B2B Online

May 08 - 10, 2017

Chicago Renaissance Downtown

Contact Us: 888-482-6012

Retention & The Customer Journey

Wednesday, May 10, 2017

Expand All Sessions [+] Collapse All Sessions [-]

7:50 AM Continental Breakfast & Registration

8:25 AM Welcome Remarks

8:30 AM Chairperson’s Opening Address

Abnesh Raina, CEO and Founder, PlumSlice

 Abnesh Raina
Abnesh Raina
CEO and Founder
PlumSlice
Abnesh Raina has led the development of innovative, multi-channel technology solutions throughout his 20-year career. Prior to founding PlumSlice Labs, Abnesh held CIO/VP level positions with Restoration Hardware, B/E Aerospace, and AMS (acquired by Baker & Taylor). He began his career as a software developer working for Williams Sonoma and Manhatt ...[Read More]

8:45 AM Keynote: Creating Cohesion After M&A: The Dell Story

Robert Elzner, eCommerce Marketing Director, Dell, Inc.

One of the biggest mergers in the industry occurred when Dell purchased EMC last year.  It was a long and complicated buying process, but Dell acquired EMC in September of 2016.  However, just because the ink is dry, doesn’t mean the job is done.  Hear Robert Elzner at Dell discuss what it means to merge two massive B2B companies with separate systems, platforms, and overall digital strategies and cultures.

Understanding how to work with and partner legacy systems and onboard new ones
Creating one unified culture of digital transformation
Integrating functions to your best advantage, with the most advanced team and talent

 Robert Elzner
Robert Elzner
eCommerce Marketing Director
Dell, Inc.
Rob Elzner is an accomplished eCommerce and marketing operations senior professional with a strong blend of B2B & B2C eCommerce sales, extensive marketing & technology services experience and is used to leading large professional organizations and business development.  He has been part of Dell for the past 15 years holding positions as a highly ef ...[Read More]

9:10 AM Panel Revolution: Integrating Your ERP System with eCommerce to Build a High Performing and Agile e-Business Experience

Gary Niemand, Senior VP IT, Hisco

Shane Winegard, VP IT, Panduit

Alan Yang, VP, Applications & Architecture, MSC Industrial

Jody Yeganeh, Senior Director, eCommerce,, Lawson Products

One of the biggest struggles B2B companies face when trying to update their platforms is how to integrate them with already existing legacy systems.  An ERP system is the backbone of a company’s infrastructure, yet many are too old to fit seamlessly into the latest eCommerce platform.  They require customization, patience and a little bit of elbow grease.

•    Understanding the headaches of the slow-performing and inflexible ERP platform
•    Creating an integrated system that is built for global scaling
•    Evaluating the benefits of de-coupling your ERP system from your e-commerce platform
•    Integrating new technologies and tools to better serve your ERP system

 Gary Niemand
Gary Niemand
Senior VP IT
Hisco
Gary has over 25 years experience within the industrial distribution industry, always with a B2B focus.  He has divided his career between the IT function and other business areas such as Procurement and Sales Operations, giving him a broad range of experience.  Currently Gary is the Senior VP of IT as well as being on the executive leadership team ...[Read More]

 Shane Winegard
Shane Winegard
VP IT
Panduit
Shane Winegard serves as the Vice President for Information Technology and Chief Information Officer at Panduit. Winegard leads Panduit's global IT strategy in alignment with the company's strategic plan and go to market strategies. Prior to joining Panduit, Winegard spent 25 years in technology and management consulting roles at Accenture, Inforte ...[Read More]

 Alan Yang
Alan Yang
VP, Applications & Architecture
MSC Industrial
Alan Yang is Vice President of Applications and Architecture at MSC Industrial Supply Co. leading the company's eCommerce, Supply Chain and Architecture teams. During his tenure, MSC has ascended to the rank of #30 on Internet Retailer's Top 500 list and was awarded their prestigious "B2B E-Commerce Player of the Year" award in 2016. Alan began his ...[Read More]

 Jody Yeganeh
Jody Yeganeh
Senior Director, eCommerce,
Lawson Products
Jody Yeganeh is Senior Director of Digital Marketing & ECommerce for Lawson Products, Inc., a distributor of MRO products based in Chicago, Ill.  Jody is responsible for the development and support of all Lawson Products websites, all business transacted over the Internet, Mobile Web and Catalog apps for customers and the organization’s sales ...[Read More]

9:50 AM Keynote: Enhancing the Relationship Between Manufacturers and Distributors to Keep the Message and the Product Flowing

Natalie Dzepina, Marketing Manager, Keurig Canada

The relationship between a supplier and their distributor is a very important one.  Suppliers depend on distributors to pass their brand and message along, to provide the same level of product content and detail as they would, and to represent them in every way when facing the customer.  But many distributors feel they don’t have the proper tools to educate their customers on their suppliers.

