MALL Partner: E-shop Data and Sales Process Optimization

MALL Partner is a marketplace aiming to generate 50% of all revenue from goods sold on MALL.cz within three years. Although MALL Partner is one of the most developed and largest marketplaces in the Czech Republic, it still accounts for only a smaller portion of revenue. But its growth curve is steep.

To meet its ambitious goals, the MALL Partner division team needed accurate e-shop data. We delivered it. This enabled them to speed up and streamline the acquisition of new partners. They now add hundreds every month.

But our services didn't stop there. For even greater efficiency, the entire sales process needed to be properly fine-tuned. After setting up the Czech and Slovak markets, sellers from other CEE countries will follow.

Key Metrics

➤ 3x more closed contracts monthly without a dramatic increase in sales headcount

➤ 226% growth in total number of new business opportunities per month

➤ 50% reduction in time needed to acquire one partner

➤ Hundreds of hours saved

The Problem

MALL Partner is a marketplace — a platform or online marketplace that allows e-shops to sell their products on MALL.cz while leveraging all the services and infrastructure that MALL.cz has built over its existence. Similar models exist globally with Amazon or Alibaba. A marketplace's success is measured by the variety and quantity of products consumers can find on it. That's why it's important to reach out to the right stores that carry in-demand or otherwise unavailable products at good prices.

MALL Partner had and still has its own BI team. This team collected data about e-shops and their offerings from various digital sources and built basic informational support for acquiring new partners. However, it didn't provide marketplace salespeople with enough information to decide where and with whom to start. This always depended on the salespeople themselves and their knowledge of the seller segment assigned to them in the Czech and Slovak markets. Salespeople tried to find the most suitable e-shops with the widest selection and best prices on their own. But the MALL Partner team had a clear vision for robust business intelligence that would generate recommendations for its sales team based on accurate and rich e-shop data. That's why they were looking for a provider who could fulfill this vision in the shortest possible time.

BizMachine Solution Overview

✔ Create a complete e-commerce market overview.

✔ Enrich the e-shop database with detailed custom attributes.

✔ Build an attractiveness scoring system for new opportunities.

✔ Prepare a two-way data integration between BizMachine and MALL Group.

But the partnership between BizMachine and MALL Partner didn't end with data and data models. Automation and precise scoring of potential partners also made it possible to implement changes across the entire sales process.

The Result

Thanks to the partnership with BizMachine, the MALL Partner team now has a system that helps more accurately estimate the potential contribution of a specific seller. Based on this, business opportunities can be prioritized.

They also have complete data on all e-shops, which they can use for other internal purposes and analyses. They gained automated tools that enable very easy distribution of new opportunities across departments. Additionally, they changed the sales process by adding telesales and back-office support. This allows salespeople to focus on active outreach and selling instead of administration and data searching.

All these steps led to MALL Partner now having triple the number of newly onboarded sellers per month, without needing to dramatically increase headcount. The time to acquire a new seller was cut in half — to approximately 14 days for small e-shops. Moreover, the scoring system helps answer the question of whether a newcomer can be activated faster or not during any partner acquisition.

Benefits of the BizMachine Solution

➤ Business opportunity prioritization
➤ Hands-on approach
➤ Complete e-commerce market overview
➤ Efficiency
➤ Automated data exchange
➤ Speed

In Our Clients' Words:

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We primarily chose BizMachine to help us accelerate the acquisition of new partners. We needed to better distinguish who to prioritize and find sellers with high potential to succeed on the marketplace. As a department manager, I also wanted better visibility into and control over which business opportunities salespeople were working on. Our partnership also led us to revamp our entire sales process. BizMachine didn't just advise us — they actively rolled up their sleeves and helped.

Thanks to the proactivity and ideas from both our BI department and the BizMachine team, we will continue looking for ways to help our partners find opportunities to achieve even higher revenues when selling through MALL. Not just in the Czech Republic and Slovakia, but also in other countries where we operate.

— Kateřina Peštuková —

Head of Sales Marketplace at Internet Mall

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The collaboration with BizMachine was excellent. Since we had already worked together at McKinsey, I knew we wouldn't go wrong and that the work would be top quality. I also knew that we would learn a great deal about B2B Sales from them, because honestly, we were just getting started.

What surprised me about BizMachine were two things: the flexibility in adapting to our requirements (e.g., specific CRM, data requirements, etc.) and the high technological level of their team.

I'm thrilled with our joint results and would definitely recommend them to other potential clients. Keep it up!

— Jakub Kováč —

Head of Sales and Mall Partner at MallGroup