Sara Ali
06 Jun 2025
The stakes for B2B eCommerce replatforming have never been higher. Global B2B eCommerce sales are soaring – valuations exceed $19 trillion in 2024, with forecasts toward $47 trillion by 2030, and buyers’ expectations are evolving rapidly. Analysts note that many firms are stuck on outdated, rigid systems that choke growth.
Modern buyers demand seamless omnichannel experiences (84% of B2B purchasers say multi‑channel engagement is crucial), real-time pricing and inventory transparency (40% cite stock or delivery uncertainty as top frustrations), and the ease of B2C‑style personalization (64% expect websites to tailor content to past interactions).
Only 14% of enterprises are satisfied with their current platforms, so replatforming has become more than a technical upgrade – it’s a strategic transformation. By replatforming, firms gain competitive agility to meet rising market demands.
These forces are driving companies to migrate: in one industry survey, 41% of respondents cited better end-user experience as a top reason to switch platforms. (Indeed, a graphic below shows “better experience” outpacing even advanced AI features and flexibility in motivating replatforms.)
In practical terms, business leaders must treat replatforming like a planned digital transformation, not a simple site overhaul. In 2025’s fast‑moving B2B markets, failing to modernize means losing customers to more agile competitors. Replatforming initiatives must therefore be grounded in business goals from day one: improving customer satisfaction, expanding into new markets, and streamlining operations. As one survey notes, companies are moving online to “better accessibility to global markets, real-time tracking, and the ability to reach a wider pool of suppliers and buyers,” which has driven booming demand for advanced B2B commerce solutions.
A new B2B platform should be chosen with a clear eye on the company’s growth strategy. Scalability is paramount: high-volume enterprises and global distributors need a platform that handles peak loads and multiplies sales channels without choking performance. In fact, limited scalability is repeatedly cited as a top pain point – only 14% of survey respondents are happy with their platform’s performance or support. Industry guidance, therefore, stresses that integrations (especially ERP) are critical for scalable B2B commerce.
For example, experts warn that ERP integration “should be a top priority for scalability and optimization,”. A well-integrated commerce stack consolidates data, automates processes, and eliminates manual hand-offs – saving money and future-proofing operations. Likewise, pre-built connectors or open APIs to CRM, PIM, OMS, and other systems are essential so sales orders flow seamlessly from the storefront to the back office.
Global readiness is another must-have. B2B enterprises often serve international clients across regions, so the platform must support multiple storefronts, languages, currencies, and tax regimes. For example, research highlights that Asia‑Pacific accounts for roughly 80% of B2B eCommerce GMV, so serving those buyers’ demands requires multi‑currency checkouts and local pricing by default. Many modern platforms include multi‑store management or localization features out of the box to handle global expansion.
In short, the chosen platform must align with expansion goals, enabling new geographies or business lines without costly custom engineering. In practice, flexible enterprise solutions like OroCommerce and Virto Commerce lead with this alignment in mind. OroCommerce, for instance, is built to integrate easily with ERPs and other systems (see its ERP Integrations and Personalization & Search modules on its platform), while Virto Commerce emphasizes a cloud-native, composable architecture designed for evolving needs.
Modern B2B buyers expect a highly personalized and frictionless experience – in many cases, mirroring B2C expectations. Research shows 45% of B2B buyers now expect more advanced digital experiences, and 65% are willing to pay a premium for vendors who deliver that personalization. In practical terms, this means supporting dynamic catalogs, customer-specific pricing, and advanced access controls. Unlike B2C shoppers, B2B buyers rarely see a generic product list: they demand individual contract prices and product sets. Leading B2B platforms allow each buyer or company to have a unique storefront view.
For example, OroCommerce’s platform supports dynamic segmentation so that customers only see products and pricing tailored to their industry or account tier. A construction supplier might configure the site to show different drywall offerings to contractors versus residential builders, each with custom volume discounts, all managed automatically by the system. This level of personalized catalog ensures every order reflects negotiated contract terms, reducing quoting errors and accelerating checkout.
