So you're planning to build an e-commerce platform with an agency (or with OUR agency :) ? One of the most important decisions you'll have to make is choosing the right pricing model and payment terms. Whether you're targeting businesses (B2B) or individual consumers (B2C), it's really important to understand the differences between them. This will have a big impact on the architecture and user experience of your shop, as well as making communication with the development team much easier. In this guide, we'll break down the key differences and provide some great tips to help you choose the best approach for your e-commerce platform.

Pricing isn’t just about setting numbers; it’s a strategic decision that influences customer behavior, brand perception, and revenue. In e-commerce, the pricing model you choose dictates the platform’s structure, required integrations, and overall user experience. Here’s why:

If you’re planning to outsource development to an agency, it’s crucial to communicate your pricing requirements clearly. Let’s explore how B2B and B2C pricing models differ and what they mean for your e-commerce platform.

In B2B e-commerce, pricing is anything but straightforward. It involves dynamic, negotiated and customized pricing models that meet complex business requirements. Here's how:

Dynamic Pricing Models

B2B platforms use dynamic pricing that adapts to multiple factors:

• Customer segmentation: prices vary by customer category (e.g., wholesalers, distributors, or retailers). Different customer groups see unique prices based on negotiated contracts and purchase volumes.

• Order volume: bulk purchasing often triggers volume discounts, incentivizing larger orders. The more a customer buys, the lower the per-unit price.

• Contractual agreements: prices are customized based on pre-negotiated contracts with individual clients, ensuring consistency with agreed terms.

Development considerations:

• Custom pricing engines: B2B platforms require custom algorithms to calculate prices based on dynamic factors like volume, contracts, and discounts.

• ERP Integration: Integration with ERP systems is essential for accurate invoicing, contract management, and financial reporting.

Personalized quotes and negotiation

B2B transactions often involve price negotiation and customized quotes, especially for high-value or bulk orders. To support this, e-commerce platforms need:

• Quotation management systems: features that allow customers to request quotes, negotiate terms, and convert approved quotes into orders.

• Tiered pricing: Different price tiers for different customer groups, providing a personalized experience and encouraging loyalty.

Development considerations:

• Advanced pricing logic: platforms must support tiered pricing structures and flexible quote-to-order workflows.

• Multi-user account management: B2B buyers often involve multiple decision-makers, requiring account hierarchies and role-based access.

Flexible payment terms

Payment terms in B2B are highly flexible compared to B2C, reflecting the complexity of business transactions. Common practices include:

• Credit lines: B2B buyers often have credit accounts, enabling them to purchase goods and pay later. This requires integration with credit management systems for risk assessment and financial reporting.

• Net payment terms: payment schedules such as Net 30, Net 60, or Net 90 days, allowing businesses to manage cash flow efficiently.

• Purchase orders and invoicing: payments are made through purchase orders and invoicing cycles instead of immediate payments, making ERP integration critical

Development considerations:

• ERP and accounting Integration: seamless integration with ERP systems for accurate invoicing, credit management, and financial reporting.

• Flexible payment gateways: support for bank transfers, credit lines, and purchase orders with approval workflows.

B2C pricing is more straightforward but no less strategic. The focus is on appealing to individual consumers with transparent prices, easy payment methods, and attractive promotions. Here’s how it works:

Fixed pricing models

In B2C, prices are typically fixed and displayed upfront. This simplicity caters to the need for quick decision-making by individual consumers. Common practices include:

• MSRP (Manufacturer's Suggested Retail Price). Standardized pricing visible to all users.

• Discounts and promotions: flash sales, coupon codes, and seasonal discounts are frequently used to drive purchase urgency.

Development considerations:

• Promotional engines: platforms need built-in promotional engines for discounts, coupon codes, and limited-time offers. 

• Dynamic pricing integrations: integration with AI-driven dynamic pricing tools for personalized offers.

Transparent payment process

B2C payment is typically upfront, with consumers paying at the time of purchase using a variety of methods:

• Credit and debit cards: the most common method, requiring secure payment gateways for processing.

• Digital wallets and Buy Now, Pay Later (BNPL): options like Apple Pay, Google Pay, and BNPL solutions like Klarna and Afterpay cater to modern consumer preferences.

Development considerations:

• Payment gateway integration: secure and PCI-compliant payment gateways are essential for handling online transactions.

Multi-currency and localization support: important for international B2C stores to cater to global customers.

Sylius is a powerful and flexible open-source e-commerce platform built on Symfony, making it an excellent choice for both B2B and B2C businesses looking to implement advanced pricing models. Whether you’re dealing with complex B2B contracts and negotiated prices or dynamic B2C discounts and promotions, Sylius provides the customization and scalability needed to handle diverse pricing requirements. Here's why:

• With advanced customization options, stanardised integration with external systems (e.g. ERP) and support for complex discount rules, Sylius is perfect for enterprise-level B2B solutions.

• Its robust promotion engine and dynamic pricing capabilities make it ideal for competitive B2C markets.

• Built on Symfony, Sylius provides a modular and scalable architecture that allows businesses to adapt and grow without limitations.

• Its open-source nature opens the door to a wealth of plug-ins and extensions, supported by a vibrant community and extensive developer documentation.

• If open-source isn’t enough, Sylius Plus provides a premium B2B suite with features like pricing per organisation that can accelerate your project.

Whether you’re building a B2B platform with negotiated contracts and dynamic discounts or a B2C store with personalized offers and flash sales, Sylius provides the flexibility, scalability, and advanced pricing features needed for modern e-commerce success.

Need help choosing the right platform or more technical insights? Just ask!