Overview
A well-known brand manufacturer of children’s toys, Melissa & Doug products can be found across the country in stores ranging from big box retailers to small boutique shops.
Melissa & Doug recognized that their sales model did not scale to serve a high potential long-tail customer segment – the 10,000+ small local retailers that order < $5K a year in product. And lack of business intelligence on this long tail of customers was preventing growth.
The team needed a financial business case on the effort, and a partner to execute bringing it to life alongside existing systems.
Solutions
- Developed a business case with ROI model and 3 year strategic roadmap to guide the creation and expansion of a wholesale ecommerce portal
- Always-on self-service account access, merchandising to drive share of wallet, visual and interactive product catalog, easy and intuitive ordering workflow
- Full featured B2B commerce experience integrating Salesforce Order Management with Salesforce B2B Lightning
- Leveraged Shift7 B2B Lighting Commerce Accelerators for improved implementation speed of project
- Integrations with back office systems including homegrown ERP, Middleware, Cybersource, Salesforce OMS, Sailthru
- Digital Marketing services augmenting the team to do ongoing growth marketing – driving portal adoption and revenue growth
PLATFORMS
- Salesforce B2B Commerce
Impact
- Portal users now have always-on self-service account access and ordering abilities
- Lowered cost to serve small retail customers
- Significant share of wallet growth, using data and features to effectively cross-sell and upsell
- Acquisition of new small-retail clients leading to incremental revenue from new accounts
10M
Incremental Revenue
450K
Cost to serve savings
10X
Average Order Value
