Salesforce Commerce Cloud for B2C vs B2B: Key Differences and Use Cases

By Robert Ulrich 09 Feb 2026

Salesforce Commerce Cloud helps brands sell smarter across every digital channel. It powers fast online experiences for both shoppers and business buyers. Yet many teams still mix up Commerce Cloud B2C and Commerce Cloud B2B, which often leads to poor platform choices.

Most businesses search for these Salesforce commerce cloud differences because their customers buy in very different ways. Retail shoppers expect speed and B2C personalised shopping, while business buyers need accuracy and structured workflows. Understanding these behaviours helps teams pick the right approach from day one.

The core difference is simple. Salesforce B2C Commerce focuses on emotional, fast, personalised retail experiences. Salesforce B2B Commerce supports long buying cycles, contract pricing B2B, approvals, and B2B online ordering. This blog breaks down B2C vs B2B commerce cloud in detail, with clear examples and use cases.

What Is Salesforce Commerce Cloud? (B2C + B2B Overview)

Salesforce Commerce Cloud is a powerful digital platform that supports online selling across every channel. It manages storefronts, products, checkout, and customer journeys in one connected system. Its strength comes from unified tools and smart commerce cloud capabilities.

Salesforce B2C Commerce powers fast retail experiences with dynamic offers marketing-driven promotions and personalised recommendations. It supports quick checkouts and strong customer segmentation B2C for targeted shopping. This makes it ideal for brands focused on emotional, high-volume sales.

Salesforce B2B Commerce is built for structured business buying with large orders and contract pricing B2B. It manages complex workflows, approvals, and detailed product catalog management. This makes it perfect for industries that need reliable B2B online ordering at scale.

What’s the Difference?

The main Salesforce commerce cloud differences come from how each buyer behaves online. Commerce Cloud B2C focuses on emotional, quick shopping, while Commerce Cloud B2B supports logical, structured purchasing. One is driven by personal choices, and the other depends on process and approval.

In B2C ecommerce vs B2B ecommerce, customers expect very different journeys. Retail buyers want speed, discovery, and smooth personalised recommendations. Business buyers expect accuracy, bulk options, and self-service portals B2B for everyday tasks.

Both platforms share strong commerce cloud capabilities, but they serve unique needs. They differ in product catalog management, pricing models, checkout flows, and integration depth. This makes a clear commerce cloud comparison essential before choosing a platform.

Feature	Commerce Cloud B2C	Commerce Cloud B2B
Target Customers	Individual shoppers	Business buyers and teams
Buying Behaviour	Impulse-driven, fast	Planned, structured, approval-based
Product Catalog Management	Simple catalogs	Large catalogs with complex rules
Pricing Models	Dynamic offers	Contract pricing B2B
Checkout Flow	One-step or quick checkout	Multi-step, role-based checkout
Order Volume	Smaller, frequent orders	Large, repeat, bulk orders
Integration Needs	Marketing-first systems	ERP, inventory, and manufacturing links
Personalisation Level	Strong customer segmentation B2C	Account-level personalisation
Self-Service	Minimal self-service	Deep self-service portals B2B

Target Audience

Salesforce B2C Commerce Target Audience

Commerce Cloud B2C serves brands selling directly to individual shoppers. Retail stores, fashion & apparel, and beauty brands rely on B2C personalised shopping. D2C companies and consumer electronics brands also benefit from strong customer segmentation B2C.

Salesforce B2B Commerce Target Audience

Commerce Cloud B2B supports businesses needing structured buying. Manufacturing, wholesale distribution, and automotive companies use it for B2B online ordering. Industrial supplies, medical equipment, and other enterprises use self-service portals B2B for efficiency.

Key Features of Salesforce B2C Commerce

Personalised Shopping Experience

Salesforce B2C Commerce delivers engaging experiences with dynamic content. AI-driven personalised recommendations guide shoppers to relevant products. Strong customer segmentation B2C ensures targeted offers for every audience.

Modern Merchandising & Promotions

It powers seasonal campaigns, flash sales, and timely discounts. Brands can create dynamic promotions that boost conversions. Commerce cloud capabilities make merchandising simple and responsive.

Omnichannel Commerce Capabilities

Shoppers move seamlessly across mobile, web, social, and marketplaces. Omnichannel commerce Salesforce ensures a unified journey and consistent experience. Customers enjoy the same convenience across every touchpoint.

Marketing Automation & Engagement Tools

Email, SMS, and behavior-triggered journeys keep buyers engaged. Ecommerce automation in Salesforce saves time and increases ROI. Personalised campaigns strengthen loyalty and repeat purchases.

Performance, Scalability, and Security

Salesforce Commerce Cloud scales with your business and protects customer data. Fast loading speeds improve conversions and retention. The platform supports peak traffic without performance drops.

Key Features of Salesforce B2B Commerce

Contract Pricing & Tiered Pricing

Salesforce B2B Commerce handles contract pricing B2B for different accounts. Pre-negotiated rates simplify bulk purchasing. Account-specific terms keep pricing accurate and fair.

