eCommerce Strategy · For eCommerce and DTC teams
eCommerce strategy from an operator who has run the P&L
Growth and monetization work for 1P and 3P sellers, grounded in category P&L ownership rather than ad-spend optimization alone. When growth has stalled and pricing is guesswork, the fix starts with the economics, not the ad account.
Strategy grounded in P&L ownership
- +$28.1M
- 2018 sales goal beaten (+17.7%) as a category P&L owner inside Amazon, through pricing, terms, and annual negotiations.
- ~910 bps
- Contribution-margin improvement across the same Amazon tenure, repairing margin while growing sales.
- 562%
- Ancillary revenue growth in a prior commercial-lead role, at a 51.8% lower customer acquisition cost, from redesigned pricing, subscriptions, and channel mix.
Marketplace and channel strategy
1P/3P channel strategy, annual negotiation preparation, launches, promotions, and category building, drawn from running $400M+ in Amazon categories. The 1P-or-3P question is often the first decision on the table; our comparison of Vendor Central vs Seller Central covers the margins, payment terms, and control trade-offs behind it.
Advertising and GTM run as managed work or advisory, always against the category economics rather than as an isolated ad program.
Pricing and monetization consulting
Pricing and subscription design, retention and monetization strategy, and the metrics cadence to run it weekly. The work is the same discipline that grew ancillary revenue 562% year over year at a 51.8% lower customer acquisition cost: redesign pricing, subscriptions, and channel mix around what the P&L can prove rather than what the roadmap promised. That is the discipline you hire a pricing consultant for, grounded in the record above.
Monetization work increasingly runs on systems, and the AI transformation practice builds them: the same operator covers both, so the strategy and the automation stay on one P&L view. And when the gap is leadership itself, the fractional executive practice embeds the same operator part-time.
Frequently asked questions
What does the eCommerce strategy work cover?
Marketplace and channel strategy for 1P and 3P, advertising and GTM, category building, and pricing and monetization design, with the weekly metrics cadence to run it. Growth and monetization decisions grounded in category P&L ownership rather than ad-spend optimization alone.
Do you work with 1P vendors, 3P sellers, or both?
Both, and hybrids. Channel strategy is often the first decision on the table: margins, payment terms, and control differ enough between Vendor Central and Seller Central that the right answer is frequently a deliberate mix rather than either pure model.
What proof sits behind the pricing and monetization work?
As a category P&L owner inside Amazon, pricing, terms, and annual negotiations beat the 2018 sales goal by $28.1M while contribution margin improved by roughly 910 basis points. As a commercial lead, redesigned pricing, subscriptions, and channel mix grew ancillary revenue 562% year over year at a 51.8% lower customer acquisition cost.
How do engagements run?
Operator-led and run personally, not handed to an account team. Methods are productized playbooks, not open-ended hours, and every engagement starts with a working session on your numbers. First conversation, no fee.
Book a working session
Bring the growth or pricing decision you are trying to make and what data you have, and we come prepared. First conversation, no fee.
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