B2B Online 2017 (past event)
May 08 - 10, 2017
Chicago Renaissance Downtown
Contact Us: 888-482-6012
Retention & The Customer Journey
07:50 - 08:25 Continental Breakfast & Registration
08:25 - 08:30 Welcome Remarks
08:30 - 08:45 Chairperson’s Opening Address
08:45 - 09:10 Keynote: Creating Cohesion After M&A: The Dell Story
One of the biggest mergers in the industry occurred when Dell purchased EMC last year. It was a long and complicated buying process, but Dell acquired EMC in September of 2016. However, just because the ink is dry, doesn’t mean the job is done. Hear Robert Elzner at Dell discuss what it means to merge two massive B2B companies with separate systems, platforms, and overall digital strategies and cultures.
• Understanding how to work with and partner legacy systems and onboard new ones
• Creating one unified culture of digital transformation
• Integrating functions to your best advantage, with the most advanced team and talent
09:10 - 09:50 Panel Revolution: Integrating Your ERP System with eCommerce to Build a High Performing and Agile e-Business Experience
One of the biggest struggles B2B companies face when trying to update their platforms is how to integrate them with already existing legacy systems. An ERP system is the backbone of a company’s infrastructure, yet many are too old to fit seamlessly into the latest eCommerce platform. They require customization, patience and a little bit of elbow grease.
• Understanding the headaches of the slow-performing and inflexible ERP platform
• Creating an integrated system that is built for global scaling
• Evaluating the benefits of de-coupling your ERP system from your e-commerce platform
• Integrating new technologies and tools to better serve your ERP system
• Understanding the headaches of the slow-performing and inflexible ERP platform
• Creating an integrated system that is built for global scaling
• Evaluating the benefits of de-coupling your ERP system from your e-commerce platform
• Integrating new technologies and tools to better serve your ERP system
09:50 - 10:20 Keynote: Enhancing the Relationship Between Manufacturers and Distributors to Keep the Message and the Product Flowing
The relationship between a supplier and their distributor is a very important one. Suppliers depend on distributors to pass their brand and message along, to provide the same level of product content and detail as they would, and to represent them in every way when facing the customer. But many distributors feel they don’t have the proper tools to educate their customers on their suppliers.
• Managing the relationship between manufacturers and distributors – understanding what’s getting lost in translation
• Building fresh content for your distributors – what manufacturers need to know to get their message to the end consumers
• Differentiating your content from your distributors while staying on message – how to complement each other
• Managing the relationship between manufacturers and distributors – understanding what’s getting lost in translation
• Building fresh content for your distributors – what manufacturers need to know to get their message to the end consumers
• Differentiating your content from your distributors while staying on message – how to complement each other
10:20 - 10:50 Morning Refreshment & Networking Break
10:50 - 11:20 Panel: Don’t Be a Commodity, It’s Not Worth the Price
For many B2B companies, they sit in a saturated market, made even more saturated by the introduction of marketplaces. So how does everyone compete? When you are losing market share, many resort to cutting prices. But this is only a temporary solution. In order to really compete in today’s digital world, you must deliver a differentiated experience.
• Competing in a saturated market without resorting to price hacking
• Building a relationship through your marketplaces so you are not reliant on your pricing
• Creating an experience that goes beyond the shopping cart
11:20 - 23:40 Keynote: How Leading B2B Firms Are Leveraging Data and Analytics to Accelerate Their Digital Performance
A growing number of B2B companies are embracing digital like never before. Getting superior and sustainable results will be key. Effectively leveraging data and analytics can help B2B companies unlock superior performance.
Key takeaways from this session will include:
• How analytics is driving significant impact across pricing, content, and product range decisions
• Lessons learned from leading B2B and B2C companies in successfully deploying analytics
Key takeaways from this session will include:
• How analytics is driving significant impact across pricing, content, and product range decisions
• Lessons learned from leading B2B and B2C companies in successfully deploying analytics
23:40 - 12:05 Keynote: Gone in 3 Seconds: The Art and Science of a High Performing B2B website
If your website is wasting your customer’s precious time, nothing else matters. Poor performance will instantly drive your customers to the competition. Sub-second response and 100% uptime is the new customer reality but do you know how your website is really performing? Learn from a Top 30 Internet Retailer what you need to know to ensure your website is fast enough to keep your customers engaged.
• You can’t fix what you can’t see. Learn how to identify problem areas that will impact your customer experience
• Milliseconds count; Key considerations to optimize the performance of your website
• Blockbuster online growth? What you need to do to stay ahead of the performance curve
• You can’t fix what you can’t see. Learn how to identify problem areas that will impact your customer experience
• Milliseconds count; Key considerations to optimize the performance of your website
• Blockbuster online growth? What you need to do to stay ahead of the performance curve
12:05 - 12:30 Keynote: Harnessing the Power of the B2B Customer Journey
Today’s B2B buyers and sellers expect a B2C-style experience from their B2B engagements. But for enterprise organizations, meeting these expectations means filling in the gaps left by their existing, segmented business systems. In this enlightening session, Mark Bartlett — an expert practitioner of ecommerce and digital transformation and Chief Experience Officer for FPX — offers a proven strategy to addresses this critical problem for today’s B2B manufacturers and distributors. By taking a “customer-in” approach, businesses can nurture engagement, increase margin, reduce costs, and unlock greater value from their end users as they meet and exceed these rising expectations. At FPX, we believe CPQ sits at the center of an Experience Management Platform for B2B businesses looking to deliver on the promise of an exquisite customer experience.
12:30 - 12:50 Keynote: 3 Deadly E-Commerce Mistakes Most Distributors Make...And How To Fix Them
When it comes to eCommerce most B2B companies say "I don't know what I don't know" when it comes to Digital and E-Commerce. In this practical session, hear the top 3 mistakes most distributors make when approach eCommerce, and practical ways of fixing them.
12:50 - 13:50 Lunch
13:50 - 14:15 Case Study: How Thule is Digitizing the Customer Experience
Annie will speak about how Thule improved their customer experience by listening to the customer in order to develop a solid B2B strategy. You’ll learn about the following Thule takeaways:
• Addressing the challenges of meeting customer needs in a digital world
• Devising a strategy for an overall better B2B experience
• Lessons learned along the way and how those lessons can be used going forward
• Understanding the results and where to go from there
14:15 - 14:45 Case Study Revolution: It’s Not Just a “Marketing Project”: Get the Entire Organization On-Board with Digital
Learn how a 75-yr old industrial distributor built readiness and excitement during an eCommerce website implementation. With laser-focus on employee engagement, the marketing team was able to rollout a robust, responsive website on-time and within budget.
•Hear about proven techniques for helping internal audiences to embrace the digital vision.
•See how a small marketing team created internal awareness and “buzz” to gain momentum in a decentralized business.
•Learn how Curbell created a seamless customer experience via multiple sales channels including web, telephone, and in-person sales visits.
