Finance leaders have always shouldered the responsibility of managing cash flow, reducing risk and keeping customer relationships intact. But in recent years, the pace of change in B2B payments has accelerated as buyer expectations evolve and new technology
reshapes how companies transact. What was once a back-office function is becoming a strategic driver of growth and loyalty.
This fall, payment and fintech industry experts gathered in New York City at the Crossroads
Salon to discuss what the next chapter of B2B payments will look like. The conversations underscored a clear reality: order-to-cash is no longer a linear process to be optimized in isolation. It’s becoming a dynamic system where operational efficiency,
buyer experience, trust and global scale are interconnected.
As we look ahead to 2026, companies must recognize payments as more than a transactional necessity. Payments are becoming a source of competitive differentiation, shaping how businesses attract and retain customers, how quickly they can expand into new markets,
and how confidently they can navigate volatility. From the discussions at Crossroads, five themes emerged that will guide the future of B2B payments.
1. Reducing Friction in Order-to-Cash
Streamlining the order-to-cash process will only become more important. Even small inefficiencies, like inconsistent invoicing or manual reconciliation, can snowball into significant cash flow challenges. The goal for 2026 is to make payments nearly invisible,
embedded within ERP systems rather than treated as a separate step. Automation in invoicing, collections and reconciliation not only accelerates cash flow but also gives finance leaders real-time visibility into receivables. For buyers, smoother transactions
and fewer disputes mean stronger relationships, which is an important consideration when trust remains a
top factor in supplier choice.
2. Converging Efficiency and Experience
Once friction is minimized, the next challenge is delivering both operational efficiency and a better buyer experience. Business buyers want the ease of consumer-style checkouts while finance leaders need predictability and control. Connected, API-driven
systems that enable near real-time credit decisions, automated invoicing and faster dispute resolution will help bridge that gap.
When companies align operational efficiency with buyer experience, they save time while strengthening relationships. This dual impact is becoming the new standard for payments modernization. Success in 2026 will increasingly be measured by the ability to
save time internally while deepening loyalty externally.
3. Listening to the B2B Buyer
As technology expands what’s possible, buyer expectations are shifting toward flexible, personalized payment terms that adapt to project cycles and market pressures. Finance leaders who design order-to-cash systems with this adaptability in mind will see
returns in retention and share of wallet.
Technology like Zero Touch A/R automation will be key to achieving
this shift. Understanding how to automate invoices, collections and reconciliation with buyer needs at the center of decisions will accelerate cash flow and give finance teams real-time visibility into receivables. Predictive analytics can help flag at-risk
accounts early, enabling proactive engagement before issues escalate. For buyers, the impact is equally important. It provides smoother transactions, and fewer disputes.
4. Innovation with Purpose
For many companies, innovation in payments has meant chasing the latest technology. We can anticipate 2026 to be defined by practical innovations such as AI-driven credit decisioning, predictive cash flow forecasting and automation that reduces errors while
freeing finance talent for more strategic work.
Innovation will be measured in outcomes. The focus will be on practical pilots grounded in clean data and reliable integrations with success measured in outcomes like faster collections, sharper forecasts and fewer disputes.
5. Simplifying Cross-Border Payments
Cross-border transactions remain complex, burdened by regulatory differences, currency conversions and fragmented platforms. Advancement here will come from partnerships among banks, fintechs and payment networks. By combining capabilities, they can ease
compliance challenges while giving customers the localized experience they expect. For enterprises, building the right partner ecosystem will remove friction from global payments and make scaling into new markets more achievable.
Ultimately, payments are no longer the final step in a transaction. They’re shaping how companies grow, compete and build loyalty. The themes from this year’s Crossroads discussions point to a clear mandate: reduce friction, combine efficiency with customer
experience, adapt to buyer needs, innovate with purpose and simplify global business through partnerships. Finance leaders who invest now in automation, data-driven insights and building stronger networks of partnerships will strengthen financial performance
and build trust to sustain long-term client relationships.
