B2B Online 2017 (past event)
May 08 - 10, 2017
Chicago Renaissance Downtown
Contact Us: 888-482-6012
Engagement & Customer Experience Optimization
For All Attendees
07:30 - 08:15 Continental Breakfast & RegistrationInvitation only
07:30 - 08:15 Women in B2B Breakfast
Interested in meeting other dynamic, leading female executives in B2B? This session is for you! Join our closed-door breakfast for female manufacturing and distribution executives.
Invitation only
07:30 - 08:15 Private Invitation Only Breakfast
08:15 - 08:25 Welcome Remarks & Benchmarking Study
08:25 - 08:35 Chairperson’s Opening Address
08:35 - 09:00 Keynote: The Future of B2B: From Sales Enablement to Sales Engine
Everyone recognizes the value of B2B eCommerce being lower costs, however turning it into a revenue engine is difficult. The future of B2B eCommerce is to become a sales engine for the company – not only a cost reduction tool. In this session learn how to make your B2B eCommerce into a sales engine.
•Keeping up with the breakneck speed of B2B digital transformation
•Figuring our what the next few years will look like for your sales engine
•Making decisions around where to focus your resources long-term to drive sales
09:00 - 09:25 Keynote: Breaking the Content Myth: The Importance of Profitability & Supply Chain
We have heard for a while now that content is king. While content is important to tell the story and help people understand, is content any good if there is no sale? In a B2B world – it is typically about the deal, the service and multiple things that are brought to a table beyond a widget. Although content is necessary, it’s easy to lose site of the additional information we can bring on improved distribution networks, improved order enhancements, service models, flexible and adaptable supply chains.
09:25 - 09:45 Keynote: What If Websites Were To Become Obsolete?
Will e-commerce continue to use web based modality in the future or will newer modes of engagement drive commerce of the future? This is a key question that everyone at B2B Online 2017 must ask. With Industry 4.0, IoT, AI and Augmented Reality gaining momentum; is it really out of the question to imagine a browser-less commerce transaction? In this Executive Presentation, Suchit Bachalli from Unilog will share bold ideas and a bright, new vision for B2B E-Commerce of the future.
09:45 - 10:15 Panel: Getting a Seat at the C-Suite Table
One of the biggest hurdles B2B companies have to overcome is driving cultural change. Most are not suited to become digitally fit. Many senior executives are still not convinced that digital and eCommerce are lasting functions, while others even see them as threats. Creating a business case to invest in digital is hard to do. But digital is here to stay, and the sooner the C-suite makes room for it, the better.
- Removing barriers to adoption within your organization
- Demonstrating the value of eCommerce to your organization through data
- Having the best data and analytics to support your internal campaign
- Spreading the word cross-functionally – tailoring your approach to each department
10:15 - 10:30 Morning Refreshment & Networking Break
For All Attendees
10:30 - 11:05 Morning Refreshment & Networking BreakBoardroom
10:30 - 11:05 VP Boardroom
Exclusive, invite-only small group discussionin a private room focusing on your most pressing ecommerce challenges. For senior level manufacturing and distribution executives only.
Keynote
11:05 - 11:30 Keynote: The 90s Called, They Want Their Website Back: Creating a Meaningful Site Experience to Engage Customers and Drive Sales
For many, the backbone of their digital or eCommerce strategy was just their website. Many suppliers and distributors still have sites up that were first developed before “responsive” was a tool. But creating a site that can compete with the B2C heavyweights is hard to do. Yet it’s exactly what your customers expect.
• Understanding the customer
• Developing a content strategy to meet customer needs
• Exploring different mediums that provide interactive content through video, blogs and reviews
• Collecting data onsite to help build optimal customer experiences
• Improving site performance to meet global needs
• Understanding the customer
• Developing a content strategy to meet customer needs
• Exploring different mediums that provide interactive content through video, blogs and reviews
• Collecting data onsite to help build optimal customer experiences
• Improving site performance to meet global needs
Boardroom
11:05 - 11:30 VP Boardroom
Exclusive, invite-only small group discussion in a private room focusing on your most pressing ecommerce challenges. For senior level manufacturing and distribution executives only.
