Demystifying Headless Commerce: The What, Why, and How

As ecommerce sales continue to grow, merchants now have new, more complex needs around their online stores. That’s part of the reason why so many people are talking about headless commerce these days.

However, there’s still quite a bit of confusion around what this term means – not to mention how you implement it. The good news is: You’re in the right place.

We’ll be diving into the what, why, and how of headless commerce to break down what businesses really need to know about it.

What is headless commerce?

Why should you care about headless commerce?

Benefits of headless commerce

Challenges of headless commerce

Removing the silos between commerce & content

How do you ensure a customer-led approach to your headless architecture?

How do you go headless?

For answers to all these questions and more download the complete Headless Commerce Guide for Business Leaders

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What is headless commerce?

Headless commerce is an ecommerce architecture in which the front-end is decoupled from the backend, and they both are able to function independently. This modern commerce architecture lets you seamlessly connect different touchpoints (or “heads”), to the back-end via APIs, giving you the flexibility to change and scale the customer-facing experience independent of the backend.

Think of it like this: Headless commerce allows you to build your front-end with a decoupled web storefront like Mobify (which hosts, renders, scales, monitors, and secures your customer-facing site) while the backend functionality (which includes payment processing, order capturing, PCI compliance, content management, etc.) can be called on via APIs from platforms like Salesforce Commerce Cloud, Oracle, Amplience, or Adobe. By joining these two pieces together through an API, you get a headless commerce solution.

Why should you care about headless commerce?

Customers’ expectations are constantly growing. Each time customers are exposed to an improved shopping experience, it raises their expectations for other brands even higher. This means the landscape for ecommerce is shifting as a whole and retailers and brands need to be able to move faster to keep up. Headless commerce gives you the agility to move faster.

There are three main reasons you should care about headless commerce:

3. The need to use content for effective storytelling. Storytelling is essential for modern consumers, and a headless approach helps fulfill this need by making it easy for companies to seamlessly blend commerce and content functionality throughout the experience. By directly accessing both services via an API, you can deliver immersive experiences that aren’t restricted to constricted templates and unify commerce and content data across all touchpoints.

2. Lack of agility. With legacy site architectures that aren’t easily updated, brands can’t move quickly enough to keep up with customer expectations. As a result, they lose sales and hurt their customer retention efforts in the process. Headless commerce allows brands to stay agile and constantly iterate on customer experience improvements.

Research firm Forrester says this: “Software vendors will refactor their ancient architectures or be left behind. The old world of closed, proprietary stacks is dead software walking. In the age of the customer, business responsiveness trumps technology coherence and the cycle times of improvement are measured in days, not years.”

1. The rise of channels. With the increase in adoption of various channels (like mobile devices, voice assistants, chatbots, and social commerce), brands now need to consider headless commerce as part of their digital transformation if they want to stay relevant.

Today, customers interact with brands through various touchpoints. Brands can’t keep up with new channels unless their front-end is decoupled, which makes it easy for them to keep up with the pace of channel diversification.

So what’s the solution to this problem?

According to Joe Cicman, Senior Analyst from Forrester, there is a three-part solution that revolves around headless commerce:

  1. Embracing the API economy: There can’t be a single vendor. Instead, we need APIs to connect multiple solutions.
  2. New architecture: There needs to be a structure in place that also emphasizes the importance of digital experience.
  3. Touchpoint-agnostic architecture: Any touchpoint should be supported for a seamless experience across devices and channels.

Some of the largest global brands like Amazon, Wal-mart, Target, Lancôme, Michael Kors, and Nike have transformed their online experiences by embracing headless commerce.

If you want to keep the pace and remain competitive, this is the way forward. The fast rate at which new technology emerges requires building a future-proof ecommerce ecosystem that can empower your business, making it more agile.

Benefits of headless commerce

The separation between the customer-facing experience and all the back-end business logic enables organizations a new level of freedom and continuous iterations that foster a culture of innovation and constant improvement.

Let’s look at some of the key benefits and why forward-thinking merchants are adopting this new headless approach.

