{"id":3692567,"date":"2026-04-30T04:02:34","date_gmt":"2026-04-30T08:02:34","guid":{"rendered":"https:\/\/www.pymnts.com\/?p=3692567"},"modified":"2026-04-29T22:39:16","modified_gmt":"2026-04-30T02:39:16","slug":"mastercard-and-wells-fargo-target-the-friction-slowing-b2b-cards","status":"publish","type":"post","link":"https:\/\/www.pymnts.com\/news\/b2b-payments\/2026\/mastercard-and-wells-fargo-target-the-friction-slowing-b2b-cards\/","title":{"rendered":"Mastercard and Wells Fargo Target the Friction Slowing B2B Cards"},"content":{"rendered":"<p>For decades, B2B payments have been treated as back\u2011office plumbing\u2014necessary, unglamorous and largely unchanged. Invoices pile up, checks linger and reconciliation remains stubbornly manual. The result isn\u2019t just inefficiency; it\u2019s an experience that quietly drags on both buyers and suppliers, with little upside for anyone.<\/p><div\r\n\tid=\"article-paywall-overlay\"\r\n\tclass=\"d-none\"\r\n>\r\n\t<div id=\"article-paywall-content\" class=\"my-4\">\r\n\t\t\n<div class=\"wpcf7 no-js\" id=\"wpcf7-f2699550-o1\" lang=\"en-US\" dir=\"ltr\" data-wpcf7-id=\"2699550\">\n<div class=\"screen-reader-response\"><p role=\"status\" aria-live=\"polite\" aria-atomic=\"true\"><\/p> <ul><\/ul><\/div>\n<form action=\"\/wp-json\/wp\/v2\/posts\/3692567#wpcf7-f2699550-o1\" method=\"post\" class=\"wpcf7-form init pymnts-article-paywall-form\" aria-label=\"Contact form\" novalidate=\"novalidate\" data-status=\"init\">\n<fieldset class=\"hidden-fields-container\"><input type=\"hidden\" name=\"_wpcf7\" value=\"2699550\" \/><input type=\"hidden\" name=\"_wpcf7_version\" value=\"6.1.5\" \/><input type=\"hidden\" name=\"_wpcf7_locale\" value=\"en_US\" \/><input type=\"hidden\" 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Today.<\/span>\n\t\t\t\t<\/p>\n\t\t\t\t<p class=\"small lh-base\" style=\"font-size:.9rem;\">By completing this form, you agree to receive marketing communications from PYMNTS and to the sharing of your information with our sponsor, if applicable, in accordance with our <a class=\"fw-bold\" href=\"https:\/\/pymnts-com-develop.go-vip.net\/privacy-policy\/\">Privacy Policy<\/a> and <a class=\"fw-bold\" href=\"https:\/\/pymnts-com-develop.go-vip.net\/terms-conditions\/\">Terms and Conditions<\/a>.\n\t\t\t\t<\/p>\n\t\t\t\t<p><input id='hiddenPath' type='hidden' name='path' value='' \/><input type='hidden' name='userDeviceId' id='userDeviceId' \/><input type='hidden' name='pageTitle' id='pageTitle' \/>\n\t\t\t\t<\/p>\n\t\t\t<\/div>\n\t\t\t<div class=\"col-12\">\n\t\t\t\t<div id='formButtonRow' class='container mt-1 px-0'>\n\t\t\t\t\t<p><input class=\"wpcf7-form-control wpcf7-submit has-spinner btn btn-dark text-uppercase py-2 px-5 small\" id=\"theSubmitButton\" type=\"submit\" value=\"Submit\" \/>\n\t\t\t\t\t<\/p>\n\t\t\t\t<\/div>\n\t\t\t<\/div>\n\t\t<\/div>\n\t<\/div>\n<\/div><input type=\"hidden\" name=\"post_id\" value=\"3692567\" \/><input type=\"hidden\" name=\"source\" value=\"https:\/\/www.pymnts.com\/news\/b2b-payments\/2026\/mastercard-and-wells-fargo-target-the-friction-slowing-b2b-cards\/\" \/><p style=\"display: none !important;\" class=\"akismet-fields-container\" data-prefix=\"_wpcf7_ak_\"><label>&#916;<textarea name=\"_wpcf7_ak_hp_textarea\" cols=\"45\" rows=\"8\" maxlength=\"100\"><\/textarea><\/label><input type=\"hidden\" id=\"ak_js_1\" name=\"_wpcf7_ak_js\" value=\"242\"\/><script>document.getElementById( \"ak_js_1\" ).setAttribute( \"value\", ( new Date() ).getTime() );<\/script><\/p><div class=\"wpcf7-response-output\" aria-hidden=\"true\"><\/div>\n<\/form>\n<\/div>\n\r\n\t<\/div>\r\n<\/div>\r\n<div id=\"article-paywall-hidden-content\">\r\n\t\n<p>What\u2019s changing isn\u2019t simply the technology used to move money\u2014it\u2019s who is shaping the experience and setting the rules. Beneath B2B payments\u2019 long\u2011standing inertia, a structural shift is underway that is redefining control, acceptance and value across the transaction lifecycle.<\/p>\n<p>To explore that shift, PYMNTS sat down recently with <a href=\"https:\/\/www.mastercard.com\/\">Mastercard<\/a> Senior Vice President of Commercial Acceptance <a href=\"https:\/\/www.linkedin.com\/in\/gonickwhite\/\">Nick White<\/a> and <a href=\"http:\/\/www.wellsfargo.com\/\">Wells Fargo<\/a> Head of Commercial and Corporate Banking Merchant Services <a href=\"https:\/\/www.linkedin.com\/in\/pauluher\/\">Paul Uher<\/a>.