Clariant's successful model for B2B commerce
The goal of the collaboration with SYBIT was to create a scalable digital sales platform that not only automates processes but also delivers quickly measurable added value—for customers and internal teams alike. The focus was clearly on time-to-value.
The challenge
Complexity in B2B commerce in the chemical industry
The demands in the specialty chemicals business are high: customers need not only products, but also comprehensive documentation (e.g., safety data sheets, certificates), flexible packaging options, and the ability to order and test samples. Added to this are regulatory requirements, large volume variations—from kilograms to shiploads—and different roles in the purchasing process.
An example: Formulators vs. Purchasers
Formulators—i.e., laboratory managers who develop new formulations—need quick access to product information and samples, but not prices or ordering functions. Purchasers, on the other hand, need price and delivery information as well as ordering functions. This differentiation was reflected in the new shop through a role-based access concept—not only a clear UX advantage, but also an efficiency driver.
Clariant already had a customer portal and a rudimentary web shop in place before the project began – but the latter was limited to Europe, not scalable, and offered no real automation. The goal was to create a modern, global e-commerce platform that addresses both distributors and end customers – with clear time-to-value and measurable business impact.
We were able to deliver real added value within a few months—which convinced even skeptical stakeholders.
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The solution
Together with SYBIT, Clariant opted for a consistently business-driven project approach. A formula for success: instead of starting with a complete product catalog, an MVP was implemented with a focus on repeat orders—an area with high volume and clear added value.
What makes the project special:
- Business goals before technology: The strategy and customer journey were defined before the tools were selected.
- Agility with substance: Thanks to the rapid availability of the shop in operational business, customer feedback could be incorporated quickly and directly into further development.
- Stakeholders convinced, not persuaded: Critical voices became active supporters thanks to early successes.
- UX integrated from the outset: User centricity was not an add-on, but part of the methodology.
The use of technology
The technical implementation was based on SAP Commerce Cloud, which was established as the central PIM within the scope of the project and integrated seamlessly into the existing SAP ERP system. The most important technological highlights:
- Integration of customer portal and shop: documents and sample processes have been harmonized
- Role-based access concept for different user groups (e.g., formulators, purchasers)
- Self-services for documents, prices, delivery times
- AI-supported processes: PDF upload is a first step toward AI-supported ordering processes
The new shop is not only a benefit for our customers—we also use it internally as a source of information. This saves time and reduces complexity.
The result
The project was honored with the SAP Quality Award Switzerland 2025 (Grand Winner) in the category “Rapid Time to Value | Commerce.” The reasons for this are clear:
- Go-live after only 4 months with first orders
- 100% automation rate for standard orders
- Rollout in EMEA and North America, with other regions to follow
- High acceptance among customers and internal teams
- Sustainable basis for AI-supported services created
The collaboration with SYBIT was consistently solution-oriented, pragmatic, and focused on added value. This quickly built trust and led to the project's success.
What do you think of Clariant's experience with SAP & SYBIT?
Learn how Clariant, together with SAP and Sybit, transformed its global B2B commerce platform and redefined the digital customer experience in the chemical industry.
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Mail: sales@sybit.de
Tel.: +49 7732 9508-2000