Most consumer commerce platforms are built around one price per product per market. B2B sellers rarely work that way. A distributor might hold a negotiated price for a national account, a tier price for anyone buying more than a pallet, and a list price for everyone else, all on the same item at the same time.
The ERP is almost always where those prices are decided, because that is where the contract, the customer record and the margin live. The question that decides a platform is not whether it supports contract pricing in principle, but whether the connector between the two systems can carry the specific shape of contract pricing you already use.
Why it decides a platform
This is the single most common reason a native ERP connector fails a B2B seller. A connector that syncs only a default price will show the wrong number to every contract customer you have.
Also called: customer-specific pricing, negotiated pricing.
Last updated 2026-08-20.