Mondu BNPL for B2B

2023 is upon us and B2B e-commerce shows no signs of slowing down. Worldwide, B2B e-commerce revenues are expected to hit $4 trillion by the end of 2023. The value of the European B2B e-commerce market alone is forecast to reach $1.5 trillion in 2023 and grow to $1.8 trillion by 2025. 

Annual e-commerce trends

Alongside this rapid growth, rising competition, changing buyer expectations and uncertain economic conditions will continue to drive a number of emerging trends that have already made their way into the B2B e-commerce sector in 2022. 

To help your business prepare for what’s coming next, here’s a list of 6 key trends set to shape B2B e-commerce in 2023 and beyond.

Enhanced personalization

It used to be that B2B salespeople would visit their customers, know their exact wishes and fill out order forms together. Nowadays, business customers do online research and want to shop online but they still want the personal touch and many B2B merchants are yet to deliver this. 

A McKinsey & Company survey of close to 3,500 B2B decision-makers found that along with more channels and more convenience, customers also want a more personalized experience.

In 2023, we’ll see more merchants looking to transfer their personalized offline sales experience into the digital world and catch up to the levels of personalization offered by their B2C counterparts.

To achieve enhanced levels of personalization, merchants will leverage their customer data to provide experiences that speak directly to their customers’ past, present and anticipated needs. They will look to personalize touch points along the entire customer journey to simplify and accelerate the buying process from search, product catalogs and recommendations to ordering, payment and shipping.

The consumerization of the B2B payment experience 

The consumerization of the B2B payments experience has been a hot topic for some time but has received a significant push from accelerated e-commerce adoption during the pandemic.

Today’s B2B buyers are primarily millennials. They are accustomed to the fast, convenient, and flexible checkout experiences offered in B2C and increasingly expect the same when shopping online in a professional capacity. In fact, some studies show that as many as 80% of B2B buyers now expect the same buying experience as B2C customers.

In 2023, we’ll see more merchants looking to transfer their personalized offline sales experience into the digital world and catch up to the levels of personalization offered by their B2C counterparts.

Get more out of your payments with Mondu.

Buy Now Pay Later will only get bigger

There’s been a lot of excitement around B2B Buy Now Pay Later over the last few years and rightly so given the benefits it brings to both B2B merchants and buyers. In 2023, we expect merchant adoption of Buy Now Pay Later to accelerate further as high inflation and economic uncertainty persist and potentially worsen. Growing demand from buyers, which is already sky-high, will also play a role in driving adoption.

E-commerce trends

In 2022, we saw rising prices starting to directly impact the payment behavior and morale of B2B buyers and companies’ liquidity. For the first half of 2022, lenders and suppliers reported an average payment delay of 10.5 days. In comparison, the average payment delay of B2B buyers in the previous year was 9.97 days. SMEs are particularly impacted. For them, the average payment delay is significantly above average, at 12.1 days. 

This declining payment behavior will continue into 2023 and likely lead to a cash flow crunch for many B2B businesses, especially small and medium-sized companies dependent on punctual payments due to tight operating budgets. The risk of payment defaults is likely to rise too, threatening the very existence of some of these businesses. 

Ultimately, these challenges will drive more B2B e-commerce businesses to partner with third-party BNPL providers. Such providers allow merchants to offer the payment flexibility their buyers need and want without worrying about cash flow issues or bearing the risk of non-payment. 

Adopting an omnichannel sales approach

Buying habits are changing as technology becomes increasingly integrated into our daily lives. B2B buyers want more flexibility when moving through the sales process, preferring a combination of traditional sales methods, remote sales (such as video calls), and self-service (such as digital portals and e-commerce).

Some B2B sellers are yet to meet these preferences, resulting in a gap between expectations and merchant offerings. According to research by Oracle, 56% of B2B buyers feel there is a gap between the existing experiences offered by B2B sellers and their evolving needs for purchasing.

But there are also a growing number of merchants already embracing omnichannel and according to McKinsey, they’re finding it more effective than traditional sales models alone. Sales satisfaction with this model is growing exponentially as more companies enable face-to-face interaction and adopt hybrid sales approaches that facilitate remote and e-commerce interactions.

