Replatforming in B2B: Countering bosses' excuses and driving transformation

“Switching the B2B ecommerce platform? It can wait!” – 5 excuses from your boss and how to counter them [with checklist]

Transitioning to a modern B2B ecommerce platform like Shopware brings innovation, future-proofing, process automation, and cost savings. While you’re already convinced of the benefits of replatforming, your bosses may not feel the same urgency. The usual excuses? "It’s not the right time," "we have other priorities," "the budget is too tight," or "the effort is simply too great." But you know better: now is the ideal time to future-proof your ecommerce operations.

This resistance isn’t unusual. A study by the Fraunhofer Institute highlights that digital transformation remains slow in many companies. [1] This is especially true in the B2B sector, where entrenched, traditional structures meet the complexities of modern ecommerce. The “Change Readiness Index” from the renowned consultancy Staufen also reports that, despite growing competitive pressure, many companies have made only limited progress in improving their adaptability. [2]

In this blog post, we’ll equip you with a practical guide to overcome internal resistance, counter common objections, and present compelling arguments to convince your leadership team to embrace Shopware. We’ll also leverage the insights of Shopware integration partners, who often face similar pushback in their own work. They’ll share actionable tips and persuasive strategies to help you lead a productive conversation during your next strategy meeting. In addition to that, we provide you with a checklist that keeps all your arguments organized and readily accessible.

Table of contents

Excuse #1: Not the right time
Excuse #2: Not affordable
Excuse #3: Satisfied with current system
Excuse #4: Not enough resources
Excuse #5: Too much choice
To the checklist

Excuse #1: "Now isn’t the right time to switch platforms"

Procrastinating on critical decisions is a common challenge at the leadership level. Studies by the Bertelsmann Foundation and the Wirtschaftspsychologie Gesellschaft (WPGS) reveal that nearly one-third of German executives delay decisions based on emotions, habits, or personal interests – often stalling their company’s progress. [3] [4] However, in the fast-moving world of B2B ecommerce, standing still is not an option. Here’s how you can counter this hesitation and make the case for acting now:

The competition isn’t standing still

Customer expectations are evolving rapidly. Smooth ordering processes, personalized recommendations, and frictionless checkouts have become the standard, even in B2B commerce. Companies that cling to outdated systems risk being overtaken by competitors who have already invested in modern, scalable platforms like Shopware. If your boss raises concerns about “time-to-market” and the effort required to implement new solutions, here are three case studies that demonstrate how quickly Shopware can replace legacy systems:

Northman Gin, a spirits manufacturer, migrated from SUPR to a fully operational Shopware 6 Cloud Shop in just 2 weeks.
Hagemeyer, a fashion retailer, completed a Shopware 6 migration with over 100,000 products in only 18 business days.
AIDA, Germany’s largest cruise provider, transitioned from OXID to Shopware 6 within 6 weeks.

The devastating cost of doing nothing

Delaying a platform upgrade comes with hidden costs that are often overlooked. Legacy systems require costly maintenance, and finding skilled service providers for outdated technology becomes increasingly difficult. More importantly, companies risk losing customers if their user experience doesn’t meet modern standards.

According to the Baymard Institute, the average cart abandonment rate in ecommerce is a staggering 70%, often due to outdated shop UX. [5] Slow loading times, cumbersome checkouts, and lack of mobile optimization drive customers straight to the competition. Over time, these opportunity costs can far exceed the one-time investment in a modern ecommerce platform.

Karsten Marijnissen, from Shopware integration partner Incentro, frequently addresses these concerns. Here’s how he frames the argument:

"Outdated systems lead to inefficiencies, escalating maintenance costs, and lost revenue – whether due to limited scalability or poor customer experience. A modern platform like Shopware provides the foundation for sustainable growth: better performance, improved security, and the agility to adapt to market changes quickly. With proper planning and phased implementation, your business operations remain uninterrupted, while you save time and costs in the long run."

Excuse #2: "We can’t afford to replatform right now"

With ecommerce growth slowing down, it might seem reasonable for your leadership team to delay significant investments like switching platforms. Global growth rates in ecommerce have indeed declined from around 20% to under 9%, while rising operating costs – due to high interest rates, inflation, and expensive logistics – are squeezing margins. [6] [7] However, these very challenges make it more urgent than ever to address inefficiencies in your current shop system and eliminate them through replatforming. A well-executed platform switch can unlock substantial potential, especially in challenging economic times. We delve deeper into this topic in our blog post, "How CEOs and CFOs overcome financial hurdles in ecommerce." Here are some key arguments to counter this excuse:

Lower TCO makes the investment worthwhile

Although moving to a new platform requires an upfront investment, outdated systems often come with higher total costs over time. Maintenance expenses for updates, integrations, and security patches continue to rise as the technology becomes outdated. According to Techblocks, older systems can increase maintenance costs by up to 15% annually. [8] Shopware, on the other hand, delivers industry-leading Total Cost of Ownership (TCO). This was recently recognized by Paradigm, which awarded Shopware the Gold Medal in the TCO Category 2024, highlighting its cost efficiency and value for money.

