The verdict in three sentences
A wholesaler's B2B e-commerce is not a consumer store: the core of the project is customer-specific pricing, credit limits, quick reorder by SKU and ERP integration. Budget 35,000 to 95,000 EUR excl. VAT for a serious build over 14 to 24 weeks, depending on the number of connectors and the complexity of pricing rules. The return comes from self-service: when 40% of orders move online, the cost of processing an order drops sharply.
What sets B2B e-commerce apart from a classic store
In B2B, every customer has their own price list, payment terms and credit limit. A sales rep no longer keys in orders: the customer does it from their account, at their negotiated prices. You therefore need multi-user accounts (buyer, approver, accounting), quotes convertible into orders, quick order by CSV upload and reorder history.
| B2B function | Complexity | Business impact |
|---|---|---|
| Per-customer / group pricing | High | Margin protected, no pricing errors |
| Credit limits / deferred payment | High | Loyalty, aligned with ERP terms |
| Multi-user accounts | Medium | Adoption by procurement teams |
| Quick order (CSV / SKU) | Medium | Higher basket and frequency |
| One-click reorder | Low | Recurrence, +20 to 30% orders |
| Online quotes | Medium | Shorter sales cycle |
SaaS platform or custom development
Three main routes exist in 2026: Shopify Plus with native B2B features, BigCommerce B2B Edition, or a custom build (Medusa, headless, in-house framework). SaaS speeds time-to-market but caps out on exotic pricing rules; custom absorbs any business logic but costs more to build and maintain.
| Option | Year 1 cost (build + license) | Timeline | Main limit |
|---|---|---|---|
| Shopify Plus B2B | 35,000-55,000 EUR + ~2,300 EUR/mo | 12-16 wks | Complex pricing rules |
| BigCommerce B2B | 30,000-50,000 EUR + license | 12-16 wks | Thinner app ecosystem |
| Custom (headless) | 60,000-95,000 EUR | 18-24 wks | Maintenance cost to plan |
| ERP e-commerce module | 25,000-45,000 EUR | 10-14 wks | Often dated UX |
The line item that blows the budget: ERP integration
A B2B store not connected to the ERP guarantees double data entry. Integration (products, stock, prices, customers, orders, credit) often accounts for 30 to 45% of the total budget. A standard connector (Sage, Cegid, SAP Business One) is cheaper than a home-grown ERP with no API.
| Integration item | 2026 order of magnitude | Sync frequency |
|---|---|---|
| Catalog + stock | 6,000-14,000 EUR | Real-time / hourly |
| Customer price lists | 5,000-12,000 EUR | On customer login |
| Orders to ERP | 5,000-10,000 EUR | Real-time |
| Credit and account status | 4,000-9,000 EUR | Real-time |
| Delivery statuses | 3,000-7,000 EUR | Daily |
Mini case study
Marc runs an industrial-supplies wholesaler near Lille: 1,800 orders a month, handled manually by 4 sales assistants. Each order costs about 9 EUR to process (entry, price check, follow-up). By moving 40% of orders to self-service, he removes 720 orders from the manual flow. Self-service processing cost: about 3 EUR. Monthly saving: 720 x (9 - 3) = 4,320 EUR, or 51,840 EUR a year. With a 65,000 EUR build, the investment pays back in about 15 months, before counting the higher basket driven by online reorder.
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FAQ
How long to launch a B2B e-commerce?
Budget 14 to 24 weeks depending on the number of ERP connectors and pricing complexity. A simple Shopify Plus B2B project can ship in 12 weeks; a custom headless build with credit limits reaches 20 to 24 weeks.
Can negotiated prices stay confidential per customer?
Yes, that is the very principle of B2B: each customer sees only their price list after login. Prices are never shown publicly, protecting your commercial negotiations.
Do we need credit limits and deferred payment?
In most cases yes: 60 to 80% of wholesalers work on 30- or 45-day terms. The platform must block or alert beyond the authorized credit, aligned with the accounting ERP.
Is Shopify Plus enough for real B2B?
For standard pricing rules and up to a few thousand SKUs, yes. Beyond that (quantity-tier prices crossed with customer group, multiple sales units), a custom foundation becomes cheaper in the medium term.
What annual maintenance budget should we plan?
Budget 15 to 25% of the build cost per year for evolutions, security and support, plus the SaaS license where relevant (about 2,300 EUR/month for Shopify Plus).
Let's scope your project. Tell us your order volume, your ERP and your pricing rules, and we will price the right B2B platform (35,000 to 95,000 EUR excl. VAT build). 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.
