The verdict in three sentences
A B2B ecommerce site that only accepts cards loses part of its business buyers, who are used to paying on invoice at 30 days. Outsourced deferred payment costs 1.5 to 4% per transaction but transfers default risk and collections, while in-house customer credit costs less in direct fees but ties up cash and a person for collections. For a distributor selling EUR 1.2 million online, the choice comes down to cost per financed order versus margin on recovered orders.
Why B2B buyers drop out at checkout
A buyer at an SME or a procurement department does not use a personal card. They need an invoice, time to get the spend approved and often a purchase order number. Without those options, they call the sales rep or go to a competitor. In the Netherlands, the statutory B2B payment term is 30 days when nothing is agreed, and large companies may not impose more than 60 days on SMEs; under the EU late payment directive, a flat EUR 40 compensation applies per late invoice.
| Payment method offered | Share of B2B buyers expecting it (2026 order of magnitude) | Effect on average order |
|---|---|---|
| Card only | 100% accept by default, 30 to 45% use it willingly | Baseline |
| Bank transfer at order | 15 to 25% | Neutral |
| Pay on invoice at 30 days | 50 to 70% | +20 to +30% |
| Pay at 60 days or end of month | 20 to 30% | +25 to +40% |
| SEPA B2B direct debit on due date | 10 to 20% | +10 to +20% |
| Business instalments in 3 or 4 | 5 to 15% | +15 to +25% |
The order value and conversion increases are those reported by B2B deferred payment providers and seen in comparable projects: they are orders of magnitude, not a guarantee.
Two options: outsource or manage in-house
The amounts below are 2026 market estimates in EUR excl. VAT. They are not Kolonell prices.
| Criterion | Outsourced B2B deferred payment | In-house customer credit |
|---|---|---|
| Direct cost | 1.5 to 4% per transaction depending on term and profile | Working capital financing, 4 to 6% a year |
| Default risk | Guaranteed by the provider | Borne by the company, 0.5 to 2% of revenue |
| Credit decision | Instant, scoring in under 5 seconds | Limit set per account, reviewed manually |
| Reminders and collections | Handled by the provider | Accounts receivable, 0.2 to 0.5 FTE |
| Cash received by the seller | D+1 to D+3 | On due date, 30 to 60 days |
| Site integration | EUR 5,000 to 10,000 | EUR 8,000 to 15,000 with ERP sync |
| Optional credit insurance | Not needed | 0.1 to 0.3% of insured revenue |
In-house credit needs clear rules on the site: a limit per customer account, automatic blocking above it, outstanding balance visible in the customer area and ERP sync to know which invoices are unpaid.
What the integration must cover
A proper integration is more than a payment button. It covers business account creation with Chamber of Commerce (KvK) number checks, purchase order number entry, invoices that meet e-invoicing requirements under the EU ViDA rules being phased in, and payment status updates in the ERP. Allow 4 to 8 weeks depending on the ERP in place.
Mini case study
Sanne, CFO of a 30-employee packaging distributor in Amsterdam, sells EUR 1.2 million online at a 30% gross margin. She estimates half of that, EUR 600,000, would move to 30-day terms.
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Outsourced option at 2.5%: 600,000 x 2.5% = EUR 15,000 a year. If conversion rises by 15%, online revenue gains EUR 180,000, or EUR 54,000 of margin. Net gain: 54,000 - 15,000 = EUR 39,000, minus EUR 10,000 integration in year one.
In-house option: average outstanding of 600,000 x 30 / 365 = about EUR 49,300, financed at 5% or EUR 2,470, bad debt at 1% or EUR 6,000, 0.3 FTE of collections or about EUR 12,000. Total: about EUR 20,500 a year, plus EUR 13,000 integration. In-house costs more here, and Sanne carries the risk. It becomes attractive above EUR 1.5 million of deferred sales or with a very stable customer base.
FAQ
What rate for B2B deferred payment at 60 days?
Expect 2.5 to 4% per transaction in general, versus 1.5 to 2.5% at 30 days. The rate also depends on your sector and your customers' risk profile.
Can the provider decline some customers?
Yes, scoring declines 5 to 15% of requests on average. The site must then offer an alternative, card or bank transfer, without losing the cart.
Do we need credit insurance for in-house credit?
Above EUR 500,000 of annual outstanding it is advisable: 0.1 to 0.3% of insured revenue, with a limit granted per customer.
How long to set up 30-day terms?
With an external provider and an existing plugin, 3 to 6 weeks. With in-house credit synced to the ERP, 6 to 10 weeks.
Can we combine both options?
Yes. Many distributors keep in-house credit for their top 50 accounts and outsource for new customers, cutting fees by 30 to 50%.
Let's scope your project. Tell us your online volume, your ERP and your customer terms: we will price the deferred payment or customer credit integration, with a schedule and limit rules. Detailed quote within 48 h. WhatsApp +221 77 596 93 33, or request your free quote.
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.
