Selling to businesses online is no longer an optional extra – it is a competitive necessity. But if you have been running a consumer-facing online store, the shift to B2B can feel like stepping into an entirely different world. The buying process, features, integrations, and even the customer experience need to be tailored to the way businesses purchase products.
Shopify is one of the most versatile eCommerce platforms in the world, used by everyone from the small coffee roastery down the road to one of Australia’s largest retailers, JB Hi-Fi. This scalability makes it a compelling choice for businesses of all sizes – and with Shopify Plus, it can also power complex, high-volume B2B operations.
But is it right for you? And do you really need Shopify Plus, or can Shopify’s regular plans do the job?
Let’s break it down.
Why a B2B Online Store is Different from a Retail/Consumer Store
While both B2B and retail (B2C) aim to sell products online, the buyer journey and expectations differ significantly:
- Complex Pricing Models – B2B buyers often expect tiered pricing, volume discounts, and negotiated rates rather than a one-size-fits-all price.
- Account-Based Purchasing – Business customers typically have accounts with agreed terms, payment methods, and pre-approved product access.
- Bulk Orders – B2B orders are usually larger, and the checkout process needs to make bulk purchasing fast and efficient.
- Purchase Approval Workflows – Many companies require purchase orders or internal approval before buying, which means your store may need to integrate with procurement systems.
- Repeat Orders and Long-Term Relationships – B2B customers buy in cycles, and they expect tools like quick reordering, saved carts, and contract pricing.
In short – while B2C is all about enticing impulse purchases, B2B is about building a reliable, seamless purchasing environment for long-term clients.
Key Features to Factor Into a B2B Shopify Store
Whether you are building on Shopify Basic, Advanced, or Plus, here are features worth considering:
- Custom Pricing & Catalogues – Show different products or prices depending on the customer’s account type.
- Volume Discounts & Tiered Pricing – Automatically adjust pricing based on quantities.
- Quick Order Forms – Allow customers to search and add multiple SKUs quickly without browsing category pages.
- Payment Terms – Offer net 30/60 invoicing options instead of upfront payment only.
- Multi-Location Inventory – Display inventory from warehouses closest to your B2B customers for faster delivery.
- Integration with ERP or Accounting Systems – Sync orders, customers, and inventory with tools like NetSuite, MYOB, or Xero.
- Custom Checkout Fields – Capture PO numbers, tax IDs, or delivery instructions during checkout.
- Advanced Analytics – Understand purchasing patterns and predict future demand.
When to Upgrade to Shopify Plus
Shopify Plus becomes more attractive if you:
- Are doing high-volume sales (often $1M+ annually) and need a platform that can scale without breaking under pressure.
- Require B2B features at scale, such as personalised pricing for hundreds of accounts.
- Need advanced API access to integrate deeply with ERP, CRM, and fulfilment systems.
- Want to automate workflows using Shopify Flow (e.g., auto-assigning accounts to specific sales reps).
- Plan to expand internationally with multiple storefronts and currencies.
- Need dedicated account management from Shopify for growth and troubleshooting.
Can Shopify Basic, Grow, or Advanced Handle B2B?
For smaller wholesale operations or mixed B2B/B2C businesses, Shopify’s non-Plus plans can still be viable – with the right apps and customisation.
You could use apps for:
- Tiered pricing
- Wholesale order forms
- Customer group segmentation
- Draft order invoicing
However, as your B2B business grows, the complexity of managing multiple apps, workarounds, and manual processes often becomes inefficient. That’s usually the tipping point where Shopify Plus starts to pay for itself.
Shopify Plans Compared for B2B Features
| Feature / Capability | Basic / Grow | Advanced | Shopify Plus |
|---|---|---|---|
| Custom Pricing for B2B Customers | Via third-party apps | Via third-party apps | Built-in wholesale channel with personalised price lists |
| Customer-Specific Catalogues | Via third-party apps | Via third-party apps | Native feature, assign products per customer |
| Volume Discounts & Tiered Pricing | Apps required | Apps required | Built-in, scalable pricing rules |
| Quick Order Forms | Apps required | Apps required | Native quick order tools |
| Payment Terms (Net 30/60) | Manual invoicing | Draft orders or invoicing apps | Built-in with automation |
| Integration with ERP/CRM Systems | Limited API calls | Higher API call limits | Unlimited API calls and dedicated API support |
| Automation (Order Routing, Account Approvals) | Not available | Limited | Shopify Flow automation workflows |
| Multi-Storefront Management | One store only | One store only | Multiple storefronts with centralised control |
| Advanced Analytics | Standard reports | Advanced reports | Enterprise-level analytics and custom reporting |
| Dedicated Account Manager | No | No | Yes, direct Shopify support and launch engineer |
| Cost (AUD) | $56–$105/month | $399/month | From ~$2,000/month |
Other Considerations for B2B Success
- Mobile Experience Still Matters – Even though B2B orders are often made from desktops, decision-makers increasingly research and approve purchases from mobile devices.
- Content & Education – Use your store to host product manuals, training videos, and case studies that support buying decisions.
- Self-Service Tools – Let customers check order history, invoices, and shipment tracking without calling your team.
- Personalised Portals – The more you make each customer feel like the store is designed for them, the more loyalty you build.
Final Thoughts and Next Steps
B2B eCommerce is booming, and the right platform can be a powerful growth engine for your wholesale business. Shopify Basic, Grow, and Advanced can work for leaner B2B setups, but if you are aiming for scale, automation, and deeply integrated operations, Shopify Plus will give you the flexibility and efficiency you need.
The beauty of Shopify is its scalability – whether you are a small local coffee roastery or a national retail powerhouse like JB Hi-Fi, the platform can adapt to your needs and grow with your business.
Free Shopify Consultation with OSKY
As a certified Shopify Partner, OSKY has helped businesses across Australia design, build, and optimise their online stores for both B2C and B2B success. If you are unsure which Shopify plan is right for your business – or whether Shopify Plus is worth the investment – we offer a free consultation to assess your requirements and recommend the best solution.
📞Get in touch today to book your free consultation and start your journey to a better, more profitable online store.
