A strategic decision needs to be made about the best order management system (OMS) to use in your B2B operation because the selection cannot be purely technological. It influences not only the speed of order fulfillment but customer satisfaction as well. And in this highly unstructured environment of today, more than ever, the sales software should do more than simply take orders.
So, how do you find the right fit?
Here’s a practical guide to help you cut through the noise and make a confident decision.
1. Start with Your Real-World Needs
Don’t begin by looking at software features. Begin by looking at your day-to-day headaches.
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Are you manually re-entering orders into your ERP?
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Do sales reps have to call in for inventory availability?
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Are custom pricing rules impossible to track?
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Do you frequently experience out-of-stock situations or shipping delays?
These pain points serve as your starting point. Write them down, rank them, and make sure any system you evaluate addresses them directly.
2. Map Out Your Sales Channels
B2B sales aren't one-size-fits-all. You might sell via inside reps, field reps, customer portals, or even EDI integrations. The right OMS should consolidate all those channels into a single view — otherwise, you’re stuck with silos and duplicate work.
Look for systems that can:
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Handle rep-entered orders on mobile or tablet
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Capture customer orders via mobile app
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Process portal or website orders automatically
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Delivery confirmation with signature capture
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Sync all of it into one place
If the system only does one of these things, it’s not a long-term solution.
3. Make Sure It Handles Complex Pricing
Let’s be honest — B2B pricing is never simple. You might offer contract pricing to one client, volume discounts to another, and promo codes for a specific region. Some customers might even get all three.
So your OMS must be able to:
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Handle price lists by customer or customer group
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Apply discounts and overrides automatically
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Respect contract terms or promo expiration dates
If your team is manually adjusting prices after the fact, the software is working against you.
Solid Route Accounting™ ensures accurate pricing by applying the various special price lists defined in the ERP system, all the way to the Solid Sales Pro™ and Solid Order Entry™ mobile apps.
4. Integration Is Non-Negotiable
A modern OMS can’t live in isolation. It should work in sync with your:
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ERP/accounting platform (e.g., QuickBooks, Sage, SYSPRO)
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Delivery/logistics tools
Look for systems with proven integrations with the tools you already use. This avoids data silos, double entry, and costly delays down the line.
With Solid Route Accounting™, you set up and maintain customers, products, and pricing directly in the ERP system. Then our system magically synchronizes this information with mobile devices, enabling salespeople to easily create and modify transactions. Finally, these transactions are synced back to your ERP system.
5. Look for Automation That Actually Saves Time
Automation is a buzzword, but it matters when it does something useful.
A good OMS should be able to:
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Professionally-looking invoices
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Allocate inventory as orders come in
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Alert you to low stock in real-time
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Automatically email order confirmations
This kind of functionality doesn’t just save time — it reduces human error and speeds up cash flow.
6. Consider the User Experience (Seriously)
It’s tempting to focus on backend power. However, if your representatives dislike using the system or your warehouse staff is frequently confused by the interface, adoption will suffer.
Look for systems that are:
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Easy to learn, with clean interfaces
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Mobile-friendly for reps on the road
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Designed with everyday workflows in mind, not just what looks cool in a demo
Request a trial or sandbox account and test it with real users before making a commitment.
Solid Route Accounting™ is easy to install, easy to set up, and quick to learn. You can update your accounting system, track inventory, manage sales, and generate reports—all while enjoying a cup of coffee. Try Solid Route Accounting™ for 35 days, with full technical support: Begin your 35-day trial.
7. Don’t Ignore Support and Vendor Stability
This aspect often gets overlooked, but it matters more than you might think.
Ask vendors:
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How long have you been in business?
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How familiar are you with our industry?
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Who handles support — is it outsourced or in-house?
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How often is the software updated?
You want a partner, not just a provider. Look for a company that understands the specific quirks of B2B selling, especially if you’re in food, beverage, or DSD (direct store delivery) distribution.
At Solid, we continually refine our service, add new features, stay current with evolving technology, and, yes, ensure that if something ‘goes bump in the night,’ you receive prompt support.
8. Run a Small Pilot First
Before you roll it out across your company, test it.
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Choose one sales route or customer segment
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Track how orders flow through the new system
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Get feedback from users (sales, fulfillment, finance)
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Look for hiccups in real-world use
A pilot doesn’t have to be long — two to four weeks is often enough to reveal issues or confirm that it’s the right fit.
Final Thoughts
Choosing B2B order management software isn’t about ticking off features. It’s about solving real problems, reducing complexity, and making your sales and fulfillment process run like clockwork. If the software can’t improve that flow from order to invoice to delivery, it’s probably not the right one.
If your business depends on route-based selling or mobile reps, Solid Innovation’s order management platform is worth a look. It’s built for distributors — especially those in food, beverage, and DSD — and combines mobile sales, inventory control, and ERP integration in a way that’s both powerful and easy to use. With decades of industry know-how, we’ve quietly become one of the most trusted tools in the game.