Role-based access control is another key personalization layer. B2B orders often involve multiple stakeholders: a researcher, a finance approver, a procurement lead, and warehouse staff may all interact with the site. The best platforms let each role see only relevant data.
For instance, OroCommerce can present a shared corporate account with separate permissions – a warehouse manager sees live inventory levels, a credit manager sees payment terms, and a purchasing agent can reorder from saved shopping lists. These advanced access controls mirror real-world buying processes and remove friction for corporate customers.
In addition, features like one-click reorder (recurring orders), saved lists, and AI-driven recommendations streamline repeat business. According to analysts, 64% of B2B buyers expect a website to personalize product suggestions based on their history. By delivering such tailored experiences – from relevant search results to personalized promotions and bundles – companies can significantly boost conversion rates and customer loyalty.
In short, personalization in B2B is not a nice-to-have; it’s table stakes. Using a platform that supports dynamic catalogs, customized pricing rules, and multi‑user accounts is vital to meet buyer expectations and differentiate the digital experience. Platforms like OroCommerce and Virto Commerce exemplify this capability – OroCommerce explicitly enables account‑level pricing tiers and content, and Virto’s flexible architecture allows deep customization and segmentation according to each business’s needs.
Migrating legacy data and systems to the new platform is one of the most challenging aspects of replatforming. B2B companies typically have vast product catalogs, complex pricing tables, and historical order data, often residing in old databases or disparate formats. Kibo warns that “migrating your data from your old eCommerce platform to your new one” can be time-consuming and complex. To mitigate this risk, companies should plan migration in detail before cutting over. This means auditing all existing data (products, customers, orders, content) and deciding what to transform, archive or leave behind.
Replatforming projects typically choose a migration approach early on. Some opt for a big-bang cutover, moving all data at once; others use an incremental (phased) rollout. Virto’s replatform guide suggests evaluating both approaches. In practice, many companies safely use a phased strategy: for example, running the old and new platforms in parallel during transition. This allows real orders to be tested on the new site while the old site remains operational, so issues can be caught and corrected with minimal disruption.
A prudent step is to develop and test a minimal viable product (MVP) early, replicating the core selling functionality of the legacy site. By validating search, checkout, and integration flows on the MVP, teams can refine the process before full go-live.
Throughout migration, thorough integration of systems is essential. Legacy ERPs, CRM systems, PIMs, and data warehouses must be connected so that master data syncs between old and new platforms. Using middleware or API-driven connectors helps synchronize inventory, orders, and customer accounts in real time. The goal is to avoid orphaned data or downtime: a staged, parallel migration strategy coupled with automated reconciliation ensures business continuity.
Security and regulatory compliance are non-negotiable in B2B commerce. A modern platform must protect customer and corporate data at every layer. For example, leading providers secure their cloud infrastructure and undergo rigorous audits.
Virto Commerce’s cloud platform holds SOC 2 Type II certification for 2025, signaling that its data controls meet high enterprise standards. Platforms should also support encryption (SSL/TLS in transit, database encryption at rest), multi-factor authentication, and regular vulnerability scanning.
Additionally, many sectors are subject to specific regulations: EU businesses must comply with GDPR’s strict personal data rules (user consent, data portability, breach notifications), while US healthcare distributors may need HIPAA-compliant processes for patient information. Payment transactions must meet PCI DSS standards.
B2B companies should verify that any new platform has built-in compliance features and clear data-handling policies. It’s wise to look for certifications (ISO 27001, SOC 2, etc.) and ask vendors about their security roadmap.
Supply chain security is also a concern: platforms often rely on third‑party extensions or cloud services, which must be vetted to avoid introducing vulnerabilities. In summary, choose a provider whose security posture is enterprise-grade – for example, Virto and Oro both emphasize adherence to certifications and best practices – so that your replatform does not become a compliance or breach liability.
While evaluating options, executives must look beyond sticker price to the total cost of ownership (TCO). TCO includes every expense from implementation through years of operation. Direct costs like licenses or subscription fees are only part of the picture. Hidden costs – custom development, integrations, hosting, support contracts, upgrades, and training – can accumulate steadily.