Automation delivers significant cost savings

Automation is a proven way to cut operating expenses. According to McKinsey, companies leveraging automation and AI are already reducing operational costs by up to 20%. [9] To achieve this, however, businesses need a modern ecommerce platform like Shopware, which offers robust automation tools such as the Rule Builder and Flow Builder. These tools allow businesses to streamline operations, reducing manual effort and saving valuable resources.

Here are two real-world examples of businesses using Shopware’s automation capabilities:

BIOMARIS, a cosmetics manufacturer, used automated customer tagging to better target offers, discounts, and personalized messages. This led to a 30% increase in mobile conversions and a 10% boost on desktop.
Thomas Philipps, a home and garden discounter, implemented the Rule and Flow Builder for cross- and up-selling strategies. This saved development resources and allowed the business to scale efficiently with over 18,000 products.

Learn more about process automation in this blog post.

Blog Thumbnail: Ecommerce-Automation-860x325px

Shop maintenance and marketing without outsourcing costs

With its intuitive interface and features like Shopware's Shopping Experiences, your marketing team can independently design and maintain shop pages – no external agencies required. In an era of skyrocketing IT service costs, this represents a substantial long-term advantage. According to Computerwoche, IT freelancers charge an average of €90 to €120 per hour, while Fischer Data Science reports that specialized digital marketing agencies charge between €100 and €300 per hour. [10] [11] By bringing shop maintenance in-house, your business can unlock significant cost savings – something your leadership team can’t afford to ignore.

Reduce maintenance costs with cloud hosting

When evaluating replatforming options, Total Cost of Ownership (TCO) plays a critical role, with maintenance and updates being major factors. Migrating your ecommerce platform to the Shopware Cloud eliminates the need for additional maintenance costs entirely, streamlining operations and reducing overhead.

Boost product management efficiency with AI

Does your current ecommerce platform include powerful AI tools? If not, you're missing an opportunity. Shopware’s AI Copilot simplifies and accelerates product data management through features like automated tag creation, product description and attribute generation, and a keyword assistant for product images. By replatforming to Shopware, your business gains an AI-powered team member – without adding to payroll costs.

Marvin-Sebastian Karácsony from Shopware partner agency hmmh explains:

"AI doesn’t just enhance operational efficiency – it enables smarter decision-making, optimizes inventory management, and predicts customer behavior. Platforms like Shopware are already leveraging these capabilities successfully. Early proofs of concept with our clients have demonstrated measurable improvements in customer satisfaction, cost savings, and revenue growth."

Excuse #3: “Our current shop system works just fine”

This argument is often used as a way to avoid change, but it tends to overlook the shortcomings of the existing system while ignoring the potential benefits of replatforming. A shop system should be more than just a tool to maintain the status quo – it should be a strategic enabler that drives growth, enhances efficiency, and increases satisfaction for both customers and employees. Here’s how you can counter this excuse:

Increase efficiency and employee satisfaction

Shopware’s intuitive user interface empowers employees to work faster and more efficiently. Time-consuming tasks are eliminated, saving valuable resources while boosting team morale. Efficiency doesn’t just improve the numbers – it also fosters a more positive and motivated workplace environment.

Elevate your entire IT ecosystem

With Shopware’s robust API, you can seamlessly integrate your platform with third-party systems, cutting-edge tools, and modern technologies. This not only enhances the efficiency of your entire IT infrastructure but also opens up new opportunities in areas like marketing, sales, ERP, CRM, and PIM. Moreover, Shopware provides the technical foundation to adopt future innovations like AI, ensuring your business stays ahead of the curve.

Unlock unlimited growth potential

Shopware is designed to handle growth, whether it’s traffic peaks during major sales events like Black Friday or the expansion of product lines and markets. Its stable and scalable performance ensures your platform grows with your business. To highlight the potential impact of downtime, you can reference a study by Splunk and Oxford Economics. [12] It found that the world’s 2,000 largest companies lose a combined $400 billion annually due to unplanned outages – an average of $200 million per company. This figure includes not only lost revenue but also IT costs and crisis management expenses. Additionally, a study by Akamai shows that just a one-second delay in page load time can reduce conversion rates by up to 7%. [13] Ask your leadership: Is your current ecommerce platform ready to support your growth ambitions, or is it holding your business back?

Here’s how Christian Galetti from Shopware partner Webgriffe addresses these concerns with clients:

"I recommend conducting a needs analysis to uncover how their current platform might be limiting growth. I ask decision-makers this critical question: If you’re achieving these results today despite technological constraints, what could you accomplish with a more advanced platform? By showcasing the innovative features and opportunities offered by modern platforms like Shopware, it becomes clear that they are far better equipped to support long-term business goals."

Excuse #4: "We don’t have the resources for such a large project"

A replatforming project might initially seem like a daunting, time- and resource-intensive endeavor to your leadership team. Past negative experiences with your current shop system could also contribute to their hesitation. Here’s how to reassure them and demonstrate that transitioning to a modern ecommerce platform like Shopware is manageable and worthwhile:

Collaborate with a Shopware Partner

No matter your company’s size or the internal resources available, involving an experienced Shopware integration partner is always a smart move. Shopware’s partner network features over 1,200 agencies and service providers who specialize in tasks ranging from shop conceptualization to implementing custom requirements and ensuring smooth operations. By identifying and presenting the most suitable partners upfront, you can proactively address your leadership team’s concerns and show that expert support is readily available.

