The verdict in three sentences
Offering 30/60-day payment terms online lifts average order value and B2B conversion, but turns every sale into supplier credit that must be secured. Two paths: manage credit in-house (scoring, limits, dunning) or delegate to a B2B BNPL solution that pays the seller upfront against 1.5 to 3.5% fees. The full technical integration — SEPA transfer, credit limits, automated dunning — is budgeted at 5,000 to 18,000 EUR and targets a measurable DSO reduction.
In-house credit or B2B BNPL: the real cost
The choice depends on your risk appetite and cash flow. Managing credit in-house costs less in direct fees but ties up cash and time; B2B BNPL outsources the risk for a commission. Here's the 2026 comparison.
| Criterion | In-house credit | B2B BNPL |
|---|---|---|
| Fee per transaction | 0% (carrying cost) | 1.5 - 3.5% |
| Seller payment | At term (30-60 d) | Upfront (D+1 to D+3) |
| Default risk | Borne by you | Transferred to provider |
| Client scoring | To build | Included |
| Cash tied up | High | Low |
| Integration | 5,000 - 12,000 EUR | 8,000 - 18,000 EUR |
As a rule, under 30,000 EUR of average receivables, in-house is enough; beyond that, or if your cash is tight, B2B BNPL frees cash immediately and secures the risk, which often justifies its commission.
The technical building blocks to plan
Offering terms online is more than a "Pay later" button. You must orchestrate scoring, credit limits, SEPA transfer and dunning. Here are the modules and their weight.
| Module | Function | Effort (order of magnitude) |
|---|---|---|
| Scoring & limits | Set allowed credit per client | 2,000 - 5,000 EUR |
| SEPA transfer | Collection at term | 1,000 - 3,000 EUR |
| Automated dunning | Reduce DSO | 1,500 - 4,000 EUR |
| Credit dashboard | Real-time tracking | 1,500 - 4,000 EUR |
| BNPL connection | Upfront seller payment | 2,000 - 5,000 EUR |
Automated dunning is the highest-ROI item: a well-tuned D+3, D+15, D+30 scenario recovers a significant share of late payments with no human intervention, mechanically lowering DSO.
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Mini case study
Thomas is sales director of a B2B supplies distributor in Nantes, generating 2.4M EUR of online revenue. He introduces 30-day payment via a B2B BNPL solution at 2.4% fees, for an integration of 11,000 EUR excl. tax.
On the 800,000 EUR of sales shifted to terms, the commission is 19,200 EUR/year. In return, the B2B average order rises 22%, DSO drops from 48 to 12 days (upfront provider payment) and 90% of default risk is eliminated. The extra margin from the higher basket covers the commission from the fifth month.
FAQ
How much does a B2B BNPL solution cost in 2026? Expect 1.5 to 3.5% of the financed amount, depending on risk profile and term (30, 45 or 60 days). The seller is paid upfront, usually D+1 to D+3, and default risk is transferred to the provider.
Can I manage credit myself? Yes, if your cash flow allows and you accept bearing the risk. You then need a scoring module, per-client credit limits and automated dunning, budgeted at 5,000 to 12,000 EUR of integration.
How do I reduce my DSO? Combine SEPA transfer, staggered automated dunning (D+3, D+15, D+30) and order blocking beyond the credit limit. Well-equipped firms target a DSO under 20 days.
Is SEPA transfer enough in B2B? It's the foundation, valued for its low fees, but it automates neither scoring nor dunning. Pair it with a credit dashboard to steer risk in real time.
What's the setup lead time? Expect 5 to 9 weeks for a full integration including scoring, SEPA, dunning and BNPL connection. A reduced scope (SEPA + dunning) can be delivered in 3 to 4 weeks.
Let's scope your project. Tell us your online revenue, your average receivables and your risk appetite, and we'll price the most suitable terms solution. 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.
