In an ever-evolving B2B world, the expectations of professional buyers are radically transforming. Today, they seek the same fluidity and flexibility in their professional transactions that they enjoy as consumers. In this context, B2B BNPL (Buy Now Pay Later) is experiencing a true revolution, evolving from a simple deferred payment tool to a strategic element integrated into the embedded finance ecosystem.

According to McKinsey, the embedded finance market in the United States, estimated at $20 billion, is expected to exceed $230 billion by 2025. This spectacular growth demonstrates the increasing importance of these solutions in B2B business strategy. At the same time, B2B BNPL payments are expected to reach $199.2 billion in 2024, with an annual growth of 33.4% according to the latest industry studies.

In this comprehensive guide, we explore how businesses can leverage B2B BNPL 2.0 to transform their business model, enhance their value proposition, and create new revenue streams through embedded finance. Whether you're a fintech, a traditional financial institution, or a business looking to integrate financial services into your offering, this guide will provide you with the keys to successfully implement your B2B deferred payment strategy in 2025.

The Evolution of B2B BNPL: From Traditional Deferred Payment to Embedded Finance 2.0

The Origins of Deferred Payment in the B2B Sector

Deferred payment is not a new concept in the B2B world. For decades, businesses have been using mechanisms such as net payment terms (Net 30, Net 60, Net 90) to extend credit to their business customers. These traditional arrangements allow buyers to receive goods or services while deferring payment, typically without additional fees if payment is made within the agreed timeframe.

However, these traditional methods have several limitations. They often rely on manual credit assessment processes, involve significant paperwork, and lack flexibility. Additionally, sellers must bear the credit risk and associated cash flow constraints, which can be particularly problematic for SMBs.

These limitations have created a need for more modern and digitized solutions, paving the way for modern B2B BNPL.

The Birth of Modern B2B BNPL

The emergence of modern B2B BNPL solutions has been catalyzed by the digital transformation of business-to-business commerce and the massive adoption of B2B marketplaces. These solutions differ from traditional payment terms through several key characteristics:

First, they rely on automated credit assessment technologies that enable real-time decisions, significantly reducing approval time from several days to just minutes or even seconds. Second, they offer a fully digital user experience, from application to approval and repayment. Third, the credit risk is generally transferred from the seller to a specialized third party (fintech or financial institution), thus freeing up the seller's cash flow.

This evolution directly responds to the expectations of professional buyers who now seek the same seamless experience in their B2B transactions that they know as consumers.

B2B BNPL 2.0: The Era of Embedded Finance

In 2025, we are witnessing the emergence of B2B BNPL 2.0, characterized by its deep integration into the embedded finance ecosystem. This new generation of solutions is no longer just a simple deferred payment tool but becomes a strategic component directly integrated into purchasing journeys and business platforms.

Embedded finance allows financial services to be integrated directly into experiences, platforms, or customer journeys that are not inherently financial. In the B2B context, this means that financing options are offered contextually, at the precise moment when the buyer needs them, without having to leave the purchasing environment.

This evolution is made possible thanks to modular technological infrastructures and low-code platforms like Basikon, which allow companies to easily integrate financial services into their existing offerings without having to develop these capabilities in-house.

The Strategic Advantages of B2B BNPL for Businesses in 2025

Accelerating the Sales Cycle and Increasing Average Order Value

One of the most immediate advantages of B2B BNPL is its impact on the sales cycle. By offering flexible financing options directly at the point of decision, businesses can significantly reduce the friction that typically slows down B2B purchases. Buyers no longer need to interrupt their journey to seek external financing solutions or wait for approval from their finance department.

This seamlessness translates into reduced decision time and significantly increased conversion rates. Data shows that businesses integrating BNPL solutions into their B2B purchasing journey see an average 30% increase in their conversion rate and a 40% increase in average order value.

The case of Orion Leasing, which deployed the Basikon platform to automate its financing processes, is particularly telling. The company managed to reduce its "time-to-yes" from 10 minutes to just 20 seconds, while integrating with more than 25 data platforms via API. This optimization led to a 60% increase in its leasing portfolio and a tripling of its customer base.

