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by RepSpark Team on September 2, 2025
There’s a question that you are likely not asking yourself as you’re looking for a wholesale ecommerce platform.
But, it is definitely one you should be thinking about, because it’s going to put your entire team, and all possible stakeholders, on the same page through your software vetting process.
What’s the question?
Who should be involved in the decision making process?
There’s likely going to be one person taking the lead in the process, but you need more than that one person to ensure your transition to this software goes smoothly.
Too often, brands underestimate the number of voices that need to be heard.
Choosing the right platform isn’t just about software features; it’s about how well the solution integrates with your ERP, aligns with sales workflows, supports customer service, and communicates your brand story.
Without the right people in the room, it’s easy to miss critical needs and end up with a platform that doesn’t deliver.
Here’s a breakdown of the teams and stakeholders who should be part of the conversation and the pain points they bring that a solution like RepSpark can solve. (FYI we’re excluding c-suite / leadership as they’re their own conversation and a whole blog on their own)
The Teams That Need a Seat at the Table
1. Customer Service
Why they should be involved: Customer service is on the front line. They know where inefficiencies slow down buyers and where order accuracy breaks down. Their input ensures the platform reduces manual tasks and improves buyer self-service.
The pain point software can soothe: Constant order errors that need fixing, inventory updates that require manual input, and fielding repetitive buyer questions.
2. Sales & Sales Operations
Why they should be involved: Your sales manager knows how reps work day to day and whether current tools help or hold them back. A sales ops or operations lead understands the bigger picture and how orders move through your system, where bottlenecks exist, and what’s needed to be more efficient and profitable.
The pain point software can soothe: Reps wasting time on admin work instead of selling. Sales ops struggling with disconnected workflows and margins slipping through process gaps.
3. Marketing
Why they should be involved: With RepSpark, marketing can ensure the brand story is delivered consistently, whether that’s through digital catalogs, line sheets, assortments, and even branded landing pages. This continuity protects the brand identity across every channel, from ecommerce to in-store.
The pain point software can soothe: Inconsistent brand storytelling across wholesale, DTC, and retail. Avoid leaving your sales reps to improvise your brand’s narrative instead of reinforcing your existing one.
4. Finance
Why they should be involved: The finance side of your company needs to see the financial upside of a software plan. Reduced customer service labor, streamlined customized orders, fewer errors, and faster sales cycles add up to measurable ROI, but they need to be part of the process to see it.
The pain point software can soothe: Identifying and addressing high costs from order errors, inefficiencies, and potential revenue lost from a lack of self-service.
Bringing It All Together
As we’ve shown, choosing the right wholesale ecommerce platform isn’t a one-department decision. It requires a cross-functional team that can evaluate needs from multiple angles: operations, sales, marketing, customer service, and finance.
When everyone has a seat at the table, your brand can make a confident, future-proof choice that has had input from everyone that will be affected by it for the next several years.
At RepSpark, we help brands of every size navigate this process by aligning technology with the needs of every department.
With flexible integrations, branded storytelling tools, and a proven track record of driving ROI, RepSpark makes sure your B2B ecommerce platform is a true growth engine for your brand.
If you’re interested in an internal checklist of stakeholders, and their pain points before your first platform demo, reach out to our team, and we can send you a template you can follow.
