Persona

Commerce Director / Manager

Operational owner of the digital channel. Responsible for digital GMV, channel productivity and sales force integration.

What keeps them up at night

GMV, digital order rate, channel productivity, sales force integration.

Vocabulary

digital penetration
AOV
channel mix
B2B customer ARPU

Proof that convinces them

Full order flow demonstration; per-rep productivity comparison.

Issues for this persona

When Selling More Doesn't Mean Earning More

[ENG] MTE-Thomson’s official online store connects technical support, a curated parts catalog and sales through selected retail partners, guiding customers to the right part and the ideal seller in one digital channel

MTE-Thomson created its official online store to connect technical support and a brand‑curated catalog with sales through distributors and retailers, guiding customers to the right part and partner

Bruno Volponi Lucchesi · 17 min read