Shopify Plus B2B Checkout Customization: Net Terms, POs & Workflows

Imagine losing a $50,000 wholesale order because your checkout couldn’t handle net payment terms. Or watching business buyers abandon their carts when they can’t enter a purchase order number. These aren’t edge cases - they play out daily for Shopify merchants, where 83% of B2B buyers say they’ll abandon purchases if payment terms aren’t available.

While B2C customers may accept a simple “buy now” experience, B2B buyers expect much more. They need net 30 terms, purchase order workflows, multi-level approvals, and custom pricing - all within a professional checkout that reflects the business relationship at stake.

The challenge? Shopify’s default checkout is optimized for B2C, not wholesale. Without customization, merchants risk losing large deals and long-term relationships. The good news is that with the right Shopify B2B checkout strategies, you can deliver a seamless, business-friendly buying experience that meets these demands.

The B2B vs. B2C Checkout Divide

The difference between B2B and B2C checkout isn’t just about order values - it’s about fundamentally different purchasing processes.  

B2C checkout is designed for speed and emotional buying: one-page checkouts, credit card payments, impulse-driven upsells.

B2B checkout, by contrast, is structured around workflows: procurement approvals, contract pricing, invoicing, and cost center allocations. Buyers are making rational, budgeted decisions on behalf of their organizations—not spontaneous personal purchases.

Key B2B Checkout Requirements include:

• Net payment terms (Net 15, 30, 60, or 90)

• Purchase order number capture for internal tracking and compliance

• Multi-level approval workflows for large purchases

• Custom pricing tiers based on contracts or negotiated terms

• Bulk ordering and account-based purchasing

• Tax exemption handling with proper documentation

• Invoice generation for reconciliation

By contrast, Shopify’s standard checkout is designed to maximize conversions for individuals, prioritizing speed and simplicity. This often creates friction for business buyers who need workflows that mirror established procurement processes.

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Shopify Plus vs. Standard: What You Really Get

Shopify has made strides in enabling B2B commerce, but capabilities vary dramatically depending on your plan

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Essential B2B Checkout Features

Net Payment Terms

Net terms are the backbone of B2B. Unlike consumers, business buyers often pay on credit, settling invoices 15–60 days post-delivery.

• Shopify Plus: Configure terms directly in company profiles; orders are tagged “Payment Pending” with due dates auto assigned. Supports advanced rules like event-based terms (e.g., due upon fulfillment).

• Standard Plans: Simulated via apps like Wholesale Pricing Discount B2B, draft orders, and manual invoicing workflows.

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Purchase Order Integration

POs are vital for internal tracking, budgeting, and compliance. Without them, B2B buyers struggle to reconcile purchases.

• Add mandatory PO fields via Checkout UI Extensions.

• Store POs in order metafields for reporting and ERP sync.

• Automate routing: orders > $1k can trigger additional approval workflows.

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Custom Pricing & Volume Discounts

No two B2B customers pay the same price. Shopify must reflect these negotiated agreements.

• Shopify Plus: Native company-based pricing with custom price lists.

• Standard Plans: Managed with apps, tags, or draft orders.

Models Supported:

• Customer-specific pricing

• Tiered volume discounts

• Contract pricing based on commitments

• Category-specific discounts

Checkout UI Extensions & Payment Customization

Checkout UI Extensions let you create B2B-specific fields, such as:

• Delivery date selectors

• Department codes or project IDs

• Approval workflow indicators

Shopify Functions allow dynamic payment logic:

• Require wire transfer for orders > $25k

• Show net terms only for approved buyers

• Hide PayPal for high-value transactions

Advanced Payment Scenarios

• Credit Limits: Track balances in customer metafields; block orders exceeding limits.

• Payment on Fulfillment: Trigger due dates only when orders are fulfilled—ideal for made-to-order products.

• Multi-Currency Support: Manage localized terms, taxes, and compliance for international buyers

Advanced B2B Customizations (Customer Account Extensibility)

Multi-Level Approval Workflows

Large B2B purchases often need manager or department sign-off.

• Trigger workflows based on value thresholds, new vendor orders, or budget codes.

• Implement via Shopify Flow, Checkout Extensions, or ERP integration.

Account-Based Ordering

Enable buyers to place orders on behalf of multiple departments or locations.

