B2B Online 2018

May 07-May 09, 2018

Chicago Marriott Downtown

Day One – Monday, May 7, 2018: Continuing The Transformation For B2B Digital Success

7:00 AM - 8:00 AM Continental Breakfast & Registration

8:00 AM - 8:10 AM Welcome Remarks, Quick Poll, And Icebreaker

Megan Kessler, Program Director, B2B Online

img

Megan Kessler

Program Director
B2B Online

8:10 AM - 8:25 AM Chairperson’s Opening Address

With Accenture Interactive

8:25 AM - 8:45 AM KEYNOTE! Bosch & The Brand Manufacturer In The Age of Digital Transformation

Roger Amrol, President & CEO, Robert Bosch Tool Corporation North America
It’s no secret that the digital world has infiltrated and changed the way we think, act, and conduct business. In order to survive, brand manufacturers must answer the demands of this digitally-transformed marketing age. As President & CEO of Robert Bosch Power Tools in North America, Roger Amrol shares how Bosch Power Tools manages and responds to Digital Transformation as a brand manufacture. Listen in as he:

  • Highlights the pervasive changes made to distribution strategy, communication and business model development
  • Notes the process for how these changes are implemented
  • Delves into what Bosch thinks about the future of B2B for brands

img

Roger Amrol

President & CEO
Robert Bosch Tool Corporation North America

8:45 AM - 9:05 AM Keynote Fireside Chat & Audience Q+A: Challenges And Opportunities Managing A Global B2B Commerce Platform

Ajit Sivadasan, VP/GM, Global eCommerce/Digital Marketing, Lenovo
Ajit is a data driven, results oriented Global Executive with a track record of driving significant and successful digital and business transformation using technology in multiple industries. Presently, he is responsible for driving lenovo's global online strategy (eCommerce Sales P/L, Marketing, Infrastructure, UX/UI, Product Management and Social Commerce strategy for B2B and B2C customers). Ajit discusses his journey, lessons learned from:

  • The last 12 years leading a team of 300+ people—where to find the best talent and skill sets he stresses
  • Organizing teams that that craft and drive lenovo's Global online sales from 5 countries to 28 countries and lenovo.com's footprint into 80+ countries.
  • Boosting B2B revenues through custom portals for Global customers

img

Ajit Sivadasan

VP/GM, Global eCommerce/Digital Marketing
Lenovo
According to The Forrester Wave: B2B eCommerce Suites for Midsize Organizations, Q3 2017, B2B eCommerce is now "critical to growing existing customers, acquiring new customers and protecting market share from Amazon." Manufacturers and Distributors are upgrading and replatforming their current commerce infrastructure for highly customized seamless purchase journeys. Join this panel as they discuss these new demands that are:

  • The latest B2B eCommerce platform strategies, moving from basic support capabilities to capture and retain channel-agnostic customers:
  • PIM systems
  • Innovative fulfillment options
  • Assisted sales alternatives
  • Unique corporate account ordering experiences and microservices
  • Driving enterprises to move towards fast, cost-effective, custom eCommerce applications that go beyond the shopping cart
  • Deciding as an organization what is needed for seamless purchasing
  • Capturing information from research to checkout to further market to customers

img

Michael Bailey

CTO
Diversified Foodservice Supply
img

Nicole Westenberger

VP, eCommerce and Marketing
Brady Corporation
img

Darryl Shaper

Vice President, Digital Marketing and GM, Vertical
Arrow Electronics
img

Richard Landa

Chief Product Officer
Four51
img

Eric Dean

CEO and Founder
Whereoware

9:35 AM - 10:20 AM Bee To Bee Morning Refreshment & Networking Break in the Solutions Zone

Homemade honey treats to get you buzzing! Join us to kickoff your experience and make new connections.

10:20 AM - 10:40 AM KEYNOTE! Next Gen B2B: Going Beyond Omni-Channel By Transforming The Entire Business

Darren Taylor, CMO, MORSCO - an Advent International Investment
Like a digital hamster, most companies are compelled to keep doing something online. Get behind the hype and trends and make a real difference. Orchestrate digital transformation focusing on the value chain, customers, salesforce, operations, and data… not just the ever-changing ecosystem of technology. Join Darren to discover how you can truly change the game and your career: think big, start small and start now.

