B2B Online 2019

April 29 - May 01, 2019

Chicago Marriott Downtown

Day One: Capitalizing on Growth Through Digital Innovation


Monday, April 29, 2019

Hear actionable takeaways from top B2B eCommerce leaders who have driven digital innovation to grow their businesses.


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 Alicia Upchurch 646.200.7452 or alicia.upchurch@wbresearch.com

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

Marissa Alvord - Program Director, B2B Online
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Marissa Alvord

Program Director
B2B Online

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Kevin Doohan

Managing Director
Accenture Interactive

8:35 am - 9:00 am CMO Keynote Fireside Chat: Building Trust in a Universe of Digital Noise to Drive Growth and Advance Customer Experience

Steve Baruch - EVP, Chief Strategy & Marketing Officer, MSC Industrial Supply Monique Elliott - VP, Global Head of Customer Experience, ABB Electrification Products
The acceleration of digital has created a noisy landscape and there is a lack of credibility and trust in the entire eCommerce ecosystem. Businesses are now trying to wrap more capability around the digital offering to drive growth and leverage a trusted destination to differentiate from others in the marketplace.  Steve Baruch, EVP, Chief Strategy and Marketing Officer for MSC Industrial Supply Co. and Monique Elliott, Chief Marketing Officer, ABB Electrification Products, Industrial Solutions, ABB have been heavily focused on this concept of leveraging internal expertise with the external community to drive customer experience and growth. Steve and Monique will explore external communities and internal expertise as a way to become a trusted, unique and sustainable online destination, including:

• Building credibility to cut through the noise and increase trade
• Creating online communities for people to access information
• Injecting thought leadership and guidance across channels to support customers
• Differentiating in a way that is valuable, unique and sustainable


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Steve Baruch

EVP, Chief Strategy & Marketing Officer
MSC Industrial Supply

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Monique Elliott

VP, Global Head of Customer Experience
ABB Electrification Products

9:00 am - 9:25 am Keynote Case Study: Transformation from BI to AI, Building the Customer Genome

Pavan Arora - Chief AI Officer, Aramark
As the first Chief AI Officer of a Fortune 500 company, Pavan Arora’s ultimate goal is to transform Aramark from a food services to a healthcare company, tripling the valuation.  Drawing from his previous role as Chief Data Officer at IBM Watson, Pavan understands how to leverage data as the fuel for the AI engine. At the center of this transformation has been a desire to get smarter about the customer, Pavan will share lessons learned in building a 360 degree view of the customer, including:

• Applying AI to be smarter about your customers
• Driving personalization from promotions to pricing
• Current and future use cases for AI in marketing

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Pavan Arora

Chief AI Officer
Aramark

For most businesses, adopting digital can feel like reengineering the entire business. The journey starts with people, from those who thrive in moments of change, to those who fear it. Find out how to be a champion of digital change with the support of senior management and overcome cultural challenges in large scale digital transformation. Panelists will share success stories and actionable insights including:

• Driving alignment across silos and determining old processes to discontinue as a way to rally the troops
• Breaking past fear, communicating with teams in ways that are meaningful to them
• Examining how collaborative your company culture is to achieve cross-functional alignment and be competitive in an era of digital revolution 
• Knowing what should be in your proposals to activate leadership to invest in digital

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Penny Wise

Chief Marketing Officer, Industrial Business Group
3M

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Shalin Shah

VP, Omnichannel and eCommerce
Georgia-Pacific LLC

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Sophia Drivalas

Director, eCommerce
Home Depot Pro.

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Tom Williams

VP eBusiness Practice
C2-Competitive

9:55 am - 10:40 am Morning JOLT! Refreshment & Networking Break In The Expo

Join us to kickoff your experience and make new connections.

10:40 am - 11:05 am Keynote: Building and Staffing a Center of Excellence to Drive Digital Transformation

Portia Mount - Vice President and Global Leader, Strategic Marketing, Ingersoll Rand
Industrial companies are facing the huge challenge of how to re-think about the ways they reach and sell to customers, which is underlying a broader marketing transformation. Portia Mount was brought on as Vice President and Global Leader of Strategic Marketing at Ingersoll Rand to create a center of excellence to build up marketing capabilities to serve the entire enterprise. As a trained executive coach, Portia knows leadership and understands what kind of people are needed to drive transformation to deliver on broader strategy. Hear lessons learned on this journey and next steps, including:

