Suppliers Make Payment Acceptance a Core Business Strategy

Businesses have traditionally treated accounts receivable and payment acceptance as back-office functions that begin after a sale is completed. Billtrust Senior Vice President of Payments Kunal Patel argues that this approach overlooks how payment methods, timing and acceptance costs affect margins, working capital and customer retention. Unlike consumer checkout, B2B transactions require suppliers to balance credit exposure, transaction expenses, liquidity and the long-term value of each buyer relationship.

In an interview published by PYMNTS on Sept. 3, 2026, Patel said suppliers are beginning to tailor payment policies by geography, product category, margin profile and payment history. He identified data fluency, a broad range of payment methods and universal channel coverage as the key capabilities behind that shift. Artificial-intelligence agents could eventually negotiate payment timing, methods and economics in real time for buyers and suppliers, turning acceptance into a dynamic commercial decision rather than a fixed checkout setting.