B2B Online Chicago 2020

April 20 - 22, 2020

Chicago Marriott Downtown

Day One: Growing and Innovating Digitally


Monday, April 20, 2020

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

7:00 am - 8:00 am Private Invitation Only Breakfast

Kickstart your experience at B2B Online in an interactive breakfast session. Interested in hosting a breakfast to get your conference experience brewing?

Contact Christine Johnson at 646-200-7458 or christine.johnson@wbresearch.com   

8:00 am - 8:15 am Welcome Remarks And Icebreaker

Marissa Alvord, Program Director at B2B Online

Marissa Alvord

Program Director
B2B Online

8:15 am - 8:30 am Chairperson’s Opening Address

Executive Speaker, Accenture
Kevin Doohan, Managing Director at Accenture Interactive

Kevin Doohan

Managing Director
Accenture Interactive

8:30 am - 8:55 am Keynote Fireside Chat: Defining Your Value Proposition to Differentiate in Today’s Competitive B2B Market

As B2B businesses expand their reach digitally, competition is growing and it’s becoming paramount to differentiate your offering beyond product. Kari Janavitz, Chief Marketing Officer for TE Connectivity and  Diane Hund, Senior Vice President, Marketing for US Foods understand that a clearly defined value proposition is central to the overall digital strategy. Hear about how Kari and Diane packaged the value prop in a way that makes sense for a broad customer base, including:

  • Outlining the value proposition of your offering focused on solving customer needs and providing solutions 
  • Identifying the various gate keepers involved in the purchasing process and making sure your proposition appeals to multiple buyers within an organization
  • Improving the vertical integration of the value chain to capture more of your customers’ business
  • Clarifying your value to your customers by using segmentation studies and VOC programs 
  • Leveraging your value proposition as a promise to your customer to provide differentiation and command a price premium

Kari Janavitz, Vice President and Chief Marketing Officer at TE Connectivity

Kari Janavitz

Vice President and Chief Marketing Officer
TE Connectivity

Diane Hund, SVP Marketing at US Foods

Diane Hund

SVP Marketing
US Foods

8:55 am - 9:20 am Keynote: Harnessing the Power of 5G, The Ultimate Digital Transformation Tool

5G is here and it’s fueling a new era of innovation that will redefine consumer experiences and drive transformation across every industry. Not only will this new generation of mobile technology be faster and connect more things, but it will also enable new services and industries that we’ve yet to even imagine.  Hear from Qualcomm CMO Penny Baldwin on what’s in store with this revolutionary new technology as it goes mainstream in 2020, and how this smart, connected future will provide marketers with exciting new ways to engage and interact with their customers. Find out:

  • Extending your reach across new screens and formats with the always-connected consumer
  • How new sources of data will drive next-level personalization and targeting  
  • Creating richer, more immersive experiences to drive deeper audience engagement

Penny Baldwin, Chief Marketing Officer at Qualcomm

Penny Baldwin

Chief Marketing Officer
Qualcomm

9:20 am - 9:50 am B2B TONIGHT, THIS MORNING! NOT YOUR AVERAGE KEYNOTE PANEL!: Taking Change Management to the Next Level: Getting Internal Alignment and Securing Budget To Grow Your Digital Business

B2B manufacturers and distributors are in the midst of digital transformation to ensure continued growth and customer loyalty in the context of increased competition, and consolidation. This transformation demands the entire ship to change course, including changing organizational structures, redesigning strategy, training staff and customers to do things differently and changing technology platforms. Find out how to take the pain out of change, including:

  • Determining what works and doesn’t work to get internal buy-in at the beginning of your digital transformation process
  • Engaging all stakeholders – from the CEO to the call center 
  • Understanding the pace necessary to drive change and take it to the next level
  • Effective methods to break down silos and self-contained teams to create internal efficiencies
  • Connecting the dots and driving change in a decentralized environment
  • Partnering with supply chain, operations, finance and beyond to mitigate the impact of tariffs and deliver on growth through digital channels
  • Tracking progress and securing continued investment from senior leadership to grow your digital business

Kimberly Anderberg, Vice President, Digital Strategy and Marketing at nVent

Kimberly Anderberg

Vice President, Digital Strategy and Marketing
nVent

John Roberts, Head of Digital at Agilent Technologies

John Roberts

Head of Digital
Agilent Technologies

Kristina Harrington, Chief Operating Officer at GenAlpha

Kristina Harrington

Chief Operating Officer
GenAlpha

9:50 am - 10:35 am Sweet and Savory Refreshment & Networking Break Sponsored by BlueBolt

Join us to kickoff your experience and make new connections. Grab some chicken and waffles or a tasty scone, and explore the latest tech in the opening of the Expo!

9:50 am - 10:35 am First Timers at B2B Online Meet-Up and Welcome in the Expo

(Limited to 20 participants from manufacturers and distributors only)

Thank you for joining the community at B2B Online! Join us at the Social Lounge in the Expo for this informal networking session where you’ll meet others like yourself who are new to the event. 

