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Winning clients · B2B marketplaces
Sell where your clients are already buying
Amazon Business, sector marketplaces and distribution platforms are an enormous and growing sales channel. We help you get in, professionalise your presence and sell more, without cannibalising your direct channel or disrupting your sales network.
Explore the marketplace channel
We analyse whether your product fits and at what margin. No obligation.
B2B marketplaces are platforms where businesses buy from businesses (Amazon Business, sector marketplaces, distributor platforms). We manage your entry and your growth: an optimised catalogue, prices, logistics and internal ranking, so you win new clients where they are already buying, profitably and coordinated with your direct selling.
More and more purchases start on a marketplace
An engineer looks for a spare part, a maintenance manager for a consumable or a buyer compares equipment, and they do it directly on the platform, just as they already do as consumers.
Being there — and being there properly — means reaching demand that would not otherwise find you, because it never even reaches your website.
The challenge is not just “being there”, but selling profitably, protecting your brand and your margin, and using the marketplace as a way in for relationships you then develop on your own.
What are B2B marketplaces and why are they different?
Selling on a marketplace is not like selling on your own website: here you compete on the same screen and the platform sets the rules. It differs in three things:
How we make you sell more
1
We choose the channels
Which marketplaces fit your product and your margin.
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2
We optimise the catalogue
Listings, technical attributes and images that convert.
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3
We work on the visibility
Internal ranking and advertising on the platform.
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4
We manage and scale
Orders, ratings and the channel's profitability.
What you gain
What you get from B2B marketplaces
A new profitable acquisition channel, without the investment of building your own ecommerce.
New demand
You put yourself in front of people who are already buying and did not know you.
A catalogue that sells
Technical listings that convert and rank in the internal search engine.
Without cannibalising
A range and pricing strategy that protects your direct network.
Real margin
We watch commission, logistics and returns: profit, not just sales.
Integrated with your ERP
Stock and orders synchronised, with no manual work and no overselling.
A way in
New clients you then move to your direct channel.
What the service includes
From strategy and registration to continuous optimisation of the margin.
Strategy and selection of marketplaces
Account registration and configuration
Catalogue and listing optimisation
Pricing and range strategy
Ranking and internal advertising
Order and rating management
Integration with your ERP/stock
Sales and profitability reports
How we work
Strategy, launch and growth, protecting your direct channel.
Phase 1
Strategy
Channels, range, prices and logistics model.
Phase 2
Go-live
Registration, catalogue and integration with your systems.
Phase 3
Growth
Visibility, advertising and margin optimisation.
Marketplace vs. direct selling
| Judgement | Direct selling only | + Marketplaces |
|---|---|---|
| Scope | Your known network | New demand that is already buying |
| Acquisition | Slow | New clients quickly |
| Control | Full | Shared with the platform |
| Best use | Relationships and projects | Spares, consumables, catalogue |
From listing to client
How a listing turns into sales
A search on the marketplacea spare part, a consumable, a piece of equipment
Your listing well rankedattributes, images, ratings
Orderbuys inside the platform
A recurring clientthat you can move to your direct channel
Mistakes that cost margin
Uploading the whole catalogue without judgement. Not everything fits or leaves a margin after commission; better to select what works.
Competing on price alone. In B2B the buyer values lead time, warranty and service: you have to compete on value.
Neglecting the technical sheet. A poor listing neither converts nor ranks in the internal search engine.
Not controlling profitability. Billing a lot while losing margin is not success; it is measured in profit.
What results you can expect
A well-managed marketplace starts generating sales within weeks, because it puts you in front of demand that is already buying.
As your ratings, your internal ranking and your range improve, the channel grows and becomes more profitable, and many of the clients you win can later move to your direct channel, with its higher margin.
Who it is for
For manufacturers and distributors with a catalogue of products, spares or consumables that can be sold in a standardised way.
And for those who want to explore ecommerce without taking on in one go the investment of building and promoting a shop of their own.
Later on, that experience can be the base for developing your own B2B ecommerce with real knowledge behind it.
