A discussion between Alec Berkley, VP Business Development at Resolve, and Joe Twer, VP Global Sales at BlueSnap, hosted by the ETA PayFac Committee on modernizing invoice-driven payment workflows.
The ETA PayFac Committee recently hosted a roundtable on B2B payment innovation, focused on a question every payfac and ISV in the room is now wrestling with: what does B2B payments actually look like once the back office goes digital?
The framing from ETA captured the stakes. Unlike consumer payments, B2B transactions involve invoices, purchase orders, delayed terms, and multiple systems. Despite a wave of innovation in the category, roughly 85% of B2B payments still rely on traditional invoicing. That slows cash flow, creates reconciliation headaches, and leaves merchants exposed to a level of operational drag their B2C counterparts haven’t tolerated for a decade.
The throughline was simple. Card acceptance solved checkout for B2C. Nothing has solved checkout for B2B, because B2B was never a checkout problem in the first place. It’s an accounting problem. Solving it changes who gets paid, when, and how merchants grow.
The conversation opened with a frame that reset the room: consumer payments are a checkout problem, B2B payments are an accounting problem.
In B2C, the purchase and the payment happen in the same moment. In B2B, they’re decoupled. A PO gets cut, an invoice goes out, and the actual money moves 30, 60, or 90 days later. The person approving the vendor is rarely the person paying the invoice, and they’re often working in different systems entirely.
B2C collapses order and payment into one moment. B2B stretches them across 30 to 90 days.
A few numbers ground the scale:
The bigger frame: payment infrastructure is becoming credit infrastructure. What Stripe did for card acceptance, collapsing weeks of underwriting and onboarding into an API call, needs to happen for B2B trade credit. That’s the gap the next decade of B2B fintech is going to fill.
The discussion then turned to a question every BigCommerce and Shopify B2B merchant is now asking: is the storefront still just a reorder portal, or has it become something bigger?
The answer is bigger. B2B buyers now discover and evaluate vendors online. They check product specs, read reviews, and compare options before a sales rep is ever involved. That makes the storefront a net-new customer acquisition surface, not just a self-serve reorder tool for accounts the sales team already closed.
This creates a friction point that legacy B2B never had to solve for: a brand-new buyer shows up at checkout with no established credit relationship. Card works for the first order, but it’s suboptimal for larger AOV B2B transactions. The traditional path of pulling the buyer offline, vetting them through AR, and setting up terms over two to three weeks kills the conversion.
This is the gap Resolve was built to close: real-time credit onboarding at checkout. The same rigor as weeks of AR vetting, compressed into the purchase moment, with a decision in minutes.
The three-part value story for merchants:
The takeaway for the payfacs in the room: this is a growth story, not an automation story. Resolve unlocks net-new GMV that was previously invisible to the payments stack. Buyers who couldn’t or wouldn’t transact on card, on a channel the merchant is already investing to grow.
The third segment got into how the pieces actually fit. As ETA’s recap put it, the panel highlighted the growing importance of integrated ERP and payment systems, flexible payment methods like ACH and cards, and AI-driven tools that improve credit decisions and streamline operations. Each thread came back to the same architectural point: B2B has two surfaces that matter, and a complete solution has to cover both.
This is where the BlueSnap (Powered by Payroc) + Resolve story comes in, with NetSuite as the reference implementation.
On the eCommerce side, with BigCommerce as the proof point, BlueSnap handles card and ACH acceptance plus checkout orchestration. Resolve handles net terms: buyer credit decisioning, approvals, invoicing, and reconciliation. Both run native in the storefront. No redirect, no broken handoff. BlueSnap surfaces Resolve as an alternative payment method inside checkout, and the buyer flows back into the BlueSnap checkout experience without friction.
On the ERP side (NetSuite), Resolve’s integration extends net terms to existing accounts. AR teams can offer invoice financing to established buyers without manual underwriting, and the merchant gets paid up front. BlueSnap provides global payment acceptance for the Pay Now half of the equation. The result is the Pay Now + Pay Later for NetSuite bundle: one unified solution for accepting card and ACH, offering instant net terms, and automating the AR collections workflow that follows, including an AI collections agent that handles dunning and follow-up at scale.
A point worth emphasizing: BigCommerce + NetSuite are reference implementations, not the ceiling. The architecture generalizes to any eCom + ERP pairing where a payfac wants to offer a complete B2B payments solution.