10:35 am - 11:00 am Keynote: The Power of People in a Virtual World

The digital world has put (wo)man and machine at odds‚ setting each up to defend their rightful purpose and place. What we have known for over 150 years is that real progress looks like man and machine working together, in symbiotic relationship, to build, shape, evolve, and create a better, more drivable-workable-livable world. And this appreciation for the dynamic relationship between man and machine underpins the way in which we think about how our brand operates in this increasingly digital world. Victoria Morrissey, Director, Global Marketing and Brand leads Caterpillar’s end-to-end enterprise marketing capabilities, brand identity, global licensing business, global brand sponsorships and the Cat Industrial Design team. Victoria is constantly evolving the impact of the Caterpillar brand and will explore the power of people and product in a virtual world.
Victoria Morrissey, Director, Global Marketing and Brand at Caterpillar

Victoria Morrissey

Director, Global Marketing and Brand
Caterpillar

11:00 am - 11:20 am Keynote Case Study: Customer-centricity Gap (What Customers Expect vs. What Brands Deliver)

Digital experience expectations are now universal, and there’s no way for B2B organizations to escape them. Driven by our everyday experiences with consumer brands, business customers have increasing demands for how they want to work. What are these demands, and how can organizations adjust to meet their ever-changing needs? In this presentation, we'll dive into how you can identify and close the customer-centricity gap.
Chris Sharp, Chief Evangelist at Episerver

Chris Sharp

Chief Evangelist
Episerver

Customer experience has become a top priority for B2B companies, though most have a steep maturity curve to climb. As organizations evolve digitally, there is a significant opportunity to align customer experience goals with digital ambitions. Panelists will share how-to strategies to keep the customer at the center of your transformation, including:

  • Putting the B2B customer at the center of business planning and evangelizing this message across your organization 
  • Breaking down barriers in matrixed organizations to prioritize an optimal digital customer experience
  • Creating a multi-year roadmap to operationalize your customer first digital strategy
  • Integrating teams working on CX and connected commerce, while avoiding overlap
  • Thinking about the post purchase experience and organizing departments to provide the support your customers expect
  • Maintaining an investment in customer first initiatives and continuing to innovate to drive customer loyalty

Natalie Malaszenko, SVP, Digital Business at Office Depot

Natalie Malaszenko

SVP, Digital Business
Office Depot

Gregory Chun, Vice President, Marketing at McNaughton-McKay Electric Company

Gregory Chun

Vice President, Marketing
McNaughton-McKay Electric Company

Tom Williams, VP eBusiness at C2 – Competitive Computing

Tom Williams

VP eBusiness
C2 – Competitive Computing

Mark Jordan, Senior Vice President and Chief Information Officer at Bunzl Distribution NA

Mark Jordan

Senior Vice President and Chief Information Officer
Bunzl Distribution NA

11:20 am - 11:50 am Early Explorers in eCommerce Meet-Up

(Limited to 20 participants from manufacturers and distributors only)

If you’re at the very early stages of your digital journey, this is the meet and greet session for you! Connect with fellow peers who are gathering information to develop a digital roadmap. Find out the drivers behind digital across the industry and make new connections to share tips and tricks along the way.

11:50 am - 12:10 pm Keynote Case Study: eCommerce is Not a Project, it’s a Paradigm Shift

eCommerce "projects" are dead. B2B eCommerce is not something you "set and forget." B2B eCommerce must become a catalyst for propelling your entire business forward. Learn how eCommerce is a paradigm shift that changes people’s roles, opens new channels and drives business transformation. Nate Wotruba, Director of IT at Amerhart, will unpack how eCommerce has made improved Amerhart’s business by helping sales people be more efficient and improving customer satisfaction.
Brian Lunde, Vice President, Customer Success at Insite Software, An Episerver Company

Brian Lunde

Vice President, Customer Success
Insite Software, An Episerver Company

Nate Wotruba, Director, IT Services at Amerhart

Nate Wotruba

Director, IT Services
Amerhart

11:50 am - 12:40 pm Women in B2B Manufacturing and Distribution Ice-Breaker and Meet Up

(Limited to 20 participants from manufacturers and distributors only)

This is your opportunity to meet fellow women in B2B manufacturing and distribution peers and create new connections in advance of the learning breakfast on day 2. Meet up early to outline your business priorities, reveal your pain points and share your learning objectives at B2B Online.
Outdated processes and shifting customer preferences are creating a digital divide between manufacturers & distributors and the modern B2B buyer. As business buyers increasingly seek more consumer-like purchasing experiences, and first-movers threaten to capture whole categories, manufacturers and distributors are grappling with the challenge of developing the right digital strategy while acting quickly enough to avoid being left behind. Market-leading organizations are turning to the marketplace model: in the next 5 years, B2B online marketplaces will grow to account for 30% of all worldwide B2B sales online. In this session, manufacturers, distributors, and procurement providers alike will learn:

  • The opportunities and challenges of different strategies that manufacturers and distributors are using to accelerating digital maturity
  • How the marketplace model can help manufacturers and distributors create a more scalable digital business, reach new customers, and gain valuable customer data
  • The marketplace strategies that market leaders including ABB Group, and HPE are using to create compelling digital offerings and access new levels of customer insight

Tzipi Avioz, EVP Customer Success, Americas and APAC at Mirakl

Tzipi Avioz

EVP Customer Success, Americas and APAC
Mirakl

Samer Shehadeh, Global eCommerce & Innovation Director, Electrification Business at ABB

Samer Shehadeh

Global eCommerce & Innovation Director, Electrification Business
ABB

Sagar Bilgi, Director, eCommerce at Hewlett Packard Enterprise

Sagar Bilgi

Director, eCommerce
Hewlett Packard Enterprise

John Sganga, Senior Vice President, Alternate Site Programs at Premier Inc.