Creating New Revenue Streams

Beyond the impact on sales, B2B BNPL 2.0 offers businesses the opportunity to diversify their revenue streams. By integrating financial services into their offering, companies can generate additional revenue in the form of service fees, interest, or partnership commissions with financial institutions.

This diversification is particularly attractive in an uncertain economic context, where margins on core products and services are under pressure. Revenue generated from embedded financial services is typically characterized by its recurrence and predictability, helping to stabilize the company's overall business model.

The example of Leascorp perfectly illustrates this opportunity. By using the Basikon platform to offer embedded finance solutions to its partners, Leascorp increased its partner network by 300% and its total customer base to 32,000. The platform allows them to deploy new sales channels in less than a week, thus creating multiple revenue sources through different partnerships.

Strengthening Customer Relationships and Loyalty

Integrating deferred payment into an embedded finance strategy significantly contributes to strengthening customer relationships. By offering financing solutions tailored to the specific needs of their customers, businesses demonstrate their understanding of their customers' financial challenges and their willingness to facilitate their growth.

This customer-centric approach transforms the very nature of the business relationship, which evolves from a simple transaction to a true strategic partnership. Companies that offer embedded financing solutions become growth facilitators for their customers, thus strengthening their position in the B2B ecosystem.

Additionally, access to richer financial and behavioral data allows businesses to better understand their customers and continuously refine their offering. This virtuous cycle of continuous improvement contributes to increasing customer satisfaction and strengthening loyalty, two key indicators of a company's long-term performance.

How to Effectively Integrate Deferred Payment into Your Embedded Finance Strategy

Identifying Financial Friction Points in Your Customer Journey

The first step to effectively integrating B2B deferred payment is to precisely identify the financial friction points in your current customer journey. These friction points represent the moments where financial constraints slow down or block your professional customers' purchasing process.

To perform this analysis, start by mapping the entire customer journey, from discovering your offering to after-sales service. At each stage, ask yourself the following questions: What are the financial constraints that could slow down the customer's progression? What are the moments when flexible financing options could accelerate decision-making?

Typical friction points include budget thresholds requiring multiple approvals, seasonal cash flow constraints, or significant investments in new equipment or technologies. Once these points are identified, you can design targeted financing solutions that precisely address your customers' needs at these critical moments.

Choosing the Right Integration Model for Your Business

There are several models for integrating B2B BNPL, each offering different advantages and levels of complexity. The choice of model will depend on your overall strategy, internal resources, and market positioning.

The partnership model involves collaborating with a specialized BNPL solution provider who will handle risk assessment, financing, and payment management. This model allows for rapid implementation with limited initial investment but generally offers less control over the customer experience and financing conditions.

The hybrid model allows you to maintain the customer relationship and user experience while delegating certain technical or financial aspects to specialized partners. This model offers a good balance between control and speed of deployment.

Finally, the integrated model involves developing your own financing capabilities using low-code platforms like Basikon. This model offers maximum control over the customer experience and financing conditions but requires a greater investment in terms of resources and expertise.

As explained in Basikon's complete guide to B2B embedded finance, the choice of model depends on your digital maturity, strategic ambitions, and ability to manage the regulatory complexity associated with financial services.

Defining a Clear Value Proposition for Your Customers

Once the integration model is chosen, it is essential to define a clear value proposition that effectively communicates the benefits of your deferred payment solution to your customers. This proposition should go beyond purely financial aspects to highlight the strategic value of your offering.

Articulate your proposition around concrete benefits such as accelerating the purchasing cycle, optimizing cash flow, simplifying administrative processes, or the ability to seize business opportunities without immediate budget constraints.

Customize this proposition according to the target customer segments. For example, for SMBs, highlight the simplicity of access to financing and the absence of complex guarantees. For large companies, emphasize integration with their existing systems and compliance with their internal approval processes.

Finally, ensure that this value proposition is clearly communicated at all customer touchpoints, from your website to your sales teams, marketing materials, and digital interfaces.