11:30 - 11:50 Fireside Chat: Andy Hoar speaks with Amazon Business
11:50 - 12:20 Panel: The Nuts and Bolts Of Customer Segmentation to Engage Your Audience
The first question all B2B companies need to ask is “do you know your customer needs”? Understanding who your customers are, what segments they fall into, what the mechanics of those segments and how they behave is the key to engaging them.
• Understanding your customer segments
• Creating segments based on customer data
• Best strategy for every segment
• Keeping your customers coming back and better serving new customers
• Understanding your customer segments
• Creating segments based on customer data
• Best strategy for every segment
• Keeping your customers coming back and better serving new customers
12:20 - 12:40 Keynote: How to Become a B2B Digital Commerce Leader and Significantly Grow Revenue by Leveraging Product UX
Everyone knows that great product content and a strong user experience are critical to B2B digital commerce. But what does it take to be so good that you own a competitive advantage and drive serious online revenue growth? Does your organization know how to reach the next level of digital commerce and lead your industry? In this session, Codifyd reveals how to become a B2B digital leader by leveraging the combination of Product Content and User Experience (or, Product UX). Product UX is an approach that operationalizes customer insights, analytics, merchandising, experience design and content optimization intelligently to produce predictable results. Codifyd will be joined by client, Fastenal, to illustrate a real-life example of some of these principles.
12:40 - 13:10 Guest Keynote: Next Generation Selling: Keys to Positioning a Brand or Service with the Millennial B2B Buyer
73% of Millennial workers are involved in decisions to purchase products or services for their companies.
Because of Millennials hyper-connected and high-tech upbringing, Millennials approach the buying process differently than previous generations.
Mobile communications and the social web have forever changed the customer expectations of the Millennial generation. As more and more Millennials move into decision-making roles, it becomes critical that organizations learn how to effectively connect and sell to this emerging demographic.
Audience Outcomes:
• Gain extreme clarity around who are the Millennials.
• Learn the powerful why behind selling to Millennials.
• How to effectively communicate with Millennials.
• Key Millennial selling strategies any salesperson can leverage.
• Practical to-dos to strategically position your brand or service with Millennials.
• Relevant examples of organizations successfully engaging Millennials.
• Inspiring story about how to manage change successfully.
Because of Millennials hyper-connected and high-tech upbringing, Millennials approach the buying process differently than previous generations.
Mobile communications and the social web have forever changed the customer expectations of the Millennial generation. As more and more Millennials move into decision-making roles, it becomes critical that organizations learn how to effectively connect and sell to this emerging demographic.
Audience Outcomes:
• Gain extreme clarity around who are the Millennials.
• Learn the powerful why behind selling to Millennials.
• How to effectively communicate with Millennials.
• Key Millennial selling strategies any salesperson can leverage.
• Practical to-dos to strategically position your brand or service with Millennials.
• Relevant examples of organizations successfully engaging Millennials.
• Inspiring story about how to manage change successfully.
For All Attendees
13:10 - 14:10 LunchPrivate Invitation Only
13:10 - 14:10 Luncheon Workshop
Hosted by Broadleaf Commerce
Private Invitation Only
13:10 - 14:10 Luncheon Workshop
Hosted by Magento
Stream 1: Customer Experience Optimization
14:10 - 14:20 Chairperson’s Opening AddressStream 2: Content Management and Personalization
14:10 - 14:20 Chairperson’s Opening AddressStream 3: Building Community and Using Social Tools
14:10 - 14:20 Chairperson’s Opening AddressIndustry Boardrooms
14:10 - 14:20 LEADERS IN MANUFACTURING
An industry specific facilitated strategy discussion focused on addressing challenges and sharing lessons learned within the manufacturing community
(Limited to 15 Participants)
(Limited to 15 Participants)
Stream 1: Customer Experience Optimization
14:20 - 14:50 Case Study Revolution: Digital to Digital Conversations – Alignment between Manufacturer and Distributor
The Digital Transformation journey for both requires direct participation. For us, as a manufacturer, it’s critical we align our digital roadmap with our key Channel Partners (Distributor) digital roadmap. In order to ensure future success, the partnership, both from a business perspective and now from a Digital perspective needs to be tightly bounded. Key takeaways from this session will include:
• Finding synergies and opportunities to drive value
• How to offer differentiation
• How to ultimately enhance the overall customer engagement
• Finding synergies and opportunities to drive value
• How to offer differentiation
• How to ultimately enhance the overall customer engagement
Stream 2: Content Management and Personalization
14:20 - 14:50 Case Study Revolution: Personalizing Emails to Advance Your Customer Engagement
While it may be easy to blast out a generic email to your customers, you may be compromising your email reputation. This Case Study Revolution will not only address the benefits of email personalization, but also how you can achieve them.
