Purchasing Platform is a B2B marketplace based in the Chicagoland area focused on the manufactured housing industry.
As the company scaled their operations and refined their go-to-market strategies, they saw an opportunity to create a new revenue stream through an affiliate program with one of their vendors. However, they didn’t have the team in place to launch this incremental sales program right away.
That’s when they turned to Salaria.
When Purchasing Platform started working with Salaria Sales, it was a big step for them. They were looking to grow and needed the right partner to help them do that. So what made Salaria stand out?
To start, Salaria had to build trust with Purchasing Platform. That meant demonstrating true expertise, professionalism, and a readiness to dive into analytics. According to Purchasing Platform’s Vice President of Operations Jack Suba, “From the first meeting, it was very clear. There was structure, there was tracking, there was reporting every which way you could ever want.”
That set the tone for the rest of the partnership: Salaria would hold themselves accountable and use data-informed decisionmaking to ensure Purchasing Platform got the most they could out of the relationship. That first meeting, built around process, strategy, and analysis, framed the productive relationship the two companies would have moving forward.
But if Salaria just picked a strategy on day one and pursued it without changing, this relationship would’ve been a failure. That’s why they meet with Purchasing Platform weekly to review results, refine strategy, and make sure they’re targeting the right prospects.
After 17 months of partnership, you can judge the results for yourself.
The total return on investment from Salaria and Product Platform’s partnership is 3.5X. But even that clear demonstration of value doesn’t paint the full picture.
The collaboration initiated a transformative shift in strategy within Purchasing Platform. Under Salaria’s guidance, the company ventured beyond its conventional practices, embracing new, sales strategies.
The program started as a guinea pig. In an industry where staying relevant and competitive is crucial, the ability to swiftly adapt to market changes became a key benefit of the partnership. Through continuous refinement of their Ideal Customer Profile (ICP) and tailoring their offerings, Purchasing Platform was able to align more closely with the ever-evolving demands of the market. With this new program, they could go after customers they wouldn’t normally be able to address.
Now, the program is a core part of Purchasing Platform’s business. It comes up in their strategic planning, and it’s certainly changed how Suba’s own work: “We’ve caught a lot of folks’ attention, my board especially. The ask is pretty much, how do we double down on this, how do we make sure that we continue to grow this.”
So, let’s see what the future looks like for Salaria and Purchasing Platform.
Purchasing Platform is projecting an 86% growth in revenue from their incremental sales program with Salaria this year. That 3.5X figure is just the beginning. This forecast not only highlights the remarkable potential of their collaboration but also underscores the sustainable growth trajectory that Purchasing Platform is embarking upon.
The projected growth is a testament to the effectiveness of the strategies and innovations implemented through the partnership. The introduction of new sales programs, the continuous refinement of the Ideal Customer Profile, and the incorporation of sophisticated data analysis have all played a crucial role in this upward trend.
On that front, Suba says Salaria has you covered: “They have great people, super responsive and super professional.”