• Defining capabilities, including digital marketing, brand management, demand creation, and marketing analytics and understanding the need for center brained marketers
• Developing a global governing council across the business and creating standardized and repeatable work across capabilities
• Being an agent of change, upskilling marketers within defined capabilities and hiring leaders to drive transformation and capitalize on growth
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Portia Mount

Vice President and Global Leader, Strategic Marketing
Ingersoll Rand

11:05 am - 11:25 am Keynote Case Study: Redefining Personalization in B2B eCommerce

Brian Strojny - Co-Founder, Insite Software Jim Nerone - Chief Information Officer, Buyers Products
When it comes to personalization it is important to remember the B2B buying cycle is more complex than that of B2C. Yet many B2B eCommerce vendors and representing personalization in a way that reflects a B2C customer experience. In order to redefine what it means for personalization in B2B eCommerce we first need to examine the differences between B2C and B2B. 
In this presentation Brian Strojny, Co-founder of Insite Software and Jim Nerone, Chief Information Officer at Buyers Products will discuss:

• Why personalization is important in B2B eCommerce
• The differences between B2C and B2B personalization 
• How to utilize data and intelligence to improve your personalization efforts

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Brian Strojny

Co-Founder
Insite Software

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Jim Nerone

Chief Information Officer
Buyers Products

Board members are putting pressure on CEOs to be more disruptive - to think and act more like companies like Uber and Airbnb - businesses that don’t own the assets that they make money from. B2B companies are taking advantage of complementary platform & marketplace business models to evolve their business. These platforms bring better visibility into channel partner inventory and allow companies to reach more customers without channel conflict. eCommerce leaders will share success stories on how they’ve driven the business forward. and learned more about their customers, including:

• Gathering more data from customers to provide a great experience in a one-stop shop
• Selling products outside of your brand to keep up with an increasing ecosystem
• Creating new revenue streams without channel conflict

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Adrien Nussenbaum

CEO & Co-Founder
Mirakl

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Gene Parker

Vice President, eCommerce Solutions
Premier Healthcare Alliance

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Joachim Leistner-Weisgerber

Commercial Head of Spare Parts Rolling Stock
Siemens AG

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Nick Ostergaard

Manager, eCommerce Sales & Operations and Marketing Systems
Toyota Material Handling USA, Inc.

11:55 am - 12:15 pm KEYNOTE CASE STUDY: Innovation Fuels B2B Commerce Success: Building Disruption Into Your Business Plan

Andrej Maihorn - Vice President, Customer Innovations, Intershop
The evolution of commerce is happening faster than ever, driven by customer demand and technological innovation. Customer touchpoints are increasing, the influence of big data is growing, and reality of IoT and connected commerce has arrived. Embrace technical disruption with a strategy that enables ongoing tech adoption to deliver on business goals and customer expectations.
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Andrej Maihorn

Vice President, Customer Innovations
Intershop

Evolving customer demographics are tremendously influencing digital transformation, but what does customer centricity mean in a B2B environment? What does it mean to be a more agile and flexible eCommerce organization? How can you create an overall picture of your customer as the foundation of your strategy? Leaders in digital will open up the curtains around how to keep the customer at the heart of digital transformation, including:

• Becoming more responsive to customer needs using digital strategies
• Aligning digital marketing, customer experience and sales to delight the customer and exceed their expectations
• Continually keeping up with customer sophistication to be responsive
• Building customer-driven design solutions using digital

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Matthew Clark

Vice President, Global Head, eCommerce & Digital Marketing, Premier Farnell
Avnet

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Suchit Bachalli

CEO
Unilog

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Robert Befidi

Vice President, Global Solutions, 3M Medical Solutions Division
3M

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Kristy Howe

Vice President, Online Channels, Small Business Services
Deluxe Corporation

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Alejandro Tovar

Vice President of Marketing
Puratos Corporation

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Jon Panella

Group Vice President, Global Commerce Alliances & Strategy
Publicis Sapient

12:45 pm - 2:00 pm Lunch for All Attendees


12:45 pm - 2:00 pm Private Lunch Hosted by Salesforce


12:45 pm - 2:00 pm Private Lunch Hosted by Solstice


Omni and Operational Excellence

Track A

2:00 pm - 2:10 pm Chairperson’s Opening Address
Bill Di Nardo - CEO, Pivotree

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Bill Di Nardo

CEO
Pivotree

Content and Personalization

Track B

2:00 pm - 2:10 pm Chairperson’s Opening Address
Jeff Pratt - Commerce Experience Practice Director, Verndale
Interested in showcasing thought leadership as Chairperson? 
Contact Alicia Upchurch 646.200.7452 or alicia.upchurch@wbresearch.com

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Jeff Pratt

Commerce Experience Practice Director
Verndale

Growth Strategies, Marketplaces and Global Expansion

Track C

2:00 pm - 2:10 pm Chairperson’s Opening Address
Brian Beck - SVP, eCommerce & Omnichannel Strategy, Guidance

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Brian Beck

SVP, eCommerce & Omnichannel Strategy
Guidance

(Manufacturers and Distributors Only) Interactive Track
Relax by the “fire” and hear from an eCommerce executive in manufacturing 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 manufacturer executives, first-come, first-served. 

Topic: Implementing CPQ, Lessons Learned and Next Steps

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Dave Krohn

Director, Digital Marketing & Communications
Zurn Industries

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Ales Drabek

Chief Digital & Disruption Officer
Conrad Electronics SE

2:10 pm - 2:35 pm Case Study: Revamping the Channel Program, Taking Costs Out and Measuring ROI

Nina LoCicero - Director, Marketing and Digital, Johnson Controls
Omni channel programs have quickly grown and expanded over the last few years as brands capitalize on emerging channels and new market opportunities, but how can you be confident that your omni-channel program is financially viable? Nina LoCicero, Director of Marketing and Digital Controls at Johnson Controls and her team spent 8 months assessing the entire channel program to make it more viable from a financial and customer standpoint. From launching the program early to achieving significant cost savings, hear lessons learned including:
  • Mapping and measuring the customer journey
  • Defining metrics to measure ROI and determine financial viability
  • Streamlining communication across the board and getting alignment from marketing to sales to distribution

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Nina LoCicero

Director, Marketing and Digital
Johnson Controls

2:10 pm - 2:35 pm Case Study: One Size Does Not Fit All: Enabling Search That Works for Your Customers and Products

Michael O'Shea - VP of eCommerce & Product Management, Parts Town
All products and companies are not created equal. Their customers have unique search needs when it comes to finding and buying the products and services offered. Search functionality should align with your target customer and how they want to find your products. Michael O'Shea, SVP, eCommerce & IT for Parts Town has been focused on building search capabilities that empower customers and reduce dependency on the sales teams so they can focus on new business. Find out how to align your search with your customers and their unique needs, including:
  • Optimizing navigation and discoverability with large amounts of complex products
  • Building non-traditional search tools for your specific industry or products
  • Mining data to drive continuous improvement of search results

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Michael O'Shea

VP of eCommerce & Product Management
Parts Town

2:10 pm - 2:35 pm Case Study: Two Birds, One Stone, Relaunching a Global Digital Business Platform with Marketplace Capability

Michael Ali - Chief Technology Officer, Omega Engineering
Operationalizing marketplaces and global expansion are two of the latest actions B2B businesses are focusing on to achieve growth. For businesses looking to quickly capitalize on these opportunities, these efforts are happening in tandem. Michael Ali was hired as the first CIO for Omega Engineering and added digital to his role, partnering with the new CMO to drive digital transformation. Find out how he and the team simultaneously upgraded legacy sites for global markets from the UK to China while also developing a marketplace strategy, including:
  • Considerations for platforms to support marketplace strategy
  • Finding the right balance between central control and local flavor
  • Improving the ease of use for new global sites

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Michael Ali

Chief Technology Officer
Omega Engineering

Relax by the “fire” and hear from an eCommerce executive in manufacturing 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 manufacturer executives, first-come, first-served. 

Topic: Implementing CPQ, Lessons Learned and Next Steps

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Dave Krohn

Director, Digital Marketing & Communications
Zurn Industries

2:35 pm - 2:55 pm How Distributors and Manufacturers Can Leverage Operations to Deliver Omnichannel Excellence

Ed Kennedy - Senior Commerce Director, Episerver
Ed Kennedy will present:
  • Latest research on B2B Digital Commerce operations
  • Techniques for leverage operations to improve customer experience and ecommerce sales
  • Examples and Best Practices