Phased Implementation with an MVP approach

Replatforming doesn’t have to happen all at once. A phased rollout using a Minimum Viable Product (MVP) approach is a proven strategy. Start by implementing the most essential features – the ones you actively use in your current system – and expand over time. This minimizes the workload on your team, delivers early wins, and allows for flexibility to refine the platform as you go.

Simon Rabente from Shopware partner Webmatch emphasizes the value of this approach:

"Focus on what’s essential: Define the scope of your MVP, start implementation, and launch the platform as quickly as possible. From there, iterate and develop further without losing momentum. The key is to remain proactive, optimizing and expanding immediately after launch. For example, you can gradually leverage advanced Shopware features like the Rule Builder, Flow Builder, or additional modules from Shopware B2B Components."

Excuse #5: "There are too many shop systems, and choosing the right one will take too long."

At first glance, this concern is valid. With over 50 ecommerce solution providers worldwide, comparing them through independent research can be overwhelming. [14] For your leadership team, selecting the right platform might seem like an insurmountable task. However, the following points can help you position Shopware clearly in the competitive ecommerce landscape and streamline the decision-making process:

Industry recognition in the B2B segment

Shopware is recognized as one of the most innovative ecommerce platforms globally, especially for B2B capabilities. This isn’t just our opinion – renowned consulting firms and research institutions have consistently rated Shopware highly in their comprehensive comparisons of ecommerce solutions. In Germany, Shopware has been voted the leading shop system by the country’s 1,000 largest online shops for three years in a row.

11 medals in the Paradigm B2B Report 2024, highlighting Shopware’s low TCO, innovative tools like the Flow and Rule Builder, and its strong “Ability to Execute” in delivering reliable B2B solutions.
8 awards in the G2 Fall Reports 2024, where Shopware was named a Leader in the “Mid Market” category for the EMEA region, recognized as an outstanding ecommerce platform.
Additional recognition from the Gartner® Magic Quadrant™ for Digital Commerce, the Forrester Wave™ B2B Commerce Solutions Report, and the IDC MarketScape Report for mid-market B2B digital platforms.

What sets Shopware apart from other B2B platforms

Shopware combines everything a modern B2B business needs into one flexible and cost-effective solution, ensuring it stands out from the competition:

Flexible hosting options: Choose the model that fits your needs – whether SaaS, PaaS, or Self-Hosted.
Tailored plans: Customizable packages and features designed specifically for the requirements of B2B companies.
Modular B2B Components: Adapt B2B features to your specific business processes, creating a perfect fit for your sales organization.
Comprehensive out-of-the-box features: Core functionalities like CMS, automation, inventory and order management, analytics, AI, and spatial commerce are included from the start.
Unmatched TCO: Shopware delivers low operating costs with high efficiency, making it a smart financial choice.
Robust developer and partner network: A strong community of integration and technology partners is ready to assist with your replatforming project.
Scalability and flexibility: Built with an API-first approach and headless commerce capabilities, Shopware adapts to your business needs and scales with your growth.

Simon Neuberger from Shopware partner agency elio recommends a clear and actionable approach to address these concerns:

"An experienced advisor or a structured decision-making framework can simplify the selection process significantly. We provide our clients with case studies of similar companies that have successfully made the transition, offering valuable insights and demonstrating the tangible benefits of replatforming. For hesitant decision-makers, a pilot project can be an ideal starting point. Testing the new platform on a smaller scale before a full rollout provides a low-risk way to see the advantages in action and build confidence in the decision."

Conclusion: Transforming your business and securing its future starts with the right arguments

Replatforming projects are a cornerstone of digital transformation. While challenging, they are critical to ensuring long-term competitiveness, unlocking new revenue opportunities through outstanding customer experiences, and streamlining operations and B2B sales processes with the power of automation and AI.

As someone closely engaged with your company’s ecommerce infrastructure, the question for you isn’t, “Should we switch?” but rather, “What are we losing by not switching now?” Unfortunately, this urgency isn’t always shared by everyone in the organization, and you may face objections from leadership. Lack of time, insufficient budgets, limited resources, or perceived complexity – these are common excuses you’ve likely heard before. This article has equipped you with clear, actionable strategies to professionally address and overcome these objections.

Change requires courage – the courage to acknowledge inefficiencies and the vision to make bold, future-oriented decisions. Inspire your leadership team to embrace replatforming and take the next steps forward. With our quick checklist summarizing the most compelling arguments, you’ll be ready to make a strong, structured case at your next strategy meeting. Use it to confidently advocate for the project and drive it forward.

Together with our extensive partner network, we’ll support you at every stage of the journey toward a modern ecommerce platform. With Shopware, you won’t just prepare your business for the future – you’ll set a new benchmark for excellence in B2B ecommerce.