Call For Paper - Upcoming Conferences

Research Article | Open Access
Volume 13 | Issue 1 | Year 2026 | Article Id. IJEMS-V13I1P102 | DOI : https://doi.org/10.14445/IJEMS-V13I1P102

Digital Transformation of B2B Sales in the Souvenir Industry: Ivan Valinchuk's Original Model

Ivan Valinchuk

Received Revised Accepted Published
14 Nov 2025 18 Dec 2025 09 Jan 2026 29 Jan 2026

Citation :

Ivan Valinchuk, "Digital Transformation of B2B Sales in the Souvenir Industry: Ivan Valinchuk's Original Model," International Journal of Economics and Management Studies, vol. 13, no. 1, pp. 16-36, 2026. Crossref, https://doi.org/10.14445/IJEMS-V13I1P102

Abstract

This article is devoted to the justification and analysis of the author's model of digitalization of B2B sales in the souvenir industry, developed by Ivan Valinchuk. The study focuses on solving the problem of the "digital divide" by creating a holistic ecosystem that combines an online portal, automated generation of visual content, and integrated pricing systems. The methodology includes the implementation of the Configure, Price, Quote (CPQ) functionality and the use of Orbitvu systems to create $360^{\circ}$/3D content, which allows radically optimizing business processes. The results of the model implementation demonstrate a significant increase in efficiency: the time for forming commercial offers has been reduced from hours to 5 seconds, ensuring almost 100% optimization of administrative costs. It has been established that 90% of new customers are attracted through automated inbound channels, and an annual turnover of UAH 25–35 million is achieved with a minimum staff of 5–6 people. The article also describes the strategy of international scaling on the example of Ukray LLC (USA), where the combination of long-term distribution and highly liquid car sharing ensures the financial stability of the business. Special attention is paid to the "white-label" system, which allows adapting the technological core to any regional features and categories of modular products. This work advances the modern level of development of the industry, offering a proven methodology for transforming traditional labor-intensive sales into a highly automated, scalable digital system.

Keywords

E-commerce, Business process optimization, Content automation, Exponential scaling, CPQ system, CRM marketing.

References

[1] BusinessDasher, Power of 360° Product Photos, 7 Statistics & Data, 2024. [Online]. Available: https://businessdasher.com/360 photography-statistics
[2] Center for Economic Strategy, Access to Financing for Small and Medium-Sized Businesses in Ukraine, 2024. [Online]. Available: https://ces.org.ua/wp-content/uploads/2024/07/access-to-financing-for-small-and-medium-enterprises-in-ukraine.pdf
[3] European E-Commerce, European e-Commerce to Reach Over €300 Billion in 2012, 2012. [Online]. Available: https://ecommerce europe.eu/press-item/european-e-commerce-to-reach-over-e-300-billion-in-2012/
[4] Malla Mattila, Mika Yrjölä, and Pia Hautamäki, “Digital Transformation of Business-to-Business Sales: What Needs to Be Unlearned?,” Journal of Personal Selling & Sales Management, vol. 41, no. 2, pp. 113-129, 2021.
[CrossRef] [Google Scholar] [Publisher Link]
[5] McKinsey & Company, The Basics of Business-to-Business Sales Success, 2010. [Online]. Available: https://www.mckinsey.com/capabilities/growth-marketing-and-sales/our-insights/the-basics-of-business-to-business-sales-success
[6] NDIC, The Importance of High-Quality Product Images in eCommerce, NDIC Blog, 2024. [Online]. Available: https://www.ndic.com/blog/the-importance-of-high-quality-product-images-in-ecommerce/
[7] Orbitvu, Automated Product Photography. [Online]. Available: https://orbitvu.com/
[8] Orbitvu, Contact (Brand Service – Ukraine). [Online]. Available: https://orbitvu.com/contact/get-quote
[9] Orbitvu, The Benefits of Automating Your E-Commerce Photography. [Online]. Available: https://orbitvu.com/blog/benefits automating-your-e-commerce-photography [10] Mick Essex, E-Commerce Startup Costs: How Much do You Really Need to Get Started?. [Online]. Available: https://blog.powr.io/e commerce-startup-costs-how-much-do-you-really-need-to-get-started
[11] Promodo, Research of the Ukrainian eCommerce Market, 2025. [Online]. Available: https://www.promodo.com/blog/research-of the-ukrainian-ecommerce-market
[12] Val Razo, The Importance of Product Imagery on an eCommerce Website, Uxmatters, 2025. [Online]. Available: https://www.uxmatters.com/mt/archives/2025/04/the-importance-of-product-imagery-on-an-ecommerce-web site.php#:~:text=These%20visuals%20create%20an%20immersive,and%20accurately%20portrays%20the%20products
[13] Nick Damoulakis, 10 Must-Have B2B Customer Portal Features, 2024. [Online]. Available: https://www.uxmatters.com/mt/archives/2025/04/the-importance-of-product-imagery-on-an-ecommerce-web site.php#:~:text=These%20visuals%20create%20an%20immersive,and%20accurately%20portrays%20the%20products
[14] Simplus, How much Time do you Waste on Sales Quote Approvals Each Week?, 2017. [Online]. Available: https://www.simplus.com/how-much-time-do-you-waste-on-sales-quote-approvals-each-week/
[15] SPOTIO, 130 Eye-Opening Sales Statistics to Consider in 2025 – By Category, 2025. [Online]. Available: https://spotio.com/blog/sales-statistics/#:~:text=*%20Multiple%20Decision,(Worldwide%20Business%20Research
[16] Squareshot, How Much does it Cost to have an In-House Photo Studio?, 2025. [Online]. Available: https://squareshot.co/how-much does-it-cost-to-have-an-in-house-photo-studio
[17] Transcend Digital, What is a Good Marketing Budget for a Startup?, 2025. [Online]. Available: https://transcenddigital.com/blog/what-is-a-good-marketing-budget-for startup/#:~:text=Early,with%20having%20%202%20compensatio