Salesforce B2B Commerce guide
A practical guide to Salesforce B2B Commerce: self-service buying for business customers, multi-cart collaboration, headless APIs and planning advice.
B2B Commerce is the business-to-business part of Salesforce Commerce Cloud. It gives business customers a self-service way to find products, see their negotiated prices, reorder and track orders, without phoning a sales rep for every purchase. Salesforce also positions it for direct-to-consumer (D2C) selling by brands that traditionally sold through partners.
What it is for
B2B buying is different from consumer shopping. Buyers often work for an account with contract pricing, approval rules and several people involved in one purchase. B2B Commerce is built for these patterns, and because it works with your Salesforce account data, sales and service teams can see what customers order online.
Core capabilities
B2B Commerce capabilities
| Capability | What it does | Release noted by Salesforce |
|---|---|---|
| Account-based buying | Buyers purchase on behalf of their company account | Core |
| Multi-cart collaboration | Several carts and collaboration on purchases | Winter '27 |
| Headless commerce APIs | Build your own front end or embed commerce elsewhere | Core; Headless Commerce GA as part of Headless 360 (August 2026) |
| D2C selling | Sell direct to consumers from the same platform | Core |
| Agentic Commerce Search | AI-driven search for Shopper Agent customers | Winter '27 |
| Unified omnichannel inventory | One view of stock across channels | Winter '27 |
How it connects with other Salesforce products
- Sales Cloud shares accounts and contacts, so reps see online orders and can step in on large deals.
- Revenue Cloud handles complex pricing, contracts and renewals where self-service is not enough.
- Order Management manages fulfilment, returns and order service.
- Service Cloud gives support agents order history.
- ERP usually remains the source for pricing, stock and invoicing, so integration is central.
Who it suits
Manufacturers, distributors and wholesalers with repeat buyers, large catalogues and account-specific pricing. Our manufacturing and consumer goods pages describe typical scenarios.
Planning an implementation
- Pricing source. Decide where contract prices come from and how often they sync.
- Account and buyer model. Agree how buyer accounts, users, permissions and approvals work.
- Catalogue scope. Choose which products go online first; a smaller, accurate catalogue beats a large, messy one.
- ERP integration. Map orders, stock, invoices and credit limits.
- Front end. Decide whether to use Salesforce's storefront tooling or a headless approach with the commerce APIs.
Common mistakes
- Launching before contract pricing is reliable, which quickly erodes buyer trust.
- Ignoring the sales team, who may see self-service as a threat to their accounts.
- Copying the consumer checkout instead of designing for approvals and purchase orders.
- Weak error handling on ERP sync; see our integration error handling article.
How GeekMidst can help
We can help you design the account and pricing model through Salesforce CRM consulting, build ERP connections with our integration services, and develop custom buyer experiences with Lightning Web Components.
Questions we hear
What is the difference between B2B and B2C Commerce?
Can we use our own front end?
What is multi-cart collaboration?
Does B2B Commerce replace our ERP?
Related reading
B2C Commerce guide
Consumer storefronts on Commerce Cloud
→Revenue Cloud guide
Complex pricing, quoting and billing
→Integration middleware vs point-to-point
Choosing an integration style
→Manufacturing on Salesforce
Patterns for manufacturers
→B2B reorder portal blueprint
Commerce and Experience Cloud together
→Sources
Moving business buyers online?
Tell us about your pricing, catalogue and ERP, and we will help you plan a realistic first release.