•    Managing the relationship between manufacturers and distributors – understanding what’s getting lost in translation
•    Building fresh content for your distributors – what manufacturers need to know to get their message to the end consumers
•    Differentiating your content from your distributors while staying on message – how to complement each other

 Natalie Dzepina
Natalie Dzepina
Marketing Manager
Keurig Canada
Natalie’s marketing career has seen her move from agency-side for firms like Cossette, to client-side for some of Canada’s largest companies, including Standard Life, Sun Life and Transcontinental. In her current position at Keurig, she oversees marketing to a large network of Authorized Distributors, so she’s just the person to ask how to convince ...[Read More]

10:20 AM Morning Refreshment & Networking Break

10:50 AM Panel: Don’t Be a Commodity, It’s Not Worth the Price

Jody Yeganeh, Senior Director, eCommerce,, Lawson Products

Dawn Zassick, Sr. Director Marketing, Tucker Rocky

Johan Bostrom, Co-Founder & Evangelist, inRiver

Brock Hirschman, Director, ePro Operations, W. W. Grainger, Inc.

For many B2B companies, they sit in a saturated market, made even more saturated by the introduction of marketplaces.  So how does everyone compete?  When you are losing market share, many resort to cutting prices.  But this is only a temporary solution.  In order to really compete in today’s digital world, you must deliver a differentiated experience.

Competing in a saturated market without resorting to price hacking
Building a relationship through your marketplaces so you are not reliant on your pricing
Creating an experience that goes beyond the shopping cart


 Jody Yeganeh
Jody Yeganeh
Senior Director, eCommerce,
Lawson Products
Jody Yeganeh is Senior Director of Digital Marketing & ECommerce for Lawson Products, Inc., a distributor of MRO products based in Chicago, Ill.  Jody is responsible for the development and support of all Lawson Products websites, all business transacted over the Internet, Mobile Web and Catalog apps for customers and the organization’s sales ...[Read More]

 Dawn Zassick
Dawn Zassick
Sr. Director Marketing
Tucker Rocky
Dawn Zassick joined Tucker Rocky | Biker’s Choice as Sr. Director of Marketing in November 2014 after working with the company for two years as a consultant leading the transformation of their marketing operations. In 2016, she received the Ventana Research Leadership Award for Overall Operational Innovation. Zassick has spent her 25+ year career l ...[Read More]

 Johan Bostrom
Johan Bostrom
Co-Founder & Evangelist
inRiver
Boström has worked in the information technology business for roughly two decades and is one of the founders of inRiver. Prior to inRiver, he held leading positions at DDMM, Sema Group and UDK. Boström has worked with e-commerce and content management for web and portals since the mid-1990s in Sweden, the United States and other countries. He studi ...[Read More]

 Brock Hirschman
Brock Hirschman
Director, ePro Operations
W. W. Grainger, Inc.
Brock is currently the Director of ePRO Operations at W.W. Grainger, North America's leading broad line supplier of maintenance, repair and operating products.  He is responsible for leading a team that drives implementation, penetration and adoption of Grainger’s B2B eCommerce and eProcurement solutions across the large market customer base.  He a ...[Read More]

11:20 AM Keynote: How Leading B2B Firms Are Leveraging Data and Analytics to Accelerate Their Digital Performance

Mihir Kittur, Co-founder and Chief Commercial Officer, Ugam

A growing number of B2B companies are embracing digital like never before. Getting superior and sustainable results will be key. Effectively leveraging data and analytics can help B2B companies unlock superior performance.

Key takeaways from this session will include:
•    How analytics is driving significant impact across pricing, content, and product range decisions
•    Lessons learned from leading B2B and B2C companies in successfully deploying analytics

 Mihir Kittur
Mihir Kittur
Co-founder and Chief Commercial Officer
Ugam
Mihir Kittur is Co-founder and Chief Commercial Officer at Ugam, a global leader in managed analytics. He is responsible for developing new engines of growth and fostering a culture of innovation within the company, and is actively involved in strategy formulation and business development.
 
Prior to Ugam, Kittur served as a managemen
...[Read More]

11:40 PM Keynote: Gone in 3 Seconds: The Art and Science of a High Performing B2B website

Alan Yang, VP, Applications & Architecture, MSC Industrial

If your website is wasting your customer’s precious time, nothing else matters. Poor performance will instantly drive your customers to the competition. Sub-second response and 100% uptime is the new customer reality but do you know how your website is really performing? Learn from a Top 30 Internet Retailer what you need to know to ensure your website is fast enough to keep your customers engaged.