John Sganga

Senior Vice President, Alternate Site Programs
Premier Inc.

11:50 am - 12:40 pm Women in B2B Manufacturing and Distribution Ice-Breaker and Meet Up

(Limited to 20 participants from manufacturers and distributors only)

This is your opportunity to meet fellow women in B2B manufacturing and distribution peers and create new connections in advance of the learning breakfast on day 2. Meet up early to outline your business priorities, reveal your pain points and share your learning objectives at B2B Online.

12:40 pm - 1:55 pm Lunch For All Attendees

12:40 pm - 1:55 pm Private Lunch Hosted by Salesforce

12:40 pm - 1:55 pm Private Lunch Hosted by Elastic Path

Track A Optimizing the Customer Journey

1:55 pm - 2:05 pm Chairperson’s Opening Address & Challenge Ice Breaker
Executive Speaker, SAP
Brian Diehl, Vice President Industries, Customer Experience at SAP

Brian Diehl

Vice President Industries, Customer Experience
SAP

Track B Content and Personalization: Pushing Customers Through the Sales Funnel

1:55 pm - 2:05 pm Chairperson’s Opening Address & Challenge Ice Breaker
Brian Walker, Chief Strategy Officer at Bloomreach

Brian Walker

Chief Strategy Officer
Bloomreach

Track C Technology Enabled Growth to Expand Your Business

1:55 pm - 2:05 pm Chairperson’s Opening Address & Challenge Ice Breaker
Erica Chan, Head of Brand and Marketing, North America B2B at Alibaba.com

Erica Chan

Head of Brand and Marketing, North America B2B
Alibaba.com

Track D (Manufacturers and Distributors Only) Interactive Track

1:55 pm - 2:30 pm B2B Manufacturer Campfire Chat
Relax by the “fire” and hear from an eCommerce executive in manufacturing about a success and a failure learning opportunity. Then in an open, manufacturer only discussion, share your story, ask questions of your peers and walk away with a few new takeaways to implement on your return.

Limited to 20 manufacturer executives, first-come, first-served.  

Partnering with Customers to Innovate in Digital and Differentiate Against the Competition

  • Pushing innovation and increasing customer intimacy
  • Breaking past resistance to change and taking the fear out of innovation
  • Knowing which internal and external team members to get involved to experiment and test new opportunities
  • Creating partnerships through innovation to drive customer loyalty

Bill Graber, eCommerce Marketing Director at Trimble Navigation

Bill Graber

eCommerce Marketing Director
Trimble Navigation

2:05 pm - 2:30 pm Case Study: Getting More Efficient About Customer Experience Management to Increase Customer Satisfaction and Loyalty

For the last three years, Dow Chemical has been on a journey to be the most customer centric material science company. The approach is both top down and enterprise wide, with CX being embedded in every functional area of the business. Guillaume Deudon, Director, CX Services  and  Digital Marketplace Centers and will share key successes from Dow’s customer experience transformation, including:

  • Driving awareness across business units and functions to understand how decisions impact the customer
  • Developing frameworks and metrics to guide the various stages of CX transformation
  • Engaging customers to transform specific touchpoints of their journey and scaling across other areas
  • Capturing customer feedback as you continually make enhancements and improvements  

Guillaume Deudon, Director, Digital Marketplace Centers and CX Services at The Dow Chemical Company

Guillaume Deudon

Director, Digital Marketplace Centers and CX Services
The Dow Chemical Company

2:05 pm - 2:30 pm Case Study: Continuously Creating Captivating Content

With so much information available, getting the right content to the right people at the right time can be a challenge. Charlie Riley, Head of Marketing at Curbell Plastics has been tackling this content head on. He and his teams are getting more specific about content reuse, segmentation and more to meet customers’ needs. Hear key successes and lessons learned including:
  • Evaluating the use of content factories, agencies and more for sustainable and repeatable content
  • Leveraging existing materials, videos and social presence to build a large base of content
  • Extracting knowledge across the business to be a more authoritative resource 
  • Utilizing a syndication strategy for partners and internal users to push content out for a consistent brand and product experience, regardless of channel

Charlie Riley, Head of Marketing at Curbell Plastics, Inc.

Charlie Riley

Head of Marketing
Curbell Plastics, Inc.

