e-commerce for B2B companies
Bring your company into online sales
How we help B2B companies sell online
We work with manufacturers, importers and wholesalers who sell through sales reps today and want to move part of their orders online. We take on four things: product data and EAN codes, price lists with volume tiers, the sales channel (your own shop or a marketplace) and the integration with the system you use for stock and invoicing.
We match the scope to what you already have. Sometimes it is enough to list your catalogue on one platform and connect orders to your ERP. Sometimes we have to start by cleaning up your product codes. You will find our other services listed separately.
Start selling online
Business owners already selling through traditional distribution channels often consider moving online. Many, however, do not realise the risks and challenges waiting on the way to launching an e-commerce channel. The biggest ones are legal issues, logistics, digitalisation and the creation of product content.
With years of e-commerce experience, we help our clients get through all of these risks smoothly and avoid the most common mistakes made in the early stage of building this channel.
A B2B company also faces challenges that a retail shop does not have. Your price in an open channel is public, so your distributor sees it too. Orders ship in outer cartons and on pallets. Product data often exists only in your ERP and in a PDF catalogue, with no photos and none of the attributes the platform requires.
We set up these three things at the start, because later on any one of them can stall the whole project.
B2B sales on marketplaces
A business buyer today behaves like a consumer: they search for a product online, compare prices and want an invoice without calling a sales rep. The two largest platforms in Poland offer them a separate path.
Allegro Biznes is the part of Allegro, the largest marketplace in Poland, for company buyers: offers with a VAT invoice, prices also shown net and an account holding invoicing details. For sellers, this means each offer needs correct invoice settings and a full set of parameters, or it drops out of the filters this buyer uses.
Amazon Business runs on Amazon as a second price layer on the same offers: you set a business price and volume discounts, and you can show part of your range to business buyers only. The invoice is issued automatically.
The same offer then works in two modes, retail and wholesale. That is why we make sure your volume tiers do not clash with the price list you have signed with your distributors. We describe how the platform launch itself works in our marketplace integrations service.
B2B price lists, volume tiers and MOQ
In wholesale there is never just one price. The same product code has one price for a regular customer, another for a first order and yet another for a full outer carton. Before online sales start, these rules have to come out of the sales rep’s head and into the system.
We usually set them up in four layers:
Price groups and individual customer price lists, carried over from the ERP.
Volume tiers, meaning a discount based on the number of units or on the order value.
MOQ, the minimum order quantity, together with outer carton multiples.
A minimum price below which the offer never drops on any channel.
The last point is the hardest, because the price on a platform is public and your wholesale customers compare it with your price list too. So we first decide which product codes go to the open channel at all and which stay in the closed price list. We run price monitoring and repricing rules as part of our pricing strategy service.
Integration with your ERP and Base.com
Online wholesale most often breaks down over data. Stock levels sit in the warehouse, prices in price lists and photos on someone’s drive, while orders arrive from several channels at once, each in its own format.
We usually connect the operational layer through Base.com (Baselinker): offers, stock, prices, orders and sales documents land in one panel, together with the flow to accounting and to the courier. Base.com connects to Polish accounting and ERP systems such as Subiekt, Comarch, WAPRO or enova through a separate ERP connector.
In practice
Work out the integrator cost up front, because it grows with the number of orders: in 2026 Base.com costs from PLN 279 (EUR 63.94) a month plus PLN 0.99 (EUR 0.23) per order. For a catalogue running into thousands of product codes, we add a PIM, so that descriptions, parameters and photos have a single source for every channel.
Source: Base.com (Baselinker) price list, as of 2026. Baselinker was rebranded as Base.com in May 2025.
Case study: a B2B manufacturer that started with marketplaces
One of our clients wanted to start selling their range online during the coronavirus pandemic in 2021. After initially satisfactory results, sales began to fall, and the lack of automated sales processes undermined the case for expanding product categories and raising stock levels.
We began our cooperation by listing the key tasks and spreading them over time, so that the implementation schedule was as short as possible within the agreed budget.
The work we carried out included:
- Selecting the client’s products suited to scaling sales, based on purchase price, profitability and the potential shown by an analysis of products other sellers currently offer on the market.
- Developing a clear taxonomy of in-house product codes.
- Registering unbranded products, made by manufacturers to the client’s order, with GS1, so that the client could work with its own unique EAN codes.
- Preparing photos, descriptions and keywords for every offer, so that the product content stood out from other listings on the platform.
- Integrating the accounting and sales system with the Base.com (Baselinker) online sales integrator, to speed up the exchange of data on stock, prices, orders and sales documents,
- Setting up automated replies to customer questions,
- Negotiating contracts with courier companies and integrating their systems with the Base.com platform,
- Helping to plan the warehouse space and fit it out with equipment that supports faster order picking.
- Implementing a WMS for faster navigation around the warehouse,
- Analysing sales data for competing products and making business recommendations on price levels and advertising budgets,
- Running advertising campaigns on marketplaces,
- Preparing cost reports and settlement documents for accounting,
- Handling orders and returns operationally in the client’s systems.
Within 6 months of working together, we increased the number of fulfilled orders 4.2 times over the year and 2.8 times comparing January 2023 with January 2024.
We describe other anonymised projects, with their numbers, on our client success stories page.
Marketplace as a gateway to your own online shop
The right process design, automation, product analysis, branding, logistics preparation, risk mapping and a realistic risk assessment led to the launch of the client’s own online shop a year after reaching real, steady sales growth on the marketplace. Together with our client, we took the following steps:
- We prepared the product and pricing strategy,
- We created marketing content and a brand book, so that the shop always communicated consistently, whatever the channel,
- We supported the client at every step of the shop implementation and acted as a link between them and the online shop provider,
- We helped our client through all the formal steps and negotiated the most favourable terms with providers of tools such as marketing automation and payment gateways,
- We set up all messages, emails and notifications
- We configured all the business logic, discount thresholds, shipping rates, customer segments and product taxonomy.
How we work with you
We based our terms of cooperation on the expectations we built up over years of working at the largest Polish e-commerce shops.
We work on three basic principles:
- We take responsibility for the channel. Managing one platform starts at PLN 2,900 (EUR 664.63) a month, and three platforms in one category cost PLN 6,900 (EUR 1,581.37) a month.
- We match the billing model to the stage you are at. We describe the options on our packages and billing page, with no annual subscription that ignores results.
- We do not tie clients down with ‘unbreakable’ long-term contracts. You can end our support at any time, with two months’ notice.
Before we talk about scope, check whether the channel can actually pay for itself. Our ROI calculator does exactly that.
EUR conversions: NBP rate of 18 September 2026 (table 182/A/NBP/2026), EUR 1 = PLN 4.3633.
