B2B Online Chicago 2020

April 20 - 22, 2020

Chicago Marriott Downtown

Day Two: Optimizing The Customer Journey Online & Offline


Tuesday, April 21, 2020

7:20 am - 8:15 am Women in B2B Breakfast

Hosted by:
Limited capacity to 30 Distributers and Manufacturers. Please RSVP to Marissa.Alvord@wbresearch.com  
 
A breakfast full of fun and reflection of women paving the way in B2B business success!

7:20 am - 8:15 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 646.200.7458 or christine.johnson@wbresearch.com

7:20 am - 8:15 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 646.200.7458 or christine.johnson@wbresearch.com

7:30 am - 8:40 am Continental Breakfast & Registration in the Expo

8:40 am - 8:45 am Welcome Remarks

Marissa Alvord, Program Director at B2B Online

Marissa Alvord

Program Director
B2B Online

8:45 am - 9:00 am Chairperson’s Opening Address

Andrew Walker, CEO at Shift7

Andrew Walker

CEO
Shift7

9:00 am - 9:25 am Keynote Fireside Chat and AMA (Ask Me Anything): Effectively Measuring Customer Interactions Online to Demonstrate an ROI

Every company wants to tie revenue to specific attributes, but it is challenging to measure a piece of the customer journey when assessing customer experience. How do you determine the value of visits to the website? Shalin Shah, Vice President, Omnichannel and eCommerce for Georgia-Pacific LLC and Garry Wicka, Vice President, Marketing, LG Electronics have been focused on answering this question for their executive leadership. Shalin and Garry will discuss how to develop a system of value metrics to measure net margin per lead and support customer retention. Hear successes and lessons learned including:

  • Developing accurate KPIs to measure digital marketing programs, including paid and unpaid social media and more
  • Measuring the progress of various digital initiatives, allocating budget toward the channels that are working and decreasing in areas with low ROI
  • Crafting accurate reporting for senior management to invest in future digital initiatives

Shalin Shah, VP, Omnichannel and eCommerce at Georgia-Pacific LLC

Shalin Shah

VP, Omnichannel and eCommerce
Georgia-Pacific LLC

Garry Wicka, Vice President, Marketing at LG Electronics

Garry Wicka

Vice President, Marketing
LG Electronics

9:25 am - 9:55 am B2B Tonight, This Morning! Not Your Average Keynote Panel!: Synchronizing People, Process and Technology for a Successful and Consistent Omni-Channel Customer Experience

Customers expect consistency from your brand, regardless of channel. As digital capabilities advance and become more interconnected, creating a unified experience for the customer is a key opportunity to optimize customer experience. Hear how panelists from a range of company sizes and structures are optimizing omni-channel CX, including:

  • Selecting the right omni-channel strategies to best serve your customer needs
  • Using a consistent brand message in all customer communications, regardless of channel
  • Utilizing content to ensure a consistent brand and product experience
  • Breaking down internal silos on and offline
  • Creating connected experiences in all your digital channels

Brian Fricano, CEO at Sustainable Supply

Brian Fricano

CEO
Sustainable Supply

Linda Brunner, Vice President and Head of Digital Engagement at Siemens Healthineers

Linda Brunner

Vice President and Head of Digital Engagement
Siemens Healthineers

Steve Baruch, EVP, Chief Strategy & Marketing Officer at MSC Industrial Supply

Steve Baruch

EVP, Chief Strategy & Marketing Officer
MSC Industrial Supply

Jon Mundorf, AVP, SAP Customer Experience at LiveArea

Jon Mundorf

AVP, SAP Customer Experience
LiveArea

9:55 am - 10:15 am Guest Speaker Keynote!: Soar in the Face of Change: Leadership Lessons to Activate Change Management

Elizabeth McCormick is a decorated Black Hawk Helicopter Pilot and retired Chief Warrant Officer 2 for the US Army, where she flew command and control, air assault, rappelling and top-secret intelligence missions. Elizabeth knows that growth and change happen in discomfort, and in these moments, it’s critical to question with curiosity. Elizabeth will connect her experiences as a helicopter pilot with her background in procurement within the manufacturing industry to help you move out of your comfort zone and into your potential zone.