Marketplaces and the age of AI
More and more buyers ask the AI for recommendations before buying, and the marketplaces themselves are building AI into their search engines. Having listings that are complete and well structured improves your ranking and your chances of being recommended.
That is why we work the catalogue with the same structured data logic we apply to your website's SEO and its ranking in AI: your whole commercial presence is strengthened when the information is clear and consistent.
Why us
Why run your marketplaces with induSmart
We do not see the marketplace as an isolated channel, but as a piece of your commercial strategy. We integrate it with your ERP, your stock, your pricing policy and your direct channel, looking after the margin and protecting your network.
We are agnostic about platforms and transparent with the numbers: you will see the channel's real margin, not just the revenue. The goal is a profitable way in for new clients.
We answer your questions
Frequently asked questions
Will it not make me compete on price alone?
No, if you work the listing, the attributes and the service properly. In B2B the buyer values lead time, warranty, documentation and support, not just the lowest price.
Our approach is to compete on value and on a professional presence, not to enter a price war. A good range strategy also avoids a head-on clash with your network.
Will it take sales away from my direct channel?
With a good range and pricing strategy, no. We design the channel to win new clients and for products that fit a marketplace.
We protect your distribution network and your project relationships: the goal is for the marketplace to add, not subtract.
Do I need to integrate my ERP?
It is ideal for synchronising stock, prices and orders with no manual work and no risk of overselling, which badly damages your reputation.
If you do not have it integrated, we resolve that from “Work better”, connecting the marketplace with your ERP.
Which marketplaces exist for industry?
From generalists such as Amazon Business to vertical marketplaces by sector and the platforms of distribution groups.
Not all of them fit your product or your margin; part of our job is selecting the ones that genuinely make sense for you.
Do you manage it all?
We can take on the full management — registration, catalogue, prices, advertising, orders — or stay alongside you and train your team to run it in-house.
We adapt to how you want to work; in both cases we start from a clear strategy.
How does a product rank inside the marketplace?
Every platform has its internal search engine: the listing, the attributes, the ratings, the price and the availability all count.
We work it as an SEO of the platform's own, and complement it with its internal advertising when that is worthwhile.
What happens with returns and logistics?
We factor them into the strategy from the start, because they affect the real margin.
We define the logistics model (your own or the platform's) that best fits your product and your costs.
Is it any use for very technical or bespoke products?
The marketplace shines with standardised product: spares, consumables, catalogue. Bespoke work and projects stay in your direct channel.
We define which part of your offer fits and which does not, so nothing is forced.
How long before I see sales?
After registration and catalogue optimisation, the first sales arrive within weeks.
The channel grows as ratings and internal ranking improve.
Can I use it to go international?
Yes: many marketplaces give access to new markets without setting up logistics or a website in each country.
It is a low-risk route for testing international demand before investing more.
How do you measure results?
By sales per channel, real margin after commission and logistics, and new clients won.
The goal is profitability, not gross revenue; we also track each platform's internal metrics.
How is it different from an ecommerce agency?
An agency runs the operation; we integrate it with your ERP, your margin and your overall commercial strategy.
We make sure the channel adds without disrupting your business.
What is Amazon Business?
It is the B2B version of Amazon: business-to-business buying, with volume pricing, invoicing and professional account management.
It is one of the entry marketplaces, but not always the most profitable depending on your product; we weigh it up alongside the sector platforms.
How do I manage prices so as not to clash with my network?
With a range and pricing strategy designed so the marketplace wins new clients without competing with your direct distribution.
We define which products and at what price make sense in each channel, protecting your margins and your relationships.
Can I sell only part of my catalogue?
Yes, and it is what we recommend. We select the standardised products that fit best and leave a margin after commission.
Dumping the whole catalogue in without judgement generates work and problems; better to start focused.
What reputation do I need in order to sell well?
The ratings, the lead times and the quality of the listings determine whether you sell. We look after that reputation from the first order.
A good reputation inside the platform also strengthens your image with clients who may later arrive through your direct channel.
Keep exploring
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Selling on marketplaces?
We analyse whether your product fits and at what margin, which platforms make sense and how to integrate it with your ERP, protecting your direct channel.
Explore the marketplace channel
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