• Multi-location shipping in a single order.

• Department/cost center code capture.

• Project tagging for internal budgeting.

Tax Exemption Handling

Support tax-exempt buyers through:

• Certificate storage in profiles.

• Real-time tax logic during checkout.

• Avalara/TaxJar integrations for compliance.

Common Challenges and Solutions

Technical Challenges

• Legacy System Integration: Many B2B companies still use older ERP or accounting platforms not built for eCommerce. Middleware platforms or custom APIs are often required to bridge the gap.

• Data Synchronization: Maintaining accurate pricing, inventory, and customer data across systems demands robust integration architecture and strong error-handling processes.

• Performance with Complex Pricing: Tiered discounts, contract pricing, and real-time inventory checks can slow down checkout. Solutions include caching strategies, optimized database design, and selective pre-calculation of pricing rules.

Process & Change Management Challenges

• User Adoption: Long-time customers may resist shifting from phone/email orders to digital checkout. Smooth onboarding, training resources, and proactive support are essential for adoption.

• Internal Workflow Changes: Implementing digital B2B checkout often requires adjustments to fulfilment, invoicing, and customer service processes. Success comes from aligning system changes with operational workflows.

• Stakeholder Alignment: B2B checkout touches multiple teams—sales, IT, accounting, and service. Early alignment and clear communication of benefits ensure smoother project execution and stronger buy-in.

Troubleshooting Common Issues

Cart Abandonment Issues

B2B cart abandonment is often caused by checkout complexity rather than price sensitivity. Research shows 39% of B2B buyers abandon carts because checkouts aren’t fast or simple enough.

• Solution: simplify forms, guest checkout, progress bars, live chat support.

• Result: A wholesale electronics firm cut abandonment by 45% by reducing checkout steps.

Payment Processing Delays

Complex workflows can frustrate customers and delay cash flow.

• Approval Bottlenecks - Automate approvals based on credit ratings and order values.

• Payment Mismatches - Use Shopify Functions to display only relevant options.

• Invoice Delays - Automate invoice generation with API integrations.

UX, Performance & Security Best Practices

• UX: progressive disclosure, smart defaults, mobile-first.

• Performance: minimize API calls, cache customer data, efficient queries.

• Security: PCI compliance, encryption, access controls, audit trails.

Implementation Strategies and Best Practices

Planning

• Survey customers to identify checkout pain points.

• Map current workflows for approval, invoicing, fulfillment.

• Prioritize high-impact features (net terms, PO capture).

Performance

• Minimize external API calls.

• Cache frequently accessed customer data.

• Use efficient queries for pricing.

• Implement strong error handling for payments.

Security & Compliance

• Maintain PCI compliance for payments.

• Encrypt all sensitive information.

• Apply strict access controls for account-specific data.

• Keep audit trails for high-value transactions.

Phased Rollout

• Core features: Net terms and PO capture.

• Advanced pricing and segmentation.

• ERP/accounting integrations.

• Approval workflows and automation.

Testing & Validation

• Test accounts with varied permissions.

• Run orders through full cycles.

• Validate ERP sync and edge cases (credit overages, approval rejections).

Measuring Success: Key KPIs

Conversion Metrics

• Checkout completion rate (abandonment vs successful orders)

• Average time from cart to completed order

• Mobile vs. desktop conversion rates

• Conversion differences between new and returning B2B customers

Order Value Metrics

• Average order value (B2B vs. B2C)

• Orders per B2B customer per month

• Revenue contribution per B2B account

• Repeat purchase rates and buying frequency

Operational Efficiency

• Percentage of orders requiring manual intervention

• Number of customer service inquiries tied to ordering issues

• Average order processing time from placement to fulfillment

• Payment collection efficiency, including invoice aging and overdue cycles

Optimization Strategies

Continuous Improvement

• Analyse checkout abandonment points monthly.

• Gather regular feedback from B2B customers.

• Run A/B tests on checkout flow changes to validate improvements.

• Monitor performance across different customer segments (by industry, order size, location).

Customer Success Indicators

• Growth in online ordering versus phone/email orders.

• Positive feedback on the ordering experience.

• Fewer service inquiries tied to ordering issues.

• Higher customer retention and long-term growth rates.

