Online shopping takes place around the clock and around the world. This global market for ecommerce transactions now accounts for a significant share of international trade. Cognitive Market Research estimates steady growth for cross-border commerce over the coming decade, reaching a $18.6 trillion market value by 2033.
If your company has business-to-business (B2B) sales, you’ve probably considered joining the expanding world of B2B cross-border ecommerce. Adopting an international B2B ecommerce strategy helps you reach a vast customer base. Here’s how to structure your ecommerce platform for cross-border selling.
Selling B2B internationally is a trillion-dollar opportunity, but in 2026, buyers’ expectations look very different. About 73% expect the same convenient online experience they have in B2C on your B2B ecommerce site.
At the same time, the regulatory landscape for tariffs, taxes, and payments has become more volatile. Staying competitive means overcoming three major developments:
The biggest change to landed costs in 2025 was the suspension of the US de minimis rule. The long-standing $800 duty-free threshold has been removed. As of August 29, 2025, all low-value imports now incur duties and fees.
The volatility began earlier in the year, when duty-free treatment was first suspended for packages from China and Hong Kong, a policy that was later expanded to all countries by late August.
These changes push enterprises to display the total landed cost at checkout (duties delivered paid, or DDP) or clearly disclose that the buyer is responsible for all post-purchase charges (duties delivered at place, or DAP). Have your merchandising and logistics teams review the official CBP factsheet for updates on duty, tax, and HS-code assignments.
In the EU, the situation is more of a “watch this space.” The current IOSS (Import One-Stop Shop) mechanism for sales of consignments less than €150 (non-excise) remains in place.
However, on May 13, 2025, EU finance ministers agreed on a draft directive to encourage wider IOSS adoption. A move toward a broader, more streamlined VAT collection process is underway, so track the timelines closely.
Globally, B2B payments are moving beyond the card-first mindset. New instant, bank-to-bank (A2A) payment rails are launching, promising lower costs and faster cross-border settlement.
While over 70 countries have their own fast, near-zero-cost domestic instant payment systems (IPS), the challenge is getting them to communicate across borders. This is what Project Nexus aims to solve. The project is inspected to go live in 2026 and enable cross-border payments in under 60 seconds.
But there is still global hesitation about efficacy. The Financial Stability Board’s 2025 progress report notes that the G20’s 2027 targets for payment cost and speed are unlikely to be met, as costs remain stubbornly high.
The takeaway for your business is that accepting cards alone can hurt conversion. B2B buyers expect local, instant options. To protect your conversion rates, include the payment methods your buyers actually use—whether that’s A2A, digital wallets, or specialized B2B invoice and buy now, pay later (BNPL) options.`
B2B cross-border ecommerce refers to businesses in different countries buying and selling goods or services online. B2B cross-border ecommerce uses digital platforms, websites, and online marketplaces to facilitate exchanges, regardless of the businesses’ locations.
Commerce platforms like Shopify B2Bhelp brands succeed in cross-border B2B by creating a more streamlined buying experience and reducing operational costs.
A B2B cross-border business model can offer several significant benefits to ecommerce businesses. Here are some key advantages:
International expansion can lead to new customers and business growth for your B2B ecommerce operation. The process requires legwork and attention to detail. Here are five strategies to ensure successful B2B cross-border expansion:
First, analyze the demand for your products and services in your target market. You’ll need to run a competitive analysis, identifying gaps in the market that your products and services can fill. Study competitors’ pricing strategies and positioning, which may vary based on local economies and consumer expectations.
Opt for a flexible and scalable ecommerce platform that supports multiple languages, multiple currencies, and international shipping. You’ll also want a payment gateway that supports multiple currencies and offers secure transactions compliant with international standards.
Beyond this, look for platforms that let you tailor your catalog for different markets. For example, you may want to show one product line to customers in North America, but not to customers located in Australia.
Similarly, offer different currencies, languages, shipping and payment options, and products without having to open a new store for each. This work becomes complicated and unscalable when you’re expanding to new markets.
Shopify offers industry-leading ecommerce functionality and an app store filled with international B2B solutions, making it a strong choice for many cross-border businesses. As Singaporean luxury watch strap brand Delugs grew internationally, they faced a few challenges:
After consolidating their ecommerce operations onto Shopify, Delugs used Shopify Managed Markets to localize pricing, currency, and duties for different countries, and B2B on Shopify to create a dedicated wholesale portal with custom catalogs and pricing. After the switch, Delugs saw a 58% year-over-year increase in their checkout conversion rate and a 14% increase in returning customers.
“With the tools, apps, and custom development we can do on the Shopify Plus plan, we can tailor the website according to how customers shop,” says founder of Delugs, Kenneth Kua.