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Ed Kennedy

Senior Commerce Director
Episerver

Getting the right part the first time is critical in a fast paced environment. Snap36 has worked with both Siemens and Allied Electronics & Automation to improve the online buying experience for their customers. Both Allied and Siemens are building more trust and confidence with online buyers by allowing them to control all aspects of the product viewing experience. During this presentation, Snap36 CEO Jeff Hunt will join Howie Hsu, Head of E-Commerce & Digital Strategy and Stacey Ostermann, Director of Development & Operations at Allied Electronics & Automation, to discuss how these 3 innovative and progressive companies are partnering to achieve:
  • An efficient virtual product experience that improves the eCommerce buying experience
  • Delivery of the right part the first time every time, increasing confidence and reducing returns
  • Brand differentiation by becoming a ‘first-mover’ with enhanced product content
  • Ownership of a robust product asset library that suppliers can use for syndication across all partner channels

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Jeff Hunt

CEO
Snap36

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Howie Hsu

Head of E-Commerce & Digital Strategy
Siemens

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Stacey Ostermann

Director, Development & Operations
Allied Electronics & Automation

2:35 pm - 2:55 pm Magento Presentation

Hear the latest in B2B digital innovation from this eCommerce leader.
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.

Leveraging B2C Principles in a B2B Environment

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Ales Drabek

Chief Digital & Disruption Officer
Conrad Electronics SE

While businesses focus on ramping up the eCommerce channel to drive growth, it remains a vital cog as part of a broader strategy. Customers want a multi-channel experience to help them meet their business needs in an easy way. How do all of these pieces fit together? Panelists will share how to successes to help you:
  • Optimize the channel footprint
  • Get the channels to work together and not cannibalize each other
  • Avoid and manage channel conflict
  • Determine when to go direct with other channel partners

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Kyle Hilbrenner

VP of Digital Marketing
Repair Clinic

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Bill Di Nardo

CEO
Pivotree

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Howard Blumenthal

Senior Director, eCommerce
Kaman Industrial Technologies

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Jody Yeganeh

Senior Director, Digital Marketing & eCommerce
Lawson Products

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Josh Schoonmaker

Director, Digital Solutions
Consolidated Supply

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Khrysti Nazzaro

Vice President, Brand Strategy
MoreVisibility

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Dale Traxler

Vice President, Commerce
Rightpoint

Personalization is one of the most exciting data-driven opportunities B2B marketers are investing in. We’ve all experienced personalization as B2C buyers, but what does personalization mean in B2B? How can you provide relevant information to current and potential customers? How can it be used to show value over competition? How can you use search metrics for a more personalized web experience? Hear from early adopters of personalization to find out how to:
  • Get personal to one person when it’s an aggregated purchase
  • Capitalize on spend data through multiple opportunities 
  • Take an offline experience and provide it virtually with a sense of personalization at a lower cost
  • Leverage personalization to support catering to high value customers

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Jeff Pratt

Commerce Experience Practice Director
Verndale

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Guillaume Deudon

Director, Customer Experience Services, Chicago Digital Marketplace Center
The Dow Chemical Company

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Eric Rehl

Director, Digital Business
Rockwell Automation

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Rocky Sharma

Sr. Director, Product Management, eCommerce
Builddirect

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Brian Strojny

Co-Founder
Insite Software

eCommerce is opening up the world, making global business easier, but not without growing pains! From language and cultural considerations to operations, logistics and IT capabilities, global eCommerce requires a different toolkit. Find out how to handle the challenges when operating in different international areas and foundational considerations, including:
  • Understanding how to personalize to different countries
  • Knowing what converts from a website and content perspective
  • Going beyond translation to gain penetration and adoption
  • Optimizing websites and platforms for multi language geographies

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Brian Beck

SVP, eCommerce & Omnichannel Strategy
Guidance

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Steve Grzymkowski

Director Global e-Business
BDI

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Ken Novak

Global eBusiness Marketing Manager
Parker Hannifin

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Nils Timmermann

Head of eCommerce, North America
Ottobock

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David Harrelson

Vice President, Customer Experience GTM Leader
Lyons Consulting Group

2:35 pm - 3:25 pm B2B Distributor 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.