Technologies and Infrastructures Needed to Deploy a B2B BNPL Solution

The Essential Components of a B2B BNPL Architecture

Deploying an effective B2B BNPL solution requires a robust technological architecture composed of several key elements. At the heart of this architecture is the credit decision engine, which assesses the creditworthiness of professional buyers in real-time. This engine relies on data analysis algorithms and scoring models adapted to the B2B context, integrating financial, behavioral, and sector-specific information.

Another essential component is the transaction management system that processes financing requests, manages approvals, and orchestrates payment flows between the various stakeholders. This system must be capable of handling complex pricing structures, personalized payment schedules, and specific commercial conditions for each customer.

The user interface is also a critical element, as it determines the experience of buyers and sellers. In a B2B context, this interface must adapt to the specificities of professional purchasing processes, which often involve multiple decision-makers and approval levels.

Finally, a powerful reporting and analysis system is essential for tracking key performance indicators, analyzing purchasing behaviors, and continuously refining risk models. This system also provides the necessary data to comply with regulatory requirements for financial reporting.

The Importance of APIs and Integration with Existing Systems

The success of an embedded finance strategy largely depends on the quality of integration with existing systems. Application Programming Interfaces (APIs) play a central role in this integration, allowing smooth communication between the different components of the technological ecosystem.

APIs facilitate integration with customer relationship management (CRM) systems, e-commerce platforms, ERP systems, accounting tools, and inventory management solutions. This integration enriches risk assessment with real-time transactional data, automates reconciliation processes, and offers a consistent user experience across different channels.

The example of Orion Leasing perfectly illustrates the importance of this integration. Thanks to the Basikon platform, Orion was able to integrate with more than 25 external data platforms via API, which significantly improved the quality of its risk assessments and accelerated its approval processes.

To maximize the effectiveness of your B2B BNPL solution, prioritize platforms that offer open and well-documented APIs, as well as a modular architecture allowing progressive integration with your existing systems.

Low-Code Platforms as Deployment Accelerators

Given the inherent complexity of B2B financing solutions, low-code platforms like Basikon are emerging as particularly effective deployment accelerators. These platforms allow for the rapid configuration of sophisticated solutions without requiring heavy IT development, thus significantly reducing time-to-market.

The advantages of low-code platforms in the context of B2B BNPL are multiple. They offer great flexibility in configuring financial products, making it easy to adapt financing conditions to the specificities of each customer segment or industry. They also facilitate adaptation to regulatory changes, a crucial aspect in the field of financial services.

Additionally, these platforms typically include pre-configured connectors with the main systems and data sources used in the B2B ecosystem, thus accelerating integration with existing infrastructure. They also offer advanced user interface customization features, allowing the experience to be adapted to the specific needs of your professional customers.

The case of Leascorp testifies to the effectiveness of this approach. Thanks to Basikon's low-code platform, the company was able to deploy new sales channels in less than a week, allowing its partners to generate financing simulations and contracts via a portal or a direct API connection with their CRM.

Use Cases and Experience Feedback: How Businesses Are Transforming Their Model with BNPL

B2B Marketplaces: Democratizing Access to Financing

B2B marketplaces represent one of the most compelling use cases for integrating BNPL into an embedded finance strategy. These platforms, which connect professional buyers and sellers, face a major challenge: facilitating transactions between actors who may not know each other and who haven't established a prior trust relationship.

By integrating deferred payment solutions, these marketplaces can significantly reduce payment-related friction and accelerate the adoption of their platform. For buyers, BNPL offers the possibility to spread their payments and optimize their cash flow. For sellers, it guarantees immediate and secure payment, thus eliminating customer credit risk.

A concrete example is that of a B2B marketplace in the industrial equipment sector that integrated Basikon's Core Lending solution. This integration allowed the platform to offer flexible financing options directly at the time of purchase, with real-time approval. The result was spectacular: a 45% increase in transaction volume and a 60% increase in average order value.

This case perfectly illustrates how BNPL can transform the business model of a B2B marketplace by creating a virtuous circle: more buyers attracted by payment facilities, more sellers seduced by payment security, and a platform that generates additional revenue on each financed transaction.

Distributors and Wholesalers: Optimizing the Supply Chain

In the B2B distribution sector, the integration of BNPL solutions addresses specific challenges related to inventory management and supply chain optimization. Distributors and wholesalers often face seasonal variations in demand and complex sales cycles that can create tensions on their cash flow and that of their customers.

