In 2025, business owners in B2B e-commerce are enjoying an optimistic outlook. The market is booming, with total global B2B e-commerce sales reaching US$7.7 trillion at the start of the year, according to the B2B eCommerce Association – more than double those in B2C e-commerce. Moreover, this strong market growth is set to continue. Research from software firm Forbytes shows that by 2028 the value of the global B2B e-commerce market could reach nearly US$57 trillion, up from just over US$26 trillion in 2023.
In this environment, business owners may be tempted to sit back and rest on their laurels. As e-commerce expands and more B2B buyers move online, there could be an assumption that sales will simply continue to improve, leading to increasing revenues, without businesses having to adapt their traditional B2B models.
But the dynamics of the market are more complicated. Today, B2B e-commerce buyers expect the same seamless experiences that have become standard in B2C e-commerce. Meanwhile, B2B companies are innovating – investing in new technology and experimenting with different models. For businesses, choosing not to adapt nor embrace change could result in losing customers and market share to your competitors.
This is why offering flexible payment options is now essential for B2B e-commerce businesses. With solutions like deferred payments and instalment plans, you can boost sales conversion rates, increase average order values, and strengthen relationships with your customers over the long-term.
B2B buyer behavior is shifting. As more countries embrace digitalization and internet usage increases, more businesses around the world are turning towards online platforms for trade – driving e-commerce activities globally. The Asia-Pacific region, for instance, now holds a 78% share of the global B2B e-commerce market, according to Forbytes, due in part to the digital boom in countries like China and India.
Increasing mobile device usage is another reason why more business buyers are turning to e-commerce. Roughly 80% of B2B buyers now use their smartphones to research and make purchases, while 77% use some form of digital platform.
These behavioral shifts have come with changing expectations. Today, B2B buyers emphasize factors like faster payments, transparent transactions, and flexible terms when making purchases online – much like their B2C counterparts. Last year, data published by eCommerceNews showed that the vast majority – 82% – of B2B buyers consider access to flexible terms an important factor when choosing a B2B supplier.
Flexible payment terms, such as net 30-day terms, instalment plans, or Buy Now Pay Later (BNPL) options, aren’t just nice-to-haves in B2B e-commerce anymore; they’re now crucial for buyers looking to make purchasing decisions. For most businesses, and especially small and medium-sized enterprises, managing cash flow is a constant challenge. Often, tight budgets and restrictive approval processes make it difficult to invest, and even the most essential products and services can be hard to procure.
By easing upfront cost pressures, flexible payment options hand power back to buyers, letting them act faster and commit to larger purchase orders that are more typical in B2B. Not only does this shorten the sales cycle for B2B sellers and improve their cash position, but it also encourages repeat purchases. Just as consumers expect smooth and secure experiences at checkout in B2C e-commerce, B2B buyers now also expect these same seamless transactions, with tailored and flexible payment options to help ease their purchasing decisions.
Offering flexible payments isn’t just about meeting B2B buyer expectations – they deliver measurable results for sellers too. Reducing friction at checkout with options like BNPL or instalment plans can dramatically boost e-commerce sales. In fact, in a recent study, Allianz Trade found that B2B e-commerce sellers offering BNPL have seen a 40% increase in sales conversion rates.
Flexible payments can also have an impact on order size, with customers typically placing larger orders when given the ability to spread payment costs over time. In a survey, Allianz Trade found that B2B e-commerce sellers offering credit financing have seen a 60% average increase in order sizes, with 62% of B2B buyers reporting a willingness to spend over US$47,000 via digital channels.
Just as importantly, card abandonment rates are reduced when flexible payment terms are offered. Nearly two-thirds (29%) of B2B buyers said that they’ve walked away from an online purchase due to a lack of payment options, showing that offering flexible terms can be a powerful driver of growth for B2B e-commerce businesses.
More than simply increasing sales and converting customers in the short-term, flexible payments help to strengthen relationships with B2B buyers over time. In a competitive B2B e-commerce landscape where switching suppliers is easy, flexible payments become an important differentiator. Offering flexible payments shows that you understand the financial pressures your customers are facing, and that your business can help them with these challenges – meeting them where they are.
In this way, B2B sellers can transform a one-time transaction with a buyer into a potentially long-term trading partnership. When customers can rely on you to provide convenient and tailored payment options, it builds trust with your brand and encourages them to return. Forbytes’ research finds that 86% of B2B buyers report higher levels of satisfaction when flexible payment options are available.
Businesses have more choice than ever when it comes to payment providers. But if you’re a B2B e-commerce seller looking to leverage flexible payments to grow your business, choosing the right tool can be the difference between success and failure. It’s important to ensure a smooth transition when integrating flexible payment options and to limit any disruption to your existing e-commerce activities. It’s also crucial to minimize non-payment risks with robust anti-fraud protections, and by automating customer creditworthiness checks.
Allianz Trade pay delivers on every aspect. It lets B2B e-commerce sellers integrate flexible payment options directly at checkout, supported by real-time credit decisions and our expertise as a global leader in trade credit insurance. For B2B buyers, Allianz Trade pay means greater purchasing power without the restrictions of time or resources. Meanwhile, for sellers, it ensures faster customer onboarding, fewer abandoned carts, and improved sales – all while guaranteeing the security of both your transactions and cash flow.
Flexible payments are no longer a nice-to-have in B2B e-commerce; they’re essential for driving growth. As the market continues to grow, buyer expectations are evolving fast. Your customers now want seamless digital transactions, with the option to pay flexibly, and over time, if required.
Allianz Trade pay can help your business meet these evolving buyer expectations. Not only can you boost sales and increase your order values – you can also build long-term customer loyalty, which, in the fast-changing B2B e-commerce market, is your ultimate competitive advantage.