
A configured SaaS platform launches in 6–8 weeks. A custom portal with deep ERP integration takes 12–20 weeks, split into sprints with a first catalogue deliverable by week 8.
Can I keep customer-by-customer negotiated pricing?
Yes. It's the core of B2B: each account sees its own grid, volume discounts and credit terms. Custom-built handles the most complex rules; off-the-shelf suits simple grids.
Do I need to connect the ERP?
Strongly recommended for reliable real-time stock and prices. Expect a standard connector on off-the-shelf platforms, or a custom API (5,000–15,000 EUR) for an in-house ERP.
Will self-service pull my reps away from customers?
The opposite: it removes repetitive keying to free up advisory and prospecting time. Average basket often rises 8–12% thanks to reorder suggestions.
Let's scope your project. Tell us your number of customer accounts, your ERP and your pricing rules, and we'll frame a B2B portal (off-the-shelf or custom) with an indicative budget and timeline. 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.
