The key decision criteria for your B2B online shop based on Shopware
Manufacturers and wholesalers today face the challenge of digitalizing their sales structures. While e-commerce is well-established in the B2C sector, the B2B sector often lags behind. However, business customers' expectations have changed: They now expect the same ease of use and functionality they're familiar with from private online shopping – but with additional B2B-specific features.
Shopware has become a powerful e-commerce platform in the B2B sector. But is it truly the right choice for your business? This article outlines the 12 critical requirements you should evaluate before choosing Shopware as your B2B platform.
Why B2B e-commerce has special requirements
Unlike B2C, B2B is not about spontaneous single purchases but involves complex procurement processes. Business customers expect individualized pricing, tailored assortments, and specific ordering processes. A standard shop solution usually isn't sufficient here.
Choosing the right shop system is thus of strategic importance. Shopware, with its B2B extensions, offers many possibilities – but do they truly meet all your specific requirements?
The 12 critical B2B requirements for Shopware
1. Customer-specific pricing
Uniform prices are the exception in the B2B sector. Instead, your customers expect:
Net prices with automatic tax calculation
Price lists specific to customer groups
Consideration of framework agreements
Depiction of special conditions and discounts
Shopware Check: The basic version already provides simple customer group prices. However, for more complex pricing structures, you'll need extensions like the B2B Suite plugin or custom adaptations. Carefully assess whether your pricing models can be implemented without extensive programming.
2. Assortments per customer or customer group
B2B customers expect tailored product catalogs:
Customer-specific assortments and catalogs
Restriction of visibility for certain products
Regional assortment control
Brand approvals for specific dealers
Shopware Check: The Customer Streams feature and appropriate B2B extensions enable customer-specific assortments. However, complexity increases with the number of customer groups and assortment variants. Pay particular attention to performance in this area.
3. Roles and permissions in customer accounts
B2B purchasing processes are often multi-level:
Different user roles (purchaser, approver, administrator)
Approval processes for orders
Management of multiple locations within one customer account
Budget limits for individual users or departments
Shopware Check: The standard Shopware version offers little functionality in this regard. B2B plugins can expand these features, but you should precisely determine whether the offered role concepts fit your internal processes. Often, custom adaptations are necessary here.
4. Quick and repeat orders
Efficiency is crucial in B2B purchasing:
Direct entry of item numbers (SKUs)
Upload of order lists (CSV, Excel)
Saveable order lists for recurring orders
One-click reorders of previous purchases
Shopware Check: Basic functions like quick ordering are included in B2B extensions. However, more complex requirements, such as importing order lists from ERP systems, often require custom development.
5. Quotation process and inquiry function
Many B2B transactions start with a quote:
Inquiry function instead of direct purchase
Creating quotes as PDFs
Digital quote acceptance in the portal
Versioning of quotes
Shopware Check: Shopware is inherently designed for direct purchases. For real quotation processes, you'll need special B2B extensions or custom developments. Verify if the solutions offered correctly reflect your sales process.
6. ERP integration as a requirement
Seamless integration with your ERP system is crucial:
Real-time availability display
Current delivery times
Synchronization of prices and conditions
Digital documents and order status
Returns management
Shopware Check: Shopware offers various interfaces and APIs for ERP integration. However, the quality of the integration depends heavily on the ERP system used. For standard systems like SAP, Microsoft Dynamics, or JTL, there are standard connectors, while others may require custom development.
7. Complexity of product data
B2B products often require detailed explanations:
Complex product variants
Extensive technical attributes
Spare parts management
Technical documents and downloads
CAD files and 3D models
Shopware Check: Shopware provides a flexible product data model that can be well extended. The challenge usually lies not in the shop system itself but in the quality and structure of your existing product data. A Product Information Management (PIM) system can be beneficial here.
8. Custom shipping and delivery logic
B2B deliveries adhere to different rules than B2C shipments:
Management of partial deliveries
Freight forwarding and pallet transport
Consideration of Incoterms
Bookable delivery windows
Pickup options at warehouse
Shopware Check: The standard shipping options in Shopware are more B2C-oriented. For more complex B2B logistics requirements, extensions or custom developments are necessary. Integration with freight forwarding logistics, in particular, often requires specialist development.
9. Digital provision of documents
B2B customers expect access to all relevant documents:
Central download area for documents
Search function for invoices and delivery notes
Repeat invoices for subscriptions
E-invoice compatibility (ZUGFeRD, XRechnung)
Shopware Check: Document management in Shopware is fundamentally available but needs to be extended for professional B2B requirements. Particularly the support for e-invoice standards often requires additional development.
10. Multilingual and international markets
Global B2B companies require:
Multilingual shop interfaces
Currency conversion and local payment methods
Country-specific tax rules
Adaptation of assortments by region
Shopware Check: Shopware offers good basic functions for international shops. The challenge usually lies in maintaining content and accurately reflecting the tax and legal regulations of different countries.
11. SEO and content in the B2B context
Visibility is crucial even in B2B:
Technical SEO optimization
Specific landing pages for product groups
Indexing despite closed areas
Professional content for complex products
Shopware Check: Shopware offers good SEO basic functions. The special challenge in B2B lies in balancing between a protected customer area (login) and the need to be found by search engines. Thoughtful concepts are required here.
12. Operations, security, and scalability
A professional B2B shop requires:
Regular updates and maintenance
High performance even at peak loads
Well-planned permission concept
Audit log for security checks
Professional hosting with scalability options
Shopware Check: Shopware is generally a robust platform. However, the quality of implementation and hosting is crucial. Particularly with a high load due to many simultaneous B2B users or very large product catalogs, performance should be tested in advance.
Conclusion: Is Shopware the right choice for your B2B shop?
Shopware provides a solid foundation for B2B e-commerce but requires extensions and custom adaptations depending on the requirement profile. The decision should be based on your specific business processes.
Remember, a B2B shop is not a one-time investment but a strategic project that must be continuously developed. The initial costs for a customized solution will pay off in the long run through higher efficiency and customer satisfaction.
Our recommendation:
Create a detailed requirement profile based on the 12 mentioned criteria
Prioritize the requirements (Must-have vs. Nice-to-have)
Request demonstrations of different solutions with Shopware
Involve your ERP team early in the planning
Plan for not only the initial implementation but also the ongoing operation
FAQ: Common questions about Shopware in B2B use
Can Shopware handle very large product catalogs with hundreds of thousands of SKUs?
Generally, yes, but performance heavily depends on server infrastructure and shop optimization. For around 100,000 products, special performance optimization measures should be taken, such as caching strategies and possibly the use of Elasticsearch.
How complex is the integration of Shopware with our existing ERP system?
The complexity varies depending on the ERP system. For common systems, there are ready-made connectors that take much of the work off your hands. With older or highly customized ERP systems, integration can be more complex. A clean data structure in the ERP system is crucial.
What B2B functions does Shopware offer as standard, and which need to be purchased?
The standard version of Shopware already offers customer group prices and simple user accounts. For comprehensive B2B functionality like approval processes, budget management, or complex pricing models, you will need either the official Shopware B2B Suite plugin or third-party solutions.
What are the typical costs for a Shopware B2B shop?
Costs vary greatly depending on requirements. For a mid-sized B2B shop with basic functions, you should expect a mid-five-figure amount for the initial implementation. For more complex requirements or extensive integrations, costs can also rise into the six-figure range. Additionally, there are ongoing costs for hosting, maintenance, and further development.
Is Shopware Cloud (SaaS) suitable for B2B applications?
While Shopware Cloud (SaaS) offers advantages in terms of maintenance and updates, it is limited in its adaptability. For more complex B2B requirements, the self-hosted Shopware version is usually the better choice as it offers more freedom for individual adjustments.
Do you want to determine if Shopware is the right platform for your specific B2B needs? Contact us for a non-binding consultation. As an experienced e-commerce partner for the B2B mid-market, we help you make the right decision and successfully build your digital sales.