  • Understanding how people’s perceptions of value can create either resistance or enthusiasm in the face of change
  • Inspiring and cultivating greater purpose, innovation, collaboration, and agility
  • Uplifting culture to reducing turnover and attract talent
  • Leading and influencing people within and beyond your direct team

Elizabeth McCormick, Former US Army Black Hawk Pilot at Motivational Speaker

Elizabeth McCormick

Former US Army Black Hawk Pilot
Motivational Speaker

10:15 am - 11:00 am Donut Worry Break In The Expo

Time for a sugar jolt! Don’t miss the donut wall featuring Chicago’s famous Do-Rite Donuts in the energetic hub of the event, the Expo!

10:15 am - 11:00 am Working Mamas Meet-Up

Are you a working mama and this work trip is the new vacation? Relax and unwind with fellow Mama Bears! Meet in the Social Lounge in the Expo!

11:00 am - 11:25 am Keynote Case Study: Storytelling With CNN: Driving Positive Brand Sentiment Globally

GE was experiencing a down cycle which made news headlines as the divisions were undergoing transformation. Looking for an opportunity to drive brand sentiment, Kristin Fallon, Global Head of Content & Storytelling for GE Healthcare partnered with CNN to put out storytelling to drive higher levels of brand preference in a more centralized fashion. Hear successes and lessons learned, including:

  • Aligning around a single brand message and strategy
  • Influencing a large network of global content creators around a common company narrative
  • Defining tools and processes on a global scale to drive stronger campaigns
  • Leveraging storytelling to help buyers connect emotionally to increase purchase

Kristin Fallon, Global Head of Content & Storytelling at GE Healthcare

Kristin Fallon

Global Head of Content & Storytelling
GE Healthcare

11:25 am - 11:45 am Keynote Case Study: Driving Digital Transformation for Sustainable Business Impact With Data and Analytics

Today's digitally-savvy buyer expects a B2C-like experience that meets their complex B2B needs. From in-person interactions with sales reps, today’s digitally-savvy buyers expect a streamlined, convenient process that stretches across both offline and online channels. They begin shopping journeys online, engage with sales teams, purchase online, visit social media – and expect the same level of consistency and convenience across the touchpoints. In this session, Ajay Kamble, CIO of Turtle & Hughes, along with Mihir Kittur, Co-Founder & Chief Commercial Officer of Ugam, will walk through the real-life challenges B2B businesses face today and outline how leaders can embark on this journey of digital transformation for sustainable revenue growth and profitability with data and analytics.
Key takeaways from the session will include: 

  • Turtle & Hughes’ journey to digital transformation
  • Applying analytics to define and prioritize avenues for sustainable impact
  • Practical learnings to accelerate digital transformation

Ajay Kamble, CIO at Turtle & Hughes, Inc.

Ajay Kamble

CIO
Turtle & Hughes, Inc.

Mihir Kittur, Co-Founder & Chief Commercial Officer at Ugam, A Merkle Company

Mihir Kittur

Co-Founder & Chief Commercial Officer
Ugam, A Merkle Company

The experiences we have as B2C buyers have drastically changed the expectations of the B2B customer. These expectations are driving digital strategy and it’s critical to make sure you’re investing in the right capabilities to thrive in the future. Panelists will shed light on their holistic approaches to advancing digital strategy, including:

  • Reviewing your infrastructure, data and digital strategies to identify gaps and drive efficiencies
  • Improving internal processes, systems integration and communication to cater to your B2B customers
  • Leveraging digital to prepare your company to be resilient in the face of potential economic changes or M&A
  • Modernizing the back-end fulfillment to support your eCommerce growth strategy
  • Balancing innovation for the future while ensuring customer self-service needs are being met
  • Looking at future opportunities, including enhanced personalization programs to keep ahead of the competition

Jennie Stenback, Vice President, Marketing at Marmon Link

Jennie Stenback

Vice President, Marketing
Marmon Link

Corey Case, VP, Customer Engagement at Cardinal Health

Corey Case

VP, Customer Engagement
Cardinal Health

Peter Watanabe, Vice President, Digital B2B at Staples Canada

Peter Watanabe

Vice President, Digital B2B
Staples Canada

Dianne Kibbey, Global Head and VP of Community and Social Media at Farnell Global, a division of Avnet

Dianne Kibbey

Global Head and VP of Community and Social Media
Farnell Global, a division of Avnet

