In 2023, business buyers told us they wanted more flexibility. Three years later, they’re evaluating suppliers on payment experience before making contact.
The insights below are based on TreviPay’s 2026 The Evolution of the B2B Buyer Report, conducted with Murphy Research.
Buyer Expectations Have Changed and So Has the Role of Payments
Three years ago, our research showed business buyers wanted more flexibility, more payment options and less friction. Those expectations haven’t disappeared. They’ve become the standard.
Today’s buyers aren’t simply evaluating products and pricing. They’re evaluating how easy a supplier will be to work with long before the first purchase is made. They want confidence that payment options, invoicing and purchasing workflows will fit the way their business operates.
That shift is evident in the data. Nearly all buyers (94%) now research a supplier’s payment options before purchasing, while 78% evaluate invoicing capabilities before deciding to do business. Payments have become part of the buying decision, not just the transaction that follows.
Flexible Payments Have Become a Competitive Advantage
In 2023, buyers told us invoice-based purchasing and net terms were important because they offered greater flexibility than corporate credit cards. While that remains true, the latest research shows payment flexibility now plays a much larger role in supplier selection.
Today, 72% of business buyers prefer paying on invoice when it’s available, and 68% say they would choose one supplier over another if flexible invoice terms were offered.
This evolution reflects broader business realities. Finance teams continue to balance cash flow, procurement requirements and working capital objectives. Flexible payment terms make those goals easier to achieve while helping buyers purchase larger orders with greater confidence.
For merchants, payment flexibility has become a competitive advantage. It’s one of the clearest ways to earn and keep business buyers.
Buyers Want Consistency as Much as Choice
Choice has always mattered in B2B payments, but our research shows buyers are increasingly looking for consistency alongside flexibility.
In 2023, buyers emphasized having payment options that matched their preferences. Today, 83% say a consistent purchasing experience is highly important regardless of how or where they buy.
Whether they’re purchasing through eCommerce, working with a sales representative or buying across multiple locations, buyers expect the experience to feel connected. That includes consistent payment terms, invoicing and purchasing processes throughout the relationship.
When those experiences differ from one transaction to the next, unnecessary friction is introduced into what should be a routine purchase.
Customization Has Evolved Into Operational Integration
One of the strongest themes from our 2023 research was buyers’ need for customization. They wanted invoices that reflected their internal requirements, from purchase order numbers to serial numbers, VINs and other business-specific information. Those needs remain, but buyer expectations have expanded.
Today’s organizations increasingly expect suppliers to support electronic invoicing, ERP integrations and purchasing workflows that align with their existing procurement systems. Rather than adapting their internal processes to fit a supplier, buyers expect suppliers to integrate into the way they already operate.
This evolution represents an important shift. Customization is no longer simply about invoice fields. It’s about reducing manual work, accelerating reconciliation and creating a purchasing experience that fits naturally within the buyer’s business.
What This Means for B2B Sellers
Comparing our 2023 and 2026 research makes one thing clear: buyers haven’t fundamentally changed what they value. They’ve simply raised the standard for how those expectations should be delivered.
Today’s buyers expect suppliers to offer:
- Flexible invoice payment options and net terms
- Payment experiences that support how their business operates
- Consistent purchasing experiences across every sales channel
- ERP integrations and electronic invoicing
- Customizable purchasing controls and invoice data that simplify reconciliation
Merchants that continue to view payments as the final step in a transaction risk overlooking one of the most influential parts of the customer experience. Treating payments as part of the broader order-to-cash relationship helps businesses attract new buyers, strengthen customer relationships and support long-term growth.
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