A Balancing Act: How to Manage Multiple Sales Channels with Mark Cohen

Mark from Katana shares tips on scaling inventory-based businesses, from multichannel strategies to tech stacks, B2B to B2C shifts, and the importance of expert hiring.

In this episode, Mark, Head of Tech Partnerships at Katana, explores the challenges of scaling inventory-based businesses. Drawing from two decades of experience, Mark discusses multichannel selling strategies, the importance of forecasting, building a connected tech stack, and transitioning between B2B and B2C models. He emphasizes the value of hiring experts to optimize processes and avoid costly mistakes.

Sarah Hamid

Head of Brand Marketing

Mark Cohen

Head of Technology Partnerships

Key takeaways

Prioritize inventory synchronization — Expanding to channels like Amazon or wholesale strains inventory management. Accurate syncing tailored to each channel is key.
Focus on sequential growth — Scaling multiple channels at once invites chaos. Master one before moving on to avoid inefficiencies.
Forecast smartly — Mismanaging stock levels means missed sales and unhappy customers. Reliable forecasting tools reduce risks.
Build a connected tech stack — Disconnected tools like spreadsheets limit growth. Integrated systems ensure accuracy and scalability.
Tailor B2B expansion — B2B customers have unique needs, from pricing tiers to customization options. Tools like Sparklayer can simplify the transition.
Don’t skimp on expertise — Hiring experts or agencies for new markets or systems saves time and avoids costly mistakes.