B2B buy-now-pay-later (BNPL) is growing faster than consumer BNPL for a simple reason: businesses buy to keep work moving, not to splurge. When cash flow timing gets messy, flexible payment terms can be the difference between “project continues” and “project stalls.”
In consumer BNPL, the story has matured. Many shoppers already have access, default risk is front and centre, and regulators have started paying closer attention. In B2B, the baseline is different. Companies already live on payment terms like Net 30, Net 60, and Net 90. So BNPL is not introducing the idea of delayed payment. It is modernising it.
The shift is also happening because the tools got better. B2B BNPL providers can plug into order data, payment history, refunds, chargebacks, accounting systems, and bank feeds. That means underwriting can move from a slow, relationship-based “do we trust this buyer?” to a faster, data-based “does this buyer behave like a good payer?”
That speed matters. Traditional trade credit can be powerful, but it is often manual, inconsistent, and biased toward long-standing relationships. Many small and mid-sized businesses get squeezed, even when their operating performance looks solid. B2B BNPL, at its best, turns “terms” into a product at checkout, with clear rules, fast approval, and predictable workflows for both sides.
What we heard from the field
We interviewed operators across payments, credit risk, and business buying behaviour. Their message was consistent: B2B BNPL wins when it reduces friction and solves timing risk.
Daniel Kroytor (CEO at TailoredPay) described the underwriting shift away from narrow credit files and toward operating reality.
B2B BNPL is growing faster because providers can underwrite based on business performance and cash flow rather than relying solely on credit scores, which lets them extend credit to firms traditional lenders would decline. Compared with trade credit that often depends on long relationships and historical scores, BNPL evaluates order patterns, refund behavior, and operational discipline for faster, more targeted decisions. In one case I approved an e-commerce founder with a thin credit file and an old default after reviewing steady sales, low chargebacks, improving month-to-month cash flow, and responsible operational practices. Those kinds of real operational signals are the main driver of adoption, and I see e-commerce merchants adopting this approach most rapidly.
Chris Lowe (Owner at Next Step House Buyers, LLC) framed it as deal survival.
From my experience analyzing credit risk in the Oil & Gas sector, B2B BNPL is exploding because it solves the cash flow timing mismatch that kills deals–something I see constantly in real estate transactions. When I was at Schlumberger, we’d often extend 60-90 day payment terms to keep projects moving, but that was manual and risky. B2B BNPL automates this with better risk assessment, letting businesses preserve their credit lines while still accessing flexible terms that can mean the difference between closing a deal or losing it entirely.
Steven Solomon (Co-Owner at Comfort Living Buys Houses) pointed to operational load and standardisation.
I’ve found that B2B buy-now-pay-later is taking off because, unlike old-school trade credit, it’s quick, standardized, and takes a huge administrative burden off both sides of a deal. In my real estate projects, using digital BNPL lets us move ahead with renovations or closings while waiting on incoming cash, rather than pausing everything or negotiating back-and-forth on terms. Construction, wholesale, and property management are leading the charge here, since any delay on supplier payments or rent collections can throw a whole project off schedule.
Eric Turney (President / Sales and Marketing Director at The Monterey Company) highlighted buyer timing and conversion dynamics, especially for high-ticket bundles.
In our experience at The Monterey Company, BNPL adoption accelerates where buyers need payment flexibility for higher-ticket, bundled offerings and where purchases happen later in the buying window. We see purchase windows shift later with sharp last-minute spikes, and payment flexibility helps capture those late purchases. Clear fee transparency also boosts conversion, and bundles that include premium packages outperform post-purchase add-ons. Mobile-native checkout flows and easy payment options, especially BNPL on premium packages, materially lift take-rate. Those buyer behaviors—timing, need for transparency, and expectation of mobile convenience—are the primary drivers of faster BNPL adoption in these contexts.
The deeper “why” behind faster growth
Put those perspectives together and a pattern shows up.
First, B2B BNPL is closer to the core job of finance teams. It is a working capital tool. Businesses are not asking “can I afford this?” in the consumer sense. They are asking “does this purchase keep revenue moving without stressing payroll, inventory, or project timelines?”
Second, it often beats traditional trade credit on speed and consistency. Trade credit depends on internal credit teams, manual checks, and relationship history. BNPL can offer a standardised approval process at the point of purchase, which is crucial when orders are time-sensitive.
Third, it can protect existing bank lines. Many businesses do not want to burn their revolving credit facility on every operational expense. If BNPL can sit alongside current credit lines, it can act like a pressure valve during busy periods, seasonal spikes, or project-based cash cycles.
Trade credit vs B2B BNPL
Trade credit is still the default in many industries, and it is not going away. But it has limits. It is often opaque, slow to set up, and unevenly available. B2B BNPL is essentially “trade terms with software,” packaged into a clearer, faster workflow.
The most important difference is not the concept of paying later. It is who carries the risk and how quickly decisions happen. BNPL providers aim to make the risk decision quickly using operational signals, then handle repayment collections in a structured way.
Who is moving fastest
Based on what we heard, the early movers tend to share one trait: cash conversion cycles that create painful gaps.
E-commerce merchants, construction and renovations, wholesale distribution, and property-related work show up repeatedly because timing mismatches are normal there. High-ticket, bundled offerings also benefit because payment flexibility can pull a purchase forward, especially when buyers decide late in the window.
The headline is not that businesses suddenly love debt. It is that businesses hate friction. B2B BNPL is growing fast because it turns “terms” into a clean, digital decision, right where the purchase happens.