eCommerce & Marketplaces

Leveraging our deep eCommerce expertise and innovative work approach, we are able to support all players in the rapidly-evolving space, including brands, multi-brand platforms, and eCommerce enablement services. Our expertise spans all major areas of eCommerce strategy, such as branding and value proposition, merchandising, pricing, loyalty, and customer experience. We provide our eCommerce clients with actionable insights and winning strategies to maximize scale, revenue, and profitability.

What we do

Growth strategy

Developing strategic objectives, opportunities, and roadmaps (including improvement initiatives and potential new businesses) to maximize value creation and shareholder outcomes

Go-to-market strategy

Determining the optimal strategies for acquiring and serving customers (including branding, product, pricing, and distribution)

Marketing effectiveness

Supporting CMOs with marketing spend allocation (including data and segmentation, evaluation of existing solutions, and optimal partner ecosystems)

Pricing optimization

Driving profitable growth through differentiated pricing capabilities (including pricing structures and processes)

Loyalty strategies

Creating loyalty programs (including structure, tiering, and benefits) to drive customer satisfaction and retention


Identifying and implementing portfolio optimization and expansion opportunities to best align with customer needs

Customer experience and service

Defining the optimal customer shopping journey from discovery to fulfillment

Channel and ecosystem strategy

Maximizing market reach and commercial impact by identifying high-potential channels and strategic ecosystem partners

Brand repositioning and relaunch

Formulating the approach to transform positioning for maximized growth

Operating model transitions

Redesigning operating models (including organizations and processes) to meet changing requirements related to major industry shifts and internal digital transformation

M&A strategy

  • Buy-side support: Investment thesis development, target identification, due diligence, and deal execution support

  • Sell-side support: Investment narrative, company positioning and roadmaps, management presentation, and financial projections

  • Integration support: Pre-acquisition synergy identification, integration planning, and post-merger integration support

eCommerce & Marketplace segments

Core retail verticals (e.g., apparel, grocery, beauty, automotive, electronics) Core retailer categories (e.g., luxury, mass, off-price) Direct-to-consumer and multi-brand channels Managed & peer-to-peer marketplaces Re-Commerce platforms (including resale and rental) eCommerce enablement (from marketing to fulfillment) In-store technology

Impact examples

Example #1

Grocery brand

Identification of the highest-value consumers and determination of the go-to-market approaches required to best reach this segment

Example #2

eCommerce company

Rebuild of the client’s merchandising strategy to better align the portfolio with customer preferences in order to improve ROI

Example #3

Online multi-brand retailer

Design and implementation of the client’s new pricing program to maximize revenue generation

Example #4

Online retail company

Development of the client’s loyalty program strategy (including branding, tiers and rewards, vendor partnerships, and KPI tracking)

Example #5

Automotive eCommerce platform

Formulation of the strategy to expand the client’s services from lead generation into a third-party transactional marketplace

Example #6

Online fashion retailer

Evaluation of major vertical expansion opportunities for the client (including operating models, key requirements, core business implications, and opportunity sizings)