<\/p>\n<p>\u201cTwo-thirds of B2B suppliers report that they\u2019re not meeting their buyers\u2019 expectations for their payment experience,\u201d said White, noting that the total addressable opportunity in B2B payments is around <a href=\"https:\/\/s25.q4cdn.com\/479285134\/files\/doc_events\/2024-Mastercard-Investment-Community-Presentation.pdf\">$80 trillion<\/a>.<\/p>\n<p>The significance of that opportunity is not simply its size. It is that the benefits across the market appear to be aligning. Buyers want greater control, security and working-capital flexibility. Suppliers want faster payment, lower administrative burden and fewer late receivables.<\/p>\n<p>Turning to cards as a B2B payment mechanism can increasingly offer them those advantages.<\/p><div id=\"pymnt-1831260816\" class=\"pymnt-content pymnt-entity-placement\" style=\"margin-top: 50px;\"><p style=\"text-align:center\">Advertisement: Scroll to Continue<\/p><script async type=\"text\/javascript\" id=\"dianomi_context_script\" src=\"https:\/\/www.dianomi.com\/js\/contextfeed.js\"><\/script> \r\n<div class=\"dianomi_context\" data-dianomi-context-id=\"4329\"><\/div><\/div>\n<p>\u201cNearly half of [suppliers] are saying that they expect to be asked to take card for a B2B payment,\u201d White said.<\/p>\n<p>The evolving role of cards reflects a broader realization across the B2B payments industry: scaling card acceptance in commercial payments is less about technology alone and more about solving entrenched operational friction.<\/p>\n<p>It\u2019s against that backdrop that acquirers are emerging as crucial strategic orchestrators of B2B payment ecosystems.<\/p>\n<h2><strong>From Closing the Acceptance Gap to Enabling Seamless Coordination<\/strong><\/h2>\n<p>Virtual cards are often positioned as a silver bullet for B2B payments, but their real value lies in how they reconcile competing priorities. For buyers, they offer granular control over spending, improved cash flow management and potential rebates. For suppliers, they provide faster payments, reduced credit risk and streamlined processes.<\/p>\n<p>The result is a fundamental shift in B2B acceptance, where the focus moves beyond a persuasion process and toward a broader question of enablement: who can make it easier for enterprise buyers and suppliers to transact at scale with less friction, better data, faster reconciliation and more flexible payment choice.<\/p>\n<p>\u201cThe suppliers are a lot more in the driver\u2019s seat now for these discussions, as it relates to the operational challenges they\u2019re facing,\u201d Uher said.<\/p>\n<p>One key area of opportunity, he added, is optimizing how virtual cards are integrated into existing workflows\u2014ensuring payments and remittance data flow seamlessly, minimizing manual touchpoints and accelerating reconciliation.<\/p>\n<p>\u201cThe last thing they need is human beings involved,\u201d White said, explaining that virtual\u2011card\u2011enabled payments remove manual touchpoints from invoice processing, enabling suppliers to operate at scale with faster settlement, cleaner data and more reliable reconciliation.<\/p>\n<p>\u201cWith straight-through processing and reconciliation, we can take the payment instruction, settle the payment and move the reconciliation information with no human intervention,\u201d he added.<\/p>\n<p>That is why ecosystem connectivity is emerging as a defining theme across B2B. The opportunity is no longer just to sign up more suppliers. It is to connect the right counterparties, route the right transactions through the right rails, move both money and information together and do so in a way that does not create new manual burdens.<\/p>\n<h2><strong>The Acquirer\u2019s Strategic Role in B2B\u2019s Upgrade <\/strong><\/h2>\n<p>If supplier operations are now the battleground, the acquirer\u2019s role necessarily changes. In consumer commerce, card acceptance is table stakes. In B2B, it is still consultative. Acquirers have to do more than enable transaction processing and coordinate a complex commercial system that includes issuers, networks, suppliers, buyers, treasury functions, ERP environments and, increasingly, AI-driven decision engines.<\/p>\n<p>\u201cYou need the acquirers. The acquirers have to be in place and have the capabilities in place,\u201d Uher said.<\/p>\n<p>These capabilities are not glamorous, but they are foundational: sales teams that understand the nuances of B2B acceptance, ERP file integration, automated posting, invoice presentment, straight-through processing and the ability to route payments intelligently across different rails. Without those basics, the promise of card-based B2B payments may remain trapped in pilot mode.