B2B eCommerce
for Distributors

The emergence and popularity of online purchasing has given B2B distributors favorable conditions to tap into a growing pool of online B2B buyers.
Google reports that nearly half of all B2B researchers are millennials and today’s modern buyers expect to view and easily make purchases – not only during working hours, but at any time and from any location.
As a leading B2B eCommerce solution for distributors, OroCommerce supports both on-premise and SaaS deployments with a platform that enables strong, personalized online experiences for B2B buyers.
Whether you want to boost sales, reach new markets, win over new customers, or improve internal productivity with powerful eCommerce automation tools, you need a flexible and robust B2B eCommerce platform.
Key Benefits of B2B eCommerce for Distributors
Grow Revenue and Protect Margins
See full features listExpand online, win more business, and drive profitable growth.
- Multi-site & Marketplace Capabilities: Launch new online stores, branches, or marketplaces from a single backend. Support multi-channel selling and scale your eCommerce business easily.
- Dynamic Pricing Engine: Run complex contract pricing, tiered discounts, and real-time price updates by customer group or product.
- Actionable Reporting & Dashboards: Get actionable insights on sales, margins, inventory turns, and customer adoption, giving you a competitive advantage with a comprehensive feature set for distributors.
- Sales & Field App: Empower your sales reps to create and manage orders both online and offline, so your team supports customers wherever business happens.
- Customer Retention Tools: Use promotions, loyalty programs, and product recommendations, boosting customer lifetime value and responding to real customer behavior with built-in marketing tools.
Deliver a Standout Customer Experience
See full features listEmpower your customers and buyers with a comprehensive digital experience platform designed specifically for ecommerce for distributors.
- Digitize Your Catalog: Show each buyer their own contract terms, custom pricing, and tailored catalogs, even across multiple locations, branches, or regions. This supports different customer groups and complex pricing models that many wholesale distributors require.
- Self-Service Portals: Give buyers 24/7 access to order history, invoices, and quotes through intuitive self-service portals, so they can place orders, check status, and reorder when it suits them, not just during business hours.
- Automate Workflows: Enable approval chains, budget controls, and multi-user permissions, so you deliver truly personalized customer experiences for every segment, streamlining the B2B sales process.
- Mobile Ordering & PWA App: Equip customers and sales reps to order, track, and manage from any device, giving them flexibility whether they’re in the office or on the go, right from your eCommerce website.
- Real-time Inventory & Shipping: how buyers live product availability and shipping ETAs, so they always know what’s in stock, improving trust and reliability with powerful inventory management.
- Integrated CRM: Give your sales and service teams a unified view of all customer data and touchpoints, so they build stronger customer relationships and resolve issues faster.
Streamline Operations and Boost Productivity
See full features listCut manual work, eliminate silos, and scale without chaos.
- High-SKU Catalog Management: Handle complex product catalogs with millions of SKUs and price lists, so you can expand product lines and update your online store quickly, without performance issues.
- Automated Order Routing & Approvals: Route orders by warehouse, customer, or value and automate notifications and approvals, reducing errors and speeding up your purchasing process across all business operations.
- Native Punchout & eProcurement: Seamlessly integrate with platforms like Ariba, Coupa, and Oracle, streamlining large B2B transactions and making your supply chain stronger.
- ERP, PIM & EDI Integrations: Open API-first architecture means less integration pain – Oro works with leading ERP systems like SAP, Epicor, Infor, NetSuite, Acumatica, and homegrown systems.
- Advanced Search & Matrix Ordering: Help buyers find and configure the exact products they need, fast, even across huge catalogs.
- Automated Invoicing & Self-Service: Automate invoices, recurring orders, and communications, cutting admin time and making your team more efficient, with robust eCommerce software.
Scale and Adapt On Your Terms
See full features listFor distributors ready to expand across branches, markets, or selling models, the right eCommerce platform removes limits, not adds them.
- Multi-Branch & Multi-Site Management: Manage all your multiple locations, brands, and business units from a single platform, centralizing control while giving each branch flexibility.
- Localize for Any Market: Configure language, currency, tax, and compliance rules for every market, so you stay relevant and compliant, everywhere you operate.
- Branch-Specific Catalogs & Pricing: Tailor product availability and customer-specific pricing at the branch or business unit level, ensuring you meet local customer needs without custom workarounds.
- Flexible Selling Models: Sell B2B, B2C, D2C, or run your own marketplace – OroCommerce supports whatever selling models drive your business growth
- Easy Expansion: Rapidly roll out new sites, brands, or product lines – test new markets without heavy technical expertise or replatforming.
- Connect Local Systems: Integrate with regional ERP systems, payment providers, and shipping carriers as needed. Keep what works, modernize where you want.
Smarter Selling with Native AI and Modern Tools
See full features listDon’t just digitize. Get smarter, faster, and more resilient with OroCommerce AI.
- AI-Powered Order Processing (SmartOrder): Accelerate the purchasing process by automatically turning emailed, PDF, or Word POs into draft orders, reducing manual entry and costly mistakes.
- AI-Driven Customer Support (SmartAgent): Customers (and your sales team) can get pricing, product info, and order status via natural language chat, right in the portal.
- Advanced Search & Recommendations: Help customers find the right product in massive catalogs, powered by AI-driven search and smart recommendations.
- Ready for What’s Next: OroCommerce brings innovation to distribution without adding complexity. Connect to OpenAI, Google Vertex AI, and other modern tools, so your eCommerce solution never falls behind and always supports your competitive advantage.

