Driving Paid Subscription Conversions for a Leading B2B Marketplace
Overview:
A leading B2B marketplace in India engaged Altivio Connect to improve conversions from free supplier listings to paid subscriptions across tier-2 cities in North and East India. The platform aimed to strengthen monetization while improving supplier engagement and listing quality across manufacturing, trading, and service categories.
Approach:
- Built a dedicated inside sales team focused on supplier activation and subscription conversions
- Designed ROI-led outreach campaigns tailored for price-sensitive and digitally underserved markets
- Conducted product demonstrations and consultation-led conversations to educate suppliers on premium listing benefits
- Supported suppliers with catalog enhancement and search-optimized product listings to improve visibility
- Established structured follow-up and post-onboarding support workflows to strengthen trust and long-term engagement.
Execution:
- Reached out to free-listed suppliers through targeted outbound calling campaigns
- Conducted online meetings showcasing premium features, visibility advantages, and buyer lead opportunities
- Demonstrated platform ROI using live buyer enquiry examples and lead generation insights
- Supported pricing discussions and negotiated promotional offers for premium subscriptions
- Created optimized product catalogs and improved listing quality for better marketplace discoverability
- Provided post-activation support to help suppliers manage paid leads and respond to buyer enquiries effectively.
Impact:
- Achieved a 45% increase in conversions from free to paid listings
- Improved catalog quality, resulting in an 8% month-on-month increase in buyer leads for suppliers
- Reduced refund requests by 80% through proactive onboarding and post-activation support
- Strengthened supplier engagement and long-term platform adoption.