Johan Boström, Co-Founder, Chief Strategy Officer at inRiver

Johan Boström

Co-Founder, Chief Strategy Officer
inRiver

12:15 pm - 12:35 pm Keynote Case Study: Powering Winning Cultures and B2B Commerce: 5 Critical Considerations

Market forces are accelerating the prioritization of digital transformation in B2B organizations. While digital transformation headwinds accelerate, B2B organizations remain culturally dominated by traditional field and channel organizations. And mature platforms that have driven ROI in B2C transformation programs are ill suited for selling B2B products and services. Attendees will leave this interactive session with actionable insights to overcome common project de-railers and drive adoption in transforming their cultures to omnichannel revenue machines. 
Russell Scherwin, Chief Revenue Officer at FPX

Russell Scherwin

Chief Revenue Officer
FPX

Customer experience has become a top priority in B2B, but few are looking at it holistically. By bringing together all of the different on and offline touchpoints, you can create a seamless and integrated CX. Panelists will discuss how they’ve mapped the customer journey to create a differentiated experience and competitive advantage, including:

  • Knowing the touchpoints necessary to focus on the customer at different parts of the journey, including social media, search and compelling landing pages to increase conversions
  • Understanding how the customer is engaging in an omni-channel pricing environment
  • Determining the influence you have at different points along the customer journey
  • Data and privacy rules considerations when enhancing your personalization efforts
  • Leveraging points of influence to better meet your customers’ needs
  • Making sure you have touch points post-sale to create brand loyalty

Nitin Mathur, Chief Digital Officer at TE Connectivity

Nitin Mathur

Chief Digital Officer
TE Connectivity

Penny Wise, Marketing Director, Industrial Business Group at 3M

Penny Wise

Marketing Director, Industrial Business Group
3M

Corrie Freudenstein, Head of Marketing at Leybold

Corrie Freudenstein

Head of Marketing
Leybold

Tom Flierl, VP, Marketing & Business Development at Znode

Tom Flierl

VP, Marketing & Business Development
Znode

1:00 pm - 2:15 pm Lunch For All Attendees

1:00 pm - 2:15 pm Private Lunch Hosted by Intershop Communications, Inc.

1:00 pm - 2:15 pm Private Lunch Hosted by PROS

Track A Data Driven Customer Engagement and CRM

2:15 pm - 2:25 pm Chairperson’s Opening Address & Challenge Ice Breaker
Brian Beck, Commerce Strategist at Guidance

Brian Beck

Commerce Strategist
Guidance

Track B Conversion Optimization

2:15 pm - 2:25 pm Chairperson’s Opening Address & Challenge Ice Breaker

Michael Harvey, Chief Operating Officer at Corra

Michael Harvey

Chief Operating Officer
Corra

Track C eCommerce Fundamentals

2:15 pm - 2:25 pm Chairperson’s Opening Address & Challenge Ice Breaker
Scott Webb, President at Avionos

Scott Webb

President
Avionos

Track D Manufacturers and Distributors Only Interactive Forums

2:15 pm - 3:35 pm Executive Innovation Forum For Mature Digital Organizations
For VP and C-Level  Manufacturers and Distributors, this is an open forum to talk innovation and advancing your digital programs

Connect with peers leading digital innovation in our industry to find out where to leverage existing strengths, emerging technologies worth investing in and strategize around how to deliver value to your customers. 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.

Nishant Nishant, VP, Digital at Avnet

Nishant Nishant

VP, Digital
Avnet

Liz Cope, Global Director, Marketing Technology and Operations at Ingersoll Rand is revising their digital strategy to deliver optimal customer experiences, starting with data. Find out how she and her team have simplified the approach to gathering and actioning data, attacking it one layer at a time, including:

  • Evangelizing the importance of data and empowering data stewards
  • Determining ownership, roles and responsibility 
  • Getting first, second and third party data to prepare for personalization
  • Preparing for the next phase of data integration in preparation for insights and analytics

Liz Cope, Global Director, Marketing Technology and Operations at Ingersoll Rand

Liz Cope

Global Director, Marketing Technology and Operations
Ingersoll Rand

Kathleen Wiener, Senior Director, Global Data Management and Business Intelligence at OMEGA Engineering

Kathleen Wiener

Senior Director, Global Data Management and Business Intelligence
OMEGA Engineering

2:25 pm - 2:45 pm Case Study: Detailing Conversion Optimization Strategies That Increase Revenue