In 2023, omnichannel will become “the new normal” in B2B. We can expect a major shift regarding onsite sales versus online webshops and toward a hybrid sales model that seamlessly serves customers across channels. In line with this trend, hybrid sales representatives will become far more common. In fact, according to McKinsey, by next year, 64% of B2B companies plan to increase hybrid sales representatives.

E-commerce and BNPL trends

Ultimately, merchants offering an omnichannel purchasing journey and hybrid sales model across traditional, remote and self-service channels will gain a competitive edge over sellers relying heavily on one channel. 

Optimizing the mobile buying experience

B2C webshops have been leveraging mobile for many years due to its popularity among consumers when making a purchase. But more business buyers are now using mobile devices to make purchases too. Mobile already accounts for 33% of all B2B e-commerce sales and growth in mobile usage has been remarkable. 

A survey from McKinsey & Company found that B2B mobile ordering has increased 250% in the past two years. According to BCG research, 60% of B2B buyers reported that mobile played a significant role in a recent purchase.

These findings shouldn’t be surprising considering that the average person spends over three hours on their phone daily. However, it is surprising that most B2B merchants have yet to capitalize on developing a great mobile experience. 

In 2023, this will change as mobile usage among business buyers continues to grow. More B2B businesses will invest considerable resources to optimize their web stores for mobile and ensure buyers can seamlessly switch between devices during the buying process.

Embracing sustainability

With the battle to meet net zero emissions targets and fight climate change heating up, business buyers are placing more emphasis on environmental responsibility. They are increasingly only buying from environmentally friendly businesses. In fact, according to a recent survey, B2B buyers are much more concerned about a company’s environmental and social values than consumers. 72% are more likely to buy from socially responsible businesses compared to 55% of consumers.

For B2B e-commerce businesses, building a sustainable brand that embraces environmentally sustainable practices will become increasingly important in driving growth. In 2023 and beyond, we expect more B2B businesses will re-evaluate and transform their existing business practices like shipping and fulfillment to become more sustainable. They will also focus on using recycled materials and making packaging more biodegradable.

Want to learn how you can adapt your business for 2023? Reach out to us.

2022 has been a massive year for us with lots of exciting developments that have set us up for an even bigger and better 2023. In a year that saw growing economic uncertainty and record inflation, we’re super proud to have launched several new products that are helping make the financial lives of thousands of B2B merchants and their customers easier. As 2022 comes to a close, here’s a look back at some of our major accomplishments and milestones from a fantastic year.

We raised new funding to accelerate growth

In 2022 Mondu secured an additional €40 million in equity investment and €20 million in debt financing, bringing the company’s total capital to over €72 million. Our Series A round was led by US-based venture capital fund Valar Ventures with the participation of our seed investors, FinTech Collective and Cherry Ventures. The €20 million debt investment was led by German bank Vereinigte Volksbank Raiffeisenbank. The capital injection and debt financing will help fuel our product development efforts and further support our European expansion plans in 2023.

We launched in Germany, Austria, and The Netherlands

Following the successful launch of Mondu’s Buy Now, Pay Later solution in Germany, Mondu went international! We entered the Austrian market in July, enabling us to offer merchants a single solution for both the German and Austrian buyers. In October, we launched in The Netherlands, which was a natural next step for us in our European expansion plans. Just like in Austria, B2B merchants and marketplaces in the Netherlands can partner with Mondu to provide unrivaled payment flexibility at the checkout. We also set up a team on the ground in Amsterdam to support our rapidly growing operations

We launched world-class B2B BNPL products 

Our product and engineering teams had a busy year. They successfully launched a suite of innovative Buy Now Pay Later payment methods for B2B webshops and marketplaces that take the checkout experience to the next level. Our invoice purchasing and SEPA direct debit methods deliver the most popular payment options for B2B buyers and offer flexible payment terms of 30, 45, 60 or 90 days. For SEPA direct debit, Mondu automatically debits the amount from the buyer’s bank account on the payment date. Our installment payments option allows B2B buyers to divide their purchases into six equal, interest-free payments. With installment payments, buyers enjoy a flexible payment option that empowers them to purchase more.