By offering flexible financing solutions, these players can help their customers manage their supplies more effectively, allowing them to purchase optimal quantities at the right time, without being constrained by immediate budget limitations. This approach helps to streamline the entire supply chain and reduce stockouts.

The example of Orion Leasing is particularly instructive in this context. As a provider of leasing solutions for IT and other equipment, Orion used the Basikon platform to automate its financing processes and offer its customers a fully digital experience. This transformation allowed the company to increase its leasing portfolio by 60% and triple its customer base.

This case demonstrates how integrating flexible financing solutions into a distributor's offering can create a significant competitive advantage and strengthen customer relationships by precisely addressing their cash flow management needs.

Equipment Manufacturers: Facilitating Access to Innovation

For manufacturers of industrial, technological, or medical equipment, the high cost of their products can be a major barrier to adoption, particularly for recent innovations. Integrating embedded financing solutions allows them to transform this model by making these equipments more accessible and accelerating the sales cycle.

By offering deferred payment options directly in their sales journey, these manufacturers can help their customers overcome initial budget constraints and make purchase decisions based on long-term value rather than immediate cost. This approach is particularly relevant for equipment that generates savings or additional revenue over its lifetime.

The case of Leascorp perfectly illustrates this dynamic. As a company specializing in financial leasing of assets, Leascorp used the Basikon platform to offer embedded finance solutions to its manufacturing partners. This allows them to generate financing simulations and contracts directly from their portal or via an API connection with their CRM. The result: a partner network that increased by 300% and a total number of customers that reached 32,000.

This case demonstrates how integrating financing solutions can radically transform the business model of an equipment manufacturer, creating a partner ecosystem and democratizing access to innovative technologies.

Preparing Your Business for the Era of Embedded Finance with B2B BNPL

Integrating B2B BNPL into an embedded finance strategy represents much more than a simple technological evolution: it's a profound transformation of the business model that places financial services at the heart of the value proposition. This approach opens new perspectives for growth, customer loyalty, and competitive differentiation.

To succeed in this transformation, businesses must adopt a holistic vision that integrates technological, commercial, and organizational dimensions. This involves choosing the right technologies, such as low-code platforms that facilitate integration and accelerate deployment, but also rethinking internal processes and developing new skills.

The success examples presented in this article, such as Leascorp and Orion Leasing, demonstrate that this transformation is not only possible but can generate spectacular results in terms of growth and customer engagement.

In an ever-evolving B2B market, where the expectations of professional buyers are increasingly similar to those of consumers, the integration of flexible and transparent financial services becomes a strategic imperative. Companies that can seize this opportunity and implement innovative deferred payment solutions will be best positioned to thrive in tomorrow's B2B ecosystem.

Want to integrate B2B deferred payment solutions into your offering? Discover how Basikon can support you in implementing a customized embedded finance strategy. Request a personalized demo today!

FAQ: 5 Frequently Asked Questions about B2B BNPL and Embedded Finance

What is the difference between B2C BNPL and B2B BNPL?

B2C BNPL (Business to Consumer) and B2B BNPL (Business to Business) share the same fundamental concept - allowing buyers to receive goods or services immediately while deferring payment - but differ significantly in their implementation and characteristics.

B2C BNPL is generally designed for relatively low-value transactions (a few hundred to a few thousand dollars), with short repayment periods (often 30 to 90 days) and simplified approval processes based primarily on consumer credit scoring.

In contrast, B2B BNPL addresses much higher-value transactions (often tens of thousands of dollars), with longer repayment periods (from several months to several years) and more complex evaluation processes that take into account not only the financial health of the company but also sectoral and behavioral factors.

Additionally, B2B BNPL must adapt to more complex purchasing processes involving multiple decision-makers and approval levels, as well as specific requirements in terms of documentation and compliance.

What are the main regulatory challenges related to B2B BNPL in the United States?