  • Share a Vision: Collaborate, iterate, make it real, and relate it to key stakeholders
  • Explore real life case studies: influencing organizations to make decisions
  • Lead Outside in CX: proven methods to ensure relevancy through the customer’s entire process and explore the impacts of who owns it, relevant content, and how to maintain organizational support
  • Reach customers and sales reps are on the go. The convergence of CRM, mobile and commerce enable sales reps to drive the brand daily. Eliminate channel conflict and focus on driving market share.

img

Darren Taylor

CMO
MORSCO - an Advent International Investment

10:40 AM - 11:00 AM Redefining The B2B Omni-Channel

Brian Strojny, Co-Founder, Insite Software
According to Forrester, One million U.S. Salespeople could lose their jobs to self-service eCommerce by 2020. The reality is that companies who have transformed their commerce experiences into a completely self-serve model are not delivering the results that they expected. While the full-service model is no longer the way of the future, the value of salespeople and assisted selling are not going away, instead the roles are transforming.

In this presentation, Brian Strojny, Co-Founder of Insite Software, discusses:

  • Why self-serve only models don’t work
  • The complexities of B2B commerce and the importance of creating the omni-channel perspective
  • Establishing a successful omni-channel model to drive organizational efficiencies, and drive the interpersonal relationships between your organization and your customers.

img

Brian Strojny

Co-Founder
Insite Software

11:00 AM - 11:25 AM KEYNOTE PANEL DISCUSSION: Becoming The One-Stop Shop As The Next Phase In B2B Online

Brian Fricano, CEO, Sustainable Supply Siamak Baharloo , CEO, LabViva Marta Dalton, Head of B2B eCommerce, Coca-Cola Adrien Nussenbaum, CEO & Co-Founder, Mirakl
B2B buying is being transformed to be simpler, without channel conflict. One forward thinking idea that these executive panelists are experimenting with is for businesses to become a one-stop shop as a “Marketplace;” this further jumpstarts digital business transformation. By building out a site that has incredible SKUs, exceed customer experience expectations and win big by:

  • Working with senior management: being a champion of digital business transformation to become the go-to marketplace
  • Looking at how to structure your organization to incorporate direct-business capabilities
  • Thinking like a start-up: becoming nimble, agile to scale and learn
  • Building customer-driven design solutions, mirroring B2C-like shopping behavior
  • Getting digital, product, and eComm teams to listen and leverage one another for a streamlined catalog
  • Capturing an overall picture of your customer as the foundation for your strategy to give the user more control from research to purchase

img

Brian Fricano

CEO
Sustainable Supply
img

Siamak Baharloo

CEO
LabViva
img

Marta Dalton

Head of B2B eCommerce
Coca-Cola
img

Adrien Nussenbaum

CEO & Co-Founder
Mirakl

11:25 AM - 11:45 AM Transformational Growth From New Channels: How One Seller Reached Incremental Customers At Scale Through The Marketplace

Rob Green, Director & GM, Amazon Business
In the B2B E-Commerce world, there is still hesitation around adopting a marketplace as a new channel to drive sales growth. However, with more customers bringing their online consumer expectations with them to the workplace, the ease and transparency of the marketplace model is trusted and familiar to many professionals in procurement roles. To unpack these issues, we’ll hear from a seller who made the strategic decision to be an early mover in their space on Amazon Business, and learn about their successes and challenges.

  • Achieving internal buy-in—what key stakeholders need to know to achieve transformational growth
  • Appropriate resourcing to scale at large
  • Driving discoverability of product

img

Rob Green

Director & GM
Amazon Business

11:45 AM - 12:05 PM B2B 2.0 Keynote Topic! Moving Towards A One Customer, One Brand Mentality For Omni-Channel Success

Sushma Shirish, Director & Head of B2B E-Commerce, HP, Inc.
HP has been busy eliminating channel conflict between the salesforce and online channels. By empowering sales associates as the face of the company, and with top mobile tech, sales have soared. Learn from Sushma as she presents tactics to implement global B2B omni-solutions:

  • Reinforce your brand with the salesforce to ensure they effectively represent the brand and are equipped with brand knowledge via mobile tech
  • Emphasizing sales channels work in tandem
  • Analyzing a new corporate structure: giving commission to salesforce if product sold online to a core customer
  • Training salesforce to have a more effective method for collecting CRM data, and are conversely empowered with CRM data to sales

img

Sushma Shirish

Director & Head of B2B E-Commerce
HP, Inc.