We welcomed lots of new customers 

During the year, we successfully onboarded many new customers from various industries ranging from Beauty to Timber to Food & Beverages to Electronics and beyond, across all our markets of operation. Our support and success teams went above and beyond to ensure they had everything they needed to get started. They stayed with them every step of the way and continue to remain available to assist consumers in any way they can. So far, the response has been tremendous, and we’re pleased to say that our customers are getting great results since implementing our innovative BNPL solutions!

We presented at the world’s most prestigious events

Mondu presented at national and international events like WebSummit, DMEXCO and K5. On over 24 stages – both physical and virtual – our speakers Malte Huffmann, Philipp Povel, Gil Danziger, Miyu Lee, Lauren Joseph, Stefano Arcari, Hasmik Avetisyan, Daria Kameneva, Tim Knostmann and Amber Duettmann shared their expertise on B2B e-commerce, payment and fintech. 

Mondu events from 2022

Get more out of your payments with Mondu.

We grew our team from 20 to 140 

The Mondu team grew significantly this year, from just over 20 to more than 140 people, and we’re still hiring! For practically every department, from engineering and compliance to product design and marketing, we hired the best talent worldwide. We also invested in training and development programs to ensure everyone could learn, grow, and contribute to the best of their abilities. Despite our rapid growth, we were able to create a highly productive and engaged team with a collaborative and communicative culture. One that enables everyone to work together to achieve our business goals and deliver incredible results.

Mondu team

We ranked among Europe’s hottest startups 

We were proud to be recognized at the forefront of the European tech scene and voted as one of the best places to work. Wired Magazine named us one of Berlin’s hottest startups and our innovative BNPL products and rapid growth won us a spot on the Accel Fintech 100 as one of the top Fintechs in EMEA.  We were also shortlisted for The Europas Tech Startup Awards as one of the leading companies in the FinTech category! 

We danced, partied and had so much fun!

Onwards and upwards in 2023!

2022 has been an incredible year for us. But even as we grow, our north star remains the same: simplifying the financial life for B2B companies – so that they can focus on growing their business.

With major new product releases in the pipeline and exciting announcements just around the corner, we’re filled with excitement and anticipation for 2023.

Here’s to an even better year ahead!

Black Friday is the busiest sales day of the year in the US and marks the beginning of the Christmas shopping season. In 2021, American consumers spent $8.9 billion online during Black Friday, falling just short of last year’s record of $9.03 billion.

But Back Friday is no longer just an American phenomenon. It’s now one of the most anticipated shopping events worldwide, including throughout much of Europe where it’s gained widespread popularity among consumers and online consumer-focused retailers.

Countries like France, Germany, Spain, and the UK saw some of the most impressive online sales peaks during Black Friday in 2021. France recorded 87% growth in online shopping during the week of Black Friday compared to the country’s weekly average. In Germany and Spain, online consumer purchases during Black Friday were four times higher than on an average day.

But what about businesses outside the B2C ecommerce sector? Can B2B webshops also take advantage of Black Friday to boost sales? The answer is a resounding yes! In this post, we’ll explain why and how your B2B webshop can fully exploit Black Friday to increase sales by offering Buy Now Pay Later.

Source

Black Friday and B2B come together

The B2B ecosystem is undergoing significant changes driven by rising buyer expectations for a frictionless B2C-like purchasing experience. Research from McKinsey shows that ecommerce now drives more than 18% of all revenue for the average B2B company, putting it on par with in-person sales and ahead of all other channels. This leads us to believe that Black Friday is also a huge business opportunity for B2B ecommerce businesses.

What’s the effect of Black Friday on buyer mindset?

Humans love deals and are all driven to a certain extent by FOMO (fear of missing out). We will go the extra mile for a bargain and feel compelled to purchase if the right psychological triggers are present. Since B2B and B2C ecommerce webshops both target people and aim to encourage them to make a purchase, B2B businesses can also tap into the human instincts of B2B buyers and benefit from offering Black Friday deals.

BNPL & Black Friday – How to stand out from the crowd

Offering Buy Now Pay Later comes with game-changing benefits that can help your B2B webshop stand out and boost sales over Black Friday and into the future.

