The verdict in three sentences
For a distributor with 15,000 SKUs and 2,500 customer accounts, the question is not storefront design but faithfully reproducing commercial terms: negotiated prices, discounts by product family, 30-day payment. Shopify Plus B2B fits if your ERP is standard and your price lists simple; a specialist B2B solution covers most distributors; a custom build at EUR 60,000 to 120,000 is justified above EUR 10M of targeted online orders or with a very specific ERP. In every case, plan 4 to 9 months of project time, 40% of it spent on ERP integration.
What an industrial buyer expects from a B2B portal
A maintenance buyer or procurement manager does not browse like a consumer. They know their part numbers, order in quantities, want to see their price rather than the list price, and must follow an internal approval process. The must-have features are therefore quick order by SKU or CSV import, recurring shopping lists, stock by warehouse, 30-days-end-of-month payment on an approved credit line, and access to invoices and delivery notes.
Comparison of options in 2026
| Criterion | Shopify Plus B2B | Specialist B2B solution (Sana, Onlineshop B2B, Sellsy and similar) | Custom (headless + ERP) |
|---|---|---|---|
| Subscription | From USD 2,300 a month | EUR 1,000 to 4,000 a month | Hosting EUR 300 to 1,200 a month |
| Setup | EUR 35,000 to 70,000 | EUR 25,000 to 60,000 | EUR 60,000 to 120,000 |
| Negotiated prices per customer | B2B catalogs, limits beyond a few thousand price lists | Native, read from the ERP | Unlimited, custom logic |
| 30-day payment on credit line | Native payment terms, credit via app | Native | Custom |
| Quick order by SKU and CSV | Yes, via app or theme | Native | Custom |
| ERP connection (Sage X3, SAP B1, Cegid) | Third-party connector, EUR 10,000 to 30,000 | Native connectors for common ERPs | Built, EUR 20,000 to 40,000 included |
| Lead time | 4 to 6 months | 3 to 5 months | 6 to 9 months |
These ranges are a 2026 order of magnitude for a 15,000-SKU catalog with technical data sheets. The Shopify exchange rate used is about EUR 0.92 per USD 1.
Total cost over 3 years
| Item (3 years) | Shopify Plus B2B | Specialist solution | Custom |
|---|---|---|---|
| Setup | EUR 55,000 | EUR 45,000 | EUR 95,000 |
| Subscription or hosting | EUR 76,000 | EUR 90,000 | EUR 27,000 |
| Apps and connectors | EUR 18,000 | EUR 6,000 | EUR 0 |
| Maintenance and enhancements | EUR 30,000 | EUR 24,000 | EUR 54,000 |
| Transaction fees | 0 to 0.5% depending on PSP | EUR 0 | EUR 0 |
| Estimated total | EUR 179,000 | EUR 165,000 | EUR 176,000 |
Over 3 years the three options are close. The difference lies in flexibility: custom becomes cheaper beyond 5 years and supports complex pricing logic; Shopify Plus offers the richest ecosystem for marketing; the specialist solution reduces ERP integration risk.
Mini case study
Sophie, sales director of an industrial supplies distributor in Lyon, manages 2,500 accounts and EUR 22M in revenue, 0% of it online. Her 6 sales assistants key in 180 orders a day at 6 minutes each, or 18 hours a day. With a portal capturing 45% of orders after 12 months, they recover 8.1 hours a day, about 1,780 hours a year valued at EUR 38, so EUR 67,600 a year. With a 6% higher average basket on online orders thanks to related products, additional revenue reaches about EUR 590,000 a year. The specialist solution at EUR 165,000 over 3 years pays for itself in the first year.
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FAQ
Does Shopify Plus really handle B2B in 2026?
Yes for company-specific catalogs, payment terms and minimum quantities. Beyond a few thousand price lists or with cascading discounts, you often need an app or extra development costing EUR 10,000 to 25,000.
Should list prices be shown to visitors who are not logged in?
Most distributors show the catalog without prices or with an indicative price, and reserve net prices for logged-in accounts. This keeps 100% of negotiated terms confidential.
How do you manage 15,000 product pages?
A PIM or the ERP feeds the site; enriching the 2,000 best-selling SKUs is enough for launch. Plan 3 to 6 weeks of data work.
Is card payment useful in B2B?
Mainly for new customers without a credit line and small accounts, i.e. 10 to 20% of orders. Regular accounts stay on 30-day invoices.
What adoption rate should we target in year one?
A target of 30 to 45% of orders online at 12 months is realistic with sales team support, and reps should also earn commission on web orders.
Let's scope your project. Send us your SKU count, your ERP and your pricing structure: we will recommend the right option with a budget between EUR 25,000 and 120,000 and a 3 to 9 month plan. 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.
