Challenge
SessionMaps business ran entirely through their field sales team; every single order went through a sales rep.
Growth was tied directly to headcount. More customers meant more orders, which meant sales reps spent their time processing orders instead of actually selling. And finding good sales reps isn't easy.
“It's in everyone's interest, both the sales reps and the company, to sell more with the existing team," explains Svante Petterson, Online Sales Manager at SessionMap. "We needed to reach customers outside our existing base without hiring more sales reps."
Their previous system offered no option for customer self-service. If SessionMap wanted to scale without increasing their payroll, something had to change.
"It's in everyone's interest, both the sales reps and the company, to sell more with the existing team."
"We needed to reach customers outside our existing base without hiring more sales reps."
Svante Petterson,
Online Sales Manager at SessionMap
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Action
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SessionMap needed a platform that could serve two different users: customers who wanted to order on their own terms, and salesreps who needed speed in the field.
With Norce Commerce and solution partner IVEO, customers can now log in, browse the full assortment, and place orders themselves, without involving a salesperson. New customers can register and start buying immediately, allowing SessionMap to grow beyond the existing sales network.
For the sales team, Norce Commerce supports fast ordering on mobile, important when you're out visiting salons. Customer-specific pricing and flexible discounts work the same way they always did.
The biggest change was campaign management. Previously, campaigns relied entirely on memory and manual processes.
"We had no such processes before. Everything was manual. They had to remember everything," says Svante Petterson. "Now we can program that into Norce instead. Nobody needs to keep it in their head anymore."
Campaigns are now visual, time-controlled, and reach customers directly. "We can communicate all offers to all customers faster without going through sales every time. Now we put the power of communication with marketing instead of sales, which feels right."
"We had no such processes before. Everything was manual. They had to remember everything, Now we can program that into Norce instead. Nobody needs to keep it in their head anymore."
"A system we can grow in. Where we can increase revenue without adding personnel costs."
Svante Petterson,
Online Sales Manager at SessionMap
Impact
Within just four months of going live, customer self-service orders increased by 171%. Today, around 25% of all orders are placed directly by customers, without involving a salesperson.
The orders customers place themselves are also more profitable. Average order value is 30% higher, and margins increased by 11%.
"We earn more money when customers place orders themselves," says Svante Petterson.
SessionMap has also gained new customers outside their existing sales network, people who register and start buying without ever talking to a salesperson.
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SessionMap’s goal was clear: to grow without adding headcount. With Norce Commerce and IVEO, they achieved exactly that.
Customers who prefer personal sales service still get it. Those who want to order on their own can do that too. Either way, SessionMap meets them where they are.
"A system we can grow in. Where we can increase revenue without adding personnel costs. That's the simple explanation," says Svante Petterson.
SessionMap's journey shows how modern B2B companies can unlock scalable growth by shifting from manual sales-driven ordering to digital self-service.
