B2B Payments Ecosystem

White Paper: Drive commercial card growth with custom interchange

Discover how custom interchange programs can empower the B2B payment ecosystem with their value-centric approach
While commercial card use is growing in popularity among B2B buyers, suppliers are demanding lower processing fees, greater process efficiency, and faster speed of pay to participate in fee-based payment schemes. As a result, financial institutions now find themselves in the crosshairs between buyers and suppliers and amidst a strained multiparty relationship that has all participants seeking something better.

Is there a middle ground - an intersection between cost and value?

Visa commissioned Forrester Consulting to evaluate the state of commercial card use from the perspective of U.S.-headquartered B2B buyers, B2B suppliers, and financial institutions that issue commercial cards on behalf of payment networks. The study’s objective was to understand the chasm between these stakeholders and how — or if — custom interchange programs are being used to close this gap.

Key findings

Of B2B suppliers surveyed, 72 % said they would expand acceptance of commercial cards if interchange fees were value-based.¹

Of B2B buyers surveyed, 62 % said they would be willing to forgo receiving incentives to use their commercial cards with more suppliers.¹

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  1. Drive Commercial Card Growth With Custom Interchange – Empower The B2B Payment Ecosystem With A Value-Centric Approach. Forrester Consulting, September 2024.