Global Industrial Parts
Launching a New B2B E-commerce Portal for Global Sales
My Role
Head of Global Marketing & Business Strategies (at InterraIT)
I led the go-to-market strategy for a new B2B e-commerce channel that created a $5M revenue stream in its first 18 months.
The Story
An Analog Business Facing Digital Disruption
The client's inability to transact online was a major competitive disadvantage. They needed to diversify their sales channels to improve customer experience, increase efficiency, and capture a new segment of the market.
Architecting a Digital Sales Transformation
- Business Case & Strategy: I developed the strategic business case for launching a B2B e-commerce portal, outlining the potential ROI, target markets, and technology requirements.
- Go-to-Market Execution: I directed the global GTM strategy, coordinating marketing, sales, and IT to ensure a seamless launch. This included branding the new portal and creating demand generation campaigns to drive initial adoption.
- Sales Team Integration: A key part of the strategy was to integrate the portal with the existing sales team's workflow, turning it into a tool that enhanced their efforts rather than replacing them, ensuring organizational buy-in.
Core Challenge
A traditional B2B manufacturer relied entirely on a field sales team and phone orders. This model was inefficient, not scalable, and was losing business to more digitally-savvy competitors.
My Role
Go-to-Market Strategy • Business Case Development • Channel Strategy • Demand Generation
Timeline
18-Month Launch and Scale
Tools & Tech
$5M
New Revenue Generated in 18 Months
+30%
Increase in Order Processing Efficiency
24/7
Sales Capability Unlocked
100%
Positive Adoption by the Sales Team