2:05 pm - 2:30 pm Case Study: Meeting the Needs of B2B Customers: Growing the Business Through Value-Added Services

Raman Venkat was recruited to Boeing to lead the new global services entity. Raman and his team have built a  next generation platform to tap into the services market to better serve customers post sale. Hear successes and lessons learned including:

  • Understanding customer needs to create distinct personas 
  • Delivering new service offerings around products to make customers’ lives easier
  • Building an ecosystems of products and services around your core offerings to grow market share
  • Offering self-service options and live chat support for enhanced customer experience 

Raman Venket, Director, Digital Strategy and eCommerce at The Boeing Company

Raman Venket

Director, Digital Strategy and eCommerce
The Boeing Company

1:55 pm - 2:30 pm B2B Manufacturer Campfire Chat

Relax by the “fire” and hear from an eCommerce executive in manufacturing about a success and a failure learning opportunity. Then in an open, manufacturer only discussion, share your story, ask questions of your peers and walk away with a few new takeaways to implement on your return.

Limited to 20 manufacturer executives, first-come, first-served.  

Partnering with Customers to Innovate in Digital and Differentiate Against the Competition

  • Pushing innovation and increasing customer intimacy
  • Breaking past resistance to change and taking the fear out of innovation
  • Knowing which internal and external team members to get involved to experiment and test new opportunities
  • Creating partnerships through innovation to drive customer loyalty

Bill Graber, eCommerce Marketing Director at Trimble Navigation

Bill Graber

eCommerce Marketing Director
Trimble Navigation

2:30 pm - 2:50 pm Case Study: Executive Presentation Presented by Unbxd

Hear the latest in customer journey optimization from this eCommerce leader.

Executive Speaker, Unbxd

2:30 pm - 2:50 pm Case Study: Executive Presentation Presented by Rich Relevance

Hear the latest in content and personalization from this eCommerce leader.

Executive Speaker, Rich Relevance

2:30 pm - 2:50 pm Case Study: How to Successfully Deploy PunchOut and B2B Order Automation Capabilities to Drive B2B Revenue Growth

The fastest growing B2B sales channel is eProcurement, up 37% year-over-year, and surpassing direct B2B commerce sales. As more B2B businesses adopt eProcurement technologies to gain visibility into spend with their vendors across their organization, B2B suppliers must adapt quickly to be able to meet the needs of their customers. In this session, you will hear about how a B2B distributor has strategically expanded their B2B capabilities and customer experience to make it easy and seamless for customers utilizing a range of procurement systems to purchase from their organization to increase B2B revenue, order accuracy and customer retention.

  • Challenges B2B suppliers face and how to overcome them
  • Criteria for selecting the right technology partners
  • How to bring together commerce, channels, content and data to better drive the B2B buyer experience
  • Best practices for B2B PunchOut and order automation for suppliers

Brady Behrman, Chief Executive Officer at PunchOut2Go

Brady Behrman

Chief Executive Officer
PunchOut2Go

2:30 pm - 3:20 pm B2B Distributor Campfire Chat

Relax by the “fire” and hear from an eCommerce executive in distribution about a success and a failure learning opportunity. Then in an open, distributor only discussion, share your story, ask questions of your peers and walk away with a few new takeaways to implement on your return.

Limited to 20 distributor executives, first-come, first-served.

Improving Product and Content Integrity For Customers to Make an Informed Decision

  • Partnering with manufacturers to get the right branding and messaging
  • Overcoming the hurdles of limited images and video
  • Creating a database to support hundreds of thousands of SKUs



Darko Milivojevic, Director, e-Commerce at Gerrie Electric

Darko Milivojevic

Director, e-Commerce
Gerrie Electric

Understanding the customer’s path to you is the first step in determining how to better meet your customers’ needs. From identifying inefficiencies in the purchasing process, to understanding what your customers need to make an informed decision to convert, journey mapping is an invaluable part of your customer experience toolkit. Panelists will discuss how to leverage customer journey mapping to optimize the experience, including:

  • Demonstrating the importance of journey mapping to senior leadership and business stakeholders to secure the personnel and budget resources you need
  • Knowing which journey mapping approach to use for different customer personas
  • Diagramming the nonlinear flows from first contact to post-purchase
  • Breaking down the customer journey by digital transactional channels
  • Building customer journey reviews into the greater continuous improvement plan to prioritize CX
  • Determining next steps to better meet customer needs

Scott Cohn, Director, Integrated Marketing and Insights at Dot Foods

Scott Cohn

Director, Integrated Marketing and Insights
Dot Foods

Stephanie Galaska, Head of eCommerce at Parker Hannifin Corp.

Stephanie Galaska

Head of eCommerce
Parker Hannifin Corp.

