Channel Orchestration · Home goods manufacturer (anonymized)
$3M to $60M in GMV — one orchestrated backend.
A home goods manufacturer was selling in a handful of channels, each managed in a silo, with no shared data, pricing discipline, or content standard. Wishbone architected the channel strategy and the technical backend to integrate every destination cleanly and efficiently — and scaled the business from $3M to $60M in GMV.
The engagement
Channel strategy + orchestration backend for a home goods manufacturer.
Situation
The brand had product-market fit and a handful of channels bringing in ~$3M in GMV. But every channel was run as its own island — different content, different pricing, no shared inventory truth, and manual listing work that made every new SKU or new channel a multi-month project. Growth was capped by operations, not demand.
What was broken
- • No single source of truth for product data — content drifted across Amazon, Walmart, retailer.com, and DTC.
- • Inventory and pricing were reconciled by hand, causing stock-outs, oversells, and MAP violations.
- • Retail media was uncoordinated across channels; DTC and marketplace teams were unintentionally competing on the same searches.
- • Every new channel meant re-hiring, re-tooling, and starting over.
What we did
- 01
Built the channel strategy from first principles — assortment tiering by channel, margin-aware pricing rules, MAP governance, and a clear role for each marketplace, retailer.com, and DTC in the growth mix.
- 02
Architected the technical backend: PIM as the source of truth, a channel-orchestration layer (listing, inventory, order, and pricing sync) into every marketplace and retailer.com destination, and an ERP-to-3PL integration that could handle FBA, WFS, DSV, and DTC fulfillment in parallel.
- 03
Stood up the operating cadence: weekly channel P&Ls, a shared retail media calendar across Amazon, Walmart Connect, Target, and Home Depot, and a launch playbook that could push a new SKU live across eight channels in days, not months.
- 04
Layered in governance — unauthorized seller enforcement, buy box protection, content parity across channels, and clean data flowing back into the PIM so the flywheel kept compounding.
Results
$3M → $60M
GMV growth across channels
Multi-year build
8 channels
Orchestrated on one backend
Marketplaces + retailer.com + DTC
Days, not months
New SKU time-to-live across all channels
Post-orchestration
Growth stopped being gated by operations. New channels, new SKUs, and new promotions could ship in parallel — with clean data, protected margin, and coordinated retail media across the entire mix.
Channels orchestrated
Next step
Ready to orchestrate your channels?
Book a 15-minute intro and tell us where your channel mix is stuck.
Book a 15-minute call — pick a time on the calendar.
or email taylor@wishboneadvisory.com