BNPL benefits for merchants and marketplaces abound for B2B operations.
Which companies find advantages from offering their customers a B2B Buy Now, Pay Later service? Find out below – there are many reasons to use a delayed payment terms solution.
We’ve captured 12 B2B BNPL use cases below. Does your company fit any of them? Can you see the advantages of a pay later offer?
Here is our list of 12 BNPL use cases:
SME with a B2B e-commerce store wanting to offer payment terms
Problem: A growing SME with an annual turnover of $20M runs a B2B e-commerce store selling products to other businesses. Many potential buyers want net terms but the SME lacks the infrastructure to manage credit risk, collections, and financing.
Solution: A BNPL service allows the SME to offer net terms at checkout instantly, without needing to assess buyer risk or chase payments. This increases conversions, attracts larger customers, and helps the SME scale faster without tying up cash flow.
Cross-border trade enablement
Problem: International buyers often struggle with financing due to currency differences, high bank fees, and difficulty accessing credit in foreign markets.
Solution: A BNPL service provides instant access to net terms. It reduces friction in global transactions. It helps suppliers get paid upfront while buyers have time to generate revenue before paying the BNPL company.
B2B marketplaces increasing GMV and seller conversions
Problem: Cart abandonment is real! So, too, are low order values because many buyers lack immediate funds to place large orders. Many B2B marketplaces struggle with low conversion rates because buyers lack working capital to place large orders. And, the marketplace and/or sellers hesitate to offer net terms due to credit risk.
Solution: Offering BNPL at checkout gives buyers instant net terms, increasing order sizes and marketplace Gross Merchandise Value (GMV). Sellers receive immediate payment, reducing their financial risk. This increases order sizes, reduces friction, and makes the marketplace more competitive.
Manufacturers selling direct to businesses online
Problem: More manufacturers are shifting to direct-to-business (D2B) sales via their own e-commerce platforms, but many buyers expect traditional net terms, making it difficult to compete with established distributors.
Solution: BNPL allows manufacturers to provide net terms without requiring internal credit management. Buyers complete larger transactions with greater confidence, while manufacturers receive immediate payment.
Distributor serving a large customer base with cash flow constraints
Problem: A distributor supplies thousands of SMEs, but many of them face cash flow challenges and hesitate to place big orders. The distributor doesn’t have the resources to underwrite credit and extend terms to every customer.
Solution: BNPL enables the distributor to offer net terms without assuming the risk. Buyers can purchase more, improving loyalty and order frequency, while the distributor maintains steady cash flow.
SaaS and subscription-based services for SMEs
Problem: Or, a SaaS company sells high-ticket annual subscriptions but faces resistance from potential customers who prefer to spread payments over time. Some SMEs hesitate to commit to annual software subscriptions due to high upfront costs. Monthly plans are an option, but they create revenue leakage and increase churn risk.
Solution: Some BNPL services enable these businesses to break down large SaaS payments into manageable installments. This makes it easier for them to adopt new technology while ensuring SaaS providers receive full payments upfront. The SaaS company improves cash flow, retention, and increase new customers.
B2B service provider managing large client invoices
Problem: A professional services firm (e.g., marketing, consulting, legal) issues large invoices but experiences delayed payments, leading to cash flow strain. Offering flexible terms from their own treasury is risky and hard to manage.
Solution: BNPL enables clients to split invoices into manageable payments while ensuring the service provider gets paid immediately, reducing payment delays and disputes.
Wholesaler expanding into new buyer segments
Problem: A wholesaler wants to attract new types of buyers (e.g., small businesses, startups, or international customers) but struggles because these customers lack upfront capital.
Solution: BNPL removes the cash flow barrier for new customers, making it easier for them to start buying, while the wholesaler secures payments without added risk.
Wholesale suppliers expanding to smaller buyers
Problem: Many wholesalers struggle to sell to SME retailers because these buyers lack the cash flow to make large upfront purchases. Perhaps they demand the buyers pay upfront for the first several transactions as they build trust. Offering traditional net terms may require in-house credit management – and a bucket full of risk!
Solution: A BNPL service creates trust from the get-go. It allows wholesalers to offer net terms at checkout without taking on credit risk. Small retailers can buy inventory, sell it, and pay later. Both parties grow.
Supplier dealing with seasonal demand spikes
Problem: A supplier experiences strong seasonal demand (e.g., holiday sales, industry-specific cycles – e.g. think agriculture) but many customers can’t afford bulk purchases upfront. Offering terms is difficult due to short-term cash flow constraints.
Solution: BNPL allows customers to buy in bulk ahead of peak seasons, securing inventory while deferring payment. The supplier maintains steady revenue without disrupting cash flow.
Manufacturer facing long sales cycles
Problem: In industries where B2B sales cycles are long (e.g., machinery, industrial products), buyers take months to finalise purchases due to capital constraints. This slows down growth and predictability.
Solution: BNPL speeds up decision-making and accurate planning by removing the need for immediate capital. Buyers can commit sooner while ensuring the manufacturer gets paid on time.
Business selling to government and enterprise buyers
Problem: Selling to large organisations often means waiting 60–90+ days for payment due to slow procurement processes. Small merchants – and even some medium-sized ones – struggle to sustain this cycle.
Solution: BNPL provides instant financing, bridging the cash flow gap so that merchants can fulfill orders without waiting for lengthy payment approvals.
Get BNPL for B2B
Do any of these BNPL use cases describe your company’s situation? Do you recognise a problem B2B BNPL could solve?
Get in touch with our payments experts!
We’d love to explore how Terms.Tech’s payment terms solution can help your company – or marketplace – sell more, increase revenue, and succeed.
