Case Study: Cleaver-Brooks achieves 20% business growth and launches industry-first eCommerce with Optimizely B2B Commerce Cloud

Cleaver Brooks grew business over 20% in four years

Cleaver-Brooks is a nearly 90-year-old manufacturer and distributor of boiler-room solutions that managed to grow its business more than 20% over four years despite a declining market. Facing ambitious aftermarket growth goals, the company realized its rep-driven parts channel reached only about 25% of the addressable market and needed new digital tools and sales channels to reach more prospects and meet changing buyer expectations.

After a formal RFP and evaluation, Cleaver-Brooks selected Optimizely B2B Commerce Cloud and launched an eCommerce site in October 2018. The platform delivered out-of-the-box B2B features—inventory visibility, custom pricing, product detail filters, “find a representative” tools, transparent real-time availability and same-day delivery—making Cleaver-Brooks the only OEM selling parts online. The site drove steady adoption, increased repeat customers, opened new channels, and accelerated aftermarket sales growth.

Cleaver-Brooks

Maxwell King

Vice President of Aftermarket Sales