The verdict in three sentences
A B2C and a B2B e-commerce site share the engine but diverge on everything else: B2C optimises the conversion of a stranger, B2B models a negotiated commercial relationship. In 2026, a B2C core costs EUR 15,000 to 40,000 excl. tax; adding B2B functions (accounts, per-customer pricing, approval workflow, credit limits) means a surcharge of 40 to 70 %. If you sell to both audiences, scope them as two distinct experiences on a shared technical base, not as a single site.
The functions that separate B2B from B2C
The difference is not cosmetic: it touches the catalogue, prices, checkout and account management. Here is what changes concretely.
| Function | B2C | B2B |
|---|---|---|
| Displayed prices | Public, identical | Per customer, after login |
| User account | Optional | Mandatory, multi-user |
| Order validation | Direct purchase | Buyer/approver workflow |
| Payment | Instant card | Card + transfer + terms |
| Quantities | Per unit | Per lot, minimums, tiers |
| VAT | Tax-inclusive shown | Ex-tax + VAT, exemptions |
| Delivery | Standardised | Negotiated, multi-address |
| Reorder | Rare | Fast ordering, recurrence |
Each B2B line added to a B2C core represents extra development: this explains the 40 to 70 % surcharge.
Impact on budget and timeline
Putting a figure on each brick helps you decide. Here are the 2026 orders of magnitude to move from a B2C core to B2B capability.
| Scenario | 2026 budget (EUR excl. tax) | Timeline |
|---|---|---|
| B2C only (core) | 15,000 - 40,000 | 2 - 4 months |
| B2C + B2B accounts and pricing | 25,000 - 55,000 | 3 - 5 months |
| B2C + full B2B (validation, credit) | 35,000 - 75,000 | 4 - 6 months |
| Two separate storefronts, shared core | 45,000 - 90,000 | 5 - 7 months |
| ERP integration added | +8,000 - 25,000 | +1 - 2 months |
The most common scenario for a mixed seller is the shared core with two storefronts: consumers see tax-inclusive prices, professionals log in to access their ex-tax grid and deferred payment.
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Mini case study
Claire, CFO of a furniture SME in Lyon, sells 70 % B2C and 30 % B2B to architects and offices. She hesitates between a simple B2C site at EUR 30,000 and a mixed version. The B2B surcharge (pro accounts, discount pricing, quotes, 30-day payment) is estimated at +EUR 21,000 excl. tax, bringing the project to EUR 51,000. But digitising pro orders removes 8 hours/week of manual processing (about EUR 15,000/year) and raises the average pro basket by 18 %. The surcharge is absorbed in about 16 months.
FAQ
Can we launch B2C first and add B2B later? Yes, provided you choose a technical base built for it. Plan it from scoping: adding B2B accounts and pricing afterwards costs 20 to 30 % more than if anticipated.
Do I need two sites or one? A single core with two storefronts is enough in most cases. It shares the catalogue, stock and maintenance while offering two tailored experiences.
Is the B2B surcharge justified? It is as soon as pro orders represent a significant volume: processing time savings and higher average baskets usually absorb the surcharge in 12 to 18 months.
How are VAT and B2B exemptions handled? The platform shows ex-tax prices to logged-in professionals, applies VAT per customer status, and manages intra-EU exemptions with VAT number validation.
What timeline for a mixed project? Expect 5 to 7 months for a shared core with two storefronts, plus 1 to 2 months if ERP integration is needed.
Let's scope your project. Tell us your B2C/B2B split, your catalogue and your validation needs, with an indicative budget between EUR 15,000 and EUR 90,000 excl. tax. 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.