<\/p>\n<p>Both Uher and White emphasized that suppliers are not monolithic organizations with a single decision-maker. Treasury may focus on working capital, while finance operations may care about reconciliation and labor cost. Providers now need a multithreaded sales motion that can speak to each constituency inside the supplier.<\/p>\n<p>\u201cIt is no longer enough just to talk to the person who\u2019s signing off the bill for a payment and acceptance,\u201d White said.<\/p>\n<h2><strong>AI Moves From Hype to Real-World Value<\/strong><\/h2>\n<p>No contemporary payments discussion avoids artificial intelligence (AI), and both White and Uher positioned the technology as a practical tool for reducing friction across the supplier lifecycle\u2014applying intelligence to areas where it can drive real operational impact.<\/p>\n<p>For White, AI\u2019s first major use case was intelligence: identifying which suppliers are likely to accept cards, shaping more relevant sales narratives, and helping automate outreach, onboarding and optimization at scale.<\/p>\n<p>\u201cThe opportunities [are] endless,\u201d he said, though always in service of a simple goal: \u201cto solve problems, to automate, to scale.\u201d<\/p>\n<p>Uher noted that AI\u2019s biggest immediate leverage may lie upstream, in decision-making rather than payment execution. He pointed to its potential to help suppliers determine \u201cwhere to route transactions,\u201d deciding when card makes sense versus ACH, wire, or another payment type.<\/p>\n<p>Ultimately, if the two payments executives came to a shared conclusion, it was that the market has moved beyond the question of whether B2B card acceptance matters. The question now is who can operationalize it.<\/p>\n<p>White called the current moment \u201can inflection point,\u201d citing stronger buyer demand, greater supplier openness and a growing recognition among acquirers that B2B acceptance can deepen merchant relationships while creating new growth.<\/p>\n<p>Uher\u2019s advice to suppliers was pointed in the same direction: engage your current provider, understand what capabilities you are not yet using and plan for the technology and workflow changes needed to make acceptance easier.<\/p>\n<p class=\"xmsonormal\" style=\"margin: 0in;\"><em><span style=\"color: #212121;\">For all PYMNTS B2B coverage, subscribe to the daily <\/span><\/em><a title=\"Subscribe%20|%20PYMNTS.com\" href=\"https:\/\/pymnts.com\/subscribe\/\"><i>B2B Newsletter<\/i><\/a><em><span style=\"color: #212121; font-style: normal;\">.<\/span><\/em><i><\/i><\/p>\n\r\n<\/div>\r\n<script>\r\n\twindow.pymntsAllowedArticleCount = 2;\r\n\twindow.pymntsPostID = 3692567;\r\n<\/script>","protected":false},"excerpt":{"rendered":"<p>For decades, B2B payments have been treated as back\u2011office plumbing\u2014necessary, unglamorous and largely unchanged. Invoices pile up, checks linger and reconciliation remains stubbornly manual. The result isn\u2019t just inefficiency; it\u2019s an experience that quietly drags on both buyers and suppliers, with little upside for anyone. Get the Full Story Complete the form to unlock this [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":3693888,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","inline_featured_image":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[4038],"tags":[4055,9617,4403,13328,4214,9206,133069,4975],"class_list":["post-3692567","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-b2b-payments","tag-b2b","tag-b2b-payments","tag-commercial-payments","tag-featured-news","tag-mastercard","tag-news","tag-pymnts-news","tag-wells-fargo"],"acf":{"suggested_titles":""},"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v26.2 (Yoast SEO v27.3) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>Mastercard and Wells Fargo Target the Friction Slowing B2B Cards<\/title>\n<meta name=\"description\" content=\"The $80 trillion future of B2B payments won\u2019t be won by technology, but by those who can eliminate friction across the transaction lifecycle.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.pymnts.com\/news\/b2b-payments\/2026\/mastercard-and-wells-fargo-target-the-friction-slowing-b2b-cards\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Mastercard and Wells Fargo Target the Friction Slowing B2B Cards | PYMNTS.com\" \/>\n<meta property=\"og:description\" content=\"For decades, B2B payments have been treated as back\u2011office plumbing\u2014necessary, unglamorous and largely unchanged. 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