Global B2B Digital Marketplace Transformation

A leading global consumer goods company transformed its traditional sales model through a scalable B2B digital marketplace, centralizing commerce, data, and customer engagement capabilities to enable small and medium retailers to operate through an integrated, technology-driven platform.

29

Countries with marketplace deployment

>3,9M

Monthly active users

~$49B

Gross merchandise value

~67%

Marketplace buyers penetration

From Traditional Sales to Digital Marketplace Platform

The organization operated across multiple markets with complex distributor networks and heterogeneous digital maturity levels. Traditional sales processes limited scalability, transparency, and cost efficiency, constraining the ability to deliver consistent value to customers and sellers.

Objectives

Establish a global B2B marketplace platform providing end-to-end commerce capabilities, roadmap governance, and scalable digital infrastructure to enhance customer experience and reduce cost to serve.

Opportunity

By adopting a phased approach—prioritizing foundational capabilities before high-value features—the organization could centralize strategy, reduce operational fragmentation, accelerate innovation cycles, and unlock new commercial growth drivers across markets.

End-to-End Marketplace Operating Model Enablement

Proven delivery of a centralized technology, product, and governance framework enabling roadmap control, scalable engineering, and integrated data capabilities across global markets.

Key Challenges

Multi-market deployment complexity

Fragmented sales and distributor ecosystems

Limited technology roadmap ownership

Scaling innovation across diverse geographies

Solution

Designed and governed the MAKE marketplace approach. Defined phased capability roadmap prioritizing foundational infrastructure before advanced features.

Delivered full-stack engineering and platform architecture. Enabled marketplace, customer app, frontline, and financial service integrations under a unified architecture.

Established centralized product and governance framework. Implemented portfolio management, agile delivery model, and roadmap control across markets.

Embedded data, analytics, and AI capabilities. Integrated data engineering, governance, and algorithmic tasking to enhance personalization and operational efficiency.

Impact

Scalable Digital Commerce Ecosystem

Global B2B marketplace operating model standardized
High retailer adoption across international markets
Enhanced commercial scalability with reduced cost to serve
Strengthened customer engagement and digital satisfaction

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