Nita Sharma, Senior Manager of Product Management at Agilent Technologies

Nita Sharma

Senior Manager of Product Management
Agilent Technologies

Jessica Flores, Senior Director, Customer Experience at ECENTA

Jessica Flores

Senior Director, Customer Experience
ECENTA

Jary Carter, Chief Revenue Officer at WordPress VIP

Jary Carter

Chief Revenue Officer
WordPress VIP

With so much content available today, content is requiring an increased level of customer experience, to serve the right content at the right time. In a B2B environment, this means segmentation and a strong metadata strategy along the path to personalization. Panelists will discuss how to get started with personalization to gain competitive advantage, including:

  • Identifying the right level of customer personalization to have in a B2B environment
  • Knowing what you should be aware of when it comes to privacy and personalization
  • Defining the appropriate buckets for personas to determine the sweet spot for personalization
  • Determining what you can do in-house and knowing when to partner
  • Providing real time personalization across multiple channels

Howard Blumenthal, Senior Director, eCommerce at Kaman Industrial Technologies

Howard Blumenthal

Senior Director, eCommerce
Kaman Industrial Technologies

Michael Powers, Director, E-Commerce & Marketing at Hill & Markes, Inc.

Michael Powers

Director, E-Commerce & Marketing
Hill & Markes, Inc.

Jonathan Toler, Head of Product & Innovation at Kloeckner Metals

Jonathan Toler

Head of Product & Innovation
Kloeckner Metals

John Ours, Chief Executive Officer at Paragon Consulting

John Ours

Chief Executive Officer
Paragon Consulting

Silas Carter, Director, Digital Content Automation and Quality at Dell

Silas Carter

Director, Digital Content Automation and Quality
Dell

Claus Jensen, Head of Product Management at Contentserv

Claus Jensen

Head of Product Management
Contentserv

eCommerce offers the opportunity to expand on a global scale, but you must be prepared to tackle significant challenges. From cultural and language differences to different digital purchasing pathways, there are many key success factors to consider. Panelists will shed light on top considerations to achieve successful global expansion digitally, including:

  • Identifying cultural differences in different regions to determine areas to tailor to your customers
  • Localizing your eCommerce site with different languages as needed
  • Analyzing international expansion challenges:

  • Creating a global CRM database
  • Disconnect with pricing
  • Determining different digital paths to purchase in specific regions
  • Monitoring inventory that meets regional requirements
  • Properly accounting for duty and International shipping
  • Logistics, delivery and fulfillment 
  • Deployment and management interactions for global and regional teams

Samer Shehadeh, Global eCommerce & Innovation Director, Electrification Business at ABB

Samer Shehadeh

Global eCommerce & Innovation Director, Electrification Business
ABB

Hayne Shumate, SVP Internet Business at Mouser Electronics

Hayne Shumate

SVP Internet Business
Mouser Electronics

Steve Grzymkowski, Senior Director, Global E-Business at BDI

Steve Grzymkowski

Senior Director, Global E-Business
BDI

Mitch Lee, Profit Evangelist at Vendavo

Mitch Lee

Profit Evangelist
Vendavo

Laura Madden, Vice President at Transperfect

Laura Madden

Vice President
Transperfect

2:30 pm - 3:20 pm B2B Distributor Campfire Chat

Relax by the “fire” and hear from an eCommerce executive in distribution about a success and a failure learning opportunity. Then in an open, distributor only discussion, share your story, ask questions of your peers and walk away with a few new takeaways to implement on your return.

Limited to 20 distributor executives, first-come, first-served.

Maintaining and Instilling Trust and Delivering an Optimal Experience During Consolidation
  • Communicating with customers and the best messaging to use following an acquisition
  • Clarifying your unique value proposition in instill confidence
  • Understanding phased brand transition
  • Knowing when and how to rebrand


Darko Milivojevic, Director, e-Commerce at Gerrie Electric

Darko Milivojevic

Director, e-Commerce
Gerrie Electric

3:15 pm - 3:20 pm Panel Discussion Remix: Mapping the Customer Journey to Enhance the Experience and Drive Sales

After the panel you’ll have an opportunity to discuss and debate a question from the panelists around the customer journey. Make new connections while strategizing with your peers and adding to your list of actionable takeaways.

3:15 pm - 3:20 pm Panel Discussion Remix: Understanding the Path to Personalization in B2B eCommerce

After the panel you’ll have an opportunity to discuss and debate a question from the panelists about personalization. Make new connections while strategizing with your peers and adding to your list of actionable takeaways.

3:15 pm - 3:20 pm Panel Discussion Remix: Taking Flight: Global Expansion Of Your eCommerce Site

After the panel you’ll have an opportunity to discuss and debate a question from the panelists about global expansion. Make new connections while strategizing with your peers and adding to your list of actionable takeaways.

2:30 pm - 3:20 pm B2B Distributor Campfire Chat

Relax by the “fire” and hear from an eCommerce executive in distribution about a success and a failure learning opportunity. Then in an open, distributor only discussion, share your story, ask questions of your peers and walk away with a few new takeaways to implement on your return.

Limited to 20 distributor executives, first-come, first-served.

