Shopify B2B Portal: Custom Pricing Guide 2026

Shopify B2B portal custom pricing lets brands create buyer-specific price lists, gated catalogs, and net-terms workflows — all natively within Shopify, without a wholesale app. As of 2026, these features are available across all paid Shopify plans, not just Plus. The B2B global ecommerce market is expected to reach $36 trillion by 2026 (Statista), and brands that build a structured wholesale portal now are positioning themselves ahead of the curve.

What Shopify’s B2B Portal Actually Includes in 2026

Shopify expanded its B2B feature set significantly going into 2026. The platform now supports a dedicated company object — separate from the standard customer object — that holds buyer accounts, billing contacts, payment terms, and price list assignments in one place.

Here’s what’s included natively:

• Company profiles: Each wholesale buyer gets a Company record with one or more locations, contacts, and permission levels (ordering, billing, admin)
• Price lists: Assign custom price lists to companies — either fixed prices per variant or percentage adjustments off retail
• Catalogs: Control which products and collections each company can see and purchase
• Net payment terms: Native support for Net 15, Net 30, Net 60, and Net 90 — buyers can place orders and pay later
• Purchase order numbers: Buyers can enter a PO number at checkout, which flows through to the order
• B2B storefront: A dedicated login-gated portal at your store URL (or subdomain) with a tailored experience per account

What’s not included natively: complex tiered volume pricing (e.g., buy 10 get 10% off, buy 50 get 20% off), net-terms invoicing and AR tracking, or multi-currency price lists beyond Shopify’s standard Markets setup.

Setting Up Custom Pricing Tiers by Buyer Segment

Shopify’s shopify b2b portal custom pricing works through Price Lists — the core mechanism for setting what each buyer pays. Understanding how to architect these is where most brands make mistakes.

Price List Types

Type	Use Case	Example
Fixed price per variant	Specific wholesale SKU prices	Variant X is always $14.50 for Retailer A
Percentage off retail	Simple blanket discount	All products are 30% off MSRP
Percentage off compare-at	Markup off cost price	Margin-controlled pricing by segment
Volume tiers (via apps)	Quantity-based discounts	Buy 12+, get 15% off

How to build pricing tiers by segment

The cleanest architecture is to create one price list per buyer tier — not one per company. For example:

• Tier 1 (VIP Wholesale): 40% off retail — for accounts doing $50K+/year
• Tier 2 (Standard Wholesale): 30% off retail — for accounts doing $10K–$50K/year
• Tier 3 (Minimum Qualifying): 20% off retail — for new or low-volume accounts

Then assign each company to the correct tier’s price list. When a buyer’s account grows, you update one field — their price list assignment — rather than rebuilding individual prices.

Important: Shopify price lists apply at the company level, not the product level, for percentage-based rules. If you need product-specific pricing exceptions on top of a blanket discount, you’ll need to add individual variant overrides within that price list. Our team often configures these for clients with promotional or clearance SKUs that should never be discounted at the same rate as core inventory.

Building Buyer-Specific Catalogs and Product Visibility Rules

Catalogs in Shopify B2B control what a buyer can see and purchase — they’re separate from price lists but work in combination with them. A company can have one active catalog and one active price list assigned simultaneously.

What you can do with catalogs

• Restrict to specific collections: A regional distributor only sees products approved for their territory
• Hide individual products: Keep DTC-exclusive launches invisible to wholesale accounts
• Create wholesale-only SKUs: Bundle sizes, case packs, or trade variants that never appear on the public storefront
• Limit by product type or vendor: Useful for brands managing licensed or exclusive product lines

Build logic to follow

1. Create a collection or tag system that maps to your B2B catalog structure before you build catalogs — retrofitting is painful
2. Set the catalog to pull from a specific collection, not "all products" — this prevents new products from auto-appearing for buyers who shouldn’t see them
3. Use the catalog + price list combo as a package: catalog controls what, price list controls how much
4. Name catalogs clearly: VIP-Wholesale-US, Regional-Dist-East, Direct-to-Retail-EU — you will have more than you expect

B2B buyers complete 57% of their purchase decisions before contacting a vendor (Forrester). A clean, well-organized catalog portal that makes ordering self-service is a competitive differentiator — buyers will reorder without needing to call a rep.

