E-commerce News: BNPL in B2B, KSeF challenges and the potential of Polish e-commerce

The first edition of a new Manufaktura e-commerce format: every two weeks, Michał Zabielski comments on industry news, with a focus on B2B. This episode covers three news items and one trend.

Deferred payments (BNPL) in B2B

A report by the Polish Chamber of Electronic Commerce (Izba Gospodarki Elektronicznej) names traditional credit checks as one of the three main reasons B2B buyers abandon orders. BNPL flips that: the seller gets paid upfront, the buyer pays up to 30 days later, and a payment institution takes on the insolvency risk. Zabielski compares this with classic trade credit limits and names Polish providers such as Pragma Pay and Moneta, which differ mainly in the amounts they handle. Simpler buyer verification can translate into larger orders.

KSeF and ERP integrations

Integrating KSeF, Poland’s mandatory national e-invoicing system, with an ERP works for standard invoices but stumbles on edge cases: retroactive discounts and invoice corrections. On top of that, many ERP vendors keep their APIs closed or paid, and smaller industry-specific systems often have no robust API at all. For now, expect manual handling of some documents or workarounds. If you’re choosing an ERP with integration in mind, our comparison of Comarch XL, enova365 and Subiekt GT will help.

The growth potential of Polish e-commerce

According to the “E-commerce in Europe” report, Poland is growing faster than the European average (around 9% versus 7.7% a year), yet e-commerce still makes up under 10% of retail, against a European average of around 17%. Many companies are holding back on investment due to economic uncertainty. The biggest digital gap shows in sectors such as industrial gates, construction, machine parts and raw materials, and that’s where product catalogues and full online purchasing paths have the most potential.

Trend: AI as the buyer

Purchases made by AI agents are technically feasible, but businesses are reluctant to take responsibility for fully autonomous transactions, so human oversight stays. Zabielski describes a controlled test in which two agents negotiated a price around 10% below standard, and advises investing in structured product data so that agents can find a business in the first place.

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Is your KSeF-to-ERP integration breaking on corrections, or do you want to add deferred payments to your B2B platform? Get in touch with Endora, and we’ll check what can be automated in your system landscape.