PUBLISHED DATE: 2025-08-14 07:48:36

Publicis Sapient

Digital Commerce Channel Strategy

Offering Summary

Get one step ahead of changing consumer needs, rising competition, dispersed points of sale, and investors pushing for portfolio revamps. Whether for B2B, B2C, or a marketplace, we define the business value, how to engage the customer, meet their needs, deliver customer value, and the capabilities required to execute. We help you drive maximum enterprise and customer value and enable the operating model, technology, and capabilities needed to execute your channel strategy.

Solving Digital Transformation Challenges

Define a B2C, B2B, or marketplace channel strategy to maximize growth and profitability. The case for change to develop a channel strategy differs by client objective. Businesses need an accurate understanding of the channel landscape and competitor behavior to succeed. Oftentimes, they have no idea who their competition is, which businesses are gaining on them, what channels to focus on, what steps to take to improve, or how customers perceive them. Without this information, an organization’s intuition, gut, and experience are not enough to inform the next best steps. Whether your business is B2B, B2C, or a combination, the right digital commerce strategy makes all the difference.

B2C Channel Strategy

Businesses have many choices for reaching customers directly—whether through experience hubs, digital stores, or subscription models that enable recurring revenue with personalized experiences to engage customers. Each option has a distinct value impact, but all must deliver on customer needs.

Publicis Sapient works with you to develop a robust channel value proposition that addresses customer needs with killer features and better experiences, unlocks new value pools for your business, and identifies the capabilities required to support the future state. Lastly, we create the roadmap to make the vision a reality.

We also help you capture value that goes beyond direct revenue. In fact, more than half of the value in B2C comes from indirect value drivers such as brand affinity, data-driven insights that enable personalized experiences, new services powered by fast speed to market and test-and-learn capabilities, and business flexibility.

A Digital Commerce Strategy for Any Business

Addressing Customer Needs

As part of our process, we work with you to understand the customer needs your D2C channel must solve for to be relevant:

Our Proven Approach Delivers Results in Just 8–12 Weeks:

  1. Understand customer needs and implications: What do customers want and what are today’s pain points/inefficiencies?
  2. Access current value pools and outside-in examples: How is your company competing in the market today?
  3. Define future state proposition and capabilities required: What will the future proposition look like and where are capability gaps?
  4. Consolidate roadmap, investment case, and MVP plan: What will the high-level roadmap and MVP look like in detail?

Key Outputs

B2C Business Value

B2B Channel Strategy

Meeting increased B2B buyers’ expectations is imperative for companies to stay ahead in the market. Loyalty of B2B buyers has been declining as B2B procurement demands B2C-like access and experiences, which has been challenging for most B2B providers to deliver. Yet when this model is done right, and exceptional experiences are provided, it can drive retention and wallet share.

Unlike B2C, B2B commerce solutions must accommodate the complex environment in which B2B is operating. At Publicis Sapient, we help you navigate:

Marketplace Strategy

Owned marketplaces offer significant upside potential by unlocking new customer segments and revenue streams. They offer diversified sources of revenue with direct margin impact, the ability to capture new customer segments through a broader product range, and a plethora of data insights informing customer and market trends.

Navigating the Complex World of B2B Commerce

Key Challenges

We help you navigate a key set of challenges when building and launching a marketplace:

How We’ve Made an Impact

B2C: Multinational Toy Manufacturing and Entertainment Company

The imperative for change:

The transformative solution:

The business impact:

B2C: Consumer Goods Company

The imperative for change:

The transformative solution:

The business impact:

B2B: Chemicals and Lab Equipment Provider

The imperative for change:

The transformative solution:

The business impact:

Marketplace: Travel and Hospitality Company

The imperative for change:

The transformative solution:

The business impact:

Summary of Business Impact:

What Sets Publicis Sapient Apart?

We help you to identify the best opportunities for profitable growth—whether it be in B2B, B2C, or a marketplace. Deliver a holistic channel strategy with:

Let’s Connect

For more information, visit publicissapient.com/solutions/digital-commerce.

Why Publicis Sapient

Publicis Sapient is a digital business transformation company. We partner with global organizations to help them create and sustain a competitive advantage in a world that is increasingly digital. We operate through our expert SPEED capabilities: Strategy and Consulting, Product, Experience, Engineering, and Data, which combined with our culture of curiosity and deep industry knowledge, enables us to deliver meaningful impact to our clients’ businesses through reimagining the products and experiences their customers truly value. Our agile, data-driven approach equips our clients’ businesses for change, making digital the core of how they think and what they do. Publicis Sapient is the digital business transformation hub of Publicis Groupe with 20,000 people and over 50 offices worldwide. For more information, visit publicissapient.com.