• Developing automated processes for email marketing
• Avoiding batch and blast
• Understanding how to create targeting emails
• Extracting data and closed-loop reporting to segment your audience appropriately
• Using customer data to further enhance your email marketing campaigns
• Developing automated processes for email marketing
• Avoiding batch and blast
• Understanding how to create targeting emails
• Extracting data and closed-loop reporting to segment your audience appropriately
• Using customer data to further enhance your email marketing campaigns
Stream 3: Building Community and Using Social Tools
14:20 - 14:50 Case Study Revolution: Building a Community That Increases Customer EngagementCommunity is increasingly important to the success of your B2B brand, creating a space where “mind-share” and dialogue around your products and brand can take place. In this case study you will learn about:
•Building a platform to let your customers interact together online
•How a community can become your content engine
•Creating engagement with your customers and your suppliers
•What matters - measuring the value to all stakeholders
Industry Boardrooms
14:20 - 14:50 LEADERS IN MANUFACTURING
An industry specific facilitated strategy discussion focused on addressing challenges and sharing lessons learned within the manufacturing community
(Limited to 15 Participants)
(Limited to 15 Participants)
Stream 1: Customer Experience Optimization
14:50 - 15:10 Case Study: The Seven Key Capabilities of CX Leaders
Every organization is in a different stage of digital marketing maturity, which is directly related to its ability to deliver an exceptional customer experience. To make the situation more challenging, customer expectations are increasing every day because Amazon, Google, and other innovators are shaping our digital expectations. How is a company supposed to create an organization that can meet customer expectations today and identify the biggest opportunities to build a stronger relationship with them? We have determined a set of core competencies and capabilities that CX leaders share that differentiate them from their competition and allow them to deliver a superior customer experience. In this session, you will learn about these seven key capabilities and what you can do to improve on them.
Stream 2: Content Management and Personalization
14:50 - 15:10 Case Study: The Customer-Centric Content Clearinghouse – Rethinking Attributes to Drive Differentiated Brand ValueIn today’s disruptive digital commerce landscape, manufacturers and distributors alike must do better to showcase brand value through end customer and trading partner experiences. To avoid a “race to the bottom” competing solely on price, differentiation relies on aligning your product data with compelling marketing assets and content that emphasizes your expertise. Mastering, publishing and scaling this capability across all your sales channels and trading partners is the challenge. To pull it off gracefully, you’ll need to extend your attribute framework beyond the eCatalog, driving content in context to tell the customer-centric story.
This session will explore how 3M Company, one of the world’s largest industrial manufacturers, has approached the creation of a Content Clearinghouse to support customer-centric product and content alignment for direct sales, brand sites, distributors and trading partners. Jeannine Bartlett, Earley Information Science’s Chief Digital Strategist, and Russ Vander Wiel, 3M Digital Marketing Operations, will discuss how 3M is leveraging key customer-facing attributes to present localized product assortments, content and expertise for their iconic brands.
Stream 3: Building Community and Using Social Tools
14:50 - 15:10 CASE STUDY: How Univar Transformed Digitally & Delivered Customer Value with B2B CommerceBy 2020, 60% of B2B purchases will be made online and business buyers increasingly expect the same B2C-like online purchasing experiences they have in their personal lives. This is why one of the largest global chemical distributors, Univar, made a strategic investment in B2B commerce.
By launching a B2B commerce site built natively on its CRM platform, Salesforce, Univar is:
•Improving its customer experience and engagement
•Driving customer intimacy and insights
•Increasing operational efficiencies and productivity
Join this session to learn how Univar launched a new B2B commerce offering in just eight weeks using CloudCraze's B2B commerce platform. Attendees will learn actionable advice for building and launching an eCommerce program that serve as a foundation todramatically increase customer engagement, loyalty and insights.
Industry Boardrooms
14:50 - 15:10 LEADERS IN DISTRIBUTION
An industry specific facilitated strategy discussion focused on addressing challenges and sharing lessons learned within the distribution community
(Limited to 15 Participants)
(Limited to 15 Participants)
Stream 1: Customer Experience Optimization
15:10 - 15:50 Panel Revolution: Mastering the Customer Journey: Creating an Insight-Driven Experience
Take your customer experience to the next level in this interactive panel. See how industry leaders are utilizing the data available to them to create the best possible customer journey and solidify their customer loyalty.
• Leveraging data and analytics enhance your customer experience
• Using data as the foundation to create these experiences
• Understanding and responding to changing customer behaviors
• Mapping the customer journey to increase loyalty
• Leveraging data and analytics enhance your customer experience
• Using data as the foundation to create these experiences
• Understanding and responding to changing customer behaviors
• Mapping the customer journey to increase loyalty
Stream 2: Content Management and Personalization
15:10 - 15:50 Panel Revolution: Building Your Product Content and Organizing Your SKUs to Increase Sales
With so many products to get online, it can be an overwhelming task. This panel talks about how to get organized and prioritize getting your products online.
• Tips and tricks for aggregating millions of SKUs
• Investing your resources to most effectively organize your product content
• Keeping effective merchandising strategies top of mind
• Identifying your customer’s most pertinent information needs to give them the fastest results
• Tips and tricks for aggregating millions of SKUs
• Investing your resources to most effectively organize your product content
• Keeping effective merchandising strategies top of mind
• Identifying your customer’s most pertinent information needs to give them the fastest results
Stream 3: Building Community and Using Social Tools
15:10 - 15:50 Panel Revolution: Recognizing the Opportunities and Pitfalls Around the Usage of Social Media Platforms
As B2B continues to move further into the digital space, the question of when and how social media is relevant becomes increasingly important. In this session hear B2B leaders discuss their experiences.
• Initiating new relationships through a social media platform
• Teaching user and building brand awareness
• What social media opportunities are available? How do you identify when it is a waste of time?
• Initiating new relationships through a social media platform
• Teaching user and building brand awareness
• What social media opportunities are available? How do you identify when it is a waste of time?
Industry Boardrooms
15:10 - 15:50 LEADERS IN DISTRIBUTION
An industry specific facilitated strategy discussion focused on addressing challenges and sharing lessons learned within the distribution community
(Limited to 15 Participants)
(Limited to 15 Participants)
15:50 - 16:35 Afternoon Refreshment & Networking Break
16:35 - 17:35 Interactive Roundtable Discussions
Speakers:
Suchit Bachalli President Unilog
Jeff Hunt CEO Snap36
Rob Green Director of Sales and Marketing Amazon Business
Randy Higgins VP Digital Strategy & Business Development Insite Software
Rob Stowell Director of Sales & Alliances Codifyd
Aaron Sheehan Solutions Architect Classy Llama
Gregg Sampson Director of Digital Strategy Perficient Digital
Paul Wlodarczyk Product Information Practice Lead Dakota Systems
Aamir Burki Director, Practice Lead Commerce Strategy Codifyd
Brian Strojny Founder/Sr. Vice President Insite Software
Bill Osteraas Sales & Business Development OrderCloud.io
Lisa Saacks VP Business Development BlueTarp Financial
Joe Mulchay Director Digital Marketing and Sales King Koil
Sandeep Kuttiyatur Founder & President eComchain
Shannon Hane Director of Product Marketing Magento Commerce
Lucas Taddonio Senior Solutions Consultant Magento Commerce
Suchit Bachalli President Unilog
Jeff Hunt CEO Snap36
Rob Green Director of Sales and Marketing Amazon Business
Randy Higgins VP Digital Strategy & Business Development Insite Software
Rob Stowell Director of Sales & Alliances Codifyd
Aaron Sheehan Solutions Architect Classy Llama
Gregg Sampson Director of Digital Strategy Perficient Digital
Paul Wlodarczyk Product Information Practice Lead Dakota Systems
Aamir Burki Director, Practice Lead Commerce Strategy Codifyd
Brian Strojny Founder/Sr. Vice President Insite Software
Bill Osteraas Sales & Business Development OrderCloud.io
Lisa Saacks VP Business Development BlueTarp Financial
Joe Mulchay Director Digital Marketing and Sales King Koil
Sandeep Kuttiyatur Founder & President eComchain
Shannon Hane Director of Product Marketing Magento Commerce
Lucas Taddonio Senior Solutions Consultant Magento Commerce
This is your opportunity to break into small groups and brainstorm with your peers on specific topics around digital marketing and eCommerce. Please choose two discussions for 30 minutes each.