Traffic generation and conversion can be challenging in B2B environments. Mike Mayer, Formerly Vice President of eCommerce for US Electrical Services created a B2B eCommerce channel to support 11 brands. Over the last three years, he and his team identified the right levers to have an impact on conversion rates to grow revenues. Hear successes and lessons learned, including:

  • Communicating your value proposition to motivate prospective customers to convert
  • Getting customers through the sales funnel faster 
  • Getting more strategic about promotions to send relevant messages to segmented customers
  • Optimizing your PPC and SEO to deliver better results and increase conversions from search
  • Making the experience on the site as frictionless as possible to drive the sale

Mike Mayer, Formerly Vice President, eCommerce at US Electrical Services

Mike Mayer

Formerly Vice President, eCommerce
US Electrical Services

2:25 pm - 2:45 pm Case Study: Driving Leads and Engagement: A New Brand, A New Website, a New Strategy

Jamie Samide, Vice President of Marketing for Beacon Roofing Supply, has spent the last two years deep in digital transformation, launching a new website, and brand development strategy. Beacon Roofing Supply is a Fortune 500 company with a large number of sub-brands; Jamie and his team have set forth a strategy to drive more focused awareness and lead generation processes and campaigns. Find out how he and his team are developing a successful brand and digital transformation. 

  • Identifying our core audience and targets
  • Mapping out the right strategy and selecting strategic partners 
  • Streamlining brand messaging and equity across all channels
  • Making sure search functionality delivers the results you want 
  • Optimizing your SEO and SEM programs
  • Managing search on a day-to-day basis to improve your results and increase rankings
  • Determining metrics to measure the effectiveness of the program

Jamie Samide

Vice President, Marketing
Beacon Roofing Supply

2:15 pm - 3:35 pm Executive Innovation Forum For Mature Digital Organizations

For VP and C-Level  Manufacturers and Distributors, this is an open forum to talk innovation and advancing your digital programs

Connect with peers leading digital innovation in our industry to find out where to leverage existing strengths, emerging technologies worth investing in and strategize around how to deliver value to your customers. 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.

Nishant Nishant, VP, Digital at Avnet

Nishant Nishant

VP, Digital
Avnet

2:45 pm - 2:50 pm Case Study Remix: Taking On and Owning the Data Challenge to Meet the Needs of the Modern Buyer

After her presentation, Liz Cope will pose a question for you to discuss with those around you. Find out what is and isn’t working for your peers when it comes to data and make new connections in the process.  

2:45 pm - 2:50 pm Case Study Remix: Detailing Conversion Optimization Strategies That Increase Revenue

After his presentation, Mike Mayer will pose a question for you to discuss with those around you. Find out what is and isn’t working for your peers when it comes to conversion optimization and make new connections in the process.  

2:45 pm - 2:50 pm Case Study Remix: Getting Found: Driving Brand Awareness and Getting Visitors to Your Site Using Search

After his presentation, Jamie Samide will pose a question for you to discuss with those around you. Find out what is and isn’t working for your peers when it comes to search and make new connections in the process.  

2:15 pm - 3:35 pm Executive Innovation Forum For Mature Digital Organizations

For VP and C-Level  Manufacturers and Distributors, this is an open forum to talk innovation and advancing your digital programs

Connect with peers leading digital innovation in our industry to find out where to leverage existing strengths, emerging technologies worth investing in and strategize around how to deliver value to your customers. 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.

Nishant Nishant, VP, Digital at Avnet

Nishant Nishant

VP, Digital
Avnet

2:50 pm - 3:10 pm Case Study: Winning with Digital Commerce in the Age of the Connected B2B Customer

Today’s B2B Buyer expects a consumer-like experience when placing orders. With Salesforce B2B Commerce, your company can empower buyers to place orders from anywhere, at any time, and from any device. In this session, you’ll learn how leading brands are connecting Commerce, Sales, Customer Service, and Marketing data to change the way they do business with their buyers online.
Andy Peebler, Vice President, B2B Commerce Strategy at Salesforce Commerce Cloud

Andy Peebler

Vice President, B2B Commerce Strategy
Salesforce Commerce Cloud

2:50 pm - 3:10 pm Case Study: 5 Search Engine Marketing Mistakes that B2B eCommerce Marketers Need to Avoid

NetElixir has been successfully planning, building, executing and scaling search engine marketing programs for B2B ecommerce Companies since 2005. Having invested over 700,000 hours in hands-on campaign management and optimization, we have formulated a list of best practices for driving double-digit revenue growth for B2B marketers. During this session, one of our clients will share a live case study highlighting successes, failures and key lessons learned. We will also share a list of current best practices that every B2B eCommerce Search Marketer must adopt.

