Building Confidence Through Business Practices: An Examination from a Global Leader in Electronics Manufacturing
July 8, 2025, 11:45 am
In the realm of business-to-business (B2B) partnerships, trust has emerged as a crucial factor in driving success. A five-year partnership between TreviPay, led by CCO Martha Salinas, and a large European electronics firm, demonstrates this perfectly.
The partnership, centred around the topic 'TrustStrategy', has enabled the electronics firm to navigate complex operational changes, enhance customer service, and drive scalable growth in their strategic SMB customer segment.
Enabling Complex Operational Change with Confidence
The electronics firm had previously outsourced their order-to-cash (O2C) process, but found the service lacking. To address vital SMB cash flow needs, they sought a trustworthy partner to embed a flexible 30-day invoicing option across multiple European B2B channels. TreviPay's trusted relationship facilitated this challenging operational rebuild.
Regaining Visibility and Control
By partnering with TreviPay, the electronics company was able to reconstruct customer data and insights lost during outsourcing. This enhanced visibility allowed them to better understand and serve their SMB segment, which accounts for approximately 60-65% of their European revenue.
Supporting SMB-focused Growth Strategy
Trust was central in scaling the European division's SMB targeted 'dot com' channel across 15 websites in eight EMEA markets. TreviPay’s reliability enabled the electronics firm to prioritize this strategic revenue segment with confidence.
Long-term Collaboration
The case study spans over five years, showing sustained trust leading to ongoing partnership, demonstrating that trust fosters durable mutually beneficial relationships instead of short-term fixes.
The Impact of Trust in B2B Relationships
Trusted companies can achieve up to 400% higher returns, with 88% of customers more likely to repurchase. Trust is a crucial differentiator in increasingly commoditized B2B markets, as it accelerates decision-making, deepens collaboration, and creates long-term loyalty.
Forrester's 2024 Business Trust Survey confirms that B2B buyers are nearly twice as likely to recommend or pay more for services from companies they trust. Suppliers who reach 'Trusted Advisor' status see significantly higher returns, with share of wallet steadily growing over time.
Streamlining the Invoicing Experience
To better serve these SMBs, the company introduced a flexible 30-day invoicing option. This, coupled with TreviPay's partnership, has streamlined the invoicing experience, allowing account managers to focus on delivering real support to their clients. The SMB clients, seeking guidance and wanting to feel confident they're choosing the right solution, find this facilitation invaluable.
Financing-led sales have significantly increased average revenue per unit, reinforcing the link between trust, customer experience, and business growth. The electronics firm's decision to find a partner for the complex transition was centred on trust, a decision that has proven to be a cornerstone of their success.
- The electronics firm, seeking a trustworthy partner, implemented TreviPay's finance solutions to embed a flexible 30-day invoicing option across multiple European B2B channels, thereby addressing the vital SMB cash flow needs and streamlining the invoicing experience.
- The long-term collaboration between TreviPay and the electronics firm, centered around the topic 'TrustStrategy', has been instrumental in fostering a mutually beneficial relationship, enabling the firm to reinforce the link between trust, customer experience, and business growth.