Maintaining and Instilling Trust and Delivering an Optimal Experience During Consolidation
  • Communicating with customers and the best messaging to use following an acquisition
  • Clarifying your unique value proposition in instill confidence
  • Understanding phased brand transition
  • Knowing when and how to rebrand


Darko Milivojevic, Director, e-Commerce at Gerrie Electric

Darko Milivojevic

Director, e-Commerce
Gerrie Electric

3:20 pm - 4:05 pm Scoop There it is Networking Break

Need an afternoon pick me up? Enjoy ice cream, brownies and blondies to keep your energy up or the last half of Day 1 to keep your note-taking going!  

3:20 pm - 4:05 pm NBA Fans Meet-Up

Are you feeling the excitement of the NBA playoffs? Take a break from talking shop with like-minded peers in the Social Lounge in the Expo.

4:05 pm - 5:05 pm Invite Only Private Tasting Hosted by Unilog

4:05 pm - 5:05 pm Invite Only Private Tasting Hosted by Solstice

Track A Optimizing the Customer Journey

4:05 pm - 4:20 pm 7th Inning Stretch and Interactive Tabletop Discussions: Improving CX for Multigenerational B2B Buyers
Stretch your minds and your networks during this discussion based session. Share lessons learned and best practices with your peers to add to your list of actionable takeaways to implement on your return. Topics of discussion:

  • Defining customer experience in B2B
  • Making the experience more efficient to operate at the speed of the changing customer

Josh Schoonmaker, Director, Digital Solutions at Consolidated Supply

Josh Schoonmaker

Director, Digital Solutions
Consolidated Supply

Track B Content and Personalization: Pushing Customers Through the Sales Funnel

4:05 pm - 4:20 pm 7th Inning Stretch and Interactive Tabletop Discussions: Managing Content Beyond Your Website While Ensuring Brand Integrity
Stretch your minds and your networks during this discussion based session. Share lessons learned and best practices with your peers to add to your list of actionable takeaways to implement on your return. Topics of discussion:

  • Effectively handling content hijacking
  • Distributing, updating and managing your content for brand consistency 

Silvija Papka, Director, Strategic Programs at Snap-on Industrial

Silvija Papka

Director, Strategic Programs
Snap-on Industrial

Track C Technology Enabled Growth to Expand Your Business

4:05 pm - 4:20 pm 7th Inning Stretch and Interactive Tabletop Discussions: Successfully Competing on Amazon, Amid Growing Competition
Stretch your minds and your networks during this discussion based session. Share lessons learned and best practices with your peers to add to your list of actionable takeaways to implement on your return. Topics of discussion:

  • Defending against black hat tactics
  • Differentiating beyond price where there are new private label competitors

Dave Krohn, Director, eCommerce & Digital Specification at Zurn Industries

Dave Krohn

Director, eCommerce & Digital Specification
Zurn Industries

VIP Think Tank

4:05 pm - 4:20 pm VIP Think Tank Hosted by Accenture
A bespoke meeting providing Heads of Digital the opportunity to address a specific concern in the privacy of a closed-door session.
Hear the latest in customer journey optimization from this eCommerce leader.


Carlos Manalo, Co-Founder and UX Strategy Director at Office of Experience

Carlos Manalo

Co-Founder and UX Strategy Director
Office of Experience

4:20 pm - 4:40 pm Case Study: Personalizing the B2B Commerce Experience Through Data

Personalization in B2C is all about serving up ideal content and related products for quick conversions. But with B2B, the consideration phase is typically much longer, more people are involved in the decision, and purchases are evaluated longer. So, how can you use data to personalize the B2B experience and optimize the buying journey?
Join our session to hear about Honeywell's B2B personalization journey and learn how to apply best practices to:

  • Leverage your customer data
  • Inform decisions based on customer lifetime value
  • Increase your revenue and grow your digital business

Karie Daudt, Senior Commerce Consultant at Perficient

Karie Daudt

Senior Commerce Consultant
Perficient

Jon Ruder, Director, Digital Marketing and eCommerce at Honeywell Process Solutions

Jon Ruder

Director, Digital Marketing and eCommerce
Honeywell Process Solutions

4:20 pm - 4:40 pm Case Study: Ensure Your Customers Find the Right Products the First Time With 360° Imagery

Online, your pictures are your products. Snap36 has worked with hundreds of B2B companies to improve the online customer experience by providing high-quality, interactive, 360° and 3D product imagery. These rich assets enable suppliers and distributors to build more trust and confidence with online buyers by allowing them to control the product viewing experience, ensuring they always receive the required item for a particular design or repair. It is critical for technicians and engineers to know they are getting the right part, the first time, every time. During this presentation, Snap36 CEO Jeff Hunt will join Jimmy Mansker to share how CNH Industrial is leveraging rich imagery to: 

  • Create virtual products that dramatically improve the eCommerce experience 
  • Deliver the right part the first time every time, increasing customer satisfaction and reducing the need for product returns 
  • Differentiate by becoming a ‘first-mover’ with better product content 
  • Develop a comprehensive product asset library for syndication, marketing campaigns, and sales tools

