The verdict in three sentences
An industrial e-commerce site is nothing like a consumer shop: the installer wants an exact part number, their discounted price and a reliable delivery date. A well-written requirements document keeps the budget within EUR 30,000 to 70,000 excl. VAT and 4 to 6 months, instead of drifting to EUR 100,000 when scope is not frozen. Aim for 15% of revenue online within 2 years, with KPIs written into the requirements from day one.
The five requirement blocks, costed
Each block must specify business rules, data sources and edge cases. Budgets below are 2026 orders of magnitude for a manufacturer with 1,500 to 5,000 SKUs.
| Functional block | What to specify | Budget excl. VAT |
|---|---|---|
| Product configurator | compatibility rules (pressure, diameter, fittings), 20 to 200 combinations, bill of materials export | EUR 8,000 to 20,000 |
| Technical sheets | filterable attributes, PDFs, CAD drawings, CE and ATEX certificates, competitor part lookup | EUR 4,000 to 9,000 |
| Per-customer discount pricing | grids by product family, negotiated net prices, free-shipping thresholds, online quote above a limit | EUR 5,000 to 12,000 |
| ERP integration | stock, prices, orders, invoices, flow direction and frequency, error handling | EUR 8,000 to 18,000 |
| Pallet delivery | weight and volume calculation, zones, parcel and freight carriers, delivery booking | EUR 3,000 to 7,000 |
| Core, design, accounts, testing | buyer and approver roles, quick order by part number, reorder | EUR 2,000 to 4,000 |
| Total | EUR 30,000 to 70,000 |
The most underestimated item is ERP integration. If your item data is incomplete (weight, dimensions, technical attributes), plan 3 to 6 weeks of internal clean-up before development starts.
Schedule and milestones over 4 to 6 months
| Phase | Duration | Deliverable |
|---|---|---|
| Scoping and workshops with sales reps and installers | 3 to 4 weeks | approved requirements, wireframes |
| Product data preparation | 3 to 6 weeks (in parallel) | complete item file |
| Catalogue, accounts, pricing development | 5 to 7 weeks | test version |
| Configurator and ERP connector | 4 to 6 weeks | flows tested on 50 orders |
| Acceptance with 10 to 15 pilot installers | 3 weeks | fixes, training |
| Gradual go-live | 2 weeks | opening to all accounts |
Opening first to 10 to 15 loyal installers lets you fix pricing and compatibility rules before the general launch, without damaging the commercial relationship.
The KPIs to write in from the start
Industrial requirements must set measurable goals: share of revenue online (5% at 12 months, 15% at 24 months), share of accounts active online (30% at 12 months), quote response time (under 4 hours), order error rate (under 1%). These figures drive trade-offs: if the configurator cuts errors from 5% to under 1%, it often justifies its budget on its own.
Mini case study
Pieter, managing director of a hydraulic cylinder and fittings manufacturer in Rotterdam, turns over EUR 12 million, 60% of it with 900 installers. He invests EUR 55,000 in a site with a configurator and ERP connector, plus EUR 6,000 a year of maintenance. Two-year target: 15% of installer revenue online, i.e. 12 M x 60% x 15% = EUR 1.08 million. Direct gain: online orders cost about EUR 8 to process versus EUR 35 by phone or email. With 4,500 online orders a year, savings reach EUR 121,500 a year, before counting fewer configuration errors (returns previously estimated at EUR 40,000 a year). Payback in under 8 months once the target is reached.
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FAQ
Do we need a configurator in version one?
Only if more than 30% of your orders need a compatibility check. Otherwise, start with quick order by part number and add the configurator in phase 2 for EUR 8,000 to 20,000.
Which platform for an industrial site?
Shopify Plus, Sylius, Magento (Adobe Commerce) or custom development depending on complexity. For under 5,000 SKUs and a standard ERP, an off-the-shelf solution costs 20 to 30% less than custom.
Should we show list prices?
Show an indicative list price to visitors and the discounted net price once logged in. Installers compare; 70% of them check a website before calling a supplier.
How do we handle orders above a certain amount?
Switch to an online quote above a threshold, for example EUR 5,000, with a sales rep reply within 4 working hours and one-click approval.
Can the site handle pallet delivery?
Yes, with calculation by weight, volume and postcode, plus a delivery booking option. Budget EUR 3,000 to 7,000 depending on the number of carriers connected.
Let's scope your project. Send us your SKU count, ERP and discount grids: we will write the requirements with you, an indicative budget and the launch schedule. 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.
