The world of B2B payments is at a transformative crossroads. As B2B eCommerce surges toward a projected $3 trillion by 2027, the demand for more sophisticated and flexible payment solutions is undeniable.
According to Brandon Spear, CEO of TreviPay, “B2B payments are having their day in the sun.” This statement captures the essence of a long-awaited shift, driven by years of groundwork and now accelerated by recent digital transformations.
The year 2024 was declared the “Year of B2B” in fintech, marking a pivotal moment where advancements in consumer payments are now being translated into the more complex B2B space. So what does 2025 hold in store?
“We feel like a lot of the work that’s been building over the last ten years is now ready to switch the payments landscape,” Spear said. This rapid evolution was catalyzed by the pandemic, exposing the inefficiencies of manual processes and underscoring the urgent need for digital, scalable solutions.
Today, businesses must embrace technologies like AI and automation to meet the elevated expectations of experience-driven, proactive customer engagement.
2025 is set to build on this momentum, as companies that are prepared to ride the wave of B2B innovation and transformation will be well-positioned to capture significant market opportunities. The future belongs to those who can successfully adapt and scale their payment strategies while delivering exceptional experiences that foster loyalty and growth.
These predictions are informed by insights from industry leaders at the Crossroads event, who shared their expertise on emerging trends, strategies and the technologies shaping the future of B2B commerce. From the evolution of order-to-cash processes to the rise of AI and eInvoicing, these insights highlight the critical areas where businesses must focus to stay competitive.
“We feel like a lot of the work that’s been building over the last 10 years is now ready to switch the payments landscape, B2B payments are having their day in the sun.”
– Brandon Spear, CEO of TreviPay
With the growth of eCommerce, more businesses are scaling internationally. This brings new challenges to maintain consistency while adapting to local market nuances. The strategy of “thinking global, acting local” has never been more important.
How businesses need to prepare:
Expanding into new markets requires an understanding of local consumer behavior and regulations. Companies that invest in localized payment options—such as region-specific methods and currencies—are more likely to succeed. Failing to provide these options could mean missing out on entire markets. Businesses that streamline their global operations but customize their payment infrastructure for local needs can reduce friction and boost international sales.
Thinking globally but acting locally involves navigating different regulatory environments. From Europe’s strict payment regulations to emerging markets where cash is still a dominant method, companies must tailor their approach to align with local laws while maintaining a cohesive global strategy.
“The reality is the buyer is often anonymous to the seller, especially in digital transactions. As companies expand globally, they need to consider how to connect these buyers transparently and address the nuances of each local market.”
– Robert Kirk, Head of Analytics, Global Product, Dun & Bradstreet
“Buyers expect their experience to be seamless, whether they’re engaging through eCommerce, direct sales or marketplaces. The need for tailored interactions and integrated touchpoints is crucial for capturing loyalty and driving repeat purchases.”
– Brandon Spear, CEO, TreviPay
In the B2B world, customer expectations are increasingly mirroring those in the B2C space. Buyers now expect seamless, personalized experiences across multiple channels, whether they’re engaging online, via mobile or in person. Delivering these experiences requires robust technology and a deep understanding of buyer preferences.
How businesses need to prepare:
Companies must ensure their platforms work together seamlessly, offering buyers a consistent experience across all touchpoints. Investing in technology that allows for personalized marketing, customized payment options and unified commerce solutions is critical.
Leveraging customer data to deliver tailored content and experiences will be key. From product recommendations to customized payment plans, businesses that prioritize personalization will gain a competitive advantage.
Advancements in AI and automation are reshaping how companies manage risk and make data-driven decisions. Credit underwriting, fraud prevention and real-time analytics are all areas seeing significant improvements, allowing businesses to operate more efficiently and securely.
How businesses need to prepare:
Implement AI-driven models that can analyze vast amounts of data in real time, enabling more accurate credit assessments and fraud detection. Automation can also streamline processes like onboarding and compliance checks, reducing administrative burdens.
While AI offers powerful tools, companies must maintain human oversight to ensure ethical practices and make complex decisions that require strategic thinking. Continuous monitoring and fine-tuning of AI models are essential.
“Good risk management doesn’t just prevent losses; it enables revenue. By using AI and robust data sets, businesses can offer near real-time credit decisions, proactively manage accounts and find opportunities for growth.”
– Brenda Erickson, Head of Global Underwriting, TreviPay
“The future trend is widespread adoption and increasing government mandates for eInvoicing, creating opportunities for businesses to implement it efficiently to streamline both administrative and commercial operations.”
– Brian Groome, Principal, KPMG
eInvoicing is becoming essential across industries as businesses and governments push for greater efficiency and transparency. Driven by regulatory mandates and the desire to reduce costs, eInvoicing is set to become the dominant form of billing worldwide.
How businesses need to prepare:
As more countries implement eInvoicing mandates, companies must be proactive in updating their systems to ensure compliance. This includes understanding the specific rules in each market and adopting flexible solutions that can adapt to future changes.
Automating invoicing processes minimizes errors, prevents fraud and improves cash flow. Businesses that integrate eInvoicing into their operations will also benefit from faster payment cycles and streamlined accounting.
The traditional order-to-cash (O2C) process is undergoing a major shift, with automation at its core. Businesses are no longer focusing solely on streamlining the order and payment processes; they’re thinking more holistically, considering the entire market-to-cash journey. This transformation not only improves efficiency but also enhances customer relationships, loyalty and overall experience.
How businesses need to prepare:
Automating the entire O2C process—from order placement to payment collection—can significantly reduce manual work, minimize errors and speed up cash flow. Businesses should also look upstream and leverage data from the O2C journey to make strategic, data-driven decisions in their go-to-market approach.
By automating and optimizing the market-to-cash cycle, companies can offer a seamless and engaging experience for buyers. This includes personalized communication, faster order fulfillment and proactive customer support, all of which contribute to stronger relationships and greater customer loyalty.
Use the data collected throughout the O2C process to gain insights into buyer behavior and market trends. This information can be invaluable in refining sales strategies, improving marketing campaigns and aligning resources more effectively.
“Automation is the mantra for order-to-cash. But it’s about more than efficiency. It’s about using data from the entire journey to inform better decisions, creating a smoother experience for buyers and strengthening relationships through loyalty and trust.”
–Tom Skomba, Commercial and Embedded Payments Lead, Accenture
“The key to scaling payment programs is finding the right partners who can integrate seamlessly with your risk management framework. These partnerships need to bring as much ‘fin’ as they do ‘tech’ to ensure success in global markets”
– Aaron Lindstrom, Regional Head of ECommerce, Allianz Trade
As B2B payments grow more complex, collaboration with fintech companies and financial institutions is becoming essential. These partnerships allow businesses to leverage cutting-edge technology and financial services to scale payment programs, reduce costs and improve the overall user experience.
How businesses need to prepare:
Companies should seek out partnerships that align with their strategic goals and can provide the technology needed to enhance their payment solutions. This includes services like real-time payments, embedded finance and advanced analytics.
Establishing strong partnerships with banks can provide access to global financial networks and regulatory expertise. These collaborations can also help manage cross-border transactions more efficiently.
As the B2B payments landscape continues to evolve, companies must stay agile and embrace emerging technologies and strategies to remain competitive. By thinking global but acting local, prioritizing omnichannel experiences, leveraging AI and automation, adopting eInvoicing and collaborating with fintech and banks, businesses can position themselves for long-term success in 2025 and beyond.
For additional perspectives on what lies ahead, we’ve gathered exclusive insights from industry leaders who attended the Crossroads Conference. Their predictions further illuminate the transformative trends shaping the future of B2B commerce.