  • Understanding the 10 best practices for driving double-digit search marketing revenue growth
  • Learning from the mistakes made by other B2B eCom marketers
  • Gaining access to a set of smart search marketing tools that can be invaluable for managing campaigns

Udayan Bose, Founder & CEO at NetElixir

Udayan Bose

Founder & CEO
NetElixir

2:50 pm - 3:10 pm Case Study: Digital Experience In Action: Turn Customers into Lifelong Fans

The days of the simple buyer’s journey are gone: the buying process is more complex, customers demand individualized information instantly, and they depend upon many channels/devices to make purchases. The smartest (and most successful) companies are using this new reality as an opportunity, turning customers into lifelong fans. Join this session to see how companies are using digital experience technology to: 

  • Deliver content-driven commerce experiences
  • Use AI-driven personalization for greater impact of their on-line presence
  • Drive increased customer and reseller engagement with fewer resources.

Michael Gerard, Chief Marketing Officer at e-Spirit

Michael Gerard

Chief Marketing Officer
e-Spirit

2:15 pm - 3:35 pm Executive Innovation Forum For Mature Digital Organizations

For VP and C-Level  Manufacturers and Distributors, this is an open forum to talk innovation and advancing your digital programs

Connect with peers leading digital innovation in our industry to find out where to leverage existing strengths, emerging technologies worth investing in and strategize around how to deliver value to your customers. 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.

Nishant Nishant, VP, Digital at Avnet

Nishant Nishant

VP, Digital
Avnet

You know your customers are buying elsewhere. The rise of eCommerce and marketplaces have provided more options than ever before to easily make purchases, and customer retention has become a top priority as B2B businesses work to retain market share. Panelists will discussed tried and tested strategies to deliver value to the customer and prevent them from leaving, including:

  • Engaging and re-engaging customers across the full-lifecycle for a 360 view of the customer
  • Providing a seamless purchasing experience: understanding what customers need to serve their business needs and have a frictionless transaction
  • Connecting CX to analytics to anticipate customer needs
  • Linking CRM to marketing automation to facilitate customer communication post-purchase
  • Identifying methods to overcome the hurdles of having one-time buyers and increasing your retention rates
  • Modernizing the post-sale experience, looking at mimicking B2C buyer expectations

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

Matt Wingham

Director, eCommerce, Medical Products and Services
Cardinal Health

Nicole Alboushi, eCommerce Director at Imperial Supplies

Nicole Alboushi

eCommerce Director
Imperial Supplies

Josh Schoonmaker, Director, Digital Solutions at Consolidated Supply

Josh Schoonmaker

Director, Digital Solutions
Consolidated Supply

Nate Hewitt, Executive Director, eCommerce at Klein Tools

Nate Hewitt

Executive Director, eCommerce
Klein Tools

Brian Lunde, Vice President, Customer Success at Insite Software, An Episerver Company

Brian Lunde

Vice President, Customer Success
Insite Software, An Episerver Company

B2B businesses have been investing heavily in website redesign to differentiate against the competition and provide a seamless purchasing experience. Panelists will explain how they built out additional B2B functionality from self-service options to enhanced data to make purchasing easier, including:

  • Organizing product information in a more customer friendly way
  • Focusing on website navigation, hierarchy of the layout, product assortment and functionality to reduce barriers to completing the purchasing process
  • Creating a simple re-order process for complex configurations to make the customer’s life easier
  • Growing your online assortment to improve the experience and increase sales

Adam Niemur, Director of Digital Experience at Gordon Food Service

Adam Niemur

Director of Digital Experience
Gordon Food Service

Paul Bates, Director, Digital at Master Electronics

Paul Bates

Director, Digital
Master Electronics

Gilbert Moreno, Director, IT Architecture at National Instruments

Gilbert Moreno

Director, IT Architecture
National Instruments

Scott Carney, Senior Director, Information Technology at Neogen Corporation

Scott Carney

Senior Director, Information Technology
Neogen Corporation

Ray Grady, President & CEO at Conexiom

Ray Grady

President & CEO
Conexiom

Going digital can be a daunting task, especially when you don’t have a large team and a big budget. We’ve called in the experts to shed light on the easy and actionable steps they took to build an eCommerce foundation in a small to mid-sized business. Panelists will discuss:

