D2C Fashion Brand Opens new B2B Revenue Channel with VivaCommerce

Challenge

Bravest Studios, a leading D2C fashion brand, faced persistent challenges in adapting to a B2B channel for market expansion. The absence of an advanced B2B channel, coupled with a lack of B2B technology and go-to-market (GTM) strategy, hindered their growth. Additionally, the company struggled with limited visibility into B2B orders and inventory, making it difficult to navigate business cyclicality.

Solution

In response to these challenges, Bravest Studios partnered with VivaCommerce to implement a robust B2B eCommerce platform, paving the way for transformative growth. This strategic move aimed to diversify and de-risk revenue streams while providing enhanced visibility and efficiency in B2B operations. The implementation of the new platform empowered Bravest Studios to achieve more consistent and predictable revenue, expand its customer base, and optimize the efficiency of its sales and operations teams.

“VivaCommere has a particularly exceptional capability around advisory. They came in and helped us better understand our current state of affairs. They made some clear recommendations with regard to our eCommerce roadmap, and I’m looking forward to partnering with the VivaCommerce team for many years to come.”

Greg Kay – Director of Sales & Marketing

Key Results

• 20% Increase in Revenue: The adoption of B2B sales channels resulted in a substantial 20% increase in revenue for Bravest Studios. This growth is now sustainable, consistent, and predictable, marking a significant milestone in the brand’s financial success.
• 60% Increase in Sales Productivity: With the new B2B eCommerce platform in place, Bravest Studios witnessed a remarkable 60% increase in sales productivity. The sales team became more efficient, closing more deals and reducing lead engagement times, ultimately contributing to overall business success.
• 42% Increase in Average Order Value: The expansion into B2B sales channels proved instrumental in boosting Bravest Studios’ average order values (AOV) and transaction volume. The company experienced a notable 42% increase in AOV, indicating a higher level of customer engagement and satisfaction within the B2B segment. This positive outcome further solidified Bravest Studios’ position as a thriving fashion brand in both D2C and B2B markets.