B2B Payments in Europe: AI Adoption Rises as Invoice Flexibility Remains Critical, TreviPay Study Finds

Global Banking & Finance Review speaks with Inez Berkhof-Hollander, Vice President of EMEA at TreviPay, the global B2B invoicing and payments network, about the firm’s latest research of 550 UK and European business buyers, which reveals significant friction in the B2B buying process.

What is the research trying to find out?

The aim of the research was to build a clearer data-driven picture of B2B buyer behaviour across Europe and help B2B sellers anticipate these trends. We partnered with Censuswide to gather insights from 550 senior finance leaders spanning the UK, France, Germany, and Spain.

What is the most important finding?

The most striking insight is the combination of rapid digital ambition and deep-rooted local expectations. Buyers increasingly expect AI-enabled processes in payments and invoicing, yet flexible, invoice-based payment remains essential — and those expectations vary meaningfully by market.

What’s the context, what’s driving change in B2B purchasing across Europe (including the UK) today?

Businesses are navigating a complex mix of economic pressure, increased regulatory requirements, and much more digitally sophisticated buyer expectations. What I believe our research has uncovered is that that payment and invoicing experiences now influence supplier selection probably as much as pricing.

What does this mean for B2B payments as a whole?

The landscape is constantly evolving. B2B buyers are sophisticated and digital-first, yet traditional expectations like invoice flexibility remain critical.

Suppliers that combine these traditional and digital-first elements, and can leverage AI without losing sight of fundamental payment preferences, will capture the next wave of growth.

Do payment preferences vary by market?

Yes, and in fact the differences are striking. UK and German companies rely heavily on trade credit, with 46% reporting its use, while Spanish buyers show the highest demand for invoice customisation: 93% compared to 82% across Europe overall.

The study mentions friction in the buying process. Is this down to regional differences, and maybe a ‘one-size-fits-all’ supplier mentality?

It’s a factor, but far from being the dominant one.Friction manifests in several ways: incorrect invoices, limited ERP integration, inconsistent invoice formats and approval delays. These issues are particularly pronounced in Germany, where 76% of buyers reported problems with payment options, compared to 37% in Spain.

We also see clear differences by company size. Large enterprises prioritise controls and ERP integration — they have complex procurement processes and compliance requirements; mid-sized businesses, on the other hand, place higher value on speed and flexibility. Understanding these nuances is critical for suppliers aiming to grow in European markets.

Does this friction affect supplier loyalty?

I have to warn readers: friction is a major factor. Businesses increasingly value efficiency and predictability over pricing alone; in the digital 2020s, slow onboarding, inconsistent invoicing, and delays in approvals can undermine trust. Whereas flexible credit management to support spend behaviour and compliant and accurate invoices will build loyalty and encourage recurring business.

You mentioned onboarding issues; how important is it for B2B buyers?

Very important, particularly in the UK. Fast, frictionless onboarding is one of the most effective ways for suppliers to secure repeat business.

But after drilling down into the dataset here, it’s clear it’s not just about speed, important as that is. It’s about giving buyers confidence that they can transact immediately, seamlessly, without running into unnecessary hurdles.

The study highlights AI as a growing factor in B2B payments. How widespread is adoption?

Nearly 8 in 10 buyers in our survey said they always or often use AI technologies in their accounts payable (AP) and procure to pay processes. I don’t have to tell you that’s new, and higher than many of us would have expected.

What it shows is that companies are already seeing how much AI can support administrative processes. However, the greater opportunity lies within accounts receivable (AR) in improving decision-making through data insights, strengthening fraud prevention and risk management, and reducing the manual tasks that slow down workflows.

Are there regional differences in this picture?

Absolutely. In Germany, for example, adoption is more cautious due to strict compliance requirements.

In both France and Germany, AI’s appeal is strongest when it addresses specific pain points, such as invoice accuracy. Features like real-time invoice status visibility and automatic matching of invoices to purchase orders are highly valued because they solve persistent operational headaches.

Beyond AI, what are buyers looking for in payment options?

Pay by invoice remains the most significant expectation across Europe. Almost half of buyers —let me stress that, that’s 47% — actively look for the ability to be invoiced and pay on terms when deciding where to place repeat business. There are differences though in the terms for specific countries and industries. For example, in the industrial sector, payment terms of up to 60 or 90 days are almost standard, while payment terms in Northern Europe are typically a bit shorter than in Southern Europe.

This reflects long-standing operational habits in European countries and companies. Trade credit is still a dominant mechanism, especially in the UK, France, Spain and Germany.

What are the main takeaways from your research?

There are three major trends.

1. AI-driven purchasing options (or punch outs).Buyers want smart systems that enhance decision-making and automate repetitive tasks, but practical implementation is crucial. Features such as ERP integration, invoice matching and status visibility are particularly valued.
2. Pay by invoice. Being able tooffer flexible, accurate and compliant invoicing options is a decisive factor for repeat business. It remains deeply embedded in European B2B operations, although local preferences vary and need to be handled sensitively.
3. Reducing friction.Even with widespread digitalisation, operational hiccups persist. Suppliers who can minimise errors, integrate with ERP systems and ensure consistent formats will have a clear competitive edge.

Can you sum up your message to industry?

I think the message is straightforward: flexibility, compliance and accuracy is key and no longer optional. While there will always be local variations, the core goal is to reduce friction at every stage of the buying journey.