Bol was transitioning from a traditional webshop to a full e-commerce marketplace. While historically focused on consumers, the platform now also features over 42,000 sales partners, offering a more diverse and relevant product range.
The acquisition and management of these partners is a new area for Bol, requiring a uniform B2B sales method. Mark Moman (Manager Commercial Development) leads the Sales Mastery Program, working with the commercial management team to embed the new sales process.
In the first months of working with Hovingh & Partners, Bol saw increased loyalty scores from sales partners and improved lead-to-partner conversion. Partners now experience a more personal, collaborative, and professional approach.
The conversion of leads to partner is much higher than before
Eduard Hoogenboom
Director Network Development
Learn more about Bol.
The Challenge
Bol aimed to expand its network by attracting loyal sales partners who are eager to collaborate with the platform. As the company transitions from a webshop to an e-commerce marketplace, the acquisition and retention of these partners became crucial for bol's long-term growth.
The Solution
The implementation of the Sales Funnel methodology focused on both account development and new business acquisition. This was further enhanced by management coaching for the commercial leadership team, ensuring the new sales process was effectively anchored and sustained across teams.
The Result
In just a few months of working with Hovingh & Partners, bol saw a significant increase in lead-to-partner conversion rates, as well as improved loyalty scores from existing sales partners. The new approach fostered a more personal, collaborative, and professional experience for partners, further strengthening their relationship with bol.
About Bol.
Bol, previously known as bol.com, has been part of Ahold Delhaize since 2012. Originally founded in 1999 as Europe’s first online bookstore, Bol now employs around 2,800 people and serves 13 million customers across the Netherlands and Belgium. This makes Bol one of the top 10 online marketplaces in Europe.