Personalized customer experience

Headless commerce gives you the freedom to create customized UX and shape your brand’s identity without sticking to predefined templates. According to Salesforce, 80% of customers say the experience a company provides is as important as its products and services, and 67% of customers say their standards for good experiences are higher than ever. Separating the front and backends allows companies to quickly focus resources on customer experience without impacting critical business systems (like payment processing).

Business agility

Speed and agility are crucial for brands that want to stay competitive in an ever-changing world. Headless commerce enables you to adapt quickly to market changes and to implement new UX changes and add new functionality without having to change the backend logic. A monolithic architecture that ties the UX and the core creates slow and rigid organizations, and companies get stuck because they can’t keep up with the pace of change in their market.

Omnichannel digital transformation

Customers don’t look at your brand as separate channels – they evaluate the overall experience. Being present in those intent-rich moments when they turn to their devices to research or to buy makes all the difference. Research from Harvard Business Review reveals that 73% of consumers use more than one channel during their shopping journey. Additionally, omnichannel customers spend 4% more in-store and 10% more online than single-channel customers. With headless commerce, you can add new touchpoints easily without building a business case for a new backend every time you want to add a new front-end. This opens the door to more integrations, which helps break down silos in consumer-facing operations.

Scaling your business effectively

In a decoupled environment, the presentation layer and the business functionality work separately, and both front-end and backend developer teams can work at the same time (rather than having to coordinate back and forth to ensure nothing breaks). The content layer should be the backend and connected to the front-end via APIs, while the presentation layer should be an agile front-end that doesn’t contain any backend application logic. This way, the front-end can be scaled independently so that even if it receives a surge of traffic, it doesn’t impact the backend. The best part is you can push seasonal promotions and real-time marketing quickly and easily.

Testing, not guessing

Data-driven decision-making is the foundation for success in this digital-first world. With a traditional commerce architecture, if you want to conduct UX experiments, you are forced to modify both front-end and backend code simultaneously. In contrast, with headless commerce, you’re free to experiment with the user experience without affecting the backend operations. This environment will help you receive feedback, test more effectively, and optimize your UX to get the best results.

Challenges of headless commerce

Headless commerce can bring you a significant competitive advantage, but it’s not a silver bullet. There are some challenges that you need to be aware of when embarking on this journey.


When choosing a headless solution, you get the backend engine without a predefined presentation layer. If you decide to take care of this in-house, you will have to hire developers to build the storefront from scratch and maintain it, which can be expensive and time-consuming. When considering a custom front-end, the ongoing support and scalability is the hardest part so it’s far more important to think about the long-term maintenance costs rather than the initial build costs and times.

Predictability and stability

The move from a commerce stack vendor to microservices means you can no longer rely on the commerce system as your predictable front-end layer – your front-end team needs to deliver the predictability and stability. If you don’t execute this correctly, the freedom to create a custom storefront might turn into a burden, so instead of agile, your ecommerce ecosystem can become fragile.


If you’re considering a switch to headless commerce, you should bear in mind that you need to build a seamless and scalable web storefront that won’t freeze during high-impact sales seasons. If you don’t take care of the basics up front, your team will be preoccupied with fixing and maintenance instead of focusing on delivering the best customer experience.

The good news: All of these challenges can be addressed with a decoupled web storefront, which eliminates support, scalability, and stability concerns. It’s a cost-effective solution that brings long-term results.

Removing the silos between commerce & content

People are buying experiences today, not just products. According to a study by Walker, by 2020, customer experience will overtake price and product as the key brand differentiator. Knowing that 87% of shoppers now begin product searches online, companies that want to stay in the game must prioritize delivering top-notch shopping experiences.

Back in the day, that was extremely difficult due to the fact that marketing and ecommerce teams worked in separate worlds with different goals in mind. Marketing teams were focused on customer engagement, while ecommerce teams cared about sales and revenue.

These differences were reflected in technology as well. Marketers typically rely on CMS and marketing automation tools, and commerce teams depend upon the ecommerce platform. This resulted in a disjointed experience and sometimes confused customers.

Now it’s up to companies to choose a digital commerce architecture that provides an optimal customer experience. According to Gartner, there are three approaches:

1. Commerce-led: The storefront is built on the ecommerce platform.
2. Experience-led: The storefront is built on the digital experience platform (DXP) or content management system (CMS).
3. Headless (or API-oriented): APIs are used to pull content and functionality from the ecommerce platform and CMS into a decoupled storefront.

