Commerce & Marketplaces

Lead Generation for E-commerce & B2B Marketplaces Companies

Selling into e-commerce brands and B2B marketplace operators means navigating fast-moving priorities—GMV growth, conversion rate, retail media, fulfillment costs, and seller/supplier expansion—often with multiple teams weighing in. Your message has to be timely, specific, and tied to operational impact, not generic “software value.” SalesHive helps you break through the noise with targeted lists, sharp positioning, and consistent outbound that earns meetings with the right commerce leaders.

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We Target Your Ideal E-commerce & B2B Marketplaces Buyers

Our SDRs are trained to speak the language of commerce teams—GMV, take rate, catalog quality, OMS/WMS, retail media, and seller onboarding—so outreach feels relevant from the first touch. We multi-thread across growth, operations, and marketplace leadership to build internal consensus and speed up next steps.

Decision-Makers We Reach

VP/Head of E-commerce
VP/Director of Marketplace Operations
VP Growth / Performance Marketing
VP Partnerships / Business Development
VP Operations / Supply Chain (Fulfillment & Returns)

The Challenge

Why E-commerce & B2B Marketplaces Sales Development is Hard

Commerce teams move fast, protect margin relentlessly, and evaluate vendors through cross-functional lenses—making generic outbound easy to ignore and hard to convert into meetings.

Relevance or instant deletion

E-commerce leaders are pitched nonstop by logistics, martech, fraud, payments, and marketplace tech vendors—so anything that doesn't map to a live initiative gets deleted. If you can't anchor outreach to their model (DTC vs. marketplace, 1P vs. 3P, wholesale, dropship) and near-term goals, you'll struggle to earn replies.

Buying committees are multi-threaded

Even when one leader sponsors the idea, decisions typically involve growth, operations, finance, IT/security, and sometimes category teams. Gartner research (surveyed Aug–Sep 2024) notes buying groups can span 5 to 16 people—and 74% of buyer teams show "unhealthy conflict," which slows deals without strong consensus-building.

Margin pressure drives skepticism

Marketplaces and e-commerce operators are constantly balancing take rate, CAC, returns, and fulfillment costs, so every vendor is forced to prove payback quickly. With US retail media ad spending expected to exceed $62B in 2025 (per eMarketer), many teams are reallocating budgets and demanding clearer incrementality from any new tool or service.

Channel dominance reshapes priorities

When a platform like Amazon is forecast to account for about 40.5% of US ecommerce sales in 2025 (eMarketer), commerce teams prioritize marketplace share, ad performance, and operational compliance. That shifts urgency away from "nice-to-have" projects and toward measurable gains in conversion, assortment, and unit economics.

Integrations and data access slow deals

Many e-commerce and B2B marketplace purchases hinge on integration realities—OMS, WMS, ERP/EDI, PIM, pricing engines, analytics, and data governance. SDRs often generate interest, but deals stall because requirements, security reviews, and stakeholder alignment weren't addressed early in the conversation.

Trust, risk, and compliance hurdles

Marketplace operators and e-commerce teams are cautious about vendors that touch customer data, payments, accounts, or seller onboarding flows. Security reviews, privacy expectations, and fraud risk concerns can create strong gatekeeping—especially when your solution impacts checkout, identity, inventory availability, or product content.

Our Approach

How We Generate Leads for E-commerce & B2B Marketplaces

We combine commerce-specific targeting, multi-threaded outbound, and high-quality personalization to consistently book meetings with marketplace and e-commerce decision-makers.

Commerce-ready list building

We build precise prospect lists based on how commerce teams actually segment the market—DTC vs. marketplace operators, category focus, region, tech stack signals, and growth stage. That means your SDRs aren't wasting cycles on companies that can't buy, can't implement, or don't match your ideal operating model.

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Personalized email outreach

We write sequences that reference commerce realities (GMV, conversion, retail media, fulfillment SLAs, seller onboarding, catalog accuracy) instead of generic value statements. Using SalesHive's AI-powered personalization (including eMod), we tailor first touches by role—growth, ops, partnerships, or marketplace—so messages land as credible and specific.

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Multi-threaded calling strategy

We use cold calling to break through crowded inboxes and to multi-thread the account—especially when email is being triaged by assistants, shared inboxes, or vendor portals. Calls help us quickly validate ownership (e.g., marketplace ops vs. growth vs. partnerships) and create momentum toward a calendarized next step.

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Data-driven outbound optimization

We continuously optimize by audience segment, message angle, and channel mix—so outreach improves over time instead of staying static. You get clear reporting and a repeatable system for generating qualified meetings with e-commerce and marketplace leaders.

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