Case Study | How Pepsi Enhanced B2B Purchasing with a Customer-Centric Approach — B2BEA

Introduction

Pepsi’s commitment to customers and innovation extends beyond consumer products. It’s also at the heart of how the company serves its corporate B2B customers. As expectations for seamless, digital purchasing experiences grow, Pepsi is delivering a modern, efficient purchasing process that not only meets buyer needs but also strengthens long-term relationships.

By creating seamless connections between its eCommerce systems and customers’ procurement platforms, Pepsi ensures every transaction is smooth, reliable, and aligned with each customer’s business processes.

This approach isn’t just about maintaining efficiency. It’s designed to create a win-win scenario where customers benefit from time-saving ordering capabilities, while Pepsi accelerates order-to-cash cycles and increases digital revenue.

Challenge

Pepsi’s B2B customers operate in complex procurement environments, each with their own systems, processes, and requirements. When a major customer approached Pepsi with a clear requirement for integrated purchasing, it became evident that Pepsi needed a solution that would support both current and future customers without adding friction to their operations.

“They approached us about a year before their contract renewal and made it clear that eProcurement integration was necessary to retain their business,” recalls Valerie Bush, Marketing and Commerce Director for Pepsi. “It was a significant customer, and we weren’t willing to take that risk.”

Recognizing that integration and automation solutions were becoming key expectations for many customers, Pepsi saw an opportunity to future-proof its B2B purchasing experience, not just for one client, but as a scalable solution across its customer base.

Solution

Pepsi partnered with TradeCentric to develop a B2B Connected Commerce strategy that integrates its eCommerce storefront with its customers’ purchasing systems. This approach lets customers order products through the procurement platforms they already use, making ordering easier and more convenient.

Now, Pepsi doesn’t have to spend time troubleshooting niche technical issues—instead, they can stay focused on better serving their customers, knowing they have a reliable partner to tackle technical requirements and complexities.

Pepsi has also prioritized key automation features that directly benefit both its operations and its customers. Many Pepsi customers require Purchase Order (PO) Automation for tracking and compliance, so Pepsi implemented automated PO processing alongside PunchOut catalog integration, ensuring that every transaction is accurate and traceable.

Result

By developing a scalable, customer-centric B2B purchasing experience, Pepsi has strengthened its relationships with key customers while making ordering more efficient, reliable, and aligned with modern procurement expectations.

Seamless, integrated ordering experience for customers, reducing friction and saving time
Optimized for Pepsi’s Direct Store Delivery (DSD) model, ensuring operational control and flexibility
Scalable and future-proof, enabling Pepsi to adapt as customer needs evolve

Pepsi’s approach to Connected Commerce isn’t just about efficiency—it’s about creating a mutually beneficial partnership with its customers. By aligning its systems with the way customers do business, Pepsi strengthens customer relationships, enhances loyalty, and ensures long-term success for both sides.

Region

Global

Industry

Food & Beverage

Technology

(https://www.b2bea.org/directory/technology/tradecentric),

Services

Integration

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