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Your B2B customers want to use virtual cards - are you prepared?

Nick White profile photo

Nick White

Senior Vice President, Commercial Acceptance,

Mastercard

Published: June 23, 2026

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Article at a glance:

  • Payment expectations for B2B transactions are shifting to prioritize speed, security, and flexibility.
  • In comparison with card acceptance, particularly for virtual cards, legacy B2B payment acceptance methods create challenges with operational speed, customer relations and fraud risk.
  • Best practices for accepting virtual card transactions include piloting in a deliberate way, then scaling.

When B2B customers ask to pay by card, they’re not just making a payment request – they’re signaling a shift in expectations. Businesses who recognize and respond to this shift are better positioned to retain customers, streamline operations and gain a key advantage.

From payment preference to strategic advantage

Meeting card payment preferences are evolving from convenience to competitive edge. The state of commercial card acceptance 2025 white paper shows that 66% of suppliers regularly fail to meet buyer expectations for payment experience, often leading to late payments and strained relationships. As customers increasingly prioritize speed, security and flexibility in payments, businesses who offer card options are better positioned to meet these expectations and strengthen customer relationships.

In fact, 48% of suppliers expect buyers to ask to pay by card more often over the next five years, signaling a growing shift in buyer behavior. And while 89% of suppliers say it’s difficult to balance their business needs with those of their B2B customers, card acceptance helps bridge that divide – enhancing buyer satisfaction while improving internal operations.

Common supplier responses - and their consequences

Businesses typically respond to customers’ requests to pay by card in one of three ways:

The last response – selective card acceptance – can be considered a strategic enabler.

What holds suppliers back – and why it might be time to rethink

While cost may be a concern, many B2B suppliers also hesitate to accept cards due to worries about security, system complexity or fraud risk. 

  • Security: Some worry that virtual card transactions expose them to greater risk or require complex safeguards.
  • System complexity: Integrating virtual card payments into existing systems can seem daunting, especially for businesses with legacy infrastructure.
  • Fraud risk: There’s a perception that virtual card payments introduce new vulnerabilities or slow down transactions due to fraud checks.

Interestingly, Mastercard’s research shows that these are precisely the areas where card acceptors report the most gains:

  • Security: 31% of card acceptors say increased transaction security is a key benefit.
  • Speed and simplicity: 34% report faster payment receipt.
  • Fraud reduction: 25% say they’ve seen lower fraud incidence.

These findings suggest that the perceived risks of card acceptance may be more manageable – and more rewarding – than expected, often outweighing potential costs when implemented strategically.

Reframing card acceptance as strategic enablement

You don’t need to offer card payments to every customer. But enabling it for the right ones can deliver measurable benefits. 

Businesses who accept cards often report stronger outcomes than businesses who do not accept cards across three key operational areas: greater customer convenience, improved working capital efficiency and reduced payment processing costs. Many suppliers also see measurable improvements in internal efficiency after enabling cards.

These benefits also translate into strategic value – helping businesses meet rising customer expectations and differentiate themselves in competitive procurement environments. By offering card options strategically, businesses can reduce friction in payment workflows, accelerate settlement and signal responsiveness without sacrificing control.

For B2B suppliers, adopting virtual card payments requires a deliberate, best-practice approach:

  • Listen for customer signals: repeated customer requests to pay with card, onboarding delays, payment friction
  • Define customer segments: who’s eligible, when and how
  • Enable card acceptance: starting small, learning fast
  • Measure outcomes: invoice speed, dispute rate, onboarding satisfaction
  • Refine and expand: scaling intentionally across customer tiers

Final takeaway

Demand is growing to accept card payments from B2B buyers. Expectations for strategic business relationships include flexible, fast and secure payments. When businesses ignore those signals, relationships quietly erode.

Card acceptance isn’t about chasing trends – it’s about aligning with what customers increasingly expect. It also enables businesses to improve working capital, streamline operations and deliver a better payment experience. 

Beyond these tangible benefits, card acceptance also helps businesses stand out, demonstrating responsiveness and adaptability in a competitive landscape. In a market where expectations are rising and differentiation matters, card acceptance could be a smart move – one that positions businesses to meet demand and turn payment experience into a competitive advantage.

Buyers are asking for card payments - are you ready to respond?

Mastercard’s The state of commercial card acceptance 2025 paper reveals findings from our global research involving over 1,000 financial decision makers at large B2B suppliers. If your buyers are already signaling a preference for card payments, now’s the time to act. Download the white paper to learn more.

1. Why are B2B buyers increasingly asking to pay with cards?

Buyers prioritize speed, security, and flexibility in payment experiences. As card demand rises, suppliers that can accept cards are better positioned to retain customers and win new business.

2. What concerns hold B2B suppliers back from accepting card payments?

Suppliers often cite processing costs, security, and perceived integration complexity. Mastercard research shows these are common concerns among non-acceptors, even as acceptors report benefits in the same areas.

3. How does selective card acceptance help suppliers balance control and flexibility?

Selective acceptance enables cards for the customers and scenarios where it delivers the most value while maintaining clear policies. Suppliers can set eligibility, limits, and workflows to stay in control while meeting buyer expectations.

4. What happens when suppliers ignore growing buyer demand for card payments?

Ignoring buyer preferences can strain relationships and contribute to late payments when preferred methods aren’t offered. Over time, suppliers risk falling behind competitors that deliver faster, more flexible payment experiences.