12:05 PM - 1:00 PM Lunch For All Attendees

12:05 PM - 1:00 PM Private Lunch With RichRelevance

12:05 PM - 1:00 PM Private Lunch With Broadleaf Commerce

1:15 PM - 1:25 PM Chairperson’s Opening Address

1:25 PM - 1:45 PM B2B Functionality With A B2C Omni Experience

James Bonomo, COO, Regina Andrew Design
Passion for their customer has led Regina Andrew Design to invest in “state of the art” technologies designed provide a best of class customer experience. The company recently launched a comprehensive B2B website, offering complete customer immersion and optimization. Join James as he shares the aspects of B2C he brought to a B2B re-launch:

  • How the design of a new website came to be—tracking interactions to lead to transactions
  • Customer Service at the heart of everything—how conversations are leading to conversions
  • Continuous optimization—how to update on the fly and keep a website streamlined

img

James Bonomo

COO
Regina Andrew Design

1:15 PM - 1:25 PM Chairperson’s Opening Address

1:25 PM - 1:45 PM B2B 1.0 Topic! The Secret To Content Calendar Success For B2B Marketing

Joe' Lloyd, Vice President, Global Marketing, NanoLumens
So much of today’s B2B marketing strategies rely on a fully humming content engine, from blogs to whitepapers and the many other pieces of content in-between; there is no shortage of space to fill. But the question remains: who puts this content together and gets it over the finish line?

With expertise from the agency world as well as client side management, Joe’ Lloyd, VP of Global Marketing shares her secrets to valuable content, streamlined by fluid content calendars, company SMEs and a fool proof method for never missing go live date. Join this presentation to learn about:

  • The secret to creating a flexible, easy to use content calendar
  • How to engage sales as the perfect SME (subject matter expert)
  • And the key to success – publish first and ask for forgiveness later!

img

Joe' Lloyd

Vice President, Global Marketing
NanoLumens

1:15 PM - 1:25 PM Chairperson’s Opening Address

With WP Engine

1:25 PM - 1:45 PM B2B 2.0 Topic! How We Beat Amazon: A B2B eCommerce Success Story

Rich Cohen, President and Founder, Elevate Packaging, Inc
One thing many companies have in common is navigating Amazon B2B—how does Amazon B2B impact an online B2B distribution strategy? Elevate Packaging's President Rich Cohen has some answers and shares company’s Amazon B2B experience and results. Learn from real-world lessons from this highly-focused sustainable packaging supply company, and how they created a more successful omni-channel B2B solution which leapfrogged the Amazon B2B experience in every category. Rich shares how to:

  • Create value and stick to brand core promises
  • Become your own marketplace, and achieve higher sales and better margins
  • Getting over the fear of missing out on a marketplace strategy—ensuring your company remains top of mind

img

Rich Cohen

President and Founder
Elevate Packaging, Inc
Are you a smaller Manufacturer or Distributor and want the advice of an enterprise counterpart? Or do you want to meet with someone who is in your same spend category and want to chat about where the next investment opportunity is? Use this time connect with someone you may have met and chat in this laid-back setting!

Limited to 20 Manufacturer and Distributor executives. First come, first-serve.

img

Paul Schorr

CIO
Performance Health
img

Jim Lillig

Brand Manager, Digital Marketing
Bosch

1:45 PM - 2:05 PM The Keys To Digital Transformation For Manufacturing And Distribution

Jill Steinhour, Director High-Tech and B2B Strategy, Adobe
According to the Adobe Digital Trends Report, by 2020 customer experience will be the leading differentiator for businesses — surpassing even product price. In other words, businesses need to learn how to empower their teams to keep up with the rapid pace of change if they want to survive the next decade. Join Jill Steinhour as she maps out what the current "need to knows" of digital transformation empowerment are for B2B manufacturing and distribution.

img

Jill Steinhour

Director High-Tech and B2B Strategy
Adobe

1:45 PM - 2:05 PM B2B Personalization: Leveraging Content And Commerce Together To Deepen Customer Relationships