Leveraging B2C Principles in a B2B Environment

3:25 pm - 4:10 pm Energizer & Networking Break In The Expo

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

4:10 pm - 5:10 pm Invite Only Private Tasting

After nearly a full day of deep dive sessions, break up your conference experience with a private tasting! Interested in hosting a fun networking experience sampling coffee, whiskey and more? Contact Alicia Upchurch 646.200.7452 or alicia.upchurch@wbresearch.com  

4:10 pm - 5:25 pm Invite Only Private Tasting Hosted By Salesforce Commerce Cloud


Omni and Operational Excellence 

4:10 pm - 4:40 pm Case Study Remix: Evolving the B2B Salesforce, a New Partnership with Digital

Nishant Nishant - VP, Digital Strategy & IoT, Avnet
Digital can be a very abstract term. Digital has many facets and among them are increased opportunities for operational efficiency and more effective eCommerce and partnerships. Digital transformation starts with eCommerce and cascades to sales teams, ultimately making the lives of sales teams easier.  Nishant Nishant, Vice President, Digital Strategy and IoT for Avnet understands how digital can drive more progressive ways of working, including using AI to provide predictive selling to make the sales teams more effective. Find out how digital can enable the sales force, including:
  • Leveraging digital technologies to create reports and dashboards to increase efficiency
  • Exploring new compensation models to drive the overall health of the multi-commerce strategy
  • Transitioning customers to adopt online ordering, shifting lower dollar items to the online channel, freeing up sales to go after new business
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Nishant Nishant

VP, Digital Strategy & IoT
Avnet

Content and Personalization

4:10 pm - 4:40 pm Case Study Remix: Activating a Grassroots Content Strategy Using Storytelling

Paul Shrater - Co-Founder & COO, Minimus LLC
Content is exploding at a rapid rate and emotive content continually cuts through the noise. Paul Shrater, Co-founder & COO, Minimus.biz was a writer and producer in TV and film in the earlier part of his career and understands that modern day marketing is mimicking the concept of storytelling from the entertainment industry. As B2B businesses ramp up content strategies, it’s a great opportunity to break the rules to speak from a place of authenticity and produce low-budget and compelling content that appeals to buyers on a human level. Paul will explain how he’s taking this storytelling approach in his quickly growing foodservice distribution business, including:
  • Understanding customer pain points and solving them in an entertaining way
  • Building authenticity and authority in the content you’ve created
  • The roles of influencers and low budget B2C approaches that captivate the human buyer

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Paul Shrater

Co-Founder & COO
Minimus LLC

Growth Strategies, Marketplaces and Global Expansion

4:10 pm - 4:40 pm Case Study Remix: Building a Marketplace to Capitalize on Growth

Ales Drabek - Chief Digital & Disruption Officer, Conrad Electronics SE
Reviewing the industry landscape, Ales Drabek, Chief Digital & Disruption Officer, Conrad Electronic SE recognized that Germany is the second biggest market for Amazon, while Alibaba plans to launch their platform in Europe soon. He and his team realized the timing was critical to create a platform strategy to be able to offer B2B customers a one-stop shopping experience for all technical products. Hear Ales Drabek share the story of transforming a 95 year old retailer and distributor into a platform company that leverages service and the IoT platform to offer customers innovative solutions to meet their needs.
  •  Reviewing lessons learned from the development of multiple B2B platforms 
  • B2B Product Marketplace for technical orientated customers 
  • B2C services marketplace as test for B2B services platform launch
  • IoT B2B services platform for connected devices
  • Activating marketing, fulfillment and customer service to deliver on marketplace growth 
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Ales Drabek

Chief Digital & Disruption Officer
Conrad Electronics SE

Manufacturers and Distributors Only Interactive Workstream

4:10 pm - 5:25 pm VIP Think Tank Hosted by Accenture

Executive Speaker to be Confirmed, 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.

4:40 pm - 5:00 pm Case Study: Harnessing B2B Growth Opportunities With eProcurement to Make Purchasing Easier

Brady Behrman - CEO, PunchOut2Go Kyriakos Zannikos - Commercial Leader, Global eCommerce, GE Healthcare
The B2B market is continuing a rapid pace of growth, and buyers are increasingly leveraging eProcurement systems. It’s mission critical for merchants, distributors and suppliers to move from a reactive state to build proactive strategies to expand the ways buyers can purchase from suppliers. Brady Behrman, CEO for PunchOut2Go will share best practices to help lead suppliers down the path towards eProcurement success to make purchasing easier. Find out how to grow existing accounts and win new opportunities, while making it easy and seamless for customers to purchase from your organization. 
  • Understand eProcurement and why it is important to your customers
  • Grow existing accounts, win new opportunities and close deals faster
  • Increase order accuracy while improving customer stickiness and retention
  • Lower the cost to serve your customers

