E-commerce Technology Company

A leading e-commerce technology company engaged Vibrance to support its Chief Operating Officer (COO) in driving operational excellence and commercial success. The client sought assistance in refining its commercial strategy, coaching and empowering its sales, customer success, and marketing teams, and implementing efficient processes to enhance overall business performance.

Situation
An established e-commerce technology provider partnered with Vibrance to strengthen its commercial operations and streamline internal processes. The client needed support in optimizing its go-to-market strategy, aligning its commercial teams, and enhancing internal efficiency. Additionally, the company aimed to expand its commercial workforce, implement the right CRM and sales tools, and refine its organizational structure for long-term growth.

Approach
We worked closely with the COO and collaborated directly with the commercial teams to refine internal processes and drive structured growth. Our focus was on optimizing sales and marketing workflows, ensuring seamless collaboration between teams, and reinforcing a data-driven approach to decision-making. We provided hands-on coaching to sales and customer success teams, supported recruitment efforts to expand the commercial organization, and implemented a tailored CRM and sales tool strategy. Additionally, we introduced a new incentive model to enhance motivation and performance. Vibrance also took an active role in leadership discussions, providing commercial insights and reporting key metrics to support strategic decision-making.

Results
Vibrance significantly contributed to the client’s commercial growth and operational efficiency. We successfully increased the number of employees in the commercial team, established structured internal processes, and ensured the seamless implementation of CRM and sales tools. Our efforts led to improved customer engagement and market positioning. Additionally, the introduction of a performance-driven reward system fostered motivation and retention among sales professionals. By closely collaborating with the COO and participating in leadership discussions, we provided valuable commercial insights that enabled sustainable, long-term business success.