The B2B Commerce Agency Selection Framework

A Buyer’s Guide for Picking the Right B2B Commerce Agency

This PDF is a practical framework for mid-market and enterprise B2B leaders who need to choose an implementation partner without relying on gut feel or glossy case studies. The core argument is simple: most “failed” B2B commerce programs don’t fail because of the platform — they fail because the agency’s real capabilities don’t match the project’s complexity.

Start With a Complexity Score (Not a Vendor Shortlist)

You’ll get an easy, structured self-assessment that scores your project across eight dimensions — from SKU volume and pricing rules to integrations, B2B custom logic, governance, and legacy constraints. The result is a single complexity tier that helps you quickly narrow the market to agencies that can realistically deliver your scope.

Match Your Project to the Right Agency Archetype

Instead of treating all agencies as interchangeable, the guide maps the landscape into six clear archetypes (from Tier-1 global SIs to B2B specialists, platform boutiques, marketing-led agencies, offshore teams, and contractor networks). For each archetype, it explains where they excel, where they break, and which warning signs should disqualify them early.

Make the Foundational Call: Platform vs Composable/Custom

A key section helps teams decide whether they should stay on a packaged platform or consider composable/custom architecture — and, crucially, how that choice changes the partner skill set you need. It highlights common failure patterns like “plugin/app sprawl” for core B2B logic, fragile ERP connectors, and costly workarounds that show up only after contract signature.

Due Diligence That Prevents the Most Expensive Mistakes

The framework includes checklists and verification steps you can run during selection: what to demand in a proof-of-concept, how to validate certifications and team rosters, what to load-test, and how to sanity-check migration and integration plans. It’s built to replace “trust me” claims with evidence you can confirm.

Benchmarks, Red Flags, and a Clear Next-Step Playbook

To keep decisions moving, the PDF adds real-world cost/timeline benchmarks, a budget-complexity decision matrix, and a vetting process centered on live reference calls (not written testimonials). It ends with a simple action plan: assemble the buying committee, issue a complexity-matched RFP, verify references, run a focused discovery/PoC when needed, and lock down contract terms that protect delivery.