The term ‘B2B’ covers everything related to goods and services transacted directly between businesses.
It directly or indirectly underpins most commerce. It is required in companies’ supply chains (between manufacturers, wholesalers and retailers), production cycles and day-to-day running (accountancy and other professional services).
A B2B marketplace (sometimes called B2B portal, B2B trading platform or B2B directory) is a third-party digital platform that facilitates commercial exchanges between member businesses.
It is usually a website, software, or online directory that both sellers and consumers use as a kind of b2b retail platform. They connect to make secure business deals with payments processing services and shipping logistics all on one platform.
Long gone are the days of B2B marketplaces acting as “matchmaking” sites, where actual transactions happen offline later.
Businesses often offer one another unique B2B features such as paying by invoice and automated supply chains.
In B2B marketplaces, these transactions are done effectively in one place. This enables companies to capitalize on B2B sales trends without first negotiating multiple business deals.
A B2B marketplace also has an entirely different target audience than a B2C eCommerce marketplace. These platforms vary in scale, with niche marketplaces seeing a boom in recent years.
A B2B marketplace platform is software that lets businesses sell products or services to other businesses through one shared online store. It supports many sellers, many buyers, and business rules like RFQs, contract pricing, and approval workflows. It is meant for bulk and repeat buying, not retail-style checkout.
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A B2B marketplace works by listing products or services from one or more sellers, then letting buyers search, compare, request quotes, and place orders under their company terms. Buyers may need internal approvals, while sellers manage catalogs, pricing, and fulfilment. The platform tracks the quote-to-cash flow so orders move to invoice with fewer manual steps.
A B2B marketplace platform should include RFQ and quote flows, account-based pricing, bulk ordering, and approval workflows. It should also support usage-based billing, recurring billing, proration billing, and multi-currency tax rules for subscriptions. For channel-led growth, it needs multi-tier distribution support and partner commission automation.
Building a B2B marketplace platform gives full control but often takes many months and ongoing engineering time for pricing, billing, and partner rules. Buying a ready platform is faster, brings proven RFQ, billing, and channel features, and lowers delivery risk. Most firms buy when speed and billing accuracy matter now, and build only when they have a rare model and a long runway.
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