The verdict in three sentences
For a distributor of technical parts or supplies in Lyon, London or Amsterdam, the right choice depends first on the quality of your ERP and the complexity of your commercial terms. Shopify Plus B2B is the fastest and cheapest to launch if your catalog stays under 20,000 SKUs and your pricing is readable, Sana Commerce wins when your ERP (Microsoft Dynamics or SAP Business One) is the absolute source of truth, and a custom build wins once quotes, backorders and multi-buyer accounts are core to the business. Over 3 years, all three options land between 96,000 and 270,000 EUR in total cost.
What a B2B distributor really needs
A maintenance buyer at an industrial plant does not order like a consumer. They enter SKUs in batches, expect their negotiated price, request a quote above a threshold, accept partial deliveries and go through internal approval. A B2B platform must cover these functions before any design question.
| B2B function | Shopify Plus B2B | Sana Commerce | Custom build |
|---|---|---|---|
| Per-customer pricing and family discounts | Yes, company catalogs | Yes, read live from the ERP | Yes, unlimited logic |
| Multi-buyer accounts and roles | Yes, basic | Yes | Yes, custom approval flows |
| Online quote requests | Via third-party app | Yes | Yes, with negotiation and versions |
| Backorders and partial deliveries | Limited | Yes, from the ERP | Yes |
| Quick order by SKU or CSV import | Yes | Yes | Yes |
| Real-time multi-warehouse stock | Via connector | Native | Depends on integration |
| Net 30 or net 60 payment terms | Yes (payment terms) | Yes | Yes |
| Catalog above 50,000 SKUs | Possible but heavy | Yes | Yes |
Three-year total cost
Entry price is often misleading. Shopify Plus starts around 2,300 USD a month on a 3-year term, plus B2B apps, the ERP connector and the agency. Sana Commerce charges an annual license tied to users and sites, but cuts integration cost sharply since it reads the ERP directly. A custom build front-loads the effort.
| Item (excl. VAT, 2026 order of magnitude) | Shopify Plus B2B | Sana Commerce | Custom B2B site |
|---|---|---|---|
| Setup and integration | 35,000 to 70,000 EUR | 30,000 to 60,000 EUR | 60,000 to 150,000 EUR |
| Annual subscription or license | About 26,000 EUR | 25,000 to 60,000 EUR | 0 EUR |
| Annual apps and connectors | 4,000 to 12,000 EUR | Largely included | 0 EUR |
| Annual hosting and maintenance | Included + 6,000 to 12,000 EUR agency | 5,000 to 10,000 EUR | 12,000 to 25,000 EUR |
| Transaction fees (Shopify Payments or gateway) | 0.2 to 1.6 % depending on gateway | Depends on provider | Depends on provider |
| Three-year total cost | 143,000 to 220,000 EUR | 120,000 to 270,000 EUR | 96,000 to 225,000 EUR |
| Time to launch | 3 to 5 months | 3 to 6 months | 5 to 8 months |
Custom looks competitive over 3 years, but it assumes a team able to keep evolving it. Shopify Plus imposes limits on checkout customization. Sana stays tied to the vendor roadmap and your ERP.
How to decide in five questions
| Question | If yes | If no |
|---|---|---|
| Is your ERP Dynamics 365 BC, SAP B1 or a well-documented API-first ERP? | Sana or custom | Custom with an integration layer |
| Do more than 30 % of orders go through quotes? | Custom | Shopify Plus or Sana |
| Do you have over 50,000 SKUs with technical attributes? | Sana or custom | Shopify Plus is enough |
| Do you also target consumers (B2C)? | Shopify Plus | Sana or custom |
| Do you want to launch in under 4 months? | Shopify Plus | Any option |
Mini case study
Claire, sales director of an industrial supplies distributor in Lyon (22 M EUR revenue, 18,000 SKUs, Dynamics 365 Business Central ERP), targets 30 % of orders online within 18 months. Today, 4 sales assistants key 2,400 orders a month at 9 minutes each, or 360 hours. With Sana at a 45,000 EUR annual license and 50,000 EUR integration, 720 monthly orders move online: 108 hours freed per month, valued at 38 EUR loaded, about 49,000 EUR a year. Add 1.5 % extra revenue from 24/7 service on active accounts, or 330,000 EUR revenue and about 82,000 EUR gross margin at 25 %. Annual gain: about 131,000 EUR against a first-year cost of 95,000 EUR. Payback in about 9 months.
Need a professional website?
Kolonell builds websites that attract clients, optimized for the Sénégalese market. Free quote in 2 minutes.
FAQ
Is Shopify Plus really suited to B2B in 2026?
Yes for catalogs up to 20,000 SKUs and simple per-company pricing. Native B2B features cover company catalogs and payment terms, but complex quotes rely on apps at 300 to 1,000 USD a month.
Does Sana Commerce work with every ERP?
No, Sana is built for Microsoft Dynamics and SAP. If your ERP is a niche industry tool, a custom build with a 15,000 to 35,000 EUR integration layer fits better.
What share of orders can move online?
European distributors reach 25 to 45 % online orders after 18 to 24 months. Repeat customers move first; large accounts on EDI stay separate.
Do we need a certified Shopify Plus or Sana agency?
It is recommended for Sana, which integrates through partners. For Shopify Plus, B2B and ERP experience matters more than the badge; expect 650 to 900 EUR a day in Lyon and 700 to 1,100 GBP in London.
Can we start small?
Yes, with a customer portal offering quick order and order tracking for 30,000 to 50,000 EUR, then add quotes and backorders.
Let's scope your project. Send us your ERP, SKU count and pricing terms: we compare the three options and price a scope between 60,000 and 150,000 EUR with a 3 to 8 month 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.
