Why CFOs Should Treat B2B Payment Solutions as a Growth Lever
Summary: In today’s digital‐first world, CFOs are shifting their view of payment processes from back‐office chores to strategic growth drivers. By adopting modern B2B payment solutions, embedding financing options directly into procurement and sales workflows, and partnering with fintechs, finance leaders can unlock working capital, improve supplier and customer satisfaction, and gain a competitive edge.
From Back-Office Task to Strategic Lever
Historically, payments in B2B were optimized for cost, speed, and compliance—but rarely for business impact. Now, leading CFOs recognize that embedded finance can turn payments into a product in its own right.
Payments as a Platform for Value Creation
Harvard Business Review’s Competing in the Age of AI highlights how top performers treat operational capabilities—including payments—as engines for continuous learning and value creation, rather than mere cost centers .
Amazon Business: Payments as a Product
Amazon Business surpassed $35 billion in annualized gross sales in 2023—a testament to how seamlessly integrated invoicing, dynamic pricing, and embedded lending (Amazon Lending has funded over $5 billion in seller advances) can drive both revenue and loyalty Digital Commerce 360.
Payments and the Cash Flow Equation
Well-designed CFO payments strategy directly improves cash flow, vendor trust, and operational resilience.
Dynamic Discounting & Working Capital
Industry studies show that dynamic discounting—allowing buyers to pay early in exchange for a negotiated discount—can unlock significant working capital and strengthen supplier relationships. According to Deloitte, “payment timing is now a top‐three driver of supplier satisfaction in B2B ecosystems” Deloitte United States.
Virtual Cards & Automated Reconciliation
Platforms like Coupa Pay and SAP Ariba offer virtual card issuance and seamless reconciliation across ACH, card, and wire payments—drastically reducing manual effort and errors in the payables cycle. Coupa Pay’s dynamic discounting module alone is natively embedded in the P2P workflow, capturing early-pay savings without extra integration WSJ.
Embedded Finance as a Strategic Imperative
Unlocking New Business Models
By embedding credit, payments, and analytics into the digital experience, CFOs can enable subscription‐based offerings, “buy now pay later” services, and seamless multi‐sided marketplaces.
A Mindset Shift for CFOs
Modern CFOs ask:
- How can our B2B payment solutions drive repeat business and better customer experience?
- What insights can we glean from payment data to optimize pricing and product strategy?
- Where can embedded finance unlock new revenue streams or cost savings?
In B2B commerce—where complexity and trust are paramount—innovating around payments is no longer optional. It’s a growth imperative.
References
- Iansiti, M., & Lakhani, K. Competing in the Age of AI. Harvard Business Review Press.
- Demery, P. “Amazon Business touts $35 billion in annualized gross sales.” Digital Commerce 360, Apr 13 2023. Digital Commerce 360
- Deloitte CFO Journal. “Why payment timing matters more than ever.” Oct 2022. Deloitte United States
- “Coupa Pay Dynamic Discounting.” Coupa Documentation. WSJ
- “B2B real-time payments.” Deloitte Insights. WSJ
- “State of Payments 2024.” McKinsey & Company.
- Accenture. “Embedded payments: Reinventing the customer experience.” 2022.