•    You can’t fix what you can’t see. Learn how to identify problem areas that will impact your customer experience
•    Milliseconds count; Key considerations to optimize the performance of your website
•    Blockbuster online growth? What you need to do to stay ahead of the performance curve

 Alan Yang
Alan Yang
VP, Applications & Architecture
MSC Industrial
Alan Yang is Vice President of Applications and Architecture at MSC Industrial Supply Co. leading the company's eCommerce, Supply Chain and Architecture teams. During his tenure, MSC has ascended to the rank of #30 on Internet Retailer's Top 500 list and was awarded their prestigious "B2B E-Commerce Player of the Year" award in 2016. Alan began his ...[Read More]

12:05 PM Keynote: Harnessing the Power of the B2B Customer Journey

Mark Bartlett, CEO, FPX

Today’s B2B buyers and sellers expect a B2C-style experience from their B2B engagements. But for enterprise organizations, meeting these expectations means filling in the gaps left by their existing, segmented business systems. In this enlightening session, Mark Bartlett — an expert practitioner of ecommerce and digital transformation and Chief Experience Officer for FPX — offers a proven strategy to addresses this critical problem for today’s B2B manufacturers and distributors. By taking a “customer-in” approach, businesses can nurture engagement, increase margin, reduce costs, and unlock greater value from their end users as they meet and exceed these rising expectations. At FPX, we believe CPQ sits at the center of an Experience Management Platform for B2B businesses looking to deliver on the promise of an exquisite customer experience.

Mark Bartlett is a practitioner of ecommerce and digital transformation with more than 20 years of experience. Throughout his career, Mr. Bartlett has leveraged his deep understanding of the customer experience to develop a conceptual framework for what has come to be known as “experience-driven commerce,” an approach that unifies content, commerce ...[Read More]

12:30 PM Keynote: 3 Deadly E-Commerce Mistakes Most Distributors Make...And How To Fix Them

Justin King, Senior Partner; Founder, B2X Partners; eCommerceandB2B.com

When it comes to eCommerce most B2B companies say "I don't know what I don't know" when it comes to Digital and E-Commerce.  In this practical session, hear the top 3 mistakes most distributors make when approach eCommerce, and practical ways of fixing them.  
 Justin King
Justin King
Senior Partner; Founder
B2X Partners; eCommerceandB2B.com
With almost 20 years working in e-commerce, Justin King has been on the forefront of the growth and trends in B2B e-commerce. Justin is a Senior Partner at B2X Partners and the founder of eCommerceandB2B.com and works with customers to help them understand and build e-commerce strategies that are visionary, tactical and have a meaningful busin ...[Read More]

12:50 PM Lunch

1:50 PM Case Study: How Thule is Digitizing the Customer Experience

Annie Scopel, Director, North American Customer Service, Thule, Inc.

Annie will speak about how Thule improved their customer experience by listening to the customer in order to develop a solid B2B strategy. You’ll learn about the following Thule takeaways:

•         Addressing the challenges of meeting customer needs in a digital world
•         Devising a strategy for an overall better B2B experience 
•         Lessons learned along the way and how those lessons can be used going forward
•         Understanding the results and where to go from there
 Annie Scopel
Annie Scopel
Director, North American Customer Service
Thule, Inc.

Annie Scopel oversees all Customer Service activities forthe Thule Group in North America. She is a results-oriented manager with adiverse background in personnel and project management, customer service anddigital innovation and progress. She increased Thule Inc. customer satisfactionratings from 60% to 90% within 1 year as Cu ...[Read More]

2:15 PM Case Study Revolution: It’s Not Just a “Marketing Project”: Get the Entire Organization On-Board with Digital

Tracy Schiedel, Marketing Director, Curbell Plastics

Dana Moeller, Marketing Manager, Curbell Plastics

Learn how a 75-yr old industrial distributor built readiness and excitement during an eCommerce website implementation. With laser-focus on employee engagement, the marketing team was able to rollout a robust, responsive website on-time and within budget.

Hear about proven techniques for helping internal audiences to embrace the digital vision.
See how a small marketing team created internal awareness and “buzz” to gain momentum in a decentralized business.
Learn how Curbell created a seamless customer experience via multiple sales channels including web, telephone, and in-person sales visits.

 Tracy Schiedel
Tracy Schiedel
Marketing Director
Curbell Plastics
Tracy Schiedel is Director of Marketing for Curbell Plastics, Inc., a plastics distributor based in Orchard Park, NY. With over 25 years dedicated to the marketing discipline, much of Tracy’s work involves working with business teams to implement strategic programs, technology, and change management that drive engagement throughout the customer exp ...[Read More]

 Dana Moeller
Dana Moeller
Marketing Manager
Curbell Plastics
In her role as Marketing Manager at Curbell Plastics, Inc., Dana Moeller is responsible for development of a comprehensive digital strategy to support the company's overall goals. This includes management of Curbell Plastic’s eBusiness platform, inbound marketing programs and conversion optimization.

With an early background in appl
...[Read More]

2:45 PM End of Day Three





































Live Chat Software