How Vari’s Digital Transformation Prepped It for a Pandemic-Prompted Sales Surge


The change from DTC to B2B for office furniture retailer Vari was a tremendous shift that required pivoting the company’s strategy, people and technology. As part of this, it needed to evolve disconnected legacy systems that had created disjointed and siloed customer interactions.

What’s more, three weeks before the COVID-19 pandemic erupted, the company changed its brand name and launched a new website — and was immediately confronted with an influx of new customers searching for home office goods.

We explored how it navigated this immense disruption to great success in the “How Vari is Adapting to the Digital First World” webinar. Read on for an edited version of the transcript and the presentation slides.