The payment realm is changing, as a whole – even in a most complex environment like B2B. Check out the four B2B payment trends in 2022.
A B2B payment cycle is generally more complex than a regular B2C ecommerce transaction. Large-amount, high-volume, and often repeatable orders are a reality of most B2B transactions, but things are changing.
The B2B landscape has shifted considerably over the last few years, especially since the pandemic started in 2020. Technology has streamlined many processes, including payments between parties.
In Brazil, for instance, we’ve seen agribusiness and very traditional brick and mortar businesses transitioning from a typical B2B payment experience such as checks, wire transfers with high banking fees embedded, and even cash, into frictionless and more integrated real-time payments.
Pix, in less than two years of existence, has become a big star in the country. The instant payment solution has put Brazil on the international map, and the instant payment method was considered one of the most ground-breaking payment solutions of 2021. What at first was just a payment solution for small transactions is now taking over the B2B world as well.
Moreover, B2B buyers believe that it is important to have the same purchasing experience across all channels – in-store, sales, and online. So, what does this mean for B2B payment trends?
According to a study, 63.9% of B2B buyers expect to pay online, and 55.6% require multiple payment options – to the cross-border merchant operating in Brazil, we believe that four trends stand out and will likely be executed by leading merchants in 2022.
Partnership between parties
Three words: personalized experience and engagement. In the same way, B2C customers value a closer relationship and trust B2B buyers to ask for the same. That’s because B2B transactions are more complex than B2C, so the more financial institutions and payment service providers can provide a closer relationship and personalized experience to their B2B buyers, the better.
Frictionless alternative payments
Payments are becoming almost invisible. This tendency, which is already a reality in B2C transactions, is taking over B2B sales as well.
A McKinsey & Co. study reveals that 66% of B2B decision makers surveyed now believe that digital transactions are twice as important to customers than traditional sales interactions — an 18% increase from before COVID-19.
Customizable customer experience
Even in complex transactions such as in B2B, it is still possible to offer a customizable experience as a winning strategy for earning customer loyalty.
One example is offering recurring payments – if companies must pay their partners, suppliers and service providers on a recurring basis, setting up automatic billing cycles saves time and money. PagBrasil offers PagStream®, a solution that supports any monetization strategy and is perfectly adaptable for business models that work with recurring payments.
Large companies depend on many tools to keep their businesses up and running. But oftentimes, these tools aren’t integrated, and many organizations have several tools, for different operations, that don’t converge.
We expect to see in the near future, more and more systems and tools that allow integration and will streamline many of the complexities in B2B operations. Salesforce, the CRM giant, offers many products that integrate with its CRM, for example, Salesforce Commerce Cloud integrates CRM and e-commerce altogether.
The company has recently formed a partnership with PagBrasil to streamline B2B cross-border, which uses their CRM and their ecommerce solution in Brazil.