OroCommerce Distributors Success Story
OroCommerce has the most robust feature set for the B2B back-end and offers the best B2C customer experience on the front-end.CEO of TruPar
Increase
in Online Revenue
SKUs
in Active Inventory
Increase
in Average Order Value

B2B Distribution eCommerce Lays the Foundation for Growth
A flexible B2B eCommerce platform helps TruPar boost revenue, automate pricing, and serve customers globally
TruPar, a leading forklift parts distributor, needed a platform that could handle over 8 million SKUs, support real-time pricing, and run multiple regional webstores from a single backend. After other eCommerce platforms failed to scale, TruPar turned to OroCommerce.
With OroCommerce, TruPar automated complex tiered pricing and complex pricing structures, offered instant shipping ETAs, and localized storefronts for different markets – all while increasing online revenue by 25% and average order value by 70%. Our eCommerce software gives TruPar the control and scalability needed to serve customers fast and increase customer satisfaction while keeping their massive inventory in sync.
Why Leading Distributors Choose OroCommerce
Purpose-built for B2B Distribution
Integration-Ready
All-in-One eCommerce Platform

Designed for Field Sales, Not Just Web Orders
Deployment on Your Terms
Continuous Innovation

Looking for game-changing eCommerce insights?
Explore these resources for B2B eCommerce for distributors:
OroCommerce Accelerator for Distributors
While our B2B eCommerce platform offers extensive out-of-the-box eCommerce software features, these additional tools make your digital transformation smoother, more efficient, and cost-effective.
Ultimate guide to eCommerce replatforming
This guide covers all the stages of the ecommerce replatforming process: starting from identifying replatforming is necessary to the actual plan of action for your migration and post-migration stages.
Workflow automation engine and its impact on B2B eCommerce digital transformation
In this whitepaper, you’ll learn about automated workflows, how they benefit your business, and why flexible workflows are essential for B2B digital transformation.
Frequently Asked Questions About B2B eCommerce for Distributors
Do distributors need eCommerce?
A distributor is usually the middleman between the manufacturer and the customer. Most distributors sign contracts with manufacturers enabling them to represent the manufacturer in certain territories. Distributors primarily sell to other businesses and not to consumers.
Let’s consider B2B electronic distributors. Many sell to wholesalers, retail partners, retailers, or other businesses simultaneously. However, their B2B customers, like independent consumers, want to compare products, place orders, and get their deliveries fast. Thus, B2B eCommerce can help distributors grow sales, increase average order values, and repeat purchases.
Why should a distributor try eCommerce in 2025?
B2B buyers demand accurate product data, live stock availability, and the freedom to buy on their terms. The right B2B eCommerce platform for distributors delivers a seamless experience, allowing you to showcase customer-specific catalogs and custom pricing, automate order approvals, and provide enhanced customer experiences at scale.
Back-office integration with your ERP systems and inventory management tools keeps your information current, reduces errors, and lowers maintenance costs, while your eCommerce team focuses on growth, not firefighting.
Why are distributors reluctant to try eCommerce?
While there are no reasons why distributors shouldn’t try eCommerce, many distributors are discouraged from investing in eCommerce. Some think that their products and customers are not made for eCommerce, while others doubt that their digital transformation investment will pay off.
The turbulent 2020 has shown us that moving online might be the only way to remain profitable. Advances in technology make it easier to meet customer expectations and boost staff productivity. Furthermore, creating an eCommerce presence does not require huge software development teams, clunky software, or lengthy timelines. With the help of an eCommerce ROI calculator, distributors can estimate the cost of their project before they begin.
How do you build an eCommerce site for a distributor?
To build an ideal eCommerce website for distributors, you’ll need to start by researching your industry and customers. Then, look within your B2B business and identify the features and capabilities you need and the technology you can use.
To do this, you’ll need to assemble or get together your IT team and connect them with marketing, sales, and customer service staff. Getting input from various departments will help you identify real problems and narrow down the B2B eCommerce solutions that could be right for you.
What kind of eCommerce features do distributors need?
Look for a solution that offers:
- Customer-specific pricing and tiered pricing for every account or region.
- Self-service features for buyers to manage and track their orders 24/7.
- Advanced pricing options and easy management of customer-specific catalogs.
- Seamless integration with your enterprise resource planning systems, inventory management, and other business tools.
- Strong analytics and marketing tools to help you target the right customer segments and optimize each sales channel.
- Support for multi-org, multi-language, and multi-currency to match the complexity of distributor operations.
- An interface that doesn’t require technical expertise to run, but still delivers the power your business needs.
The best eCommerce platform lowers maintenance costs, supports your team, and delivers a true competitive advantage as distributor expectations continue to rise.