Client Overview
Industry: Commercial packaging supplies — think corrugated boxes, pallet wrap, industrial tape
Team Size: 12-person operation with warehouse, logistics manager, and inside sales support
Market Focus: Domestic B2B, regional distributors and recurring supply contracts for mid-market clients
Complexity: Custom pricing by volume, freight coordination, long quoting cycles, minimal brand awareness, seasonal churn risk
They weren’t a startup — they were a reliable supplier with good margins. But everything still ran on founder grit and inbound luck.
Role & Duration
Role: Fractional Growth Architect & End-to-End Revenue System Builder
Engagement Duration: 4 months (Strategy, System Design, and Implementation Oversight)
I stepped in not to “optimize” a funnel — but to replace the entire dependence on the founder for driving revenue.
The Challenge
The founder was stuck in the loop every B2B eCom operator knows too well:
- Inbound traffic was fine. But none of it was predictable.
- Closing required manual quoting, long email threads, and founder trust.
- New clients always said the same thing: “We’ve been looking for a supplier like this, but didn’t know who to trust.”
- Even happy buyers weren’t reordering automatically — the company had no systemized way to capture LTV.
And worst of all? Every win still came down to the founder stepping in. The ops team could fulfill. The sales team could answer basic questions. But the system? It was held together by force of will.
Previous attempts to solve this? A Shopify “conversion expert” who tried DTC-style landing pages. A cold outreach agency that led to unqualified calls. A CRM integration that no one on the team actually used. Nothing stuck — because nothing was built for how B2B buyers actually buy.
Strategic & Operational Approach
We didn’t throw spaghetti. We built a system that made every dollar after the first sale easier to earn.
Step 1: Architected a trust-first buyer journey
We stopped trying to “sell faster” and started helping buyers feel safe committing. We built:
- Spec-sheet download paths with light qualification gating
- Industry-specific ROI calculators for common packaging setups
- Operational readiness guides that showed the brand understood the buyer’s real logistics issues
This positioned the company not as “box sellers” — but as packaging partners who spoke operations fluently.
Step 2: Built a repeatable lead-to-quote flow
We mapped a system that aligned with how real buyers move:
- Web forms routed leads based on volume & urgency
- Quoting flow redesigned to surface volume pricing and reorder incentives upfront
- Buyers could self-navigate most SKUs while triggering internal workflows for complex jobs
It didn’t remove humans — it removed friction.
Step 3: Installed backend infrastructure for reorders and upsells
We introduced retention mechanics that didn’t rely on memory or email blasts:
- Triggered reorder nudges based on SKU velocity and past shipment dates
- Bundled packaging essentials with smart margin incentives
- Built sales paths into adjacent verticals (like cold-chain supplies for food packaging clients)
And we tied all of it into a central deal tracking system that actually got used — not a dashboard graveyard.
Step 4: Layered in authority without adding headcount
I didn’t ask them to write weekly blog posts or build a YouTube channel. Instead, we created:
- A 4-part “buyer’s clarity” series sent post-quote
- 1-click reorder landing pages with embedded proof (case studies, fulfillment times)
- Sales tools for the team that turned pricing emails into conversion assets
This wasn’t marketing. It was revenue enablement, done right.
Results & Business Impact
Within 120 days:
- Monthly revenue increased 38% — from more closed quotes, not more ad spend
- Quoting-to-close cycle dropped from 14.8 days to 5.6 days
- Average order value increased by 22% via bundled trust offers
- Reorder rate jumped by 62%, thanks to retention systems tied to logistics patterns
- Founder involvement in day-to-day sales dropped by 70% — freeing him to focus on strategic partnerships
Most importantly? The team didn’t burn out, and the system runs without force. There’s a backbone now — not just hacks.
Why Working With Me Changed the Game
This founder didn’t need a new funnel.
He needed a revenue operating system — one that knew how real-world B2B actually works.
If you run a B2B product company:
- Where deals take weeks, not clicks
- Where buyers want to trust you before they buy from you
- Where every margin point matters and every reorder compounds
…I don’t bring a playbook. I build your revenue architecture — tailored, frictionless, and scalable.
If you’re running a B2B eCommerce company and tired of duct-taping tactics — I build the revenue engine that makes every next dollar predictable.
Work with me once, and you’ll never go back to “just trying stuff.”