  • Key considerations when considering ERP or platform investments to meet your needs and budget
  • Reviewing foundational and easy to implement technologies to get your ecommerce program started
  • 3 things that work (and 3 that don’t) to be the agent of change to get things done internally
  • Leveraging your strengths, from selling direct to enabling existing trading partners to guide your strategy and grow the bottom line

Coburn Flannery, Director, eBusiness at The Granite Group

Coburn Flannery

Director, eBusiness
The Granite Group

Libby Sperry, Director, eCommerce and Online Solutions at State Electric Supply Company

Libby Sperry

Director, eCommerce and Online Solutions
State Electric Supply Company

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.

Jarrod Lay, Vice President, Professional Services at Intershop Communications, Inc.

Jarrod Lay

Vice President, Professional Services
Intershop Communications, Inc.

Steve Miller, Partner at XCentium

Steve Miller

Partner
XCentium

2:15 pm - 3:35 pm Executive Innovation Forum For Mature Digital Organizations

For VP and C-Level  Manufacturers and Distributors, this is an open forum to talk innovation and advancing your digital programs

Connect with peers leading digital innovation in our industry to find out where to leverage existing strengths, emerging technologies worth investing in and strategize around how to deliver value to your customers. 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.

Nishant Nishant, VP, Digital at Avnet

Nishant Nishant

VP, Digital
Avnet

3:35 pm - 3:40 pm Panel Discussion Remix: Keeping Them Coming Back: Retaining Customers Long Term

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

3:35 pm - 3:40 pm Panel Discussion Remix: Revamping the Website to Provide a Frictionless Purchasing Experience

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

3:35 pm - 3:40 pm Panel Discussion Remix: The eCommerce Roadmap, An Actionable Guide for Small to Mid-Sized B2B Organizations

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

3:40 pm - 4:25 pm Tuesday Tailgate Networking Break

Enjoy game day bites including pretzels and cold beer as you make new connections and peruse the latest tech in the Expo.

3:40 pm - 4:25 pm Outdoor Enthusiasts Meet-Up

Does nature call your name? Connect with fellow peers in the Social Lounge in the Expo to swap pics and share stories of your favorite spots to get out in nature on the trail, the water and beyond.

4:25 pm - 5:35 pm Invite Only Private Tasting Hosted by Salesforce

4:25 pm - 5:35 pm Invite Only Private Tasting

Interested in hosting a private customizable tasting to mix and mingle with digital leaders in B2B? Contact Christine Johnson 646.200.7458 or christine.johnson@wbresearch.com
Customer data is a goldmine for improving CX. As data collection, retention and analysis becomes more sophisticated, there are tremendous opportunities to leverage data to deliver value to the customer. Join this interactive town hall session to hear how digital leaders both on and off-stage are getting a 360 degree view of the customer to enhance CX.

  • Pulling data from multiple sources to develop a holistic view of the customer
  • •Collecting and refining data to avoid failing fast
  • Using customer data to identify how to deliver more business value to them
  • Determining what your digital strategy should look like across different channels to connect the experience for the customer

Josh Schoonmaker, Director, Digital Solutions at Consolidated Supply

Josh Schoonmaker

Director, Digital Solutions
Consolidated Supply

Paul Bates, Director, Digital at Master Electronics

Paul Bates

Director, Digital
Master Electronics

Monty Kilburn, EVP, Sales & Marketing at Kelsan

Monty Kilburn

EVP, Sales & Marketing
Kelsan

Kathleen Wiener, Senior Director, Global Data Management and Business Intelligence at OMEGA Engineering

Kathleen Wiener

Senior Director, Global Data Management and Business Intelligence
OMEGA Engineering

Track B Conversion Optimization

4:25 pm - 4:50 pm Afternoon Town Hall: Building Out Enhanced Functionality on Your Site to Drive Conversion
B2B customers are demanding more self-service options and technical functionality when it comes to online purchases. By adjusting various levers for conversion, and moving the conversion rate by a fraction of a percentage, you can experience an immediate impact on revenue. Participate in this interactive town hall session to find out how eCommerce experts both on and off-stage are increasing conversions, including:

