Developing an e-commerce strategy

From reactive selling to a digital sales engine: growth that lasts.

Your e-commerce is growing – but in which direction? Many companies operate digital sales channels without a clear vision . The system landscape has grown organically over time, platform decisions were made in the heat of the moment, and strategic questions such as product range, pricing or omnichannel integration are viewed in isolation. The result: individual measures that do not contribute to a common goal. Growth potential remains invisible, profitability suffers, and the competition pulls ahead. Whether you are planning your next move as an e-commerce manager, managing director, or digital strategist – without a sound e-commerce strategy, your digital sales lack a foundation.

Duration
4 - 6 weeks
Format
Project
Target audience
E-commerce, marketing, IT

Solution Approach

Your digital sales deserve more than a patchwork of isolated decisions. With our E-commerce strategy development we work together to build the foundation for sustainable growth in digital commerce. We define a clear vision for your digital sales channels and strategically align all relevant dimensions: from platform and technology decisions to assortment and pricing strategies and omnichannel integration, marketing, and organization. Through data-driven analysis, targeted benchmarking, and the identification of concrete areas for action, we create a robust foundation that provides direction and enables growth. The result: an e-commerce strategythat doesn't just gather dust on a shelf, but measurably moves your business forward.

Benefits

  • Strategic clarity through a shared vision for digital sales that provides orientation and aligns all stakeholders on a single path
  • Informed decisions based on data-driven evaluation of platform, marketplace, and assortment options rather than gut feeling
  • Focused execution through prioritized initiatives and a roadmap that enables immediate action
  • Measurable control through a KPI framework that makes growth and profitability visible and manageable

Approach

  1. Analysis of the e-commerce landscape: We examine your existing systems, channels, processes, and organizational structures to create a clear picture of the current situation.
  2. Defining the target vision: Together, we develop a strategic vision for your e-commerce that aligns with your corporate strategy and defines ambitious yet realistic growth targets.
  3. Developing strategic initiatives: Platform strategy, internationalization, marketplace integration, or direct-to-consumer – we identify the right levers for your business model.
  4. Deriving areas for action: Technology, product range, pricing, marketing, and operations are examined in detail and translated into actionable measures.
  5. Benchmarking: We compare your current situation with best practices and competitors to derive potential and opportunities for differentiation.
  6. Creating the strategic roadmap: All initiatives are prioritized, assigned KPIs, and integrated into a clear schedule – for the short, medium, and long term.

Deliverables

  • Strategic target vision for your e-commerce, including positioning and growth ambitions as a foundation for all future decisions
  • Strategic initiatives and prioritized areas for action that focus on the biggest levers
  • Evaluation matrix for platform, marketplace, or D2C models with a clear basis for decision-making
  • KPI framework for managing growth and profitability across all relevant dimensions
  • Strategic roadmap with short-, medium-, and long-term measures for targeted implementation
  • Management summary for stakeholders and CXO communication

Speak with our experts!

Let’s work together to identify where the greatest potential lies and which measures will deliver the greatest added value for you.

Robin Dawn Merkelbach
Business Consultant
Contact us!
Frequently Asked Questions

Do you have questions? We have the answers.

Do we need an online shop already to develop an e-commerce strategy?

No. The strategy is especially valuable when you are facing the decision of how you want to sell digitally. Whether you are optimizing an existing setup or starting from scratch, we provide the foundation for informed decisions.

Does the strategy also cover marketplaces like Amazon?

Yes. The question of whether you sell through your own channels, third-party marketplaces, or a hybrid model is a core component of the strategy. We evaluate all options and recommend the mix that fits your business model.

How does this differ from a digital strategy?

A digital strategy looks at the entire digital ecosystem. An e-commerce strategy focuses on digital sales: platforms, channels, product range, pricing, and operations. It can be part of a digital strategy or stand on its own.

How do we handle internationalization?

Internationalization is a common strategic area of focus. We analyze market potential, evaluate entry strategies, and take regulatory, logistical, and cultural factors into account—provided this is relevant to you.

What happens after the strategy phase?

You have a clear roadmap with prioritized actions. Implementation can be handled internally or with our support – from platform selection and implementation to ongoing operational guidance.