Sell everywhere with one connection

ChannelEngine connects brands and retailers to 700+ marketplaces, syncing catalog, pricing and orders to grow global sales.

Stage during collaboration

Growth

GTM Motion

Sales-led

Industry

E-commerce / Marketplace Operations

Funding raised

$50M (Atomico, General Catalyst, INKEF)

Impact

The point where started

Increase in MRR at pricing launch

00:00

"Had the pleasure of working with Northlane on assessing and redesigning a pricing model. Their set up of the project was the basis of the strong outcome. However in addition they worked autonomously in capturing data and insights across the business that contributed to the recommendations. They engaged positively with all internal and external stakeholders. Northlane manages the macro/strategic as well as the micro equally well that results in a balanced outcome. I'd strongly recommend working with Northlane."

Ed Barrett

CRO at ChannelEngine

Context

ChannelEngine's growth mirrors the rise in e-commerce, seeing significant expansion as more people shop online. As the retail world changes, with companies turning into online marketplaces, ChannelEngine's goal to offer a wide e-commerce network is more important than ever. Even with worldwide challenges, the company's dedication to moving into new areas and providing value stays strong.

Challenge

Navigating global economic changes was challenging for ChannelEngine, especially as the company grew into new areas, leading to a more complex business model. Also, to attract new customers, it was important to show the value of the service right away to help with conversion. Despite these challenges, ChannelEngine stayed committed to its mission to provide the most comprehensive and powerful e-commerce platform in the world.

Result

In collaboration with the management team, our primary focus was on maximizing new ARR, with a strategic emphasis on acquiring new customers to drive growth. Key initiatives included:

Introducing differentiated packages aligned with customer needs, fostering upsell opportunities
Align the packaging, pricing and positioning with the willingness-to-pay of target segments
Optimizing the pricing model, including a variable component to stimulate mutually beneficial outcomes

Through strategic pricing and targeted initiatives, ChannelEngine continues to solidify its position as a leading facilitator of e-commerce expansion, empowering retailers to thrive in the digital marketplace landscape.