What to Look for in a B2B Payment Processor

Not all payment processors are built for B2B. Consumer-focused solutions often lack the features that finance teams actually need, like Level II and III processing, ACH support, and recurring billing. When you’re evaluating processors, prioritize ones that understand how B2B transactions work: larger ticket sizes, net terms, multiple invoices per payment, and customers who expect flexibility.

Look for processors that offer a customer payment portal, automated payment reminders, and the ability to store payment methods securely. These features reduce the back-and-forth that eats up your AR team’s time. And if you’re processing any government or corporate cards, Level II and III data capture isn’t optional. It’s how you qualify for lower interchange rates.

The True Cost of Payment Processing (It’s Not Just the Rate)

A processor can quote you 2.5% and still end up costing more than one quoting 2.9%. The difference is in the fees that don’t make it into the sales pitch: monthly minimums, PCI compliance fees, gateway charges, batch fees, statement fees, and early termination penalties. These add up fast.

When you’re comparing vendors, ask for a full fee schedule in writing. Then plug those numbers into a cost calculator using your actual transaction volume. That’s the only way to get an apples-to-apples comparison. A processor with “no monthly fee” but a $0.30 per-transaction charge will cost you more than one with a $25 monthly fee and $0.10 per transaction if you’re running enough volume.

Why Sage 100 Needs a Native Payment Integration

A native integration means the payment solution lives inside Sage 100. You process payments, post to AR, and update customer records without leaving the system or toggling between windows. That’s fundamentally different from middleware solutions that sync data on a schedule or require manual exports.

With a native integration, payments post in real time. Invoices update automatically. Your AR aging report is always accurate. Middleware and bolt-on solutions create lag, data mismatches, and extra reconciliation work at month-end. If your team is still copying payment confirmations from one system to another, you’re losing hours every week to a problem that doesn’t need to exist.

Common Payment Pitfalls for Sage 100 Users

The most common mistake is choosing a processor without verifying how it actually connects to Sage 100. “Integrates with Sage” can mean anything from a native connection to a CSV export you run manually. Ask vendors to demo the integration inside Sage 100 before you sign anything.

Other pitfalls include underestimating the cost of poor Level II/III qualification (leaving money on the table with every B2B transaction), ignoring customer experience (no portal, no payment links, no AutoPay), and locking into long-term contracts with processors that charge hefty termination fees. The best time to catch these issues is during your evaluation, not six months into a three-year agreement.