B2B Commerce – Definition

Business-to-Business Commerce - E-commerce transactions conducted between businesses rather than between a business and individual consumers.

B2B commerce typically involves larger order volumes, complex pricing structures, and longer sales cycles than B2C. Salesforce Commerce Cloud provides specialized tools for B2B scenarios including account-based pricing, quote management, and bulk ordering capabilities. Content requirements differ significantly from B2C as well: B2B buyers expect detailed technical specifications, downloadable data sheets, certifications, and account-specific catalogs and pricing that must stay in sync with negotiated contracts. A B2B storefront often serves multiple stakeholders within a single buying organization — a procurement manager comparing prices, an engineer checking specifications, and a finance team verifying terms — each needing different content depth at different stages. Because B2B relationships are typically long-term, content accuracy carries higher stakes than in B2C: an outdated spec sheet or incorrect compliance claim can jeopardize a contract renewal, not just a single transaction. Salesforce B2C Commerce can be extended with B2B capabilities, but content teams still need workflows that support customer-group-specific content, multi-stage approval for regulated claims, and efficient management of large, frequently updated product catalogs without duplicating effort across every account segment.