1. Increase purchasing power

One massive benefit of offering Buy Now Pay Later is that it gives customers more buying power to purchase the goods or services they want and motivates the purchase of upgrades and add-ons. With BNPL, buyers feel more confident to make a purchase and they don’t have to worry about things like cash flow or applying for trade credit. They can purchase more, taking advantage of your Black Friday offers, and delay or split the payment over time often with no interest. Goods or services are only paid for after they are received and meet the buyer’s expectations, adding a layer of trust and comfort to every transaction.

2. Meet buyer expectations

Today’s B2B buyers expect a smooth and frictionless buying experience when shopping online and continue to embrace digital solutions. According to Avionos, 94% of B2B buyers prefer to work with suppliers that continuously evolve their digital capabilities and experiment with offerings. You can meet these expectations and satisfy your customers by offering new and attractive deals on Black Friday and providing a painless B2C-like BNPL payments experience. In return, you can expect an increase in sales and a greater likelihood that buyers will return in the future too!

3. Boost conversion and average order values

In a study by MSTS, 48% of all B2B buyers surveyed said they had abandoned a purchase because they were not offered their preferred payment method. With BNPL, you can offer the most popular payment method among B2B buyers and enable a fast and frictionless payment experience proven to increase conversion rates by 20-30%.

The flexibility provided by BNPL also eases the initial financial burden faced by buyers, empowering them to make additional purchases and buy high-value products they could otherwise not afford due to budgetary constraints. According to Mondu’s data, online B2B webshops can experience up to a 57% increase in average order amounts after adding BNPL as a payment option.

4. Create trust

It’s no secret that trust is a major factor for business buyers when deciding whether to purchase. This is particularly the case when converting first-time customers and laying the foundation for future transactions with them.

Trust is associated with three states of probability: the probabilities of loss or gain and uncertainty. When a buyer is sure about the gain and has no fear of a loss accompanying a purchase, trust is high, and the purchase will likely be completed. On the other hand, when a buyer is unsure about the gain and fears a loss, trust will be low and the purchase is unlikely to be completed. Uncertainty is highest when the chances of loss and gain are equal. Any uncertainties within a checkout experience can destroy buyer trust and often result in abandoned carts.

Source

Offering BNPL allows B2B webshops to rapidly build a sense of trust whereby buyers feel sure about the gain they’ll experience and don’t fear any loss. With BNPL, goods or services are only paid for after receiving them and meeting buyer expectations so there is little to lose from the buyer’s perspective. BNPL also builds trust by providing a service that genuinely helps buyers buy what they want and run their businesses more effectively. Ultimately, this trust dramatically increases the likelihood of buyers’ purchasing on Black Friday and returning in the future.

Offer BNPL in your B2B checkout with Mondu

Mondu’s BNPL solutions bring B2B up to par with B2C payments, putting customers at the heart of the payment flow and ensuring they have a fast and seamless checkout experience. We offer flexible payment terms of 30, 60 or 90 days. You can also make purchasing easier with our convenient Installments solution, which lets buyers divide their purchases into six equal, interest-free payments.

Mondu integrates seamlessly in any web shop – bespoke or based on a webshop platform – and supports a range of multi-language systems and payment methods.

Want to learn more?

Reach out to our team today for a personal consultation at sales@mondu.ai or book a demo.

Today, we’re excited to announce the launch of our BNPL solutions in the Netherlands. The launch builds upon the successful rollout of our first BNPL pay-per invoice and split payments solution in Germany and our recent entry into the Austrian market

The Netherlands was a natural next step for us in our European expansion plans. SMEs are digitizing rapidly throughout the country and the number of B2B webshops continues to grow yearly. The number of business buyers purchasing through B2B webshops is also rising.

Just under 50% of B2B orders in the Netherlands occurred online in 2020. This year, B2B e-commerce revenue from physical goods alone will hit approximately $38 billion. By 2025, revenues are expected to grow to $54.5 billion.  

Driving growth by meeting B2B buyer expectations 

The Netherlands has a well-established B2C e-commerce market. Consumers are now familiar with online shopping and have become accustomed to the fast, frictionless and convenient payment experiences offered by B2C web stores. These buyers also increasingly expect the same experiences in a business context.

