Case Study: Poppin unifies B2B and B2C commerce and drives 84% online revenue growth with Salesforce Commerce Cloud

Poppin caters to both businesses and consumers with Commerce Cloud

Poppin, a fast-growing New York workspace brand known for colorful, design-forward office furniture and supplies, needed a single digital storefront that could serve both high‑value B2B buyers (who place $50,000 orders) and everyday B2C shoppers (buying $2 erasers). Rather than maintain two sites, Poppin split shopper personas within one Commerce Cloud site so the experience could be tailored—e.g., “Shop for Business” with procurement and customization tools and “Shop for Myself” with consumer-focused features—while keeping a consistent look and feel.

By running one unified site on Commerce Cloud and working with partner Fluid, Poppin gained stability, faster merchandising and promotions, and ongoing optimization. The results were dramatic: a 90% increase in transactions during holiday promotions; Black Friday and Cyber Monday sales exceeded projections by 43% and 49% with 3x average conversion rates; BF/CM email conversion rose 5x and 6x; and overall holiday performance improved 84% in online revenue, 55% in orders, and 78% in units sold year over year.

Poppin

Jason Michael

Group Product Manager