Gartner's Three Approaches to Digital Commerce Platform Architecture and How to Choose Among Them

Source: Gartner (September 2017) The Three Approaches to Digital Commerce Platform Architecture and How to Choose Among Them, Refreshed 14 May 2018, Published 28 September 2017.
Figure 1. The Three Approaches to Commerce Architecture

Let’s look at each of these in more detail.

Commerce-led experiences

In this approach, the ecommerce platform owns the direct interaction with the consumer, meaning it’s responsible for delivering the customer-facing web experience. This is optimal for creating the best purchase flow, merchandising and order management efficiency, but due to the tightly coupled nature, companies don’t have the agility to move quickly enough to keep up with customer expectations.

Another disadvantage is that brands are restricting their web storefront to the vendors’ templates and functionality. While these commerce systems are optimized for a more traditional product catalogue experience, they’re not ideal for delivering content-rich experiences that enable brand storytelling.


Commerce led experience architecture advantages

Content-led experiences

The content-led model requires a marketing-centric approach, as the storefront is built on the CMS. This approach helps brands craft content across touchpoints and engage customers with content-rich experiences. Again, this approach means that the storefront is tightly coupled to a backend application, limiting the business’ agility and flexibility.


Content-led experience architecture advantages


Traditionally, brands opted for either commerce-led or experience-led approaches. However, the major drawback of these approaches is that they force brands to prioritize either commerce or content, when in reality, both are equally important. Add to this the fact that the storefront is tightly glued to the backend system, which makes it slow and painful to implement changes to the customer experience.

Faced with the fact that customer-centricity will become imperative in the upcoming years, brands and retailers have been on a quest to find a solution that meets customers’ needs at every touchpoint.

Enter headless commerce.

Headless commerce experiences

The API-lead or headless commerce approach doesn’t force you to pick between commerce and content – you get the best of both worlds.

The decoupled storefront calls on APIs to expose commerce functionalities (like product information, user profile information, cart, and checkout), while the CMS is in charge of delivering content and assets. By decoupling the customer-facing storefront, you get the freedom to deliver faster, more engaging digital experiences that seamlessly weave content and commerce throughout the customer journey with a best-of-breed approach.

headless commerce architecture


How do you ensure a customer-led approach to your headless architecture?

It’s important to note that the headless approach requires a decoupled web storefront solution, as plugging a monolithic front-end into an agile backend will mitigate the agility and flexibility advantages. It will also limit you to predefined tools, frameworks, templates, and layouts.

For example, using a commerce system as the front-end and layering it onto a decoupled CMS would require a heavy redeploy of the entire commerce system for major front-end changes, and prevent you from moving fast enough to keep up with today’s connected consumer. A customer-centric approach to headless requires an agile, decoupled storefront that eliminates all these constraints. A good sniff test is to ask yourself, is there any application logic in my front-end solution? If the answer is yes, then it’s not a customer-led approach and you won’t get all the benefits of headless.

How do you go headless?

With all this information under your belt, the natural next step is considering a migration to a headless commerce architecture. Here are the key steps that marketing and ecommerce teams need to understand in order to contribute during the migration process.

Mind the gap – The best starting point is to take a step back and analyze your current experience. List what the current platform offers, what it doesn’t offer, and decide on your priorities. This will give you a clear picture of what the best approach is for your business. If agility and a better customer experience are high on your list, then headless commerce is the right choice for you.

Understand the needs of your customers – This is the perfect time to think about your customers’ needs, both internal and external, and to identify what best-of-breed solutions you’ll need to create your roadmap. Make sure there’s alignment on the future state architecture so products and platforms are chosen with both internal and external needs in mind.

Select your web storefront solution – Once you decide to go headless, you need to decide what your new head will be and whether you’ll build vs. buy. Build vs. buy is a recurring debate in the enterprise software landscape, but “buy” has won time and time again.

Create a timeline – Start with your new web storefront, as that’s what the customer cares about and it will have the biggest impact on revenue and engagement (the customer doesn’t care if you replatform to a new commerce system on the backend). From there, swap out legacy backend systems with microservices over time as you’re ready. Since you’ve already built a decoupled storefront at this point, the customer experience won’t be affected when you swap out backend systems.

