How I Launched My Ecommerce Business in Kenya – And Showed Up on Shelves & Screens

In a country where side hustles are the norm and data bundles are gold, launching an e-commerce business in Kenya is no longer a futuristic idea—it’s a smart survival move. But if you’ve ever tried juggling DMs, payment confirmations, and late-night packaging marathons, you know it's not as glamorous as social media makes it seem.

As a digital marketer, I understood the theory: build an audience, create a funnel, convert leads . But theory hits differently when you’re actually selling physical products. When I launched my e-commerce store last year, I was armed with two things: a great product (locally sourced skincare) and a lot of lessons from managing clients' digital campaigns.

But even with experience in ads, SEO, and social media, I still hit snags. Let me walk you through how I launched, the mistakes I made, the solutions I found, and how Upsell helped me move from chaos to clarity.

Why I Finally Took the Leap

After managing marketing campaigns for over 20 small businesses, I knew one thing for sure: digital is the future . Yet, I hadn't built anything of my own. One weekend, while helping a client set up her online baby clothes shop, I realized, "Why not me too?"

So I got to work.

I had already built a community on Instagram around skincare tips. I started small—five SKUs, a logo, and my smartphone camera. I thought the hard part was over. Turns out, launching is more than posting a product and waiting for orders.

The Chaos of Starting Without Structure

At first, I ran everything through Instagram and WhatsApp:

• Clients would DM for prices
• I’d manually send M-Pesa till numbers
• Screenshot payment confirmations
• Write down orders in a notebook
• Coordinate deliveries through the boda guys I found on Facebook

It was exhausting and unsustainable for sure.

I knew I needed a platform that could do the heavy lifting—organize orders, automate payments, and give my customers a seamless experience.

That’s when I discovered Upsell.

Why I Choose Upsell as My E-commerce Backbone

In my search for a solution, I discovered Upsell, an ecommerce platform built for sellers like me—side hustlers, solo entrepreneurs, and small businesses looking for professional systems without the tech stress.

Here’s what I love about Upsell:

• No Tech Skills Needed – I launch my store in under 30 minutes without writing a single line of code.
• MPesa-Integrated Checkout—My customers pay easily and securely using a method they trust.
• Mobile-Optimized Design— Since most of my customers shop on their phones, Upsell ensures my store looks professional and is easy to navigate on any screen.
• Inventory & Order Tracking—I manage all my online orders, customer data, and stock levels from one clean dashboard.
• Delivery Integration—I don’t have to chase down riders—Upsell connects me with reliable logistics partners.

Upsell helps me build a sleek, professional online store that works like a charm—even while I sleep.

Going Beyond Online—Getting My Products on Physical Shelves

But here’s what makes my launch unique. I don’t stop at just digital.

Through Upsell’s ecosystem and retail support services, I also place my products on physical shelves in top malls across Thika, Nairobi, and Mombasa. This hybrid model helps me serve both:

• Urban shoppers who love browsing malls
• Online buyers who prefer quick, mobile-first shopping

Now, when someone sees my product on Instagram, they can either order online or walk into a store in Garden City, Thika Road Mall, or Nyali Centre to pick it up. It gives my brand visibility, legitimacy, and a serious advantage over pure-play digital sellers.

The Launch: What Worked and What Didn’t

I planned a launch week using a simple funnel strategy:

1. Hype Build-Up—I shared behind-the-scenes videos, packaging prep, and sneak peeks on Instagram and TikTok.
2. Exclusive Launch Offer—I gave the first 20 buyers a free facial oil.
3. Influencer Collab—Partnered with a skincare content creator to post an unboxing.
4. Paid Ads—Ran small-budget campaigns targeting Nairobi and Mombasa.

What works:

• Over 70 sales in my first week
• Tons of UGC (user-generated content) from happy customers
• A retail chain in Nairobi reaches out to stock my product

What goes wrong:

• A courier delay frustrates some Nairobi clients
• I underestimate packaging time and burn out
• I realize I need help managing inventory across online and physical channels

Still, I adapt fast. With Upsell’s built-in features and multi-location support, I balance ecommerce orders with physical shelf stock levels—without a spreadsheet meltdown.

Lesson: Automate where you can, and outsource what drains you.

4 Lessons I’m Learning On the Go

1. Systems Beat Hustle  
The switch from WhatsApp orders to an Upsell-powered store brings calm. My customers now self-serve, pay, and receive real-time updates.

2. Being Seen in Stores Builds Trust  
Many Kenyan shoppers still want to “see it physically.” By having my products in malls, I give them that option, without sacrificing online efficiency.

3. Automation Saves Mental Energy  
From order confirmation to delivery dispatch, automation frees me to focus on marketing and product development, not admin work.

4. Data = Power  
My Upsell dashboard shows who’s buying, when they buy, and what sells best. I use this to tweak my ads and restock fast-moving items.

Kenya’s E-commerce Shift Is Happening—And I’m Riding the Wave

Kenyans are becoming smarter digital shoppers . They want seamless mobile experiences, safe payments, and flexible options. Whether it’s a Gen Z buyer scrolling TikTok in Westlands or a busy mum shopping from her phone in Mombasa, convenience wins.

With Upsell, I bridge that digital-physical gap. I sell online, show up in malls, and run a business that looks and feels world-class, with a uniquely Kenyan twist.

Ready to Launch Yours?

If you’re stuck chasing orders in DMs, manually sending till numbers, and constantly explaining your prices, listen to me clearly:

You’re ready for more.

✅ Build a professional store  
✅ Accept M-Pesa payments instantly  
✅ Get support to place your products in top malls  
✅ Grow your brand without tech stress

👉 Visit www.upsell.co.ke /login  
👉 Set up your store in minutes  
👉 Take your hustle from Instagram hustle to a nationwide brand

Final Thought

Building my e-commerce business feels less like launching a store and more like launching myself. I’m finally owning my skills, my story, and my seat at Kenya’s digital business table.

If you’re serious about selling, don’t wait for “one day.” Start today—digitally and physically.

Let’s build brands that are seen in feeds, shelves, and hearts.