A new global report from Mastercard reveals that a growing number of business-to-business (B2B) suppliers are turning to commercial card acceptance as a strategic tool to manage rising payment complexity, reduce delays, and improve customer relationships.
As B2B payment volumes surge and manual systems strain under the pressure, card payments are gaining traction as a faster, more efficient alternative to legacy methods like checks and wires. The report is based on a survey of more than 1,000 senior financial decision-makers in large B2B companies across 10 countries. It paints a picture of a B2B payment landscape in transition.
Suppliers are struggling to manage increasing transaction volumes while navigating industry-specific bottlenecks and varied buyer expectations. On average, companies accept five to six types of payments, yet a third of payments arrive late.
Manufacturers are still heavily reliant on paper checks. Health care suppliers report significant working capital issues. Financial services firms cite fraud checks as a leading cause of delays. In professional services, reconciliation is a persistent challenge.
Challenges in B2B payments
More than two-thirds of suppliers say they frequently fall short of meeting buyer expectations when it comes to payment experience. One in three reports receives overdue payments simply because they don’t offer a buyer’s preferred method. Nine out of 10 say it’s difficult to balance their own operational needs with those of their customers. This friction is prompting many suppliers to explore fresh solutions, among them commercial card acceptance.
The findings show a strong link between card acceptance and improved business outcomes. Suppliers that accept cards report:
- Faster transactions
- Better working capital management
- Higher customer satisfaction
They are significantly more likely than non-acceptors to say their organizations are efficient at maximizing cash flow. They’re also less likely to experience regular working capital challenges. Many also report stronger buyer relationships and a better ability to attract new customers by offering more convenient payment options.
Despite these advantages, adoption is far from universal. Among suppliers that still don’t accept cards, a large share cites concerns about:
- Data security
- System integration
- The perceived complexity of adding card payments to existing workflows
35% say securely storing card information is too difficult. Meanwhile, 31% say integration with their current systems would be overly complex. Yet these same concerns are often cited as benefits by card-accepting suppliers, many of whom report stronger security, faster payments, and fewer transaction disputes.
This disconnect suggests that card acceptance is hindered not by actual performance but by perception. According to Mastercard, increased education and outreach could help overcome these concerns, especially given how closely the benefits of card acceptance align with the top priorities of non-accepting suppliers.
How AI can play a role in B2B payments
The report also finds that automation and artificial intelligence (AI) are helping card-accepting suppliers get even more value from their payment systems. A majority already use automated services to match payments to invoices, process transactions, and generate real-time reporting. These suppliers are more likely to report better visibility into payments and lower rates of fraud.
AI adoption is expected to deepen in the coming years. All surveyed suppliers say they are interested in using AI to recommend the most efficient payment methods, tailored to both their own business rules and their customers’ preferences. There is also strong interest in using AI to automate the choice of payment method based on customer size, industry, and payment terms. Most suppliers believe AI will eventually play a significant role in initiating transactions and converting payment data into business intelligence.
Looking ahead, 48% of B2B suppliers expect buyer demand for card payments to increase over the next five years. Meanwhile, 93% of company leaders say optimizing payment processes is a top strategic priority, and 94% believe that payment efficiency has a direct impact on profitability. Mastercard argues that commercial card acceptance, especially when combined with automation and AI, is becoming not just a payment option but a competitive necessity.
The research, conducted by The Harris Poll and Mastercard in October 2024, surveyed suppliers in:
- Brazil
- Canada
- France
- Germany
- Japan
- Malaysia
- Saudi Arabia.
- Spain
- The United Kingdom
- The United States
It highlights a critical inflection point in the B2B payments space — one where those who modernize could pull ahead, while those that resist may be left managing outdated and inefficient systems.
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