Channelplay Case Study

Seller Acquisition and Account Management


The client owns an e-commerce site that aggregates products across various categories, compares prices and helps users in making the right purchase. Client wanted Channelplay to identify vendors in the target locations, register them on client’s platform and then train them to maximize their transactions on the platform.


The key activities in project execution were as follows:-

  • Market research - Market research was done to identify the right locations/outlets based on foot-falls and availability of internet access with the retailer
  • Ensuring seller training - On-boarded sellers were trained to manage the portal and for assisting customers in placing orders
  • Store promotion - Merchandising was carried out to promote the registered stores
  • Account management - The FOS reinforced the client’s value proposition and provided support to retailers through regular field visits and demos


The program was a success for client in terms of number of registrations achieved across different categories with good penetration in both urban and rural areas. The key highlights were as follows:

  • The team exceeded the store registration target & achieved 125% store registration
  • Regular order flow was ensured from key accounts
  • The insights gained from field team’s experience helped client in improving the processes

Topics: Sales Staffing & Management