A leading global sportswear manufacturer partnered with eClerx to strengthen its digital shelf analytics across its network of channel partners. The initiative increased the client’s campaign revenue by 10%.

With sales across 100+ websites and channel partners in over 20 countries, the brand’s existing digital shelf vendor couldn’t handle the volume of work. They needed reliable data and a digital commerce analytics platform tailored to their business needs.

The challenge

The digital partner commerce team was responsible for overseeing sales performance analytics and insights for over 100 websites and channel partners across 20+ countries. The team faced three major challenges in optimizing channel partner sales:

1. Data quality: The existing digital shelf solution, provided by an external vendor, delivered substandard data quality, limiting the team’s ability to generate data-driven sales insights.
2. Lack of customization: The solution could not accommodate internal guidelines or datasets, making it difficult to tailor insights to specific business needs.
3. Flexibility and scalability: The fast-paced nature of digital commerce required frequent data updates during campaigns, new channel additions, and mobile app tracking, but the current system lacked the flexibility and scalability to meet these evolving demands.

Our strategy

• Digital shelf analytics platform: Following a two-day workshop, eClerx proposed implementing the eClerx Market360™️ platform, enhanced with custom features to address the client’s unique requirements.
• Pilot-first validation: The initiative began with a cautious two-month pilot phase to thoroughly evaluate the platform’s capabilities before committing to a full global rollout. During the pilot phase, Market360 successfully addressed all the concerns raised by the client. The positive results instilled confidence to proceed with the global rollout.
• Global rollout and user migration: Migrating over 340 users to the new tool posed a challenge. To ensure a smooth transition, eClerx conducted regular training sessions and workshops, integrating user feedback and incorporating specific business requirements into the solution.

How data analytics can improve channel partner sales

Selling your product through multiple partners can be challenging, especially if you don’t have a clear view of your own products. Once inventory reaches a partner storefront, pricing, content, stock, and search placement all sit in someone else’s hands. In this client’s case, all that data was spread across more than 100 websites in over 20 countries.

If a channel partner sales strategy is built on numbers nobody trusts, it falls apart at the first review meeting. To solve that for the client, eClerx started the engagement with a focus on data quality rather than dashboards.  

Channel partner analytics pulled every storefront into a single view a team can actually work from. Digital shelf analytics caught missing product pages and lost search positions on partner sites within a short span of time, so merchandising teams could respond while a campaign was still live. The client’s campaign success came from running that loop week after week.

The result

After the global rollout, a review meeting was held at the company’s headquarters, where the leadership team provided feedback on the improvements facilitated by Market360. The results included:

• A 10% increase in campaign revenue, driven by improved visibility and search share.
• A 5% boost in page one visibility across the European and Asia-Pacific markets, reflecting enhanced market presence.
• A 7% quarter-on-quarter sales growth for high-priority products, fueling overall business growth.

How eClerx can help

eClerx has been helping its eCommerce clients scale with digital shelf analytics and much more, supported by industry experts from pilot to global rollout. If you’re struggling to get a clear view of how your products are performing across multiple channels, contact us to learn how eClerx Market360 platform could help your teams make faster, more informed business decisions. 

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