More than doubled a B2B channel in ten months.
March to December 2025 · before Viva Macaw · measured against the run rate the channel was on when the work began
Results at a glance
| Channel revenue, year close vs. March run rate | 2.2× |
|---|---|
| Time | 10 months |
| Account type | Vendor Central, Amazon Business |
Selling to procurement teams through a consumer storefront
Amazon Business is Amazon’s B2B channel. The buyers are procurement teams and office managers buying for a company, not shoppers buying for themselves.
The brand was already selling there, through Vendor Central, the same way it sold to consumers: same listings, same pack sizes, same targeting.
What was done
The targeting went after the buyer, not the shopper.
Advertising and targeting built to reach procurement buyers and Amazon Business account holders specifically, rather than the general consumer audience.
Result: The listings started showing to the people placing business orders.
New packs launched, built for how businesses buy.
New ASINs in the quantities and configurations procurement teams order, instead of retail packs sized for a household.
Result: Products a procurement buyer could order without adjusting quantities.
The catalog went into Amazon’s pilot programs for business buyers, cleaned up first so it was ready for them.
Result: Placement in front of procurers that retail listings don’t get.
What we can’t show you
This brand’s revenue isn’t ours to publish, so there are no dollar figures on this page. The multiple is exact: 2.2×, measured from the run rate the channel was on when the work began in March to where it closed the year.
Measuring against that run rate, rather than the previous calendar year, isolates what changed after the work started.
Selling to businesses through Amazon?
We’ll audit the account and show you what Amazon Business could be for your catalog. If it’s a fit, we talk about working together. If it isn’t, you keep the audit.
Book a call (opens in a new tab)Engagements start at
$2,000/month
Month-to-month for the first three months.