Dave Grimm, Digital Experience Director, Illumina Inc. Brian Beck, SVP, eCommerce & Omnichannel Strategy, Guidance
illumina, a global leader in medical equipment and biotechnology, is exceeding customer expectations by providing online the right product and content at the right time. Throughout this Fireside Chat session, attendees learn the benefits and ROI models for deepening customer connections from Digital and eCommerce approaches, and investments and resources required to bring concepts to reality. Discover how illumina is deepening customer connections through its Myillumina online portal as well as its Ecommerce web site, by:

  • Delivering relevant, helpful and timely features to customers by unlocking the company's data-rich internal environment
  • Providing a one-stop location for all illumina products, tools, and services
  • Creating new user behavior analytics and insights to identify and act on marketing and sales opportunities
  • Driving ROI and differentiation in the marketplace by better serving customers’ needs

img

Dave Grimm

Digital Experience Director
Illumina Inc.
img

Brian Beck

SVP, eCommerce & Omnichannel Strategy
Guidance

1:45 PM - 2:05 PM Picking Your Path In The Manufacturer And Distributor Crossroads

As customer demands shift and “ease of doing business” becomes a must, manufacturers and distributors must provide a robust online buying experience or risk falling behind their competitors. But many companies struggle to find a commerce solution that can handle the complexities of their industry while putting their customer at the core of their business. Some turn to custom development, others to several disparate systems, or marketplaces in their quest to get online. These paths can be costly to maintain and often create a disjointed customer experience.

Join Ray Grady as he discusses empowering Manufacturers and Distributors to eliminate friction and increase revenue through one seamless solution built around your customer and CRM system, improving their overall customer engagement by:

  • Building architecture to embrace change with enhanced customer support and purchasing tools
  • Streamlining ordering process and guided online ordering
  • Enabling emerging, disruptive business models by leveraging data

Are you a smaller Manufacturer or Distributor and want the advice of an enterprise counterpart? Or do you want to meet with someone who is in your same spend category and want to chat about where the next investment opportunity is? Use this time connect with someone you may have met and chat in this laid-back setting!

Limited to 20 Manufacturer and Distributor executives. First come, first-serve.

img

Paul Schorr

CIO
Performance Health
img

Jim Lillig

Brand Manager, Digital Marketing
Bosch
Your role as a marketer has changed: you need to use your left and right brain, balance art and science, and be a creative while also being a scientist. And let’s not forget, you need to sell your product, with top customer service. The executives on this panel explore how they have adjusted their mindsets internally to enable the marketer to be a data scientist.

  • Function over design: conducting testing to understand how to personalize
  • How personal is too personal? Straddling the “creepy yet accurate” line of curated selling based on CRM
  • Attribution marketing models: planning your best plan of attack and breaking down information to relay to teams
  • Measuring multiple touchpoints to ensure CRM is collated accurately across the organization
  • Experimenting with the blending of content and commerce—your content moving customers around the site to discover more product

img

Michael Hauck

VP, Marketing And Digital Services
Essendant, Inc.
img

Jennifer Alexander

Director of eChannel Management
Johnson & Johnson
img

lisa Neckameyer

Senior Manager, eCommerce Business
MSC Industrial Supply Co.
Content today needs to be informative, creative and entertaining. But how it’s best showcased to quickly be digested can be a quandary. Learn from the panelists as they inspire you to promoted content to market across various channels and partner outlets:

  • Deciding which channel is best to begin marketing content: start with one channel and filter through or release content all at once?
  • Assessing which channels are attracting targeted business segments
  • Adjusting content channels per segment of targeted business (ie, small business versus a large enterprise)
  • Organizing the bandwidth to quickly create valuable content and spread to digital channels
  • Measuring conversion in stages from research to a sales manager’s contact

img

Jeff Bazal

Sr. Director, National Accounts & Business Development
Ergodyne
img

Tony Beuche

Digital Marketing Specialist
Bradley Corporation
Customers today like to be self-serving, from discovery to purchase. Having a great product information for navigation is key, but ensuring is personalized is a top priority. Executives on this panel explore product information management to ensure you are:

