In this episode, we’re joined by Jason Hein, Global Director, Product Content and Search at B2B eCommerce Association, to discuss the challenges of product data, merchandising and marketplace strategy in B2B eCommerce. With decades of experience at McMaster-Carr, Amazon Business and Bloomreach, Jason shares why bad product content holds companies back and how to fix it without getting overwhelmed.


Key Takeaways:

(05:02) Companies wait for a “miracle” fix instead of addressing product data issues.
(13:55) Product content must be correct, complete, consistent and clear.
(15:18) