We put in-person returns inside competing returns portals and reached 50% of revenue through partners.
Revenue via partners
50%
Three-year goal, reached
QVC opportunity
$20M
ACV
The goal.
We set out to bring in half of our revenue through partners within three years, including PayPal and UPS co-selling, to lower acquisition cost and grow faster.
What we did.
We integrated in-person returns into competing portals, including Narvar, Loop and Aftership.
The result.
We reached the 50% goal. The integrations also opened a $20M ACV opportunity with QVC.
The takeaway
A competitor's platform can be a channel. We cared more about meeting customers where they already were than about who owned the screen.