“One of the biggest outcomes for Delugs has been the customer experience and the shopping journey. It’s easier now for customers to find the right watch, find the correct size, and then find complementary products such as buckles suitable for their timepiece. Before Plus, there was no easy way for us to do that.”
Translate your website content into the local languages of the target market. Use region-specific formats for dates, addresses, and contact information. Display prices in the local currency to provide clarity and transparency to international customers. Clearly state taxes, shipping costs, and delivery times for international orders.
Recruit and train a customer service team or support center that can handle inquiries and issues from international customers. Post a comprehensive FAQ section in different languages on your website. This FAQ can address common questions and concerns of international customers.
Adhere to all trade policies, taxes, and compliance requirements in the target country. Consult with local legal advisors to ensure compliance with laws, tax regulations, and data privacy requirements in each country where you do business.
Most countries use the WTO’s valuation method, which is based on the transaction value, or what your buyer actually paid. Be sure that the value you declare to customs matches your enterprise resource planning (ERP) order values, including any discounts, freight, and insurance, to prevent costly reassessments.
The impact of the US de minimis removal was immediate, with some reports showing international postal traffic dropped by roughly 80% in the weeks following the change.
Here is a quick checklist for how to stay compliant:
The process and expectations for a B2B sale differ significantly from a B2C or prosumer sale.
Implement a system to verify the buyer’s VAT number. The invoice you send must have the correct information—including their VAT number and yours—so they can account for the purchase on their end.
The biggest difference is between DDP and DAP. A large enterprise buyer might have its own customs broker and prefer a DAP shipment to manage clearance. A smaller B2B buyer might expect a fully landed (DDP) cost with no friction. Know your buyer and offer the right option based on their needs.
Expanding B2B ecommerce across borders presents several challenges, including language and cultural barriers, payment and currency issues, and shipping and logistics complications. Here are some common challenges and strategies for navigating them:
Understanding and adapting to cultural nuances, business etiquette, and preferences can be challenging. Consider enlisting professional translation services to ensure accurate communication of essential documents, contracts, and product information. Educate your team on the norms and practices of the target market to build effective business relationships.
Dealing with multiple currencies and managing exchange rate fluctuations can affect transaction costs and revenue. You may also encounter varied preferences regarding payment methods and gateways for online sales. A good B2B unified commerce platform lets you support local bank transfers, digital wallets, and B2B-specific invoicing or net terms.
Tackle this head-on with a payment system that supports multiple currencies, allowing companies to make B2B purchases in their local currency. Consider a dynamic pricing model that adjusts prices based on real-time currency fluctuations and market conditions.
💡Tip: Look for a payment gateway that lets you lock in the exchange rate at the moment of the transaction, so there is no lapse between the buyer’s click and the funds settling in your account.
As a B2B international shipper, you must navigate customs processes and import/export regulations. Meanwhile, high shipping costs and long delivery times may deter customers. B2B buyers also have service-level expectations—for example, reliability and a predictable delivery date matter more than speed, as they manage their own inventory
Save time by working with reputable logistics companies experienced in international shipping. You can also negotiate shipping rates with international carriers to minimize costs and improve delivery efficiency.
💡Tip: Use a resource like the World Bank’s Logistics Performance Index (LPI) to set realistic delivery windows based on a country’s customs efficiency and infrastructure.
This article has outlined several of the real growing pains associated with selling globally. Businesses must continually understand the nuances of the markets they’re expanding into, tailor storefronts to each market’s preferences, and correctly estimate and collect duties and taxes at checkout.
These are just a few reasons why some of the world’s largest retailers rely on Shopify to simplify their global expansion. Shopify includes several built-in features that enable merchants to sell globally from a single store and admin, including:
Alibaba, DHgate, eWorldTrade, and Faire are among the top B2B marketplaces for cross-border ecommerce.
Identify the right global markets for your B2B business by conducting market analysis. This includes competitor assessments, an understanding of local demand and customer pain points, and research into customer purchasing power.
Offer your international B2B customers various payment methods, including bank wire transfers, credit cards and debit cards, ACH debits, electronic funds transfer (EFT), electronic checks (eChecks), and mobile payments. The Shopify POS (point-of-sale) system supports many payment methods and may be a strong choice for international B2B ecommerce.
Among the logistics considerations for B2B cross-border shipments are factors like customs compliance, taxes and tariffs, shipping carriers, inventory management, warehousing, risk management, and managing customer returns.
Many emerging technologies can streamline B2B cross-border operations, including enterprise resource planning (ERP) systems, supply chain management (SCM) software, customer relationship management (CRM) software, and flexible ecommerce platforms that support international currencies.
