Customer Acquisition and Omnichannel

Private Invite-Only Luncheon Workshop Hosted By IBM

Private Invite-Only Luncheon Workshop Hosted by SAP Hybris

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Celebrating our 30th anniversary, Heritage Parts is a leading parts distributor in the foodservice equipment replacement parts business. Heritage built its business upon expert customer service and management of parts inventory and logistics. Three years ago, Heritage realized it needed to expand the customers’ path to purchase through technology, launching an omni-channel eCommerce solution.

• Understanding the customer’s path to purchase and your own customer mythology
• Building an eCommerce platform from scratch
• Growing through new customer acquisition and converting existing customers to eCommerce users

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It’s the end of the Web as we know it. In the initial mad rush to “get online,” many businesses focused solely on e-commerce and forgot the essential ingredients that made them successful to begin with. Fast forward to 2017. E-commerce is ubiquitous. In today’s world, being digital means more than web sites and e-commerce. Being digital means leveraging digital tools to track and understand end-consumer behavior. Being digital means providing millennials with enough product information to make buying decisions when they won’t talk to a human. Being digital means eliminating the friction in your customer relationships and interactions.
In this Case Study Revolution, you’ll learn about:

• Best-in-class examples of companies that are leveraging digital tools to solve problems and improve customer experience while not abandoning what makes them special,
• What innovative companies are doing to bridge the gap between the physical and digital world, and how it improves customer experience,
• Identifying and evaluating technology to determine which is the best fit for your omnichannel initiatives, and
• Integrating new technology with already established systems and processes.

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It is well established that companies must enter the digital age to maintain and grow their business. If we all accept that “software is eating the world” and every business needs to think of themselves more like software firms then the choices of their technology becomes the leading challenge. The opportunity to own their own commerce application introduces the flexible and nimble capability to adapt to market changes and rapidly address the needs of their buyers. In this talk we’ll cover how the API economy delivers on these promises and why experienced software developers want to work with these tools.

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Merchants are always looking for good data to improve the effectiveness and profitability of their business and marketing operations. In this session, we will define “good” unified data and how to unify your data sources. Plus, hear from Tacoma Screw Products about their journey to unify their data to optimize sales and engagement.

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There is a complexity to the B2B pricing experience that doesn’t exist anywhere else. This panel will look at the different ways that you can break-down pricing, making it easier to get that sale.

• Making the pricing process easier
• Understanding the challenges of taking an offline contract online
• Breaking down the business needs of your customer to align with the right price allocation
• Personalizing pricing your eCommerce customers and communicating it effectively

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As your brand begins to shift to a global scale, how do you ensure that your brand doesn’t fracture across channels? This panel will address:

• Navigating the complexities of scaling your business and tools
• Creating an omnichannel strategy for a regional, national and global enterprise
• Ensuring all data and content converts successfully across channels as you grow

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The B2B customer is varied, therefore it’s necessary to understand how to tailor your app to those customer’s needs, turning your app into a tool for your eCommerce business.

• Figuring out the best use of your app as a support mechanism
• Deploying your app efficiently to tailor to geography and job function
• Maintaining and upgrading your app as needed

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This is your opportunity to break into small groups and brainstorm with your peers on specific topics around digital marketing and eCommerce.

Table 1: Organization Design for Marketing & Sales Alignment in Decentralized Organizations
Ken Novak, Global eBusiness Marketing Manager, Parker Hannifin

Table 2: Build a Differentiation Wall: Best Practices to Fight Cross-Channel Competition
Tom Gale, President & Publisher, Modern Distribution Management

Table 3: Manufacturer Strategies for Content Success
Sonesh Shah, Digital Director, Bosch

Table 4: Engaging the B2B “Researcher” vs. the B2C “Shopper” to Generate Traffic
Jeff Buysse, VP, Sales & Marketing, GOJO Industries

Table 5:
Dawn Zassick, Sr. Director Marketing, Tucker Rocky

Table 6: Communities: Do they work for B2B brands?
Jim Lillig, Brand Manager, Digital Marketing, Bosch

Table 7: Let’s Talk: The Role of Conversations in The Digital Age
Mike Roth, Senior Director, eCommerce, MSC Industrial

Table 8: Engaging Your Salesforce to Increase Online Sales
Sophia Drivlas, VP eCommerce, Interline Brands

Table 9:
Jodi White, CFO, BayWa r.e. Solar Systems LLC

Table 12: A Digital Experience Diary- The secrets to Awe Inspiring Digital experiences
Charles Sherman, Marketing Cloud Evangelist, Adobe

Table 11: Interfacing Between Customer ERP and E-Commerce Systems to Eliminate Process Redundancy
Boaz Soifer, CEO, BayWa r.e. Solar Systems

Table 12: Why Customer Experience Matters - Changing Demographics of the B2B Buyer
Kevin Roskopf, Director of Customer Relations, ibSupply

Table 13: Selling Through Amazon Business And Other B2B Marketplaces
Paul Demery, Editor, B2BecNews and B2BeCommerceWorld.com

Table 14: Team Selling – Providing Specialized Representation Based on the Needs of Your Customer
Kenan Ikels, VP Sales, Tucker Rocky

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This exclusive invitation-only session will be a frank and candid conversation with senior leaders. The focus is on organizing and delivering superior B2B digital customer experiences that drive success. The direction of the session with be guided by the needs and interests of the group, but potential discussion topics include:
• What are the key issues and questions being addressed?
• Where are we seeing success? And how is it being measured?
• What are the biggest challenges? Best practices? And “lessons learned”?
This is your opportunity to gain honest feedback, debate strategic ideas and share high-level insights in a closed door session.

Accenture

Come hear from Amit Gupta of Pall Corporation in this exciting session!

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