  • Designing a roadmap to prioritize different features to add to your website that increase conversion rates
  • Creating more functionality for workflows and approvals
  • Adding more robust account management functionality that B2B buyers are demanding
  • Linking accounts to internal sales reps to support your personalization and conversion efforts

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

Silvija Papka

Director, Strategic Programs
Snap-on Industrial

Brian Ward, Director, Innovation at ChemPoint

Brian Ward

Director, Innovation
ChemPoint

Cesar Pereira, Director, eCommerce at Bunzl Distribution NA

Cesar Pereira

Director, eCommerce
Bunzl Distribution NA

Track C eCommerce Fundamentals

4:25 pm - 4:50 pm Afternoon Town Hall: Ensuring the Website Enables the Customer to Make an Informed Decision
Today’s B2B customer is pressed for time, and requires a more detailed level of information to make a decision. By enhancing data and optimizing listings, you can get a leg up on the competition to get the conversion. During this interactive town hall session, digital leaders both on and off-stage will answer your burning questions to help you optimize your website, including:
  • Offering more of what today’s B2B buyers are looking for, including detailed product information and visuals to support internal decision making with multiple buyer stakeholders
  • Crafting an easy to navigate experience, including feature-by-feature comparisons, filters and more to help B2B buyers evaluate solutions
  • Providing differentiated product information to stand out against the competition and get the sale
  • Becoming an authority to your customers using web content 
  • Thinking through the post purchase process and driving repeat customer visits

Cynthia Kellam, Global Senior Director, Digital Customer Experience Strategy at TE Connectivity

Cynthia Kellam

Global Senior Director, Digital Customer Experience Strategy
TE Connectivity

Laila Kabani, eCommerce Manager at Anda Pharmaceuticals

Laila Kabani

eCommerce Manager
Anda Pharmaceuticals

Carl Persson, Director, Product Management & Catalog Operations at PartsSource

Carl Persson

Director, Product Management & Catalog Operations
PartsSource

Track D Manufacturers and Distributors Only Interactive Forums

4:25 pm - 4:50 pm Interactive Roundtables for Manufacturers
An industry specific facilitated interactive session focused on addressing challenges and sharing lessons learned within the manufacturing community.
 
(Limited to 20 Participants)
 
Establishing Pricing Across Channels and Avoiding (or Trying to) Conflict

In a world of highly sophisticated price-matching bots and web data-mining solutions, it is becoming more and more difficult, and challenging for retailers to avoid price conflicts and maintain the acceptable margins on different sales channels. Gone are the days of going into a store or a website, and purchasing a product without checking other stores and/or marketplaces. In this roundtable, we will discuss:
  • How to establish pricing across online marketplaces (Amazon, Walmart, Staples and more), brand website, retail and B2B customers. 
  • How to prevent pricing conflicts
  • Finding the latest techniques for enforcing minimum advertised pricing
  • Understanding new buyer behaviors and how your pricing model should evolve, including shipping and tariffs 

Firat Ozkan, Co-Founder at Transform Partners

Firat Ozkan

Co-Founder
Transform Partners

4:50 pm - 5:00 pm Innovation Spotlight

Eager to share your latest data and CRM innovations with the B2B community? Contact Christine Johnson at 646-200-7458 or christine.johnson@wbresearch.com   

4:50 pm - 5:10 pm Case Study: Executive Presentation Presented by Coveo

Hear the latest in conversion optimization from this eCommerce leader.


Brian McGlynn, VP of Commerce at Coveo

Brian McGlynn

VP of Commerce
Coveo

4:50 pm - 5:00 pm Innovation Spotlight: Bridging the Gap between Data and Commerce: Proven approach to a Successful Commerce Journey

Effective data management is an essential part of every successful business and Commerce organizations are not an exception. Organizational information such as Customer, Product, Supplier and Location data are all crucial pieces in a well-oiled Commerce machine that ensures great customer experience and maximized revenue. How can a company ensure personalized customer experience or real-time insights if they don’t have good visibility into their data? When starting your Commerce journey and trying to optimize your Commerce strategy for better performance, we recommend starting with organizing your Enterprise Data as a very first step in order to maximize ROI from this significant investment.
Brent Liberty, VP Commerce at Pivotree

Brent Liberty

VP Commerce
Pivotree

4:55 pm - 5:15 pm Interactive Roundtables for Distributors

An industry specific facilitated interactive session focused on addressing challenges and sharing lessons learned within the distribution community.
 
