A B2B wholesale portal that replaced three tools.

Time to launch

60 days

Retailer accounts live

140

B2B GMV (first quarter)

$2.1M

Order processing time

2 hours → 10 minutes

Tools replaced

3 (Handshake, Google Sheets, manual email)

Client and context

Mid-market CPG brand already on Shopify Plus for retail DTC. B2B wholesale (retailer accounts for boutique food retailers, specialty shops) had been running on Handshake, which Shopify was sunsetting. Team needed to migrate 140 active retailer accounts to native Shopify B2B — with catalog-specific pricing, approval workflows, and NetSuite integration — before Handshake went offline.

Challenge

Hard deadline (Handshake sunset), 140 live B2B accounts with negotiated pricing, NetSuite order routing, custom ship-terms per retailer, approval workflow for orders over $5k. Previous ops relied on Handshake + manual spreadsheet workflows + email approvals. Team wanted to consolidate into one system and cut order processing time while launching.

What we shipped

• Discovery (week 1): documented the 140-account matrix — price lists, catalogs, payment terms, ship terms, approval thresholds
• B2B architecture (weeks 1–2): companies, catalogs, price lists, customer-specific terms mapped to Shopify B2B primitives; approval flows built with Shopify Flow
• Custom theme extensions (weeks 2–5): B2B-specific login, account page, quick-order form, CSV upload, order history with repeat-order
• NetSuite integration (weeks 2–6): custom app for B2B order routing with retailer-specific rules, tax handling, payment term enforcement
• Data migration (weeks 5–7): 140 retailer accounts + historical orders + loyalty points + credit memos migrated from Handshake
• Training + launch (weeks 7–9): retailer onboarding emails, video walkthroughs, customer success handoff

Outcome

• 60 days from kickoff to launch (9 weeks including training)
• 140 retailer accounts live before Handshake sunset
• $2.1M B2B GMV in the first quarter post-launch
• Order processing time: 2 hours → 10 minutes (retailer → in NetSuite → shipped)
• 3 tools replaced: Handshake, Google Sheets approval, email approvals — all consolidated in Shopify Plus + Flow
• Zero orders lost during Handshake migration window

Quote

“We went from three tools and spreadsheets to one Shopify Plus account. Order processing dropped from hours to minutes. Our ops team got their week back.”

— [CLIENT], VP Operations

What’s next

Q2: expand to 250 retailer accounts + international. Q3: rep portal with commission tracking. Q4: add D2C/B2B combined checkout.