Case Study: Solvay scales small-volume ecommerce to €2–3M/month and 56% adoption with Salesforce Marketing Cloud

Solvay is doing big things growing small-volume sales

Solvay, a global specialty chemicals company with about 25,000 employees and roughly €11 billion in annual revenue, needed a better way to serve small-volume customers who require detailed technical information and guidance. Handling these low-volume orders by phone and email strained inside sales and led to poor results on third-party trade sites, so Solvay sought a scalable digital solution to reduce manual work and improve customer experience.

Solvay launched a pilot using Salesforce Community Cloud (2 months) and B2B Commerce (4 months), leveraging Sales Cloud and Marketing Cloud to promote the portal and reuse proven campaigns. The pilot served ~600 customers in Europe, achieved 56% adoption, processed 100 touchless orders per month, and generated €2–3 million monthly through ecommerce, with 339 satisfied customers after six months—establishing a scalable path to grow small-volume sales worldwide.

Solvay

Georges Houtappel

Senior Vice President of Marketing and Business Development