Table 1:
Rob Green, Director of Sales & Marketing, Amazon Business
Table 2: Identifying Challenges in Scaling Your eCommerce Business
Aaron Sheehan, Solutions Architect, Classy Llama
Table 3: Using B2B Commerce to Transform Your Business and Grow Revenue
Brian Wagner, Vice President, Cloudcraze
Brian Wagner, Vice President, Cloudcraze
Table 4:
Rob Stowell, Director of Sales & Alliances, Codifyd
Rob Stowell, Director of Sales & Alliances, Codifyd
Aamir Burki, Principal Practice & Consultant Lead, Digital Strategy, Codifyd
Table 5: Why PIM Implementations Alone Do Not Deliver ROI
Dino Eliopulos, Managing Director Client Services, Earley Information Science
Dino Eliopulos, Managing Director Client Services, Earley Information Science
Table 6: What Manufacturers & Distributors Need to Know About Modern App Development in Today's API Economy
Bill Osteraas, Sales & Business Development, OrderCloud.io
Table 7: Beyond Responsive, Building a Native Mobile Strategy
Randy Higgins, VP Digital Strategy & Business Development, Insite Software
Brian Strojny, Founder/Sr. Vice President, Insite Software
Randy Higgins, VP Digital Strategy & Business Development, Insite Software
Brian Strojny, Founder/Sr. Vice President, Insite Software
Table 8: Developing A Scalable Platform Strategy For Today’s Needs And Tomorrow’s Growth
Andrej Maihorn, VP Customer Innovation Americas, Intershop
Andrej Maihorn, VP Customer Innovation Americas, Intershop
Table 9:
Suchit Bachalli, President, Unilog
Suchit Bachalli, President, Unilog
Table 10: Manufacturers: Product Pages Are Your Digital Front Door
Paul Wlodarczyk, Product Information Practice Lead, Dakota Systems
Paul Wlodarczyk, Product Information Practice Lead, Dakota Systems
Table 11: Leveraging Business Intelligence to Drive Growth
Shannon Hane, Director of Product Marketing, Magento Commerce
Lucas Taddonio, Sr. Solutions Consultant, Magento Commerce
Shannon Hane, Director of Product Marketing, Magento Commerce
Lucas Taddonio, Sr. Solutions Consultant, Magento Commerce
Table 12: Gaining an E-Commerce Advantage with Enhanced Product Content
Jeff Hunt, CEO, Snap36
Table 13: The Seven Key Capabilities of CX Leaders
Gregg Sampson, Director of Digital Strategy, Perficient Digital
Table 15: Commerce Strategies for Increasing Your Sales Channels and Revenue
Table 16: 3 Ways to Align Sales & Marketing for Customer Experience and Engagement
Orrin Broberg, President & CEO, Modus Engagement
Tom Flint, Digital Marketing Director, Graco
Table 18:
Jeff Hunt, CEO, Snap36
Table 13: The Seven Key Capabilities of CX Leaders
Gregg Sampson, Director of Digital Strategy, Perficient Digital
Table 14: Creating An Integrated Credit Platform That Encourages Sales And Provides Optimal Customer UX
Lisa Saacks, VP Business Development, BlueTarp Financial
Table 15: Commerce Strategies for Increasing Your Sales Channels and Revenue
Joe Mulchay, Director Digital Marketing and Sales, King Koil
Sandeep Kuttiyatur, Founder & President, eComchain
Table 16: 3 Ways to Align Sales & Marketing for Customer Experience and Engagement
Orrin Broberg, President & CEO, Modus Engagement
Tom Flint, Digital Marketing Director, Graco
Table 18:
Table 19:
Table 20 :
17:35 - 18:35 Roaring 20s Casino Reception
Join us for blackjack and craps as we kick off the second reception of B2B Online 2017. We’ll have alcohol tastings and delicious appetizers to keep you energized while you go for a full house! But only if you have the speakeasy password!