From Door Knocking to Digital Tools: Driving the Adoption of Digital by Your Sales Team

  • Conducting marketing bootcamps to get the sales force comfortable with your website
  • Demonstrating the digital tools you have so that they can educate customers to use them 
  • Empowering the sales force so they can show value to the customer
Nicole Alboushi, eCommerce Director at Imperial Supplies

Nicole Alboushi

eCommerce Director
Imperial Supplies

5:00 pm - 5:10 pm Innovation Spotlight

Eager to share your latest data and CRM innovations with the B2B community? Contact Christine Johnson at 646-200-7458 or christine.johnson@wbresearch.com   

5:00 pm - 5:10 pm Innovation Spotlight

Ready to share your latest conversion optimization innovations with the B2B community? Contact Christine Johnson at 646-200-7458 or christine.johnson@wbresearch.com   

5:00 pm - 5:10 pm Innovation Spotlight

Eager to share your latest tried and tested eCommerce innovations with the B2B community? Contact Christine Johnson at 646-200-7458 or christine.johnson@wbresearch.com   

4:55 pm - 5:25 pm Interactive Roundtables for Distributors

An industry specific facilitated interactive session focused on addressing challenges and sharing lessons learned within the distribution community.
 
From Door Knocking to Digital Tools: Driving the Adoption of Digital by Your Sales Team

  • Conducting marketing bootcamps to get the sales force comfortable with your website
  • Demonstrating the digital tools you have so that they can educate customers to use them 
  • Empowering the sales force so they can show value to the customer
Nicole Alboushi, eCommerce Director at Imperial Supplies

Nicole Alboushi

eCommerce Director
Imperial Supplies

5:10 pm - 5:25 pm 7th Inning Stretch and Interactive Tabletop Discussions: Leveraging Technology to Enhance Your CX Using Data

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:
  • Breaking down historical silos to bring data together to deliver better value to your customer
  • Connecting ERP, PIM and your site to work toward a high quality data and a single source of truth

Cynthia Kellam, Global Senior Director, Digital Customer Experience Strategy at TE Connectivity

Cynthia Kellam

Global Senior Director, Digital Customer Experience Strategy
TE Connectivity

5:10 pm - 5:25 pm 7th Inning Stretch and Interactive Tabletop Discussions: Driving Conversions: Tackling and Reducing Cart Abandonment

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:

  • Understanding what triggers the B2B customer to abandon the cart
  • Knowing what it takes to bring back existing customers to complete the order
  • Implementing programs with sales for a more personalized touch
  • Simplifying the checkout process and improving site performance to increase conversions and grow the bottom line 

Brian Smith, Director, eCommerce Operations at Farmer Boy

Brian Smith

Director, eCommerce Operations
Farmer Boy

5:10 pm - 5:25 pm 7th Inning Stretch and Interactive Tabletop Discussions: Speeding Up the Process of Getting Products on Your Website to Increase Your Product Assortment

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:
  • Enriching product data with images and specifications to provide the level of detail B2B buyers expect
  • Knowing when PIM is sufficient and how to best enhance it with more dedicated resources or third parties

Carl Persson, Director, Product Management & Catalog Operations at PartsSource

Carl Persson

Director, Product Management & Catalog Operations
PartsSource

4:55 pm - 5:25 pm Interactive Roundtables for Distributors

An industry specific facilitated interactive session focused on addressing challenges and sharing lessons learned within the distribution community.
 
From Door Knocking to Digital Tools: Driving the Adoption of Digital by Your Sales Team

  • Conducting marketing bootcamps to get the sales force comfortable with your website
  • Demonstrating the digital tools you have so that they can educate customers to use them 
  • Empowering the sales force so they can show value to the customer
Nicole Alboushi, eCommerce Director at Imperial Supplies

Nicole Alboushi

eCommerce Director
Imperial Supplies

5:25 pm - 7:00 pm B2B Offsite Party at the House of Blues

At the end of a jam packed day, jam out at the House of Blues - the ultimate night out in Chicago. Where great food, great friends and great music all converge. With exclusive access to this legendary venue, you’ll leave with memories that last a lifetime.

7:00 pm - 7:00 pm End of Day Two