Case Study: Solvay achieves €2–3M/month in small-volume e-commerce and rapid scaling with Salesforce

Solvay is doing big things growing small-volume sales

Solvay, a global chemical materials company with about 25,000 employees and ~€11 billion in revenue, needed a scalable way to serve small-volume customers who require technical guidance, compliance documents, and reliable delivery. Historically those low-volume orders were handled manually by inside sales—time-consuming phone and email exchanges—and prior B2B marketplaces underperformed for Solvay’s information-heavy products.

Solvay built a pilot ecommerce solution using Salesforce (Community, B2B Commerce, Sales and Marketing Clouds), launching the Community portal in two months and B2B Commerce in four to serve ~600 customers. The self-service site and targeted marketing drove 56% adoption, 100 touchless orders per month, 339 satisfied ecommerce customers after six months, €2–3M/month in ecommerce sales, reduced inside-sales workload, and a clear path to scale the solution globally.

Solvay

Georges HOUTAPPEL

Senior Vice President, Marketing and Business Development