How to sell Subscription products on B2B commerce store in Salesforce

Selling subscription products in a B2B commerce environment is no longer a complex, backend process—it’s now a seamless, native experience within Salesforce. By combining the power of Salesforce B2B Commerce with Revenue Cloud, Salesforce Billing, and Agentforce AI, your organization can create, manage, and sell recurring products directly through your digital storefront—just like one-time purchases.

Whether you’re offering SaaS models, support retainers, managed services, or hardware-as-a-service, subscription commerce in Salesforce helps you build predictable revenue while giving customers control and flexibility.

Understanding Subscription Selling in Salesforce B2B Commerce

In Salesforce, subscription selling integrates multiple clouds to enable full lifecycle management:

Salesforce B2B Commerce – the storefront where customers browse, configure, and purchase subscription products.
Revenue Cloud & Salesforce Billing – powers recurring invoicing, proration, renewals, co-terming, and payment collection.
Agentforce AI – provides intelligent recommendations, dynamic pricing, and automated customer service for subscription management.

This ecosystem makes Salesforce uniquely capable of combining commerce, billing, service, and AI automation into one consistent experience.

Step 1: Enable Commerce Subscriptions

Start by enabling the subscription functionality for your B2B Commerce store.

Update Commerce Licenses: Make sure your org is on Commerce Cloud Growth or Advanced edition and includes a Revenue Cloud license.
Activate Subscription Settings: Navigate to your Commerce Setup and enable subscription selling org-wide.
Update the Pricing Engine: Configure Salesforce Pricing for advanced pricing logic to handle recurring models (monthly, annual, usage-based).

Once these steps are complete, your store gains full support for selling digital or recurring subscription products directly to B2B customers.

Step 2: Configure Subscription Products

You can convert any regular product into a subscription-based item by configuring the product record and price book entry.

Add “Selling Model” Field: On the product layout, set up options like One-Time or Subscription.
Define Subscription Term: Enter duration (e.g., monthly, quarterly, annual) and renewal type (Auto-renewal or Manual).
Connect Price Book Entries: Assign recurring prices for each variant (for instance, $99/month or $999/year).
Create Product Families: Group related subscription tiers (Basic, Pro, Enterprise) to simplify selection for buyers.

With these configurations in place, customers will see subscription options clearly on product detail pages.

Step 3: Customize the Storefront Experience

In Experience Builder, you can design intuitive storefront experiences for subscription purchases.

Subscription Components: Add the Product Set component and Subscriptions page so customers can view plans, renew, or upgrade.
Enable Custom Checkout with Salesforce Payments: Configure payment gateways to support automatic or recurring billing.
Add “Manage My Subscription” to Customer Accounts: Let customers pause, cancel, renew, or upgrade directly from their account portal.

This gives B2B customers the same self-service flexibility that modern SaaS buyers expect.

Step 4: Set Up Billing and Payment Flows

Once purchases are made, Salesforce Billing manages recurring invoicing, revenue recognition, and payment collection.

Recurring Billing: Define your billing frequency (monthly, quarterly, annual). Salesforce automatically calculates future invoice schedules.
Co-terming and Proration: Align multiple subscriptions to a single renewal date and prorate if customers upgrade mid-cycle.
Payment Automation: Use Salesforce Payments or integrated gateways for credit card, ACH, or purchase order transactions.
Tax and Compliance: Use native tax rules or connect to a tax engine. Compliance-ready reporting ensures accuracy.

In short, you can automate every post-purchase financial process without leaving Salesforce.

Step 5: Manage Renewals, Upgrades, and Add-ons

A true subscription strategy extends beyond the initial sale. Salesforce enables you to manage customer relationships end-to-end.

Automated Renewals: Trigger renewal notifications and auto-renew billing based on contract terms.
Mid-Term Changes: Support plan upgrades, downgrades, or add-ons during the subscription lifecycle.
Customer Self-Service: Empower buyers to manage renewals without needing manual assistance.
Revenue Forecasting: Integrate AI models in Revenue Cloud to predict churn and identify expansion opportunities.

By combining predictive analytics and automation, Agentforce can surface at-risk customers, recommend next best actions, and ensure you never miss a renewal opportunity.

Step 6: Leverage Agentforce AI for Subscription Intelligence

Once your subscription store is live, Agentforce AI elevates your commerce experience to the next level:

Predictive Recommendations: AI analyzes usage, order history, and engagement patterns to suggest renewals and upgrades.
Dynamic Pricing: Adjust pricing for enterprise customers or offer AI-optimized discounts based on buying trends.
Customer Insights: Use natural language prompts to query questions like “Which accounts have upcoming renewals this quarter?” or “Show me customers likely to upgrade.”
Voice and Chat Agents: Deploy AI agents in your B2B storefront to assist buyers in real-time, answering billing or renewal queries instantly.

This intelligence layer makes Salesforce not just a commerce platform—but an autonomous revenue engine.

Step 7: Analyze and Scale with Data Cloud

Integrate your B2B Commerce data into Salesforce Data Cloud for 360° visibility into buyers, accounts, and transactions.

Unified account-level view of active subscriptions, renewals, and pending invoices.
Analytics dashboards tracking MRR, ARR, churn rate, and renewal trends.
AI-powered forecasts for subscription revenue growth.
Campaign optimization via Marketing Cloud to nurture renewal and cross-sell journeys.

When combined with Agentforce insights, these analytics close the loop between commerce activity, customer engagement, and sales execution.

Key Benefits of Selling Subscriptions on Salesforce B2B Commerce

Unified Experience: Commerce, CRM, Billing, and AI operate seamlessly in one environment.
Predictable Revenue: Recurring models ensure a steady and transparent income stream.
Operational Efficiency: End-to-end automation reduces manual billing and contract management.
Customer Empowerment: Buyers manage their own subscriptions with self-service tools.
Scalability: Easily expand into new markets or offerings with consistent subscription architecture.

Conclusion

Selling subscription products on your Salesforce B2B Commerce store isn’t just about recurring revenue—it’s about creating predictability, personalization, and customer loyalty.

By combining Salesforce B2B Commerce, Revenue Cloud, Salesforce Billing, and Agentforce AI, your business can deliver hyper-personalized subscription experiences, automate renewals and upsells, and drive lifetime customer value—all within one connected platform.

Your B2B commerce store can now run like a modern SaaS business—predictable, intelligent, and customer-first.

Start enabling subscriptions today, and let Salesforce transform your storefront into a recurring revenue powerhouse.