From today, B2B merchants and marketplaces in the Netherlands can partner with Mondu to provide unrivaled payment flexibility at the checkout. With invoice purchasing and SEPA direct debit, Mondu delivers the most popular payment methods for B2B buyers with flexible terms of 15, 30, 60 or 90 days. Mondu assumes the risk of payment delays and defaults and pays vendors immediately after orders are shipped. Buyers pay later and Mondu supports collection and dunning in case of delayed payments.  

With Mondu’s split payment solution, e-commerce merchants can let customers divide their purchases into six equal interest-free payments. Merchants get paid upfront and don’t have to take on any risk.

BNPL without risk and effort

Mondu’s BNPL solutions help B2B businesses increase conversion rates and loyalty by allowing buyers to experience a fast and frictionless B2C-like payment experience with flexible terms. B2B Businesses can also better manage their cash flow, minimize operational workload, and effortlessly expand their operations by selling cross-border to buyers in Germany and Austria without risk. German and Austrian businesses can also start selling to customers in the Netherlands.

Mondu’s proprietary risk engine checks creditworthiness in seconds to provide instant approval. Mondu also relieves B2B businesses of time-consuming and cost-intensive tasks by taking over the entire collection and dunning process. After a transaction occurs, Mondu takes care of communications with buyers, notifying them by email about upcoming payment deadlines and sending reminders in case of delayed payments. 

Get started today

The B2B e-commerce market in the Netherlands is fast-growing and dynamic. With increasing buyer expectations and competition on the rise, it’s never been more important for merchants and marketplaces to provide buyers with a convenient, flexible and frictionless checkout experience. 

If you’re interested in learning more, contact us at sales@mondu.ai or book a demo.

Ionto Comed main image

The needs of our customers come first for us in IONTO-COMED. Invoice payment in our webshop was a clear demand, and we’re happy to see that delivering on our clients’ wishes also translates into our business growth.

Julian La Fontaine, CEO of IONTO-COMED

90%

acceptance rate

21%

higher conversion rate

+25%

bigger basket size

About IONTO

For over 40 years, IONTO-COMED has been a leading cosmetics provider and partner of beauty institutes, hotel spas, and dermatologists alike. The company – based in Karlsruhe and Leipzig – employs nearly 200 people and is represented in 35 countries worldwide. Turnover is roughly €20-30 million, with most revenue in the DACH region coming from direct sales in the field and through its webshop. Over the years, IONTO-COMED has received numerous awards, most recently the European Health & Spa Award 2021.

The Challenge

B2B transactions are increasingly being made online – according to the 2021 World Supply Chain Finance Report, companies will make more than 50% of their purchases online by 2025. Meanwhile 95% of companies want invoice payment (i.e. Buy Now, Pay Later) as an option when buying online, which is the most popular payment method in B2B offline business. In IONTO-COMED’s webshop, this was previously only possible by request and entailed increased effort, costs, and risks. Their customers had to put up with a long waiting time before the order was shipped, negatively impacting conversion rate and sales in the webshop.

The Strategy

To meet the new demands of B2B e-commerce, Mondu’s Buy Now, Pay Later solution was implemented in IONTO-COMED’s online shop. The goal was to offer flexible payment methods to business customers, while also eliminating the associated default risks and operational overhead for IONTO-COMED.

The Results

Mondu’s Buy Now, Pay Later solution enabled IONTO-COMED to offer invoice payment with a 30-day payment term to every web shop customer. In doing so, Mondu covered the complete default risk and transferred the money after a few days, positively impacting IONTO-COMED’s cash flow.

Mondu replaced the outdated, manual, time-consuming credit check with one that takes place in real-time. This not only saved IONTO-COMED costs and resources, but also saved customers time and effort by providing immediate confirmation. The quick and easy process created a better shopping experience and directly impacted customer satisfaction, ultimately leading to higher conversion and more sales.

Already in the first month, the conversion rate on the IONTO-COMED web store went up by 21%, while basket sizes increased by 25%. With an acceptance rate of more than 90%. Buy Now, Pay Later from Mondu was well received by IONTO-COMED customers.