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Brady Behrman

CEO
PunchOut2Go

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Kyriakos Zannikos

Commercial Leader, Global eCommerce
GE Healthcare

4:40 pm - 5:00 pm Case Study: Growing Digital Revenues By Combining e-Commerce & Account Management With AI Drive Personalization

Mike Ni - Chief Marketing Officer, Rich Relevance
B2B buyers are now digitally mature; they’ve been shaped by the B2C world around them and they’ve brought those expectations into their B2B life. So why don’t B2B digital experiences live up to B2C experiences? Endless catalogs, nuanced contractual requirements, multiple buyers, account management and complex buying processes make the self-service digital experience remit difficult to live up to. B2B leaders are turning to personalization to simplify, guide, and differentiate. Come learn how B2B companies are using personalization technologies to create superior ecommerce buyer experiences.
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Mike Ni

Chief Marketing Officer
Rich Relevance

4:40 pm - 5:00 pm Case Study: Driving Loyalty Through Payments: How Smart B2B Companies Drive Sales Through a 5-Star Buying Experience

Brandon Spear - President, MSTS
The Amazon Effect has changed the expectations of B2B buyers, who now expect their B2B transactions to mirror their B2C experiences -- not just online, but everywhere they buy. In fact, nearly 70% of customers prefer to spend money with omni-channel sellers. This is good news for suppliers, because omni-channel customers are 15% more profitable than online-only shoppers and 25% more profitable than call-in or in-store-only customers. To realize the most value from these buyers, sellers need a 360 degree view of their purchasing behavior, regardless of where they buy. There is a $1.2 trillion opportunity in B2B eCommerce, so getting it right matters. Often, the stage that makes or breaks 5-star customer experiences online is checkout, where sellers are misaligned with the purchase controls and preferences of buyers. Whether you have an eCommerce site, or are in the process of implementing one, now is the time to make adjustments to maximize sales.
How can leading B2B companies develop winning omni-channel strategies and align payments with the needs of buyers?
Key Takeaways:
  • Match your omni-channel payments strategy with your omni-channel sales strategy
  • Align with customer expectations; offer payment by invoice, purchase controls, dynamic pricing and instant onboarding
  • Execute an effective eCommerce strategy to start selling online

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Brandon Spear

President
MSTS

4:10 pm - 5:25 pm VIP Think Tank Hosted by Accenture

Executive Speaker to be Confirmed, 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.

Marketers are quickly capitalizing on the value of data to gain a better understanding of the customer. Through spend data, buyer behavior and more, you can build a more comprehensive view of the customer to better anticipate their needs, improve customer experience and increase purchases. Data centric marketers will share actionable insights to leverage data, including:
  • Sharing PIM across channels for top insights into order process, beginning to end
  • Establishing real-time collections of product sales data across channels
  • Integrating customer data through RFP, future business plans and objectives for product demand 
  • Pulling in online pricing model configuration to see how the customer is digitally interacting with product 

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Bill Di Nardo

CEO
Pivotree

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Jennie Stenback

Vice President, Marketing, Communications & Digital Strategy
3Wire Group: A Marmon/Berkshire Hathaway Company

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Howard Blumenthal

Senior Director, eCommerce
Kaman Industrial Technologies

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Shalin Shah

VP, Omnichannel and eCommerce
Georgia-Pacific LLC

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Holly Paeper

VP Head of Marketing
Ingersoll Rand

Content’s reign as king has created a lot of noise. Customers expect high quality content and good content can increase engagement and improve retention. What considerations should you make to improve your content strategy? How do you decide what content you need and determine where to expand? Panelists will answer these questions and more, including:
  • How do you reuse content and integrate to omni channel without multiple reauthorizations?
  • How do you improve the content of your site?
  • How should you scale content and drive results through SEO?
  • What types of content captivates your customers?
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Jeff Pratt

Commerce Experience Practice Director
Verndale

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Lindsay Herda

VP, Marketing
Ergodyne

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Jesse Lazarus

Chief Process and Innovation Officer
Kravet Inc.

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Christine Owens

VP of Marketing
BayWa r.e. Solar Systems

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Sophia Drivalas

Director, eCommerce
Home Depot Pro.