Net Terms, Payment Methods, and Checkout Customization

Native net terms are one of Shopify’s most significant B2B additions. Here’s how they work and what you need to configure.

Setting up net terms

Net terms are configured at the company or company location level — not at the price list level. You can assign Net 7, 15, 30, 60, or 90, due on fulfillment, due on receipt, or custom net term labels.

When a buyer checks out under net terms, the order is placed without immediate payment. The order appears in your Shopify admin with a "Payment due" status and the due date. Shopify will send automated payment reminders, but you manage actual invoice follow-up outside Shopify (or via an AR integration — see the next section).

Payment method control

For B2B accounts, you can restrict available payment methods at checkout. Common configurations:

• Net terms only — for established wholesale accounts where card payments aren’t appropriate
• Net terms + credit card — gives buyers flexibility while preserving the net-terms option
• Credit card only — for new accounts before net terms are approved

Checkout customization for B2B

With Shopify’s checkout extensibility (now available on all plans), you can add B2B-specific fields: PO number input, notes field for delivery instructions, quantity minimum enforcement, and custom shipping rate rules for wholesale orders. Our Shopify ecommerce development team typically builds these as part of a full B2B portal setup — the checkout experience is where wholesale buyers decide whether to keep ordering from your portal or pick up the phone instead.

Integrating Your B2B Portal with ERP/OMS Systems

Native Shopify B2B handles the storefront side well. The integration challenge appears when orders need to flow into your ERP (NetSuite, SAP, Dynamics) or OMS (Linnworks, Brightpearl, ShipBob).

Approach	Best For	Complexity
Shopify B2B API directly	Custom builds with engineering resources	High
Celigo	NetSuite + Shopify integrations	Medium
Pipe17	Multi-system OMS orchestration	Medium
Shopify Flow + webhooks	Simple automation triggers	Low
Native Shopify ERP connectors	NetSuite, SAP (via Shopify Plus partners)	Medium–High

What data needs to flow

• Outbound (Shopify → ERP): Order data, PO numbers, company IDs, payment terms, shipping addresses
• Inbound (ERP → Shopify): Inventory levels, price list updates, account status changes (e.g., credit holds)
• Bidirectional: Company profiles and contacts if your sales team manages accounts in a CRM

The most common failure point we see is inventory sync — a wholesale order depletes stock that your ERP hasn’t yet reflected in Shopify. Build inventory webhooks with a buffer or queue, not a direct write. For brands with complex ERP requirements, this is typically where a development partner becomes necessary rather than optional.

Is Native Shopify B2B Enough — or Do You Need an App?

This is the question most B2B guides avoid answering directly. Here’s an honest breakdown.

Native Shopify B2B is sufficient when

• Your wholesale pricing follows a simple structure (blanket discount or fixed price per account)
• You have fewer than ~50 active wholesale accounts
• Your net-terms volume is manageable without dedicated AR software
• You don’t need volume-based quantity breaks (e.g., buy 12 get X%)
• Single currency, single region

You likely need an app when

• You need tiered quantity-break pricing (Wholesale Gorilla, Sparklayer, Wholesale Club)
• You have 100+ accounts and need bulk price list management
• You’re managing net-terms invoicing and payment tracking at volume (Apruve, Balance)
• Multi-currency B2B pricing with independent tier structures per region
• You want a fully self-serve wholesale onboarding flow (applications, approvals, credit checks)

The middle ground: Some brands start native and layer a single focused app for the one feature Shopify doesn’t cover (usually volume tiers). That’s often the right call — don’t overbuild the stack before you’ve validated wholesale demand.

If you’re architecting a B2B channel for the first time or rebuilding a legacy wholesale system onto Shopify, our Shopify development consulting team can map the right stack for your specific pricing logic and account volume before you commit to a build. You may also want to review our earlier guide on setting up Shopify B2B wholesale for foundational context before diving into custom pricing configuration.

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