Jeff Hunt, CEO & Founder at Snap36

Jeff Hunt

CEO & Founder
Snap36

Jimmy Mansker, Director, eCommerce at CNH Industrial

Jimmy Mansker

Director, eCommerce
CNH Industrial

4:05 pm - 4:20 pm VIP Think Tank Hosted by Accenture

A bespoke meeting providing Heads of Digital the opportunity to address a specific concern in the privacy of a closed-door session.
Collecting customer feedback to make improvements is a central pillar in CX. Customer insights can help you create a 360 degree view of the customer to improve your communication and service. Panelists will discuss what voice of the customer means in a B2B environment and how to capture insights, including:

  • Discussing effective methods to collect customer feedback 
  • Survey best practices that generate higher conversion rates
  • Understanding the best metrics to use to get an accurate measurement of your site performance
  • Applying customer insights and feedback to inform  your overall digital strategy

Matt Wingham, Director, eCommerce, Medical Products and Services at Cardinal Health

Matt Wingham

Director, eCommerce, Medical Products and Services
Cardinal Health

Ashar Mairaj, Vice President, Digital Marketing at Global Industrial

Ashar Mairaj

Vice President, Digital Marketing
Global Industrial

Bill Graber, eCommerce Marketing Director at Trimble Navigation

Bill Graber

eCommerce Marketing Director
Trimble Navigation

Dave Krohn, Director, eCommerce & Digital Specification at Zurn Industries

Dave Krohn

Director, eCommerce & Digital Specification
Zurn Industries

Content creation is a big challenge in B2B. Organizations are under pressure to create fresh content constantly that demonstrates knowledge and leadership in the field. Furthermore it must be underpinned by data to ensure it will be effective and served up at the right time. Find out key components for a content strategy that engages your audience, including:
  • Determining whether you need to develop content in-house or outsource
  • Building authority with content you’ve created and shared and demonstrating expertise to your customers and prospects
  • Understanding your customer, creating content you know they will consume
  • Creating a coordinated launch of content across CMS and eCommerce platforms
  • Positioning content for a diverse group of customers 
  • Determining a reuse and repurposing strategy for your content
Sushma Shirish, Senior Director, Content Strategy & Operations at HP, Inc.

Sushma Shirish

Senior Director, Content Strategy & Operations
HP, Inc.

Paul Pathikal, Vice President, Strategy, Marketing and Sales Operations at GGB Bearing Technology

Paul Pathikal

Vice President, Strategy, Marketing and Sales Operations
GGB Bearing Technology

Dennis Karpinski, Director, e-Commerce and Business Analysis at Eastern Industrial Supplies, Inc.

Dennis Karpinski

Director, e-Commerce and Business Analysis
Eastern Industrial Supplies, Inc.

Darko Milivojevic, Director, e-Commerce at Gerrie Electric

Darko Milivojevic

Director, e-Commerce
Gerrie Electric

Marketplaces have created an ease for customers to find, browse and compare products to take advantage of competitive pricing. From Amazon and Alibaba to smaller, niche marketplaces, customers have more options than ever before to make their purchases. Panelists will explain how to develop a marketplace strategy that ensures a consistent brand and competitive pricing, including:

  • Weighing the risks and benefits of building your own marketplace v. selecting existing marketplaces to tap into new customers
  • Selecting the right partners to operationalize a marketplace
  • Managing and controlling your customer experience in a marketplace environment 
  • Identifying marketplace opportunities as an entry point for global expansion

Nishant Nishant, VP, Digital at Avnet

Nishant Nishant

VP, Digital
Avnet

Hayne Shumate, SVP Internet Business at Mouser Electronics

Hayne Shumate

SVP Internet Business
Mouser Electronics

Jamin Arvig, Founder at Tier1water.com

Jamin Arvig

Founder
Tier1water.com

Matt Nichols

North America Digital & eCommerce Leader
Owens Corning

Jeriad Zoghby, Digital Marketplace Services Lead at Accenture Interactive

Jeriad Zoghby

Digital Marketplace Services Lead
Accenture Interactive

4:05 pm - 4:20 pm VIP Think Tank Hosted by Accenture

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

5:05 pm - 5:10 pm Please take these 5-minutes to make your way to the Roundtables or Business Partners Meet-Up

5:05 pm - 5:10 pm Business Partner Meet-Up

Digital transformation requires a lot of technology and support, with many solutions requiring one another to support digital transformation. Take this opportunity to meet up with your fellow business partners in the exhibit hall, meet old colleagues and peers and seek out new connections to drive your business forward.
 (20 Roundtable Discussions Available Only For Manufacturers And Distributors)
 
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. To sponsor a roundtable, contact Christine Johnson at 646-200-7458 or christine.johnson@wbresearch.com   
 
