When you’re running a B2B ecommerce business, acquiring new customers isn’t always the fastest—or cheapest—path to growth. Instead, one of the most effective ways to boost revenue is to increase your Average Order Value (AOV). By nudging existing buyers to purchase more per transaction, you can maximize profitability without having to continually expand your customer base.

Fortunately, there are proven tactics that help B2B sellers encourage larger orders, from volume pricing models to flexible payment terms and optimized checkout experiences. And with the right B2B payment partner, like TreviPay, these strategies become scalable, seamless and buyer-friendly.

What Is AOV and Why It Matters in B2B Ecommerce

Average Order Value (AOV) is a straightforward metric:

AOV = Total Revenue ÷ Number of Orders

In other words, it measures the average amount your customers spend each time they place an order.

For B2B ecommerce, AOV carries particular weight. Customer acquisition is expensive, sales cycles are longer, and buyers often work within rigid procurement processes. Even a modest 5–10% increase in AOV can translate into significant revenue gains over time.

By focusing on how to increase AOV in ecommerce, you’re not just chasing bigger baskets—you’re also strengthening relationships, improving loyalty and maximizing the lifetime value of each customer.

Common Challenges B2B Businesses Face When Increasing AOV

Raising AOV isn’t as simple as asking buyers to add a few more items to their carts. B2B businesses face unique obstacles, such as:

• Rigid payment processes that limit purchasing flexibility.
• Order size restrictions imposed by budgets or approvals.
• Complex procurement workflows that discourage larger orders.
• Friction in checkout experiences, leading to abandoned carts.
• Limited bundling or upsell opportunities within product catalogs.

These challenges often stem from outdated systems or seller-centric processes. To break through, businesses need to redesign the buying experience with their customers in mind. That means focusing on seamless transactions, buyer-friendly terms and simplified order workflows.

To better understand today’s B2B buyer mindset, explore The B2B Buyer Journey.

Proven Ways to Increase AOV in B2B Ecommerce

Boosting AOV requires intentional strategies. Here are five approaches you can put into practice today.

Implement Tiered Pricing and Volume Discounts

B2B buyers expect better value when they purchase in bulk. By offering tiered pricing models, you incentivize them to move into higher order thresholds. For example:

• 1–50 units: standard price
• 51–100 units: 5% discount
• 101+ units: 10% discount

This approach nudges buyers toward larger orders while reinforcing loyalty. When combined with customized catalogs or gated pricing, it becomes even more powerful.

Offer Flexible Payment Terms

Buyers often hesitate to place larger orders because of cash flow constraints. Providing options like Net 30, Net 60 or extended payment terms empowers them to purchase more without immediate financial pressure.

Automated credit checks and instant approvals make this process frictionless. With TreviPay’s embedded net terms and invoicing solutions, you can extend credit to customers confidently—while still getting paid upfront.

Enable Easy Reordering and Subscription Options

Recurring purchases are common in B2B—think supplies, spare parts, or consumables. Offering easy reordering or subscription options streamlines the buying process and increases predictability.

When buyers know they can set orders on autopilot—and perhaps receive loyalty perks for doing so—they’re more likely to commit to higher volumes.

Upsell and Cross-Sell Relevant Products

Strategically timed upsell and cross-sell recommendations can significantly lift AOV. For example, a buyer ordering machinery might also need compatible parts or maintenance kits.

Personalization is key here. By leveraging purchase history or industry data, you can suggest relevant add-ons at checkout or on product detail pages. AI-driven tools can automate these recommendations, ensuring buyers see the most relevant options.

Streamline the Checkout and Invoicing Experience

The checkout stage is often where larger orders stall. Complex, slow or error-prone processes can lead to abandoned carts and capped order sizes.

A seamless digital checkout—with features like automated purchase order (PO) matching, one-click payments and digitized invoicing—reduces friction and builds buyer confidence.

TreviPay transforms B2B checkout into a seamless, consumer-like experience by integrating embedded financing into the checkout experience while simplifying invoicing, tax handling and automating accounts receivable workflows. Discover more about the hidden potential in ecommerce checkout.

How Payment Solutions Directly Impact AOV

Payments are often the deciding factor in whether a buyer places a small order—or a much larger one. Modern B2B payment solutions can directly increase AOV by:

• Offering automated credit lines so buyers don’t face approval delays.
• Providing consolidated billing, which makes procurement simpler.
• Embedding trade credit into the ecommerce flow for frictionless transactions.

The less friction buyers face, the more confident they are in placing higher-value orders. TreviPay enables these capabilities at scale, helping sellers embed payment and invoicing solutions directly into their ecommerce platforms.

The less friction buyers face, the more confident they are in placing higher-value orders. TreviPay enables these capabilities at scale, helping sellers embed payment and invoicing solutions directly into their ecommerce platforms.

Increase AOV and Buyer Loyalty with TreviPay

Increasing AOV is about more than just pricing—it’s about creating an ecommerce experience where buyers feel empowered to order more with ease and confidence.

With TreviPay, you can unlock higher-value transactions through:

• Embedded B2B payments that streamline checkout
• Automated invoicing for error-free processing
• Trade credit and flexible net terms that remove cash flow barriers
• Credit risk management that protects your business while supporting your customers

By delivering a seamless and consumer-like experience, TreviPay helps you reduce abandoned carts, increase order sizes and strengthen long-term buyer loyalty.