Marketplace B2B
6-minute read
Large corporations: why and how to launch a B2B marketplace
Published on October 23, 2025
Large corporations are currently seeking to strengthen their competitiveness while diversifying their revenue streams. In this context, the B2B marketplace model is emerging as a major strategic lever. Flexible, scalable, and designed to facilitate exchanges between professional buyers and sellers, it represents much more than just an online sales channel: it is a powerful tool for digital transformation and leadership.
The momentum is already building: B2B marketplace transactions have increased by 38% globally, and this model could be worth £3.5 trillion by 2025. For large groups, this represents an opportunity to capture a share of this rapidly expanding market while meeting buyers’ new expectations—seamless journeys, internationalisation, personalised experiences, and responsible purchasing.
However, beyond the promise of growth, launching a B2B marketplace also entails overcoming several challenges, including regulatory compliance, governance, user experience, and selecting the right partners.
So why—and how—can large corporations transform their business model with a B2B marketplace?
Why large corporations are embracing the B2B marketplace model
Consolidating their leadership position
For a large group, a B2B marketplace is not just a commercial showcase—it becomes a central hub for exchanges within its ecosystem. By bringing buyers and sellers together on the same platform, the company positions itself as a key player in its sector. It also captures strategic data on purchasing trends, emerging needs, and customer behaviour. This valuable information supports decision-making, from pricing to partner selection, reinforcing the company’s image as a leader.
Innovating to meet buyer expectations
Professional buyers are now adopting behaviours similar to B2C consumers: they expect speed, transparency, and simplicity. The B2B marketplace meets these expectations by offering advanced features such as intelligent search, personalised recommendations, online quotes, and real-time order tracking. These innovations optimise the purchasing process, reduce friction, and improve customer satisfaction.
Diversifying channels and adopting an omnichannel approach
A marketplace enables large groups to expand their points of contact—across websites, mobile applications, ERP integrations, and more. This omnichannel approach aligns with professional purchasing habits, allowing buyers to order from anywhere and at any time. It also opens new revenue opportunities, such as recurring orders or bulk purchases, while reducing dependence on a single sales channel.
Opening up to international markets
One of the significant advantages of the marketplace model is its ability to accelerate internationalisation. By relying on local third-party sellers, a large group can test new markets without heavy investment. Multilingual tools, currency management, and optimised logistics facilitate expansion, enabling the company to establish itself as a global player gradually.
Integrating a CSR dimension
Ultimately, a B2B marketplace can serve as a lever for social responsibility. Some companies are launching platforms dedicated to second-hand goods or the rental of unused equipment, thereby reducing storage costs and promoting the circular economy. This is an effective way to combine economic performance with a commitment to sustainability.
Challenges to overcome for success
Complying with a complex regulatory environment
Launching a B2B marketplace involves managing sensitive financial flows. As soon as a platform collects funds on behalf of third parties, it falls within the scope of payment services. This implies strict compliance with European regulations, particularly PSD2, and the obligation to secure transactions through an escrow account. Without a trusted partner, managing these legal constraints can significantly slow down a project.
Defining a clear business model and robust governance
The marketplace disrupts traditional sales organisations. The operator is no longer just a seller—they become the orchestrator of an ecosystem. This requires a clear commission model, appropriate contracts for sellers, and transparent terms and conditions for buyers. The project’s success depends on strong governance that inspires confidence among all stakeholders.
Offering a smooth and competitive user experience
B2B buyers now expect the same level of simplicity as in B2C. An intuitive interface, multiple payment methods, and real-time order tracking are now standard expectations. Sellers, meanwhile, want greater visibility and efficient tools to manage their sales. Successfully reconciling these two expectations is a significant challenge.
Anticipating technological and integration challenges
A high-performance B2B marketplace must integrate with the company’s existing ecosystem—ERP, CRM, logistics solutions—and evolve. A modular, scalable architecture is essential. The choice of technology partners is therefore crucial to ensuring both the sustainability and scalability of the project.
How to maximise your chances of success
Surround yourself with experts
Launching a B2B marketplace cannot be done alone. Success depends on choosing specialised partners who can support you at every key stage: platform design, financial flow orchestration, regulatory compliance, and internationalisation. Surrounding yourself with experts ensures agility and reduces project risks. A payment service provider (PSP) dedicated to marketplaces, for instance, is a strategic ally in providing secure, transparent, and seamless payment solutions.
Opt for a modular technological solution
Marketplace needs evolve. A modular solution enables the addition of new features without compromising the existing architecture. This ensures flexibility to test new services, expand your offerings, or quickly open new international markets. This approach guarantees a gradual and controlled ramp-up.
Integrate regulations from the design stage
Compliance is not a final step but a cornerstone of the project. Integrating regulatory constraints related to third-party collection, KYC, and fraud prevention from the outset helps avoid costly bottlenecks. Successful large groups are those that anticipate these issues and rely on partners capable of navigating complex legal matters.
Think long-term and scalability
A marketplace is not an end in itself but a tool for continuous transformation. It should be designed as a living platform that evolves in tandem with the changing expectations of buyers and sellers. Large groups that unlock their full potential are those that integrate their marketplace into a broader strategic vision, characterised by revenue diversification, constant innovation, and a sustainable commitment.
The B2B marketplace model is establishing itself as an essential strategic lever for large corporations. It enables them to consolidate leadership, innovate in response to buyer expectations, diversify sales channels, and expand internationally—all while integrating responsible business practices.
But to turn this opportunity into lasting success, it is essential to overcome several challenges: regulatory compliance, governance, user experience, and scalable technology. The most successful large groups are those that anticipate these issues and surround themselves with the right partners to secure their project.
In short, the B2B marketplace is not just an additional sales channel—it is a true platform for transformation that paves the way for sustainable growth and greater control of your ecosystem.
Want to learn more? Discover the complete guide with real-world examples, expert advice, and best practices for building a successful B2B marketplace.
Download the white paper “Large corporations: why and how to launch your B2B marketplace”
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