The B2B industry is constantly evolving and business purchases are steadily moving from offline to online. In fact, it’s estimated that the B2B e-commerce market will more than double in value from $8.5tn in 2021 to $18.7tn in 2026. At the same time, 82% of all B2B buyers now expect a B2C-like buying experience 1, yet most merchants are falling short and have not fully transformed into an online business.

To grow revenues and scale their business, it’s now more important than ever for merchants to provide buyers with a frictionless online payment experience. There’s also an increasing demand for payment flexibility, with most B2B buyers preferring deferred payments. 2 At Mondu, we believe providing a world-class purchasing experience is the best way to drive growth in today’s increasingly competitive B2B sphere. That’s why we develop innovative and efficient payment solutions that improve the checkout experience for buyers in B2B webshops. After successfully launching our first BNPL pay per invoice solution via bank transfer and SEPA Direct Debit as settlement options, we’re thrilled to announce the newest payment solution from Mondu: Split Payments.

Split Payments: The easiest way for B2B shops to grow their business

Mondu’s split payment solution allows business buyers to divide their purchases into six equal, interest-free payments. Buyers enjoy a flexible payment option that empowers them to purchase more – and pay a fixed amount each month while benefiting from improved cash flow. Mondu conducts online credit checks in real-time to enable instant approval.

Offering installment payments with Mondu comes with powerful benefits for merchants:

  • More sales: Increase conversion rates and average order values by letting customers choose when to pay at no extra cost. No lengthy applications. Instant online approval with 0% interest.
  • Better cash flow: Get paid upfront with no delay in settlement, while customers enjoy maximum payment flexibility.
  • Greater loyalty: Increase buyer retention by delivering buyers a more convenient and flexible payment experience.

No risk: Offer installments without any risk of non-repayment. Mondu takes on default risk and handles payment collection, while merchants are paid upfront.

Seamless, secure, fast integration

With Mondu, merchants can get set up quickly and safely using Mondu’s easy-to-install widget embedded in the checkout. Merchants can choose their favorite implementation method, no matter which tech stack they use: from e-commerce plugins to API integrations.

Interested in learning more? Get in touch today.

1 Source: Salesforce, State of the Connected Customer Report, 5th Edition
2 Source: 2019 ibi research: Online-Kaufverhalten im B2B-E-Commerce, World supply chain finance report 2021

For online merchants, providing a smooth payment process in the checkout is key to successfully completing a purchase. A checkout that’s simple and secure significantly reduces the risk of purchase abandonment. Additionally, payment flexibility is playing an increasingly important role – buyers want a flexible choice of payment methods that meets their individual needs.

That’s why at Mondu we develop modern payment methods that improve the checkout experience for buyers in your B2B webshop. After invoice payment for online stores (which 95% of all buyers want but only 45% of all merchants offer), we’re happy to announce the newest payment method from Mondu: SEPA direct debit.

SEPA: Another Buy Now, Pay Later Method for B2B Online Shops

SEPA direct debit is one of the most popular payment methods in the DACH region, as it’s considered to be incredibly secure and uncomplicated. For this reason, it’s becoming increasingly important in B2B e-commerce. Purchasing via direct debit offers many advantages to both merchants and buyers:

  • High conversion rate: SEPA is a popular payment method that allows your customers to easily buy now and pay later via direct debit. 
  • No fees: Mondu’s direct debit purchase option allows for a smooth checkout process with no additional fees for buyers.
  • Strong customer loyalty: Modern payment methods help you meet your buyers’ needs and increase satisfaction.
  • Expanded customer base: With Mondu’s direct debit process, you can securely and seamlessly sell to existing customers and new customers alike.
  • Low risk: Mondu assumes the risk of default for you. If there are problems with collection, we’ll take care of it and you’ll receive your money no matter what.

Seamlessly Integrate SEPA Direct Debit into your Online Shop

It’s never been easier to provide business buyers with a fast, secure, and smooth payment option by adding Mondu’s SEPA direct debit to your online store checkout. Depending on your requirements, we provide flexible implementation options including hosted checkout, API integration, and e-commerce platform extensions. No matter your setup, Mondu’s B2B checkout adapts to you. If you’ve already integrated Mondu into your online store, you can easily benefit from offering SEPA direct debit as an additional payment option for your buyers in your checkout.

SEPA payment screen