B2B Commerce pricing: what the GMV model costs

Salesforce B2B Commerce has no list price. Both editions, Growth and Advanced, show “Contact for Pricing”, and the fee is a percentage of gross merchandise value (GMV): the revenue through the store minus tax and shipping. Salesforce publishes no percentage. So the cost grows with the success of the store, and for a manufacturer with several million in spare parts revenue the fee quickly becomes the largest item. On top come buyer licences, possibly Revenue Cloud Advanced and standalone Order Management, and the implementation. I would plan with a range of rates and get the GMV definition in writing before signing.

How does the GMV model work?

The B2B Commerce pricing page1 says: “We take a percentage of Gross Merchandise Value (GMV) based on commerce functionality needed.” The FAQ on the same page defines GMV as “the total revenue through your website, minus tax and shipping”. For Growth and Advanced, Salesforce charges GMV “for the revenue going through your commerce storefront only”. The German pricing page2 says the same.

That has three consequences for a manufacturer:

• Only store orders count. Orders that still arrive by EDI, email or phone and are entered in the ERP are not GMV. Neither are orders that sales places on behalf of a dealer outside the store, as long as they do not go through the storefront.
• Tax and shipping are out. The base is the net merchandise value.
• The fee grows with adoption. Every dealer you move from email to the store raises the bill. That is the point of the model, and it belongs in the business case.

Salesforce now also markets the product as “Agentforce Commerce for B2B”, according to Trailhead3. On the pricing page the editions are still called Commerce Cloud B2B Growth Edition and Commerce Cloud B2B Advanced Edition.

Growth and Advanced compared

The pricing page lists these items (October 2026):

	Growth	Advanced
Storefronts	6	10
Inventory locations	20	20
Order Management	Order Management Lite	Full Order Management
Data Cloud for Commerce	Analytics and segmentation	Advanced analytics and segmentation
Data Cloud credits	250K	500K
Agentforce	Merchant Agent	Merchant Agent
CRM Analytics	3 users	5 users
Knowledge Management	3 users	5 users

For most manufacturers the decisive line is Order Management. Order Management4 is the Salesforce solution that processes an order after checkout: allocation to a location, fulfilment, changes and returns. If the ERP stays the owner of the order, which is the normal case with SAP, full Order Management in Salesforce adds little. The storefront count matters when you run separate stores per brand or legal entity. For countries and dealer tiers, buyer groups in one store are usually enough.

One rule applies to existing customers: the pricing page says customers who already use Order Management “will need to renew on Commerce Cloud Advanced”. Upgrades during the contract term are possible.

Buyer licences, implementation and ERP integration come on top

This is where estimates go wrong most often. The GMV fee covers the store and the items above. These come on top:

1. Buyer licences. According to Salesforce, buyers and buyer managers need Customer Community Plus. The Experience Cloud for Manufacturing price list5 shows $35 per member or $15 per login per month, billed annually. Merchandisers need the “B2B and D2C Commerce” licence.
2. Advanced pricing. Contract prices, pricing procedures and Request for Quote come with Agentforce Revenue Management for B2B Commerce. According to Salesforce Help6 it needs a Commerce Growth or Advanced licence plus a Revenue Cloud Advanced licence.
3. Order Management for other channels. Orders from other channels or third-party systems that should run through Salesforce Order Management need a standalone Order Management purchase, says the pricing page.
4. Implementation and ERP integration. Catalogue, entitlements, price calls, stock and order transfer to SAP are project work, usually the largest one-off item.
5. Agent consumption beyond the included credits. Data Cloud credits are included, but how far 250K or 500K go depends on your use. How Flex Credits and Data 360 consumption add up is in the masterclass chapter on costs and tokens.

What do the 1 to 2 percent figures mean?

Integrators publish rates of about 1 percent of GMV for Growth and 2 percent for Advanced, for example Elogic’s pricing overview7.

What I would rather do is calculate with the rate as a variable. Worked example: a manufacturer expects 15 million euros of spare parts revenue through the store in year three, net of tax and shipping. Every percentage point of GMV is then 150,000 euros a year. The difference between a quote at 1 percent and one at 2 percent is the salary of more than one inside sales employee. That is why the rate, not the licence count, is what you negotiate.

Buyer licences are still not small change. In the same scenario with 250 dealers and one buyer each on a member licence, that is 250 times $35 times 12, so $105,000 a year at list price. If some dealers only order on a few days a month, the login licence at $15 can be cheaper, because according to Salesforce Help8 several logins on the same day consume only one login. Work out that split before the quote, not after it.

What should be in the contract?

Before signing, I would get these points in writing:

• The GMV definition. Which orders count, how returns and credit notes are treated, which currency and exchange rate apply.
• The rate and its base. A fixed percentage, tiers by volume, or a minimum fee.
• Minimum and true-up. Whether there is a committed GMV, and what happens when the store sells more or less than planned. The pricing page says nothing about minimums.
• Orders entered by sales. Whether orders that inside sales places in the store on behalf of a dealer count as GMV.
• Renewal. Which edition you renew on, especially if Order Management is part of the plan.

How the editions of the core platform affect a licence plan is described in Salesforce editions Core, Advanced, Max. Which licence type each user group needs is in Salesforce licences: does everyone need a full one?.

Calculate the fee at 1, 2 and 3 percent

Estimate store GMV for three years with a rising digital share, then calculate the fee at 1, 2 and 3 percent next to buyer licences and implementation. If the business case only works at the lowest rate, you know your negotiating position before the first call. The full calculation is in the B2B webshop business case for manufacturers, and the place of pricing in the overall decision is in the masterclass chapter on whether B2B Commerce is worth it. An independent check of quotes is part of my work on make-or-buy and licence forecasts.

Sources8

1. 1B2B Commerce pricing page (opens in a new tab)salesforce.com
2. 2German pricing page (opens in a new tab)salesforce.com
3. 3Trailhead (opens in a new tab)trailhead.salesforce.com
4. 4Order Management (opens in a new tab)trailhead.salesforce.com
5. 5Experience Cloud for Manufacturing price list (opens in a new tab)salesforce.com
6. 6Salesforce Help (opens in a new tab)help.salesforce.com
7. 7Elogic’s pricing overview (opens in a new tab)elogic.co
8. 8Salesforce Help (opens in a new tab)help.salesforce.com