B2B

B2B Commerce: From Lead to Self-Service. Three Real-World Case Studies on Architecture, Prospecting, and AI

62% of organizations are already experimenting with AI agents, but only 39%...

A larger advertising budget does not necessarily mean greater profitability

You increase your ad spend on Google, Meta, or Mercado Ads, but sales aren’t growing at the same rate. The typical reaction from a marketing team is to ask for better optimization. But the question a CEO, CFO, or Growth Manager really needs to answer is this: What are we teaching the algorithm to recognize as profit, and does that number appear on the income statement—or only in the campaign dashboard?

This is the question we hear most often from those who decide on acquisition budgets in Latin America, and the answer lies in four specific areas: how ad platforms are fed, how closely SEO and automation are tied to those campaigns, what the website does with the traffic that’s already been paid for, and what data is used to make decisions. These are the same four key areas we’ll be breaking down in the upcoming Known Online webinar— and the ones we work on every day with e-commerce and B2B teams across the region.

B2B Portal: Why the Problem Is Almost Never the Platform

Most companies that implement a B2B portal assume the problem is technical. They choose a platform, hire developers, and launch it. Six months later, the sales team is still responding to quote requests via email. The portal exists. So does the bottleneck.

When the business model isn’t defined before choosing the technology, the platform doesn’t eliminate friction—it simply shifts it to another point in the operation. Below are the four factors that distinguish a scalable B2B commerce project from one that remains an internal demo.

Germantec: Agile, Self-Managed, and Ultra-Fast B2B Browsing

Germantec Costa Rica is a leading distributor and industry leader in the professional and industrial cleaning sector, specializing in high-end solutions. The company represents top-tier global brands such as Kärcher, iRobot, Victory Innovations, Campbell Hausfeld, Trapp, Filmop, and Nutribullet, successfully serving both end consumers (B2C) and demanding corporate and institutional segments (B2B) through its e-commerce platform and network of brick-and-mortar stores. To consolidate its leadership in the corporate sector—where it sells complex machinery such as pressure washers, sweepers, and industrial vacuum cleaners—Germantec needed a digital ecosystem that spoke the language of its professional clients. Through its “Evolutive Support” service, Known Online customized the platform to design an exclusive, agile, and high-conversion environment.

ACWS increased its digital revenue fivefold and doubled its ROAS

ACWS is a company focused on marketing its products through e-commerce and strengthening its presence in the B2B market. They operate in Chile as strategic representatives of international brands specializing in the niche market of small mammals, birds, and reptiles, managing an inventory organized into five categories: Nutrition, Health, Hygiene, Enrichment, and Housing. In this multi-business-line environment, the company’s primary objective was not simply to “sell more,” but to build a commercial architecture capable of supporting operational scaling. They needed to optimize their e-commerce ROAS to ensure the profitability of their advertising investment and segment their messaging based on each audience’s transactional behavior. To achieve this, ACWS partnered with Known Online with a clear goal: to professionalize its media strategy, identify growth opportunities, and build a knowledge base that would enable better data-driven business decisions.

Animal Care is driving its e-commerce business through direct sales and organic growth

ACWS - Animal Care, a Chilean company specializing in the distribution and marketing of pharmaceutical and nutritional products and critical supplies for animal welfare, was facing operational inefficiencies in its business architecture. Despite having a robust platform such as VTEX for its B2B and B2C, the digital channel operated in a fragmented manner: it functioned as a catalog for browsing and discovery, meaning that closing transactions depended critically on the manual and direct intervention of the offline sales team. By 2025, the business challenge was not about “gaining visibility,” but rather about solving an invisible margin problem: the high cost of acquisition and management (man-hours) required to process orders—a burden that the digital ecosystem needed to absorb natively.

Known Online took on comprehensive management of the digital marketing channel with a strategy focused on measurable results. The focus was on equipping the e-commerce with operational autonomy, improve lead generation, accelerate conversion, and strengthen its organic presence to ensure sustainable growth throughout the year.

Kross Case Study: VTEX IO Development + BSale + B2B integration

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Implementation of VTEX IO in B2C and B2B at Piwén: "Known Online is a great strategic partner".

We share Piwén's success story and tell you how VTEX IO was implemented in B2C and B2B and how it worked together with the digital marketing area.