Industry experts caution that the “cost of innovation” (i.e., the expense of continually extending and customizing the platform) often surpasses initial licensing fees. With static legacy systems, these costs can grow unpredictably as business needs evolve. By contrast, flexible modern platforms and headless architectures can help keep future development costs in check.
On the benefit side, replatforming should deliver a measurable ROI. Key gains come from automation and efficiency. An integrated, modern B2B site can automate manual processes – for example, auto-generating quotes and orders, syncing inventory and pricing in real time, and streamlining tax/fulfillment workflows. This reduces labor costs and error rates. Moreover, personalization and self-service features can boost sales conversion and order size.
To quantify ROI, companies should set KPIs (increased online revenue, lower order processing costs, faster onboarding of new markets) before starting. Gartner defines TCO as a comprehensive view of costs over time, which helps frame ROI calculations. For example, if replatforming cuts processing time by 20% and increases average order value through upselling, those revenue gains, combined with savings on legacy maintenance, can quickly pay back the investment.
No matter how capable the technology, replatforming requires as much focus on people and process as on code. Senior leadership must champion the effort from the start. Kibo notes that failing to secure executive buy‑in is a common pitfall: replatforming is a major project requiring time and budget, so C-level sponsorship is critical.
Indeed, a McKinsey survey found that tech initiatives with active CEO support are 32% more likely to succeed. Project teams should include stakeholders from IT, marketing, sales, finance, and operations – basically anyone affected by the commerce site. This cross-functional team can identify requirements upfront, map existing workflows, and ensure no department’s needs are overlooked.
Communication and training are equally important. Companies should clearly articulate the business reasons for replatforming and share the roadmap with all stakeholders. As Salesforce advises, treating change management as a key project deliverable – and working with experienced partners – helps avoid common mistakes. For example, vendors and implementation teams can provide hands‑on training, user guides, and support during the rollout.
Establishing feedback loops early (such as pilot user groups or beta testing phases) encourages buy‑in and surfaces issues before full launch. In practice, we’ve seen that involving the sales and customer service teams in testing new features leads to higher adoption, because they feel invested in the outcome.
By anticipating resistance and preparing the organization through training sessions, clear documentation, and celebrating quick wins, companies can ensure their teams embrace the new platform. Remember, a strategy is only as good as its execution: even the most powerful B2B platform won’t deliver ROI if users revert to old processes.
Upgrading a legacy B2B eCommerce system in 2025 is not just an IT upgrade – it’s a strategic business transformation. Companies must start by aligning the replatform project to clear business objectives: what B2B executives must know before replatforming is that every choice (platform, features, vendors) should tie back to goals like market expansion, customer retention, or operational efficiency.
A precision roadmap is essential. This includes defining measurable success criteria, assembling the right team, and following proven steps to successfully replatform your B2B eCommerce store: set goals, select a future-ready platform (weighing TCO and flexibility), plan data migration, and decide on a phased or big-bang approach.
In practice, solutions like OroCommerce and Virto Commerce exemplify platforms built to meet these demands. OroCommerce supports complex B2B models, including dynamic, customer‑specific catalogs and role‑based access. Virto Commerce offers a composable .NET-based framework with enterprise-grade features and SOC 2-certified cloud security. Both platforms provide structured guidance and technical resources to navigate the replatforming journey with confidence.
And this is exactly where Reveation Labs comes in. As your implementation and digital transformation partner, we bring deep experience in eCommerce strategy, platform customization, and systems integration. Whether you're replatforming to OroCommerce, Virto Commerce, or exploring a hybrid approach tailored to your architecture, we help you move with clarity and speed. From discovery and MVP delivery to secure data migration and long-term optimization, we don’t just ship code, we solve business challenges.
In short, think of replatforming as a product launch with C-level impact. With the right platform, the right partner, and a clear roadmap, your organization can unlock a commerce foundation that scales globally, delights customers, and future-proofs your growth.
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