Organizational impact – Every transformation affects the organization in some way. During this process, it’s essential to set up clear expectations for every role and to ensure that both content and ecommerce teams are on the same page, with one goal in mind – creating a unified, seamless customer experience.

The best thing about switching to a headless approach is the fact that you can do it gradually, with incremental changes that won’t affect your day-to-day operations.

How to build a decoupled web storefront

Launching a decoupled web storefront means building the actual user experience, as well as taking care of everything that goes under the hood, like hosting, security, scalability, monitoring and integrations.

If you decide to embark on the headless commerce journey, you have two options: Building a custom storefront from scratch or building leveraging a decoupled storefront solution.

Building a web storefront that scales isn’t easy. Building the actual UX and design isn’t the hardest part of the equation. It’s building the underlying infrastructure and integration architecture to scale in the long run, as well as providing ongoing support for the decoupled decoupled storefront.

Looking for quick and easy solutions, companies often get stuck with an in-house solution, burdening their front-end team with maintenance and support issues. Furthermore, as the site grows, and the custom storefront can’t keep the pace, a lot of ‘point solutions’ become prevalent in the code. This undermines the central architecture and increases the complexity and interdependencies within the code. Thus, the freedom that you were striving for in the first place disappears.

A decoulpled web storefront solution eliminates support and scalability concerns. It offloads the stress of hosting, scaling, securing, and monitoring your storefront so that you can focus on building a differentiated customer experience.

Impact for front-end stakeholders

Launching a decoupled storefront will change the day-to-day activities for your front-end team, enabling them to focus on innovation and strategic activities:

  • Frequent releases without impacting quality or stability
  • Fast customer experiences with light-speed loading time
  • Integrations that enable internal collaboration, but at the same time have the power to fully unlock the value of third party systems
  • Confidence in peak traffic load and response times
  • Focusing on features and experiments that delight customers

Questions to ask before choosing a headless front-end

Going headless requires significant changes. When choosing a web storefront solution, make sure to ask the right questions, such as:

  1. Is the presentation layer calling APIs? The answer should be a clear yes.
  2. Is any application functionality coupled to the front-end? If there’s any commerce or content management logic coupled to the front-end, then you won’t get the agility and flexibility benefits of headless commerce.
  3. If you were to change a backend system, would it impact the front-end? The answer should be no. If it’s not, we’re not talking about a headless solution.
  4. Does the storefront solution embrace a serverless model? This allows your team to offload undifferentiated activities so that they can focus on what impacts the bottom line – the customer experience.
  5. How will the web storefront infrastructure be built and maintained? There should be infrastructure in place to host, scale, secure and monitor the storefront to accelerate the build and not eat away at maintenance resources.

The headless commerce future is now

The explosion of growth and adoption of connected devices and digital touchpoints has resulted in disjointed customer experience. To unlock the opportunities from this major shift, companies must focus on unifying the brand experience across touchpoints.

The headless approach was born with the idea to solve the problem of disconnected experiences. The ability to experiment, learn, adopt the latest web innovations, and make changes in the web storefront without disrupting the whole ecosystem lets you deliver engaging digital experiences that lead to increased conversions and customer loyalty.

The best path to headless commerce is bringing together best-of-breed solutions that are independent of one another but can integrate seamlessly.

By choosing a decoupled web storefront that can reap the benefits and address all the challenges outlined above, you can create a unified customer experience that will translate into increased ROI.

Ready to start mapping your migration path to a headless approach that unlocks agility and enables a better customer experience? Download the Headless Commerce Playbook.

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damien lamoureuxShweta J Recent comment authors
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Shweta J

Great insights!!
This article is really helped me a lot to understand the newly introduced Headless Commerce used for eCommerce business. In headless commerce, the frontend of an eCommerce website is decoupled from its eCommerce platform and other backend systems. Where we can use any of the web app, mobile app, gadget as a front end connected to the single back up system. It automatically more personalizes the website enables the higher conversion rate.
Thanks for creating value!

damien lamoureux
damien lamoureux

Probably the best article I’ve read about headless solutions. Thank you for this work.

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