The Amazon Business B2B marketplace has become one of the most powerful platforms for companies buying and selling products at scale. It has over 8 million business customers globally and more than $35 billion in annual gross sales.
For sellers, the platform opens access to verified business buyers, higher order values, and long-term purchasing relationships.
This guide explains what the Amazon Business B2B marketplace is, how it works for buyers and sellers, associated costs, and whether joining the Amazon B2B program makes sense in 2026.
Before we dive deep, you need to understand the basics, like Amazon Vendor Central vs Seller Central. Hint: A Vendor Central account is invited by Amazon only, and Seller Central is open to all sellers.
Pro tip: For any seller, learning about the difference between Amazon FBA vs dropshipping is important. In FBA, you use an Amazon warehouse to store and sell items. But in dropshipping, you directly source products to your customers.
The Amazon Business B2B marketplace is Amazon’s dedicated platform for business-to-business commerce. It is designed to support commercial purchasing by offering features that address bulk buying and business-specific pricing.
Amazon Business gives sellers a way to connect with tons of verified business buyers, and it’s great for selling in bulk.
Special prices just for businesses, deals on bigger orders, and tweaking the listings to fit what B2B customers need are some of the benefits. The platform supports both small brands and large manufacturers looking to scale wholesale-style sales while leveraging Amazon’s infrastructure.
Amazon Business makes procurement easier and helps companies cut costs. You get special pricing just for businesses, options to buy in bulk, and accounts that several people can use together with approval workflows. Buyers can manage spending, access invoices, and benefit from tax-exempt purchasing where applicable.
Looking for a specific seller? Learn how to search for a seller on Amazon
The Amazon Business B2B marketplace delivers clear advantages for companies:
The Amazon Business B2B marketplace works best for companies selling products that businesses use every day or tend to buy in bulk.
Companies offering industrial parts, safety gear, tools, or anything built for commercial use fit right in this platform.
Sellers of office supplies and MRO (Maintenance, Repair, and Operations) products perform well on Amazon Business.
Companies that offer laptops, networking gear, computer accessories, or IT equipment benefit a lot.
Suppliers of medical products, lab equipment, educational materials, and institutional supplies can grow fast.
They can expand into B2B without building a separate wholesale channel. Amazon Business provides infrastructure, logistics, and buyer trust from day one.
Products such as PPE, cleaning supplies, consumables, and packaging materials are well-suited for the platform.
| Pro tip for sellers: Interested in establishing your brand on Amazon? You can easily make an irrefutable image on the store using the Amazon brand story feature. |
An Amazon Business buyer account is free to set up, and there are no subscription fees or minimum spend requirements. To register, you need a few basic business details for verification.
Step 1. Visit the Amazon Business registration page and enter your work/business email address to Get Started.
Step 2. After that, just fill in your business info, from the company name and address to tax ID or PAN.
Step 3. Lastly, complete all the verifications required by Amazon and access your account to start purchasing.
You need to have an active Amazon seller account to start selling on the Amazon Business B2B marketplace. Other requirements and steps include:
Step 1. Go to the Amazon seller registration page and sign up for a Professional selling account. If you have an old one, you can simply change the ownership to your business.
Step 2. Here, provide all the core details, from business email and legal business name to contact details, to complete the identity verification process.
Step 3. Then, enter your bank account information so Amazon can process your payouts.
Step 4. Next, add store information like brand registration, trademark, etc.
Step 5. Lastly, after account activation, navigate to the B2B or Amazon Business section to enable B2B tools.
Amazon Business is free for buyers, while sellers pay standard Amazon selling fees tied to a Professional account. Moreover, different types of optional fulfilment services can also increase costs for sellers.
Business buyers join and purchase on Amazon Business without paying any subscription or minimum order fees. They only cover the product price, shipping costs, and applicable taxes.
Sellers on Amazon must use a Professional Seller plan to start selling B2B, which is priced at $39.99 per month. Also, sellers pay referral fees per sale and additional charges if they use Fulfilment by Amazon, long-term storage, returns processing, or Amazon advertising tools.