Future Trends in B2B Checkout

Emerging Technologies

• AI-Powered Personalization: Machine learning can analyse past ordering patterns to predict customer needs, recommend order quantities, and tailor the checkout journey for each account.

• Voice & Mobile Ordering: As more B2B buyers rely on mobile devices and voice assistants, checkout experiences must adapt to support natural, on-the-go ordering.

• Blockchain for Transparency: Some industries are experimenting with blockchain to provide enhanced order tracking, authenticity verification, and supply chain visibility.

Evolving Customer Expectations

• Consumer-Grade Experiences: B2B buyers increasingly expect the same speed and simplicity they enjoy in B2C shopping, driving demand for intuitive and streamlined checkout designs.

• Self-Service Preference: Today’s business buyers prefer self-service digital tools over manual interactions with sales reps, making advanced online ordering capabilities essential.

• Integration with Procurement Platforms: Large enterprises often require integration with procurement systems such as Ariba, Coupa, or Oracle iProcurement to align with internal purchasing workflows.

Frequently Asked Questions (FAQ)

1. Does Shopify support Net 30 payment terms for B2B customers?
   Yes. On Shopify Plus, you can assign net terms (e.g., Net 15, 30, 60) directly to company profiles, which then appear as payment options at checkout. For non-Plus plans, you’ll need third-party apps or draft order workflows to simulate net terms.

2. How do I add purchase order (PO) numbers to Shopify checkout?
   Shopify Plus allows you to use Checkout UI Extensions to add custom PO fields. These PO numbers can be stored in order metafields, displayed on invoices, and synced with ERP or accounting systems. On standard Shopify plans, PO capture usually requires apps or manual processes.

3. How do I add additional buyers and create an approval workflow for order placement in Shopify?
   Shopify Plus allows you to use customer account extensibility to add additional users and assign them custom roles which can help in automating order placement / approval workflow.

4. Can Shopify handle custom B2B pricing for different customers?
   Yes. With Shopify Plus, you can assign customer-specific price lists to companies. This supports contract pricing, volume-based discounts, and negotiated rates. On standard plans, custom pricing is usually managed through apps, draft orders, or customer tags.

5. How do I set up multi-level approval workflows in Shopify checkout?
   Shopify doesn’t provide this natively, but you can build workflows using Shopify Flow, Customer Account Extensibility, Checkout Extensions, and ERP integrations. For example, orders over a certain value can trigger an approval process via email or internal dashboards before fulfillment.

6. What are the biggest causes of B2B cart abandonment on Shopify?
   The most common reasons include overly complex checkout flows, missing payment terms, lack of PO fields, and unclear progress indicators. Streamlining checkout steps, offering guest checkout, and enabling live support can significantly reduce abandonment rates.

7. Can Shopify integrate with enterprise procurement platforms like Ariba or Coupa?
   Yes, but these require custom integrations or middleware (e.g., Boomi, Celigo). Many large enterprises mandate integration with procurement systems such as Ariba, Coupa, or Oracle iProcurement, and Shopify Plus provides the extensibility needed to support this.
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8. How much does Shopify B2B checkout customization cost?The cost varies significantly based on your approach and requirements. Basic B2B apps typically range from $29-199/month, while custom development can cost $10,000-50,000+ depending on complexity. Shopify Plus with native B2B features starts at $2,300/month. Consider the ROI from increased B2B sales and reduced manual order processing when evaluating costs.
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9. How long does it take to implement B2B checkout customization?
   Implementation timelines depend on complexity and approach. Basic B2B app setup can take 1-2 weeks, while comprehensive custom solutions may take 3-6 months. Factors affecting timeline include integration requirements with existing systems, custom pricing complexity, approval workflow needs, and testing/training requirements. Plan for iterative rollout rather than all-at-once implementation.

Conclusion

B2B buyers expect checkout experiences that reflect their procurement processes—not simplified consumer flows. By enabling net terms, PO capture, account-based ordering, and approval workflows, you align Shopify checkout with real-world business needs.

Shopify Plus provides the strongest foundation for these capabilities, but even standard plans can be extended with the right apps and configurations. With a phased approach, thorough testing, KPI tracking, continuous optimization, and attention to emerging trends, your Shopify store can evolve into a professional-grade B2B commerce platform—driving higher order values, stronger customer relationships, and sustainable wholesale growth.