In the United States, B2B BNPL is subject to a regulatory framework that aims to protect businesses while promoting financial innovation. Among the main regulatory challenges, we can cite:

The legal qualification of the activity: depending on the characteristics of the service offered, B2B BNPL may be qualified as a credit operation, requiring a banking license or specialized credit institution approval, or as a payment facility, subject to less strict constraints.

Anti-money laundering and counter-terrorism financing (AML/CTF) obligations: BNPL providers must implement robust know-your-customer (KYC) procedures and transaction monitoring.

Data protection: in accordance with applicable privacy laws, companies must ensure the security and confidentiality of financial data collected as part of risk assessment and payment management.

Transparency of commercial conditions: financing conditions, including any fees, interest, and potential penalties, must be clearly communicated to professional customers.

To effectively navigate this complex regulatory landscape, many companies choose to rely on platforms like Basikon, which natively integrate regulatory requirements into their architecture.

How to evaluate the ROI of a B2B BNPL solution?

Evaluating the return on investment (ROI) of a B2B BNPL solution must take into account both direct and indirect benefits, as well as the costs associated with its implementation and operation.

On the benefits side, several key indicators can be identified:

The increase in conversion rate: measure the percentage of buyers who complete their purchase when a deferred payment option is offered, compared to the standard conversion rate.

The increase in average order value: evaluate the impact of the BNPL solution on the average value of orders.

The acquisition of new customers: quantify the number of new customers specifically attracted by the availability of flexible financing options.

The direct financial revenues: calculate the revenue generated by service fees, interest, or partnership commissions associated with the BNPL solution.

On the costs side, consider:

The implementation costs: technological development, integration with existing systems, team training, etc.

The ongoing operational costs: software licenses, transaction fees, human resources dedicated to managing the solution, etc.

The cost of risk: if you assume all or part of the credit risk, you must integrate the cost of potential payment defaults.

To calculate the ROI, use the formula: ROI = (Total Benefits - Total Costs) / Total Costs × 100. A positive ROI indicates that the benefits exceed the costs, while a negative ROI suggests that the investment is not profitable in its current configuration.

What internal skills are necessary to deploy a B2B BNPL strategy?

Successfully deploying a B2B BNPL strategy requires a combination of technical, financial, and commercial skills. Here are the main areas of expertise to mobilize:

Risk management expertise: ability to assess the solvency of businesses, define appropriate credit policies, and monitor the portfolio of receivables.

Technological skills: knowledge of API architectures, experience in system integration, mastery of low-code platforms like Basikon, and understanding of data security issues.

Regulatory expertise: knowledge of the legal framework applicable to financial services, ability to ensure compliance of processes and documentation.

User experience skills: ability to design smooth and intuitive customer journeys, adapted to the specificities of B2B purchasing processes.

Commercial and marketing expertise: aptitude to effectively communicate the added value of financing solutions and train sales teams in their promotion.

If some of these skills are not available internally, several options are available to you: recruiting specialized profiles, training existing teams, or partnering with external experts. Many companies opt for a hybrid approach, combining internal resources and external expertise to accelerate their skill development.

How does B2B BNPL integrate into a broader digital transformation strategy?

Integrating B2B BNPL into a broader digital transformation strategy represents an opportunity to deeply rethink the customer relationship and business models. This integration can be articulated around several axes:

Digitalization of the customer journey: B2B BNPL can serve as a catalyst to digitize the entire purchasing journey, from product discovery to after-sales service, including configuration, quotation, ordering, and payment.

Data exploitation: information collected as part of financial assessment and payment behavior monitoring can enrich your understanding of customers and fuel artificial intelligence and advanced analytics initiatives.

Development of new business models: B2B BNPL can facilitate the transition to subscription or pay-per-use models, particularly relevant in a context of servicization of the economy.

Creation of a partner ecosystem: the integration of financial services can serve as a foundation to develop a broader ecosystem of partners and complementary services, strengthening your positioning in the value chain.

The example of Leascorp, which used the Basikon platform to create a network of partners and rapidly deploy new sales channels, perfectly illustrates this integrated approach to digital transformation.

To maximize the impact of your B2B BNPL initiative, ensure that it fits into a coherent strategic vision of your company's digital transformation, with clear objectives, defined performance indicators, and strong support from management.