The verdict in three sentences
A B2B store that shows each customer's negotiated price costs between EUR 10,000 and 30,000 excluding VAT for the pricing module alone, on top of the e-commerce foundation. The bill depends less on the number of customers than on the number of rule types (customer discount, product family, quantity, free shipping threshold, contract net prices) and on the quality of ERP data. With 20% of orders placed outside office hours and order entry cut by two thirds, the module typically pays back in 12 to 18 months for a mid-sized manufacturer.
B2B pricing rules and their complexity
A manufacturer's sales director does not think in terms of « list price minus X% ». They stack conditions negotiated over years, often stored in the ERP as condition tables. Each rule type adds development, testing and computation time when the cart is displayed.
| Pricing rule | Concrete example | Complexity | Extra development cost (2026 estimate) |
|---|---|---|---|
| Global customer discount | 12% on the whole catalogue for customer A | Low | EUR 1,500 to 3,000 |
| Discount by product family | 18% on fasteners, 8% on tools | Medium | EUR 3,000 to 6,000 |
| Quantity tier discounts | -5% from 100 units, -9% from 500 | Medium | EUR 2,500 to 5,000 |
| Contract net prices per SKU | Fixed EUR 4.20 for SKU 8841 | Medium to high | EUR 3,000 to 7,000 |
| Free shipping threshold and delivery fees | Free from EUR 450, otherwise EUR 25 | Low | EUR 1,000 to 2,500 |
| Approval of off-grid orders | Exceptional discount sent to the sales rep | High | EUR 4,000 to 8,000 |
| Real-time ERP synchronisation | Price recalculated on every SAP or Sage update | High | EUR 5,000 to 12,000 |
The theoretical total exceeds EUR 30,000, but few projects tick every line. A manufacturer with 1,200 discount grids usually has 3 or 4 rule types really in use, the rest being historical exceptions to clean up before the project.
Full budget: foundation, module and integration
The pricing module does not live alone. It plugs into a professional store (customer accounts, prices excluding VAT, quick order by SKU, reordering) and into the ERP, which remains the source of truth for conditions.
| Item | Simple version | Advanced version | Timeline |
|---|---|---|---|
| B2B store foundation (accounts, ex-VAT display, quick order) | EUR 15,000 | EUR 35,000 | 6 to 10 weeks |
| Customer-specific pricing module | EUR 10,000 | EUR 30,000 | 4 to 8 weeks |
| ERP connector (prices, stock, credit limit) | EUR 6,000 | EUR 18,000 | 3 to 6 weeks |
| Off-grid approval workflow | Included in simple | EUR 8,000 | 2 to 3 weeks |
| Migration and cleanup of the 1,200 grids | EUR 2,000 | EUR 6,000 | 2 to 4 weeks |
| Annual maintenance and hosting | EUR 4,000 | EUR 12,000 | Recurring |
A realistic envelope for an industrial manufacturer is therefore EUR 35,000 to 85,000 excluding VAT in year one. Grid cleanup is the most underestimated item: without it, the site displays wrong prices and customers call their sales rep again, which cancels the gain.
What really drives the price
Three factors weigh more than the number of customers. First, rule priority: if a contract net price and a family discount apply to the same item, which one wins? This must be written down before development starts. Second, performance: computing 1,200 grids over a 15,000-SKU catalogue requires a cache of precomputed prices, otherwise the cart takes several seconds to load. Third, governance: who changes a discount, the order desk in the ERP or the sales rep in the site back office? A single source avoids invoicing discrepancies.
Showing prices excluding VAT by default, a struck-through general price and a « your negotiated price » label build trust. Business customers check their conditions before placing their first online order.
Mini case study
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Claire, sales director of a fastener manufacturer in Saint-Étienne, France, manages 1,200 grids and 3,800 active customers. Her 6 order desk assistants key in 140 orders a day received by email and phone, at 6 minutes per order, or 14 hours of data entry daily. With a B2B store showing negotiated prices, 45% of orders move online after 9 months, freeing about 6.3 hours a day, close to 1,400 hours a year. At a loaded cost of EUR 38 per hour, the saving reaches about EUR 53,000 a year. The project, budgeted at EUR 62,000 excluding VAT in year one, pays back in 14 months, not counting orders captured in the evening and at weekends.
FAQ
How much does a customer-specific pricing module cost in 2026?
Budget EUR 10,000 to 30,000 excluding VAT depending on the number of rule types and ERP synchronisation. A project limited to customer and family discounts stays around EUR 10,000 to 14,000.
Should ERP grids be duplicated in the website?
No, the ERP remains the source of truth and the site receives conditions through synchronisation, ideally every 15 minutes or in real time. Duplicating grids creates invoicing gaps on 2 to 5% of orders.
How do you handle an exceptional discount requested online?
The customer submits the request, the order moves to « pending approval » and the sales rep replies within 4 business hours. This workflow costs EUR 4,000 to 8,000 and prevents negative-margin sales.
How long until the store goes live?
A full project takes 3 to 5 months, including 2 to 4 weeks of grid cleanup. Launching in waves of 200 pilot customers reduces the risk of pricing errors.
Should the site show stock and credit limit?
Yes, 60 to 70% of B2B buyers check availability before ordering. Displaying the authorised credit limit also reduces orders blocked by accounting.
Let's scope your project. Send us a sample of your discount grids and your ERP name: we will price the foundation, the pricing module and the connector, with an indicative budget and a 3 to 5 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.