BlueSnap covers Pay Now on both surfaces; Resolve covers Pay Later on both. Together they form the bundle.
The fourth segment surfaced something a lot of payfacs underestimate: they’re already sitting on the data that makes B2B credit underwriting work.
B2B credit isn’t a one-time decision. It compounds over time. On-time payment behavior, order frequency, and AOV trends all feed the risk model. A buyer who starts with a $10K credit line on their first order can grow into a $50K+ line within a year, with zero merchant effort and lower default risk than the original line carried.
The catch: most of this data has historically been siloed inside individual merchant AR systems, invisible to the payments stack. eCommerce changes that. Payment behavior is now captured at the platform layer, in a form that can actually be used by AI-driven underwriting models.
The point to the room: payfacs in this audience likely already hold much of this data. Partnering with Resolve is a way to monetize information you’re already collecting, without taking on credit risk yourself. Resolve absorbs the default exposure. The merchant is funded D+1 regardless. Collections sit with Resolve, not the merchant or the payfac.
The closing segment was the practical one: how merchants are automating net terms today, and what’s shifting underneath.
The expectations have changed. B2B merchants now expect their commerce stack to do what B2C stacks have done for years. Klaviyo-style email workflows, but for quote requests and invoice reminders. ERP and eCommerce platforms looking to white-label payments and AR automation. B2B buyers expect a B2C experience, and B2B sellers expect to transact on net terms. Whoever delivers both, seamlessly, expands wallet share.
The Resolve + BlueSnap answer is the Pay Now + Pay Later bundle: card and ACH acceptance, instant credit decisioning, automated AR, and an AI collections agent, all running in the same NetSuite-integrated workflow. Digitizing what most B2B businesses still run on spreadsheets and manual follow-ups.
ETA framed the takeaway from the session in a way worth quoting: B2B payment innovation is about more than digitizing payments. It’s about transforming the full financial workflow to improve efficiency, visibility, and customer experience.
That’s the through-line of where this category is headed. The merchants that win the next five years are the ones who can offer Pay Now and Pay Later in the same workflow, on the same surfaces buyers already use. The payfacs that win are the ones who partner instead of build, to bring instant credit to their merchant base, monetize the transaction data they’re already collecting, and capture invoice-adjacent TAM that card alone cannot reach.
Resolve + BlueSnap (Powered by Payroc) on NetSuite is one reference implementation of that future. It will not be the last.
What is B2B BNPL?
B2B BNPL (Buy Now, Pay Later for businesses) lets a business buyer place an order today and pay on net 30, 60, or 90 day terms, while the merchant gets paid up front. Resolve provides B2B BNPL as part of its net terms platform: instant credit decisioning at checkout, non-recourse financing, and D+1 funding.
How is B2B BNPL different from consumer BNPL?
Consumer BNPL underwrites individuals using FICO and short installment plans, typically pay-in-4 over six weeks. B2B BNPL underwrites businesses using entity liability, trade references, and D&B history, with terms structured as net 30, 60, or 90 days against an invoice. The buyer experience looks similar at checkout. Everything underneath, from the credit model to the contract structure, is different.
What does “non-recourse” mean for merchants?
Non-recourse means once Resolve approves a buyer and advances payment on an invoice, the credit risk transfers entirely to Resolve. If the buyer defaults, the merchant is not liable. Resolve’s collections team handles recovery.
What is a payfac, and why does B2B BNPL matter to one?
A payfac (payment facilitator) onboards merchants and processes payments under its own master MID, abstracting away the friction of opening direct merchant accounts with acquirers. For payfacs serving B2B merchants, BNPL is invoice-adjacent TAM that card acceptance alone does not capture. Partnering on net terms unlocks GMV that would otherwise stay invisible to the payments stack, without taking on credit risk.
What is the Pay Now + Pay Later for NetSuite bundle?
A combined solution from BlueSnap (Powered by Payroc) and Resolve. BlueSnap handles card and ACH acceptance for upfront payment. Resolve handles instant net terms, AR automation, and an AI collections agent for invoiced transactions. Both run inside the merchant’s NetSuite workflow, with BigCommerce as the reference eCommerce front end.
Want to see how Pay Now + Pay Later for NetSuite works in your stack? Reach out to the Resolve partnerships team to explore a co-sell motion.