Still wondering if selling on Amazon is worth it? Read our full analysis here.
To get the most value from the Amazon Business B2B marketplace, buyers should use the following tips:
Activate business pricing to access lower per-unit costs on bulk purchases and reduce overall procurement expenses.
Set up multi-user accounts with approval rules to manage purchases across teams and prevent unauthorized spending.
Review spend reports regularly to monitor purchasing patterns, optimize budgets, and identify cost-saving opportunities.
If eligible, enable tax-exempt status to receive compliant invoices and avoid paying unnecessary taxes.
Check multiple sellers offering the same product, as business pricing, discounts, and delivery terms can vary.
If you are new to all this, read how to find an Amazon Storefront to properly take your first step.
Save frequently ordered items and set up recurring orders for consumables to ensure a consistent supply and reduce manual ordering effort.
Successful sales on the Amazon Business B2B marketplace require a different approach than standard B2C selling. The following tips focus on increasing visibility to win bulk orders and improve profitability:
Set sharp business prices and offer clear tiered discounts to pull in bulk buyers. B2B customers care about saving money, and they’re more likely to place big orders when they know exactly what deals they’re getting.
Use clear titles, specifications, and product details that address professional use cases. Business buyers also pay close attention to details, as accuracy, certifications, and compatibility matter way more to them than flashy marketing.
Prioritize products that businesses purchase regularly, such as consumables or operational supplies. These items generate recurring orders and higher lifetime value.
Fulfillment by Amazon improves delivery speed and reliability. Many business buyers prefer FBA listings for consistent fulfillment and easier returns management. You can find out here if using FBA is worth it for you.
Keep an eye on B2B numbers like bulk order volume, how your business pricing stacks up, and how often companies come back for more. These details help you optimize your prices and manage inventory a lot smarter.
Handling Amazon Business pricing, bulk deals, and campaigns gets complicated fast. A good Amazon agency knows the inner workings, helps you dodge expensive slip-ups, and pushes your growth forward a lot quicker.
If you’re looking for an agency, Impact Wolves is a strong choice. They handle daily campaign management, freeing up your valuable time.
You avoid trial-and-error losses through customized strategies tailored to your specific goals. Comprehensive audits identify wasted spend and missed growth opportunities. Moreover, you can go through their case studies, like how we increased Biovantic Pharma’s sales by 97%.
Impact Wolves is currently offering a time-limited package that includes a 30-minute strategy meeting plus a free Amazon store audit.
Opening an Amazon Business B2B store makes sense when your products target bulk buyers. Your operations should be able to handle wholesale pricing, invoicing, and larger order volumes.
In fact, Joel Mendlowits, Head of Marketplace at Adorama, praised Amazon B2B by saying:
“Amazon Business provided us with a unique opportunity to tap into a vast network of business customers.”
Let’s look at the pros and cons of the Amazon business so you can make a thorough decision:
In summary, the Amazon Business B2B marketplace offers buyers bulk pricing and procurement tools. At the same time, sellers get access to high-value, repeat business. Success requires careful pricing, listing optimization, and performance management.
For sellers seeking faster growth and expert support, contacting Impact Wolves provides campaign management. They offer customized strategies and a free audit with a 30-minute strategy call.
No, there are no separate Amazon Business fees. Sellers pay the standard Professional selling plan subscription, referral fees, and optional fulfillment or service fees.
Yes, you can list products for both B2C and B2B buyers at the same time. For business customers, you just set special pricing and bulk discounts. That doesn’t mess with what regular shoppers see. It is even possible for you to sell products without having them in actual inventory.
Absolutely. It provides access to verified business buyers, bulk order opportunities, and procurement tools. This helps smaller brands scale without building a separate B2B channel.
Product categories, such as medical devices, automotive parts, jewelry, and regulated goods, require prior approval. Sellers must submit invoices, compliance documents, or certifications before listing these items.
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