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One Platform for Twelve Countries: How Vaillant Is Rebuilding B2B Commerce on Emporix

Vaillant Group is replacing a dozen country-specific B2B shops with one shared platform, built by its own team in Katowice together with Emporix engineers. The first country is already live.

  • 12 countries plus Vaillant International on one platform
  • Chosen after an RFP with hands-on coding challenges
  • Built in-house with Emporix as co-development partner
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Emporix B2B commerce platform
Challenge

Twelve Shops That Couldn't Learn From Each Other

Vaillant has been part of European homes for 150 years, and the business is changing faster than ever. Europe's move from gas boilers to heat pumps is reshaping where revenue comes from, and AI is changing how customers will buy. Decades of acquisitions had left a landscape of systems that nobody fully owned any more.

The B2B shop landscape showed it most clearly:

  • A separate installation per country, each heavily customised on the same engine.
  • No feature reuse: a capability built for one market could not simply be switched on in another.
  • Countries competing for one team: "If my team was doing something for Spain, Turkey would not have me."
  • Product data split by country, slowing every change and every rollout.
  • A very wide customer base, from installers who still order by phone or fax to a generation that does everything on mobile.

Vaillant needed one platform for the whole group that its own engineers could build on and that would let every country benefit from every new feature.

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About Vaillant Group

Vaillant Group is a family-owned, international heating and climate technology company with a 150 year history. Its products are sold and installed by trade partners and installers across Europe and beyond, served by national sales companies in each market.
HISTORY

150 years

INDUSTRY

Heating & climate

BUSINESS MODEL

B2B (installers & partners)

IMPLEMENTATION

In-house team with Emporix co-development

Bender Success Story Screenshots 1
Solution

The Only Vendor That Answered in Code

Vaillant started from a long list of every major commerce platform, narrowed it down, and sent the finalists an RFP with concrete technical challenges. The evaluation was run by the engineers who would later build on the platform.

"Most of them were doing marketing pitches, which we didn't want," says Wojciech Gruszczyk, E-Commerce Program Manager at Vaillant Group. "Emporix was the only company that took it seriously and delivered what we needed. Every task or challenge we provided was answered, solved, provided as code and implemented quickly."

Three things decided it:

  • Speed of delivery. "If you can do something in 7,000 lines of code in three weeks, or overnight in 40 lines, that's a huge difference."
  • Buildable by Vaillant's own team. Not only Emporix experts, but a developer hired from the market after a short training can build on the platform.
  • Flexibility where it matters. The platform covers the common foundation, and Emporix Value Streams handle the processes that are specific to Vaillant's business.

Choosing a scale-up over the established vendors was a bold call for a company of Vaillant's size. "We managed to convince the board to take this bold move and make this bold bet with Emporix," Gruszczyk says.

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Bender-Success-Story_MRT2
Journey

Foundation First, Then Ambition

Vaillant deliberately chose to build a solid foundation rather than put a modern front end on top of old systems. "Having a lot of spaghetti underneath, just covered with some icing, is not a sustainable strategy," Gruszczyk says. "We need to think in decades, not in months or years."

The platform is built by Vaillant's own team in Katowice, working directly with Emporix engineers. Instead of fortnightly status meetings and ticket queues, the teams share Slack channels. "I can message one of the Emporix developers and he answers me, which is exceptional. I wouldn't get that with any of the corporate players."

The project also brought product information for all countries into a single PIM, which makes each new country rollout faster. The first country went live in autumn 2026, and the rollout to all twelve countries plus Vaillant International is planned by the end of 2027.

Results

Build a Feature Once, Use It in Every Country

When a feature is built for one country, every country can now switch it on. "If Austria had a feature and Germany didn't, now all of them can start using the same features right away," Gruszczyk says. Priorities are set for the whole group, based on where the business impact is biggest, instead of countries competing for the same team.

Next, Vaillant wants to grow the share of revenue that comes through the digital channel: better self-service, cross-selling, AI-assisted search, guided buying and faster processes all the way to delivery. "Status quo first, then the obvious improvements, and then we start to fight for higher margins."

Bender Success Story Screenshots 2

Emporix as a platform, and as a vendor, is never an obstacle. We already see that this bold move pays back right now.

Wojciech Gruszczyk E-Commerce Program Manager at Vaillant Group

One Platform for Every Market You Serve

Vaillant chose Emporix because it answered real challenges with working code, not slides. Do the same: describe your business in a prompt and see your own B2B commerce demo built in minutes.

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