Case Study | Expanding into B2B eCommerce for a B2C Company

Project Industry

B2B eCommerce

Functional Topic

Go-To-Market

Needed Support

1 Top-tier Strategy
Consultant

Duration

8 Weeks

The Challenge

The client, a successful eCommerce company focused on B2C, identified a significant growth opportunity in the B2B market. This shift required a comprehensive transformation of its existing business model, as B2B customers have different purchasing behaviors, longer sales cycles, and specific expectations for personalization and support.

The challenge was to develop a B2B eCommerce strategy that would allow the company to effectively enter the B2B market while leveraging its strengths in B2C. The company also needed to address the complexities of building personalized client relationships, managing larger transactions, and optimizing for longer-term contracts.

Role of Consultport

The company turned to Consultport for expert guidance on this major business model transformation. Within 48 hours, Consultport presented three top-tier strategy consultants with experience in both B2C and B2B markets.

Ultimately, the client selected a consultant with over 10 years of experience and successfully led than 15 projects focused on scaling business models of digital platforms. The consultant’s role was to create a structured B2B eCommerce strategy and optimize the company’s operations and sales processes.

The Approach

The project was executed seamlessly in three phases.

Phase 1: Market Analysis and Opportunity Identification

The consultant conducted a thorough analysis of the B2B eCommerce market, segmenting potential business customers and identifying industries where the client’s products could meet unmet demand. A competitor analysis was done for each business segment to understand key players and identify how the client could differentiate itself. The consultant also evaluated potential sales channels and distribution models to ensure the client could efficiently reach target B2B customers and optimize market penetration.

Phase 2: Sales Team and CRM System Adjustment

After the analysis, the consultant helped the client select the most attractive business opportunities and build a B2B eCommerce strategy. A key recommendation was restructuring the sales team to include specialists in B2B relationship-building and long-term contract negotiation, as well as developing a new pricing strategy for bulk orders and long-term agreements. Additionally, the integration of a new CRM system tailored for B2B operations was recommended to streamline lead tracking, contract management, and customer support.

Phase 3: Execution Roadmap and Client Workshops

The consultant created a detailed execution roadmap for the client’s B2B market expansion, discussed in workshops with leadership and operational teams. The roadmap provided step-by-step guidelines for market entry, including tailored training sessions for the sales team.

The Results

The B2B eCommerce strategy delivered provided the client with a better understanding of the B2B market and a clear approach to targeting high-value business segments, implementing a tailored pricing structure, and a new CRM system.

Identification of High-Value B2B Segments

Through focused market analysis, the consultant identified two promising B2B customer segments that aligned with the client’s products. These segments were projected to expand the client’s customer base by 10% within the first six months of market entry, providing a solid foundation for growth in the B2B space.

Optimized Sales and Pricing Structure

The consultant’s restructuring of the sales team and introduction of a tiered pricing model resulted in a 12% improvement in sales efficiency during the first two months of implementation. The new pricing structure, which incentivized bulk purchases and long-term contracts, provided the client with more predictable revenue streams while reducing the time spent on individual negotiations.

Streamlined Technology for B2B Operations

By integrating a dedicated CRM system tailored for B2B, the client improved lead tracking and customer relationship management. This allowed for better distinction between B2B and B2C clients, leading to a 20% reduction in sales cycle time and enabling the sales team to focus more effectively on relationship-building with key business clients.

Early Adoption of B2B Partnerships

The consultant facilitated the establishment of initial partnerships with two key B2B clients within the first two months. These partnerships, secured through the revamped sales approach, accounted for an estimated 8% increase in projected revenues for the first year, setting a strong precedent for future business collaborations.