Why Companies Seek Out B2B Payment Options, and Stick With Them

A growing number of companies are tapping into flexible payment options, is it now time for your company?

July 1, 2023
Alex Roha
Content Marketer

B2B financing, also known as business-to-business financing, has been a fundamental aspect of commerce for centuries and has allowed many small, medium and large businesses grow at unprecedented rates. The ability to preserve cash flow has made companies recession proof and in turn, economic cornerstones.

Driven by advancements in technology, financial systems, and international markets, B2B financing is much more highly sophisticated in the modern era. The global B2B payments market had an estimated worth of around $125 trillion according to a 2022 study by Statista. That number is expected to increase at a nearly 10% compounded rate through 2031. With transactional volume on the rise, companies today are looking at financing to unlock key growth levers for their business.

So what is causing the shift in a growing number of companies to search out these flexible payment options? Let’s take a look.

Why Businesses Are Embracing Financing Solutions

From a granular view, one could point to the development of electronic banking, advanced digital payment systems, or a changing economic landscape. While the concept of B2B financing has evolved over time, its essence remains consistent—a mechanism for businesses to obtain the necessary financial resources to facilitate trade, ensure liquidity, and sustain economic activities.

The benefits that companies receive as a result of financing are well worth the extra cash exchanged in the process. For instance:

  • Increased Sales and Revenue: By providing customers with flexible payment terms or financing solutions, businesses can overcome affordability barriers and close deals that may have otherwise been delayed or lost. The ability to offer financing options often leads to higher conversion rates and larger purchase volumes, resulting in increased sales and revenue generation.
  • Cash Flow Stability: Companies can receive upfront payments or immediate cash when financing is offered (as compared to debt which sits on the balance sheet), even if their customers have extended payment terms. This infusion of liquidity helps companies manage working capital, meet financial obligations, and maintain a consistent cash flow, reducing the risk of cash flow gaps or disruptions.
  • Improved Customer Relationships: Offering B2B financing options can foster stronger relationships with customers. By providing flexible payment terms or financing solutions that align with customers' financial needs, businesses demonstrate their commitment to supporting customer success. This customer-centric approach enhances trust, loyalty, and long-term partnerships, leading to repeat business, referrals, and a positive brand reputation. Companies that offer payment flexibility also see higher retention rates and renewal rates
  • Competitive Advantage: Utilizing B2B financing options can give companies a competitive edge in the marketplace. Offering flexible financing terms differentiates businesses from competitors and positions them as customer-focused organizations. This advantage can help win deals, attract new customers, and retain existing ones, particularly in industries where financing options are limited or underutilized.

The Case For A Small Fee

It’s important to remember these functionalities come at a cost. Fees are associated with the services provided by B2B financing companies and can vary greatly depending on the amount of the loan, the length of the loan, the credit of the borrower, and the terms of repayments. Dependent on the company, some processors will charge interest rates, service and origination fees as well as penalties in the case of late payments. So why are so many companies eager to utilize these services despite the bill?

Affordability and Cash Flow

By opting for monthly payments, businesses can afford high-value products or services without straining their cash flow. The ability to spread payments over time allows businesses to enjoy the benefits of a particular solution immediately while minimizing the impact on their working capital.

Access to Premium Solutions

Monthly payments enable businesses to access premium solutions that may have been out of reach due to their upfront cost. The affordability factor, combined with the potential to upgrade or scale as needed, allows businesses to leverage advanced technologies and gain a competitive edge in their respective industries.

Cost-Effective Financing

In some cases, financing fees associated with monthly payments can be considered a reasonable trade-off for the convenience and flexibility provided. Businesses recognize the value of paying a financing fee over time rather than facing the burden of a significant upfront expense. Additionally, the ability to deduct these fees as operational expenses further enhance the attractiveness of monthly payment options.

Risk-free alternative

While companies with a healthy balance sheet will often opt to own the debt internally, the risk associated to a customer defaulting is owned solely by the vendor. By partnering with a 3rd party, this risk is negated, resulting in a win-win experience for both the seller and the buyer, all without any risk of recourse.

In summary, companies are increasingly attracted to B2B financing options due to the opportunities they provide for cash flow management, working capital optimization, business expansion, risk mitigation, supplier relationship management, and access to expertise and resources. By leveraging these financing solutions, businesses can enhance their financial flexibility, competitiveness, and overall resilience in an ever-evolving marketplace.

To learn more about how Vartana is helping companies grow their businesses, see here.

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