Why a pilot approach makes sense
Instead of diving headfirst into a complete migration, piloting Shopify B2B lets businesses:
- Test core functionality without disrupting existing operations.
- Onboard a select group of customers to refine workflows and user experience.
- Identify integration challenges early and address them before full-scale implementation.
- Gather internal buy-in by demonstrating quick wins and tangible benefits.
This approach reduces risk and allows teams to iterate and improve before scaling up. One of Shopify’s greatest strengths is how quickly you can launch a fully functional store, while still having the flexibility to add more advanced features as your needs grow.
Step 1: Define the scope of your pilot
A pilot program should have clear objectives and a manageable scope. Consider:
- Which customers will participate? Select a small segment, such as a key wholesale buyer group or a region.
- Which products will be available? Start with a limited catalog to streamline inventory management.
- Which workflows will you test? Focus on essential processes like ordering, pricing, and invoicing.
By setting clear boundaries, you ensure the pilot remains focused and achievable.
BOSKA, a cheese tools brand, started by launching their Shopify B2B store for their lowest-tier customers, those ordering in small volumes but at high frequency. “The lowest tier of customers; yes, we made the webshop for them…” says Pascal Verheul of BOSKA. This allowed the team to trial core functionality with a lower-risk group, while still supporting key accounts through traditional channels.
Step 2: Set up a Shopify B2B store
Launching a pilot doesn’t require a full-scale e-commerce rebuild. Instead, brands can:
- Use Shopify B2B features like customer-specific pricing and bulk ordering.
- Implement a dedicated wholesale storefront separate from their D2C site.
- Set up a basic ERP connection with one of the many default integrations available.
- Configure self-service customer portals to reduce manual order processing.
This setup enables quick deployment without disrupting existing systems.
Step 3: Train internal teams & onboard customers
For a pilot to be successful, internal teams need to understand how the new system works.
- Train sales reps on how Shopify B2B integrates with their workflow.
- Educate customers on how to navigate the platform and place orders.
- Monitor initial feedback to identify pain points and areas for improvement.
Providing a smooth transition ensures higher adoption rates and fewer operational issues.
Internally, there was initial resistance to letting go of manual processes. “In the beginning, our back office said, ‘Of course we’ll help you’, but then the webshop adoption stayed at 30%...” recalls Pascal. “People were nervous, ‘we’ll lose sales!’ But we didn’t.” Committing to the pilot and sticking to the new process was key to changing habits on both sides.
Step 4: Measure success & identify next steps
A pilot is only valuable if it delivers insights. Key performance indicators (KPIs) to track include:
- Order volume & conversion rates compared to traditional sales channels.
- Customer adoption rates and satisfaction with the platform.
- Time savings for internal teams in order processing and sales operations.
- Integration performance with ERP and fulfillment systems.
If the pilot proves successful, you can begin planning a phased rollout across your entire B2B operation.
A successful pilot isn’t just about proving the tech, it’s about seeing meaningful operational change. At BOSKA, the transformation was dramatic: “Now 90% of the orders go through without us even seeing them…” says Pascal. That kind of impact made the full adoption a no-brainer.
Step 5: Scale up with confidence
Once the pilot has demonstrated value, the next steps involve:
- Expanding the customer base to include more accounts.
- Adding additional product categories and SKUs.
- Deepening integrations with ERP, PIM, and CRM systems.
- Refining automation processes for invoicing, order approvals, and customer management.
By scaling in phases, you reduce friction and ensure a smoother transition.
Final Thoughts: Test, learn, and grow
Migrating to Shopify B2B doesn’t have to be an all-or-nothing decision. By starting with a pilot program, businesses can test Shopify’s capabilities, refine their approach, and build confidence in a full migration.
If you’re considering Shopify B2B but unsure where to start, a pilot could be the perfect low-risk strategy to prove its value and make a seamless transition to modern B2B e-commerce.
.png)
