I’ve been working with Shopify stores for years, and one of the most game-changing features I’ve implemented recently is Shopify B2B. It completely transformed how my clients handle business-to-business sales. If you’re still managing B2B orders manually or struggling with custom pricing for different companies, this guide will walk you through exactly how I set up B2B features that actually work.
Key Features You’ll Master
- Company Management: Organize all your business customers in one place
- Custom Price Lists: Set different pricing tiers for different companies
- Flexible Payment Terms: Offer net 30, net 60, or custom payment schedules
- Streamlined Checkout: Simplified ordering process for business customers
- Order Management: Track and manage B2B orders separately from retail
Setting Up Your Company Database
The foundation of Shopify B2B is your company database. I always start here because everything else builds on this setup.
Navigate to Customers > Companies in your Shopify admin. This is where you’ll manage all your business relationships.
Adding Your First Company
When creating a new company, I focus on these essential details:
Basic Information
- Company name (obviously)
- Internal ID number (I use this for accounting integration - totally optional but super helpful)
Main Contact Assignment
You can either select an existing customer or create a new one right here. I prefer creating new contacts because it keeps B2B and retail customers separate in my system.
Shipping Location
This is crucial - enter the exact address where products will be shipped. I always include an attention field if there’s a specific person who handles receiving at that company.
Payment Terms Setup
Here’s where B2B gets interesting. You can set:
- Net 30 (30 days to pay)
- Net 60 (60 days to pay)
- No terms (immediate payment required)
Most of my B2B clients use net 30, but I’ve seen everything from net 15 to net 90 depending on the industry.
Tax Exemption Handling
Many B2B customers have tax exemptions. Enter their tax ID number and select their state/region for exemption status.
Creating Custom Price Lists
Price lists are where the real B2B magic happens. I typically create tiered pricing systems that reward larger customers with better discounts.
Setting Up Price Tiers
Go to Products > Price Lists and click Create.
I usually start with something like this:
- Bronze Tier: 10% discount
- Gold Tier: 30% discount
For each price list:
- Give it a descriptive name
- Set the percentage adjustment (decrease for discounts)
- Assign companies to the list
Managing Individual Product Pricing
Sometimes you need to override the general discount for specific products. Click Manage on any price list to see all products with their adjusted prices.
| Product | Original Price | Gold Tier (30% off) | Custom Override |
|---|---|---|---|
| Running Shoes | $100 | $70 | $65 (fixed price) |
| T-Shirt | $25 | $17.50 | Standard discount |
| Jacket | $80 | $56 | Standard discount |
You can set fixed prices for individual products that override the percentage discount. I use this for products with different margin structures.
Configuring Customer Account Settings
Here’s something that caught me off guard initially - you need to switch to Shopify’s new customer account system to use B2B features.
Go to Settings > Checkout and Account and scroll to Customer Accounts.
Important: Classic customer accounts don’t support B2B features. You must switch to “New customer accounts” for B2B to work.
The new system uses email-based login with verification codes instead of passwords. It’s actually more secure, though it takes some getting used to.
How B2B Customers Experience Your Store
Let me walk you through what your B2B customers see when they shop.
Login Process
Instead of email + password, customers:
- Enter their email address
- Receive a verification code via email
- Enter the code to access their account
Pricing Display
Once logged in, customers immediately see their custom pricing throughout the store. If they’re on the Gold Tier with 30% off, every product displays the discounted price.
Streamlined Checkout
The checkout process is simplified for B2B:
- Shipping address auto-populates from company settings
- No credit card fields appear (since they’re on payment terms)
- Order confirmation shows payment due date
graph TD
A[Customer Logs In] --> B[Sees Custom Pricing]
B --> C[Adds Products to Cart]
C --> D[Checkout Process]
D --> E[Auto-filled Shipping]
D --> F[Payment Terms Applied]
E --> G[Order Submitted]
F --> G
G --> H[Payment Due Later]
Managing B2B Orders and Payments
B2B orders appear in your regular Orders section but with “Payment Pending” status. This is normal - it means the customer is on payment terms.
Payment Collection Options
When it’s time to collect payment, you have several options:
Option 1: Collect Payment in Shopify
- Click “Collect Payment” on the order
- Enter credit card details (if customer provides over phone)
- Process payment directly
Option 2: Mark as Paid
- Use this if you collect payment outside Shopify
- Good for check payments or bank transfers
Option 3: Send Invoice
- Shopify emails an invoice link to the customer
- Customer can pay online when ready
Creating Orders for Customers
I love this feature - you can create orders directly for B2B customers from their company page. Click Create Order and you’ll jump into a draft order with all their information pre-filled:
- Shipping address
- Payment terms
- Custom pricing automatically applied
Advanced B2B Features
Reorder Functionality
B2B customers often place repeat orders. The “Buy Again” button on previous orders automatically adds those products to the cart - a huge time-saver for regular orders.
Customer Permissions
You can assign different roles to company contacts:
- Administrator: Full access to company account
- Ordering Only: Can place orders but can’t modify company settings
Company Overview Dashboard
Each company gets a dedicated overview page showing:
- All associated customers
- Order history
- Payment status
- Applied price lists
This gives you a complete view of your relationship with each business customer.
Practical Implementation Tips
Start Small: Begin with 2-3 companies and one price list to test the system before rolling out widely.
Price List Strategy: I recommend creating price lists based on purchase volume or customer tier rather than individual companies. It’s easier to manage.
Payment Terms: Be conservative with payment terms initially. You can always extend them later once you establish trust.
Training: Make sure your team understands the new customer account system before launch. The login process is different and customers will have questions.
Common Setup Mistakes to Avoid
- Forgetting to switch to new customer accounts - B2B won’t work with classic accounts
- Creating too many specific price lists - Start with broad tiers and refine later
- Not setting up tax exemptions properly - Many B2B customers expect tax-free transactions
- Overlooking shipping restrictions - Some companies can only ship to specific addresses
FAQ
Do I need a special Shopify plan for B2B features?
Shopify B2B is available on Shopify Plus plans. If you’re on a standard plan, you’ll need to upgrade to access these features.
Can customers still pay immediately if they want to?
Yes, even with payment terms set up, customers can choose to pay immediately at checkout if they prefer.
How do I handle returns for B2B orders?
B2B returns work the same as regular returns through Shopify’s standard return process. The refund will adjust the payment terms accordingly.
Can I set different payment terms for different orders from the same company?
Absolutely. While companies have default payment terms, you can override them for individual orders during creation.
What happens if a B2B customer doesn’t pay on time?
Shopify doesn’t automatically handle collections. You’ll need to follow up manually or use third-party tools for automated payment reminders.
Setting up Shopify B2B features properly transforms how you handle business customers. The initial setup takes some time, but once it’s running, both you and your B2B customers will wonder how you ever managed without it. Start with the company database, create your first price list, and test the entire flow with a friendly business customer before going live with everyone.