Retail Technology Company

A leading retail technology company engaged Vibrance to support its executive leadership in operational decision-making and business development. The client sought assistance in strengthening its commercial strategy, coaching and developing its sales, customer success, and marketing teams, and implementing efficient processes to drive growth.

Situation
A key player in the retail technology space partnered with Vibrance to enhance its commercial strategy and streamline operations. The client aimed to optimize its go-to-market approach, strengthen internal processes, and improve team efficiency across sales, customer success, and marketing. Additionally, the company sought to expand its commercial team, implement effective CRM and sales tools, and refine its overall organizational structure for scalable growth.

Approach
We worked closely with the CEO and leadership team to provide strategic support in operational decision-making and commercial execution. Our efforts focused on optimizing internal sales and marketing processes, developing a structured approach to market expansion, and ensuring alignment between different commercial functions. We introduced new recruitment strategies to expand the commercial team, provided hands-on coaching to existing sales and customer success teams, and implemented a tailored CRM and sales tool framework. Additionally, we designed a new reward model to drive performance and motivation across the organization. Vibrance also took an active role in board meetings, providing valuable commercial insights and reporting key performance metrics.

Results
Vibrance played a pivotal role in accelerating the client’s commercial success. We increased the number of employees within the commercial team, established well-functioning internal processes, and implemented the right CRM and sales tools to enhance efficiency. Our strategic efforts led to improved customer engagement and market presence. Furthermore, the introduction of a new incentive model contributed to higher performance and retention within the sales team. By actively participating in board meetings, we provided data-driven insights and commercial performance reporting, ensuring long-term sustainable growth for the client.