  • Moving customers through the funnel and into the flow of site easily to engage and convert them
  • Targeting customers differently and providing different products depending on their preferences
  • Examining your success metrics (conversion rates, revenue per visitor, engagement levels
  • Optimizing your configurator experience to identify the optimal number of products to show customers
  • Testing and reiterating constantly to avoid missing any opportunities

img

Kyle Hilbrenner

Director eCommerce
Zoro US
img

Meyar Sheik

CEO & Co-Founder
Certona
img

Sophia Drivalas

VP, eCommerce
Interline Brands
img

William Uppington

Chief Product & Strategy Officer
BloomReach
Are you a smaller Manufacturer or Distributor and want the advice of an enterprise counterpart? Or do you want to meet with someone who is in your same spend category and want to chat about where the next investment opportunity is? Use this time connect with someone you may have met and chat in this laid-back setting!

Limited to 20 Manufacturer and Distributor executives. First come, first-serve.

img

Paul Schorr

CIO
Performance Health
img

Jim Lillig

Brand Manager, Digital Marketing
Bosch

2:35 PM - 3:15 PM Afternoon Refuel & Networking Break In The Solutions Zone

Grab some bites to refuel for the last half of Day 1 to keep your note-taking going!

Track A: Omni And Operational Excellence

3:15 PM - 3:45 PM B2B 2.0 Topic! Case Study Remix: Driving Customers To Purchase With Enhanced Design And UX

Howard Patty Jr., Sr Manager, Global Digital PMO,, Hilti Group
For B2B businesses to succeed in the future, they need to become empowered by digital opportunities. It is essential to move closer to current and potential customers and knowing what truly “moves the needle” with top UX. Howard presents best practices so that you, too, are:

  • Analyzing the different stages of the buying process:
  • Research: how are your customers are searching for and comparing product
  • Buying: what content is responsive-ready to inform the consumer, persuading them to buy
  • Checkout: creating a seamless, secure experience for your customers
  • Learning what cues to use to tie back to the purchase decision
  • Testing and iterating your UI/UX experience based on digital behavior
img

Howard Patty Jr.

Sr Manager, Global Digital PMO,
Hilti Group

Track B: Content And Commerce Strategies

3:15 PM - 3:45 PM B2B 1.0 Topic! Case Study Remix: Customer Reviews: A Brand Community Approach

Jim Lillig, Brand Manager, Digital Marketing, Bosch
Brands can sometimes have a hard time connecting with their audiences online in an authentic and genuine way. Typical reviews left on manufacturer/brand and retailer sites alike tend to be short and lack the depth that buyers look for to make purchasing decisions. Owned blog posts tend to be brand megaphones and not taken as seriously as 3rd party independent reviews. Bosch Tools took a different route to enhancing authenticity in reviews by creating a non-branded community forum that revolves around sharing knowledge among its target audience and rewarding members for those actions. Not only does the brand get tons of targeted user generated content, but they also gain high search engine ranking as well as develop influencers for their social media channels. The community also acts as a watchdog for customer service issues as well. Join Jim in exploring if your brand is ready to step up to the next level of content marketing as he reviews:

  • The basics of building a brand community
  • Developing your brand audience for your community
  • How to solicit authentic content on a limited budget
  • How to turn review content into search engine gold
img

Jim Lillig

Brand Manager, Digital Marketing
Bosch

Track C: Pricing, Marketplaces And Merchandising

3:15 PM - 3:45 PM Case Study Remix: Transforming And Streamlining The Business With PIM And Portals

Brian Thomas, Director of Application Development, PartsSource
Personalized customer portals puts your business in the hands of your customers; your internal teams need to be completely aligned for it with making as much PIM available as possible. Brian showcases PartsSource’s new website that brings B2C like experiences to the B2B business:

  • Creating communication lines with merchandising, salesforce experts, and marketing to know how, when, and what products are going to be featured online
  • Building training for merchandisers to act like marketers to easily deploy product information across digital channels
  • Increasing AOV with customized portals by having proper bundling, up-selling, and cross-selling in the customer journey
img

Brian Thomas

Director of Application Development
PartsSource

Track D: C-Level Open Forum

3:15 PM - 3:45 PM C-Level Open Forum

For C-Level Manufacturers and Distributors, this is an open forum to talk Open Innovation

Exercise your minds and leverage those who are exploring today’s top tech. Together, discuss B2B’s current environment, and where you think areas of growth (or decline!) may be. Validate your ideas. Inspire others. Discover partnering opportunities. Get an “outside-in” unique point of view to discover diverse thinking that can transform your mindset—for both you and your business.