1. Turning Toads into Princes: Be King for a Day and Command Your Vendor/Customer Portal 
Hosted by: Octavio Perales, Director, Solutions, Intershop Communications, Inc.  
2. eCommerce is Not a Project, it’s a Paradigm Shift 
Hosted by: Brian Lunde, Vice President, Customer Success, Insite Software, An Episerver Company
3. Customer-centricity Gap (What Customers Expect vs. What Brands Deliver)
Hosted by: Chris Sharp, Chief Evangelist, Episerver
4. Customer Case Study: Impact of Product Information on Business Results
Hosted by: Paul Wlodarczyk, Director Digital Practice, Dakota Systems, Inc.
5. How to Successfully Deploy PunchOut and B2B Order Automation Capabilities to Drive B2B Revenue Growth 
Hosted by: Brady Behrman, CEO, PunchOut2Go
6. Creating B2B Commerce Success and Winning Cultures : Partnering With Your Sales Teams and Key Distribution Channels 
Hosted by: Russell Scherwin, Chief Revenue Officer, FPX
7. How to Scale Your B2B Implementation Across the Globe
Hosted by:Andy Peebler, Vice President, B2B Commerce Strategy, Salesforce
8. How Are Leading B2B Businesses Leveraging Data & Analytics to Transform Digitally
Hosted by: Manu Sharma, Vice President, Sales & Account Management, Ugam, a Merkle Company
9. 5 Search Engine Marketing Mistakes that B2B eCommerce Marketers Need to Avoid
Hosted by: Udayan Bose, Founder & CEO, NetElixir, Inc.
10. Transform Your Digital Commerce With a Unified Customer Experience
Hosted by: Jeff Goffinet, Director of Sales, Dunn Solutions
11. How eCommerce leaders can lead the change in their organizations
Hosted by: Justin King, GM B2B Solutions, Salsify
12. Maximize ROI from Your Product Data
Hosted by: Kelly Amavisca, Director, Enterprise Product Data, Ferguson 
13. Personalization: Getting it Right and Avoiding the Pitfalls
Hosted by: Brian McGlynn, Vice President, Commerce, Coveo
14. The B2C Merchandising Trick that B2B is Missing Out On
Will Warren, Chief Technology Officer, SearchSpring
15. What Your Customers are Telling you When They Use Search and How to Optimize it
Hosted by: Brian Gillespie, Director of Product Management, HCL Commerce
16. Architecting an Omnichannel Solution for CPQ and eCommerce
Hosted by: Gilbert Moreno, Director, IT Architecture, National Instruments and Kevin Bennett, Chief Technology Officer, KBMax
17. The B2B Buying Journey: Changing Trends in Customer Expectations for 2020
Hosted by: Claudia Hoeffner, SVP, Marketing, WordPress VIP
18.  Cheers to HOPPY Customers! How to Craft Rich Content Experiences that Educate, Engage, and Drive More Sales
Hosted by: Jason Lichon, President, BlueBolt
19. Topic TBD
Hosted by: Brian McCray, B2B Practice Lead, Forefront



Octavio Perales, Director, Solutions at Intershop Communications, Inc.

Octavio Perales

Director, Solutions
Intershop Communications, Inc.

Paul Wlodarczyk, Director Digital Practice at Dakota Systems

Paul Wlodarczyk

Director Digital Practice
Dakota Systems

Brady Behrman, Chief Executive Officer at PunchOut2Go

Brady Behrman

Chief Executive Officer
PunchOut2Go

Russell Scherwin, Chief Revenue Officer at FPX

Russell Scherwin

Chief Revenue Officer
FPX

Andy Peebler, Vice President, B2B Commerce Strategy at Salesforce Commerce Cloud

Andy Peebler

Vice President, B2B Commerce Strategy
Salesforce Commerce Cloud

Will Warren, Chief Technology Officer at SearchSpring

Will Warren

Chief Technology Officer
SearchSpring

Chris Sharp, Chief Evangelist at Episerver

Chris Sharp

Chief Evangelist
Episerver

Brian McGlynn, VP of Commerce at Coveo

Brian McGlynn

VP of Commerce
Coveo

Manu Sharma, VP – Sales & Account Management at Ugam, A Merkle Company

Manu Sharma

VP – Sales & Account Management
Ugam, A Merkle Company

Kelly Amavisca, Director, Enterprise Product Data at Ferguson

Kelly Amavisca

Director, Enterprise Product Data
Ferguson

Udayan Bose, Founder & CEO at NetElixir

Udayan Bose

Founder & CEO
NetElixir

Jeff Goffinet, Director of Sales at Dunn Solutions Group

Jeff Goffinet

Director of Sales
Dunn Solutions Group

Gilbert Moreno, Director, IT Architecture at National Instruments

Gilbert Moreno

Director, IT Architecture
National Instruments

Kevin Bennett, Chief Technology Officer at KBMax

Kevin Bennett

Chief Technology Officer
KBMax

Claudia Hoeffner, SVP, Marketing at WordPress VIP

Claudia Hoeffner

SVP, Marketing
WordPress VIP

Jason Lichon, President at BlueBolt

Jason Lichon

President
BlueBolt

Brian McCray, B2B Practice Lead at Forefront

Brian McCray

B2B Practice Lead
Forefront

6:10 pm - 7:15 pm B2B in Paris Welcome Reception In The Expo

Unwind after a content packed day of learning and enjoy delicious Parisian fare and entertainment in the Expo! Reconnect with old colleagues, make new connections and peruse the latest innovations to enhance your digital business.

7:15 pm - 7:15 pm End of Day One