Bulk Ordering & Reordering Tools

Quick order forms speed up purchases for businesses. B2B online ordering and replenishment workflows save time. Repeat orders become effortless with automated tools.

Self-Service Buyer Portals

Buyers can view order history, invoices, and approvals online. Self-service portals B2B reduce manual support. Customers gain independence and faster processing.

Account Hierarchies & Role-Based Access

Supports multi-buyer teams with role-based permissions. Approval processes follow company rules. It keeps workflows structured for complex organizations.

Integration With ERPs & Back-Office Systems

Connects to order management system, inventory, and manufacturing platforms. Integration ensures accuracy across departments. ERP links improve efficiency and reporting.

B2B Automation Features

Automates quotes, approvals, and subscriptions. Ecommerce automation Salesforce simplifies repetitive tasks. Businesses can scale without adding manual work.

Commerce Cloud Technology: How B2C and B2B Work Behind the Scenes

Commerce Cloud B2C uses modern architecture for fast, scalable online experiences. It supports personalised recommendations and AI-driven merchandising. Integration with marketing systems enhances engagement across channels.

Commerce Cloud B2B is designed for complex business processes. It connects to order management system, ERP, and inventory platforms. This ensures accuracy in pricing, approvals, and bulk orders.

Both platforms leverage Salesforce Digital Commerce tools like Commerce Cloud Einstein. Headless commerce options provide flexibility for developers. Together, they support smooth omnichannel experiences and automation.

Commerce Cloud Use Cases

B2C Use Cases

Retail brands delivering fast, personalised shopping experiences.
Fashion companies using AI-driven personalised recommendations.
Electronics stores guiding buyers with smart product suggestions.
Seasonal promotions increasing engagement and conversions.

B2B Use Cases

Manufacturers handling large, repeat orders with B2B online ordering.
Wholesale distributors managing contract pricing B2B and bulk purchases.
Self-service portals streamlining approvals, invoices, and order tracking.
Industrial suppliers scaling operations using ecommerce automation Salesforce.

Which Salesforce Commerce Cloud Is Right for You?

Choosing the right platform depends on your customers and sales process. Commerce Cloud B2C suits fast-moving retail, B2C personalised shopping, and shorter sales cycles. Commerce Cloud B2B fits complex workflows, contract pricing B2B, and bulk ordering needs.

Consider order volume, product complexity, and integration needs. Retailers focus on quick checkouts and customer segmentation B2C. Businesses prioritize structured approvals, self-service portals B2B, and ERP connectivity.

A quick decision matrix helps clarify: B2C is best for emotional, high-volume sales. B2B is ideal for planned, multi-step purchases. Understanding your audience ensures your Salesforce Commerce Cloud investment drives results.

Conclusion

Choosing the right Salesforce Commerce Cloud depends on your audience and sales process. Commerce Cloud B2C works best for retail and B2C personalised shopping, while Commerce Cloud B2B suits structured bulk orders and contract pricing B2B.

Hybrid approaches help companies serve both individual shoppers and business clients efficiently. Omnichannel commerce Salesforce and ecommerce automation Salesforce ensure seamless experiences across channels.

RT Labs helps businesses implement and optimize Salesforce Commerce Cloud. They guide brands in scaling B2C and B2B operations, integrating systems, and improving customer experiences. Their expertise ensures you choose the right platform and get maximum ROI.

Frequently Asked Questions (FAQs)

What is Salesforce B2B Commerce?

Salesforce B2B Commerce is a platform designed for businesses to manage bulk orders, approvals, and contract pricing B2B. It helps streamline workflows, supports multi-buyer accounts, and integrates with ERP and inventory systems. This ensures efficiency and accuracy for complex business purchases.

What is Salesforce B2C Commerce?

Salesforce B2C Commerce enables brands to offer fast, engaging, and personalised experiences. It supports B2C personalised shopping, dynamic promotions, and customer segmentation B2C. Retailers can connect across web, mobile, and social channels for consistent experiences.

What is the difference between B2C and B2B ecommerce?

B2C focuses on fast, emotional shopping with personalised recommendations and simple checkout. B2B handles structured purchases, large orders, approvals, and self-service portals B2B. Each serves very different customer behaviours and business goals.

Is Salesforce Commerce Cloud good for manufacturing companies?

Yes, it supports ecommerce for manufacturing with bulk ordering, complex product catalogs, and B2B online ordering. Integration with order management system and ERP ensures accurate inventory, pricing, and workflows.

Does Salesforce Commerce Cloud support omnichannel retail?

Absolutely. Omnichannel commerce Salesforce connects web, mobile, social, and marketplaces. Customers enjoy a unified shopping journey, while businesses can manage sales, marketing, and service from one platform.

Can I use both Salesforce B2B and B2C Commerce together?

Yes, hybrid setups let companies serve both retail and business buyers efficiently. Businesses can combine Commerce Cloud B2C and Commerce Cloud B2B, sharing analytics and automation across channels.

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