Limited to 20 C-Level M&D executives, first come, first-serve.

Invite Only Private Tasting

3:15 PM - 3:45 PM Invite Only Private Tasting

Invite Only Private Tasting

3:15 PM - 3:45 PM Invite Only Private Tasting

Track A: Omni And Operational Excellence

3:45 PM - 4:05 PM Build Vs. Buy: Navigating Your Digital Transformation

Tom Williams, VP eBusiness, C2-Competitive.com
As platforms have matured in the areas of CMS, eCommerce, PIM and CPQ, how do you know when you should build custom vs. buying off the shelf? Do all platforms need to be customized? How do you do this and stay on the upgrade path? How do you customize in the world of Cloud SaaS and PaaS? Tom Williams has the answers to the se questions. Learn from him as he reviews:

  • The dangers of buying off the shelf only to find out that “out of the box” (OOTB) is a myth and you have to customize the solution anyway
  • Buying a platform: are you giving up your unique competitive edge or gaining efficiencies… or a bit of both?
  • Working in a hybrid model: how you can buy a few key platforms and then customizing and integrating the rest
img

Tom Williams

VP eBusiness
C2-Competitive.com

Track B: Content And Commerce Strategies

3:45 PM - 4:05 PM Nobody Cares How It Works, They Expect It Just Does: Connecting Content And Commerce With A Holistic Back-Office Integration

Jose Osorio, VP of Commerce, ICF Olson
The decision to implement a commerce solution is easy, but for many organizations, there is an internal struggle between content and commerce; do they exist separately, together, and how does one affects the other? In reality, content and commerce are partners, pairing to deliver exceptional customer experiences -- but only when there is a solid integration strategy that enables the core strengths of both:

  • Where the intersection between content and commerce lie and why it matters
  • Developing a comprehensive backend integration approach
  • How to integrate discrete data sources
img

Jose Osorio

VP of Commerce
ICF Olson

Track C: Pricing, Marketplaces And Merchandising

3:45 PM - 4:05 PM Best Practices For B2B Merchandising

Peter Sheldon, VP, Strategy, Magento Commerce
Faced with the challenge of serving multiple customer segments and types of buyers through a single site, it is critical for B2B companies to tailor their merchandising strategies to connect with each audience. Peter Sheldon will share best practices and customer examples of how to effectively merchandise in a multi-stakeholder environment, including:

  • Enabling easier product discovery
  • Personalizing content and promotions
  • Optimizing page designs to increase conversion
  • Using analytics to hone merchandising tactics
img

Peter Sheldon

VP, Strategy
Magento Commerce

Track D: C-Level Open Forum

3:45 PM - 4:05 PM C-Level Open Forum (Continued)

For C-Level Manufacturers and Distributors, this is an open forum to talk Open Innovation

Exercise your minds and leverage those who are exploring today’s top tech. Together, discuss B2B’s current environment, and where you think areas of growth (or decline!) may be. Validate your ideas. Inspire others. Discover partnering opportunities. Get an “outside-in” unique point of view to discover diverse thinking that can transform your mindset—for both you and your business.

Limited to 20 C-Level M&D executives, first come, first-serve.

Invite Only Private Tasting

3:45 PM - 4:05 PM Invite Only Private Tasting (Continued)

Invite Only Private Tasting

3:45 PM - 4:05 PM Invite Only Private Tasting (Continued)

Track A: Omni And Operational Excellence

4:05 PM - 4:35 PM LIGHTNING ROUND PANEL DISCUSSION: Identifying Omni-KPIs To Support A Targeted Customer Approach

Michelle Fields, CMO, Burwell Enterprises Andrew Carlson, Director, Digital Business, Panduit Sarah Bryowsky, Director Digital Marketing, Global Demand Center, Zebra Technologies
Once your omni-channel roadmap is in place, you need to know how which is the best way to measure your success. Forget just click rates and web visits—you need to think about hard measurements and customer engagement together. The executives on this panel share what KPIs they are implementing to scale for success at their businesses:

  • Re-mapping your organization: de-siloing and re-assessing who is in charge of what
  • Looking at your infrastructure to connect the channels—what you absolutely need for personalization to come together
  • Budget buckets: what technology is less important than others (or outdated)
  • Checks and balances: testing to ensure efficiency and accuracy of your approach
  • Awareness: web traffic generation and visit rate
  • Engagement: length of visit and conversion rate from product exploration to order
  • Conversion: cross-channel conversion rate and basket size AOV
  • Loyalty and Customer Retention: advocacy, revisit frequency, and lifetime value calculation
img

Michelle Fields

CMO
Burwell Enterprises
img

Andrew Carlson

Director, Digital Business
Panduit
img

Sarah Bryowsky

Director Digital Marketing, Global Demand Center
Zebra Technologies

Track B: Content And Commerce Strategies

4:05 PM - 4:35 PM LIGHTNING ROUND PANEL DISCUSSION: Curating Content To Differentiate Your Products And Engage Customers

Joe Incontri, Director of Marketing, Americas, KROHNE, Inc. Holly Paeper, VP Marketing, Ingersoll Rand
A point of differentiation for your business is the story you tell about your products. By curating content and best uses of products, inform the customers from engagement to purchase. The experts on this panel share their best use cases to for content that leads to a great customer experience:

  • Providing captivating highly informative for your products
  • Telling a story with technical expertise and how to integrate product into customers’ work flow
  • Giving your customer access and insight to exclusive content they can’t get anywhere else
  • Differentiating your brand from another by selling with the editorialized pitch
img

Joe Incontri

Director of Marketing, Americas
KROHNE, Inc.
img

Holly Paeper

VP Marketing
Ingersoll Rand

Track C: Pricing, Marketplaces And Merchandising

4:05 PM - 4:35 PM LIGHTNING ROUND PANEL DISCUSSION: Marketplaces: What You Need To Know About Your Friend (Or Foe)

Paul Lin, CEO, Drillspot.com Ricky Hernandez, Director, Sales—eCommerce Channel, Avery Products Corporation
Specialized, faster, and more personalized. These are the 3 words that are the keys to success for B2B businesses competing against Marketplaces. How can Manufacturers and Distributors compete? Or how can they partner? Businesses need to position themselves as experts with the products they offer, have competitive shipping plans, and showcase products that align with their customers. The executives o this panel share their strategies by:

  • Integrating ERP systems into marketplaces—how to examine a phased approach for each marketplace your business engaged with
  • Competing within marketplaces: enhancing your product rank through advertising
  • How to “sell off” excess inventory without ruining brand image
  • Driving traffic to your brand site without any friction
  • Figuring out what effects marketplaces are having on eCommerce, positively and negatively
img

Paul Lin

CEO
Drillspot.com
img

Ricky Hernandez

Director, Sales—eCommerce Channel
Avery Products Corporation

Track D: C-Level Open Forum

4:05 PM - 4:35 PM C-Level Open Forum (Continued)

For C-Level Manufacturers and Distributors, this is an open forum to talk Open Innovation

Exercise your minds and leverage those who are exploring today’s top tech. Together, discuss B2B’s current environment, and where you think areas of growth (or decline!) may be. Validate your ideas. Inspire others. Discover partnering opportunities. Get an “outside-in” unique point of view to discover diverse thinking that can transform your mindset—for both you and your business.

Limited to 20 C-Level M&D executives, first come, first-serve.

Invite Only Private Tasting

4:05 PM - 4:40 PM Invite Only Private Tasting (Continued)

Invite Only Private Tasting

4:05 PM - 4:40 PM Invite Only Private Tasting (Continued)

