An Upgrade, Checkout offer is configured in the B2B Commerce storefront's promotions or offer-management module. The exact UI varies by platform generation; the steps below describe the modern Commerce Cloud B2B pattern.
- Identify the product pair
Pick the standard SKU and its upgraded variant. The upgrade pair should have a clear value differential the buyer can recognise in a single sentence: premium grade for $4 more, extended warranty for $20, expedited delivery for $15.
- Define the trigger condition
Build the trigger as a cart contents rule: standard SKU is in the cart, quantity is above the threshold you care about, and the buyer's account type is in scope for the offer. Tighter triggers produce higher acceptance rates because the offer is more relevant.
- Build the offer record
Create the offer with the upgraded SKU as the target, the price differential as the calculated difference, and the benefit copy as the one-line description the buyer will see. Keep the copy under 15 words for readability on mobile checkout.
- Add the rendering template
Pick the rendering template that fits the storefront design: a banner above the payment step, an inline card on the cart review, or a modal. Banners get the highest visibility; modals get the highest acceptance but can be perceived as intrusive.
- Activate and monitor lift
Activate the offer for a small buyer segment first if possible. Monitor acceptance rate, average uplift, and any drop in cart completion. Expand the offer to the full audience once metrics confirm net positive performance.
Renders the upgrade offer as a banner above the payment step. Highest visibility, lowest perceived intrusion.
Renders the offer as a modal that the buyer must dismiss or accept. Highest acceptance but can hurt cart completion if used too often.
Renders the offer next to the relevant line item in the cart review. Lowest visibility, best for niche upgrades that should not interrupt the checkout flow.
- Upgrade prompts hurt cart completion if used too aggressively. One well-placed prompt per checkout is the rule; stacked prompts produce decision fatigue and abandonment.
- Pricing logic must reflect any account-specific discounts. An upgrade target SKU that is more expensive than the original at list price might be cheaper after the buyer's contract discount; the rendered price differential needs to use the buyer's effective pricing.
- Legacy CloudCraze-era upgrade rules do not always migrate cleanly into the new Commerce Cloud B2B promotion engine. Audit upgrade rules during platform upgrades to confirm they still trigger as designed.