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Ricky Hernandez

Senior Director, Sales and Merchandising, eCommerce Channel
Avery Products Corporation

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Corbin Faber

Director, Managed Services
Conductor

The marketplace model has disrupted B2B eCommerce and it’s here to stay. Marketplaces offer the opportunity to reach more customers and create an easy experience for the buyer, but the ease and growth potential are not without challenges. Pricing pressures and brand integrity are among some of the top concerns of B2B businesses when capitalizing on marketplace opportunities, but solutions are already out there to balance these concerns while growing the business. Early adopters of marketplaces will shed light on how thrive in a marketplace economy, including:
  • Navigating relationships between manufacturer and distributor where there are different marketplace approaches 
  • Considerations for setting pricing you can rely on a global scale
  • Limiting short term incentives like promotional pricing and coupons for a long-terms pricing strategy 
  • Different strategies for different categories: testing which pricing models work best per product vertical

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Brian Beck

SVP, eCommerce & Omnichannel Strategy
Guidance

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Jospeh McGoldrick

Senior Director, Marketing
Philips Healthcare

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Miriam Metcalfe

Marketing Manager
Dormer Pramet

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Charlie Riley

Director, Marketing
Curbell Plastics, Inc.

4:10 pm - 5:25 pm VIP Think Tank Hosted by Accenture

Executive Speaker to be Confirmed, 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.

5:25 pm - 5:30 pm Please take these 5-minutes to make your way to the Roundtables, Think Tank, Business Card Swap, or Business Partners Meet-Up

 (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 alicia.upchurch@wbresearch.com  

1.Customer-Centric Thinking: Making Personalization Real & Practical 
Paul Wlodarczyk, Vice President, Digital Practice, Dakota Systems

2.Co-Creating Success: How B2B Sellers Connect With Modern Buyers 
Hosted by Mark Bartlett, Chief Experience Officer, FPX

3.Redefining Personalization in B2B eCommerce 
Hosted by Brian Strojny, Co-founder, Insite Software

4.Executing On Your Digital Strategy For Growth And Innovation
 Hosted by Andrej Maihorn, Vice President, Customer Innovations, Intershop

5.Topic TBD
Hosted by Jill Steinhour, Marketing Executive - High tech/B2B,Adobe 

6.Maximizing Online Growth and Connecting Commerce With Everything
 Hosted by Salesforce Commerce Cloud

7.The Value of a Global Content Strategy 
Laura Cochran, Vice President, Retail Solutions, Transperfect

8.Beyond The Hype Of AI And Machine Learning – What’s Real And How To Use It?
William Dunn, President, Dunn Solutions

9.How To Make Sure Your B2B eCommerce Platform Makes Money
Jordan Hahn, Senior CPQ Product Manager, Vendavo, Inc.

10.Successful B2B Ecommerce Starts with a Roadmap: Platform Best Practices 
David Crouch, President, ten24 Digital Solutions

11.Help People, Don't Just Sell Stuff: Using Search to Create Content Customers Need
Corbin Faber, Director, Managed Services, Conductor

12.Designing A Scalable and Elastic Distribution Network 
 Hosted by  Ware2Go

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Paul Wlodarczyk

Vice President, Digital Practice
Dakota Systems

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Mark Bartlett

Chief Experience Officer
FPX

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Brian Strojny

Co-Founder
Insite Software

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Laura Cochran

VP Retail Solutions
Transperfect (Translations.com)

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William Dunn

President
Dunn Solutions

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David Crouch

President
ten24 Digital Solutions

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Jill Steinhour

Marketing Executive - High tech/B2B
Adobe

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Andrej Maihorn

Vice President, Customer Innovations
Intershop

5:30 pm - 6:20 pm C-Level Innovation Forum

For C-Level  Manufacturers and Distributors, this is an open forum to talk 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-served.

5:30 pm - 6:20 pm Small to Mid-Size Company Meet-Up

Paul Shrater - Co-Founder & COO, Minimus LLC
(Limited to 25 participants from manufacturers and distributors only)
Small to mid-size manufacturers and distributors are capitalizing on the growth of eCommerce and everyone is at a different point on their digital transformation journey. This is your opportunity to meet peers and create new connections. During this structured meet-up you will:

• Outline your business priorities
• Reveal your pain points
• Share your learning objectives at B2B Online

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Paul Shrater

Co-Founder & COO
Minimus LLC

6:20 pm - 7:20 pm B2B Welcome Carnival Reception In The Expo

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