E-Commerce Channel Transformation
A Case Study in Strategic Growth & Partnership
by Fernando Godoy
The Mission: Rebuild & Re-engage
The goal was to architect a new, mutually beneficial e-commerce program from the ground up, one that would create value for all, integrate crucial data, and foster true partnership.
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👂
Listen to Customer Needs
Actively sought and incorporated feedback from customers to ensure a compelling solution.
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🎯
Develop a New Value-Driven Program
Create a structure that delivers tangible benefits to the vendor, retailers, and end-customers.
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🔗
Integrate Retailer Data
Establish a robust system for real-time visibility into sales and inventory.
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🤝
Secure Cross-Functional Buy-In
Align Finance, Marketing, Sales, IT, and Executives around a unified vision.
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🚀
Design for Scalability & Simplicity
Empower Account Managers to oversee the program with ease after implementation.
The Strategy in Action
A multi-phased approach ensured a robust, well-aligned, and effective program rollout.
Analysis & Design
Identified pain points & designed the accrual model.
Collaboration
Engaged all stakeholders to build consensus.
Tech Integration
Partnered with IT to build the data dashboard.
Pilot & Iterate
Tested with key partners to refine the program.
Empowerment
Trained and equipped Account Managers for success.
Creating a Win-Win-Win Ecosystem
A True Partnership Model
The program transformed transactional relationships into strategic partnerships, fostering trust and mutual growth. It significantly helped partners like Kabum, Pichau, and Terabyte accomplish their own business results and growth objectives. This program remains active and valuable to the ecosystem, now in its sixth year of implementation.
End-Customer