These interactive sessions are your opportunity to learn about the most innovative digital and omni-channel solutions on the market in a relaxed setting. Each roundtable will have a specific theme for you to learn from. A highlight of B2B Online, roundtable discussions are your best opportunity to deep-dive into discussions and idea-share with your peers. You pick 2 themes during this session. Priority seating for Manufacturers And Distributors.
1. Build Vs. Buy: Navigating Your Digital Transformation
Tom Williams, VP eBusiness, C2 Competitive
2. Picking Your Path In The Manufacturer And Distributor Crossroads
Ray Grady, President and CCO, Cloud Craze
3. B2B Personalization: Leveraging Content And Commerce Together To Deepen Customer Relationships
Dave Grimm, Sr. Director of Digital Experience, illumina, inc
Brian Beck, SVP, eCommerce & Omni-Channel Strategy, Guidance Solutions
4. Redefining The B2B Omni-Channel
Brian Strojny, Co-Founder, Insite Software
5. Scalable Commerce Strategy For Today’s Needs And Tomorrow’s Growth
Andrej Maihorn, VP Customer Innovation Americas,Intershop
6. Governing Product Information Architecture And Data Quality
Paul Wlodarczyk, Product Information Practice Lead, Dakota Systems
7. Enhancing Customer Experience with Data and Analytics – Lessons from Essendant
Mihir Kittur, Chief Commercial Oficer, Ugam
8. Comfortable Commerce: How To Design Experiences On Your Customer's Terms
Randy Higgins, VP, Digital Marketing, Strategy, Siteworx
9. Product Configuration And Personalization Best Practices
Rupesh Agrawal, CEO, Artifi Labs and Znode
Tom Flierl, VP, Marketing & Business Development., Artifi Labs and Znode
10. Maximizing Profitability In International Markets
Laura Cochran, VP, Transperfect (Translations.com)
11. Disrupting B2B eCommerce: The Evolution Of Buyer Expectations In A Digital World
Jimmy Duvall, Chief Product Officer, BigCommerce
12. Cutting Edge Alternatives In Customer Engagement
Jeannine Bartlett, SVP and Chief Digital Strategist, Earley Information Science
13. Dunn Solutions Roundtable
Executive Presenter, Dunn Solutions
14. Solstice Roundtable
Executive Presenter, Solstice
15. Leapfrog Competition: Building Site Experience Tech Right The First Time
William Uppington, Chief Product & Strategy Officer, BloomReach
16. Going Beyond Direct Sales To Address The Complexities of Today’s B2B Customer Journey
Mark Bartlett, Chief Experience Officer, FPX

17. Sitation Roundtable
Steven Engelbrecht, President, Sitation
Matthew Clark, VP of eCommerce & Digital Marketing, Premier Farnell
img

Tom Williams

VP eBusiness
C2-Competitive.com
img

Dave Grimm

Digital Experience Director
Illumina Inc.
img

Brian Beck

SVP, eCommerce & Omnichannel Strategy
Guidance
img

Brian Strojny

Co-Founder
Insite Software
img

Mihir Kittur

Co-Founder & Chief Commercial Officer
Ugam
img

Randy Higgins

VP, Digital Marketing
img

Jeannine Bartlett

SVP & Chief Digital Strategist
Earley Information Science
img

Mark Bartlett

Chief Experience Officer
FPX
img

Andrej Maihorn

VP Customer Innovation Americas
Intershop
img

Paul Wlodarczyk

Product Information Practice Lead
Dakota Systems
img

Rupesh Agrawal

CEO
Artifi Labs and Znode
img

Tom Flierl

VP, Marketing & Business Development
MRR Soft
img

Laura Cochran

VP
Transperfect (Translations.com)
img

Jimmy Duvall

Chief Product Officer
BigCommerce
img

William Uppington

Chief Product & Strategy Officer
BloomReach
img

Steven Engelbrecht

President
Sitation
img

Matthew Clark

VP, eCommerce & Digital Marketing
Premier Farnell

VIP Think Tank With Accenture

4:40 PM - 5:40 PM VIP Think Tank With Accenture

Exclusive to 30 executives

A bespoke meeting providing Heads of Digital the opportunity to address a specific concern in the privacy of a closed-door session.

Distributor Business Card Swap & Manufacturer Business Card Swap

4:40 PM - 5:40 PM Distributor Business Card Swap & Manufacturer Business Card Swap

Limited to 20 executives per vertical, first come, first-serve

Think speed dating (without the date)! This fun session lets you meet a load of new and interesting people, to build connections as the conference continues!

Invite Only Private Tasting

4:40 PM - 5:20 PM Invite Only Private Tasting (Continued)

Invite Only Private Tasting

4:40 PM - 5:20 PM Invite Only Private Tasting (Continued)

Welcome Party!

5:40 PM - 6:40 PM Bueller At B2B Welcome Reception

Celebrate one of the best movies ever made in Chicago and SAVE FERRIS!

6:40 PM - 6:40 PM End of Day One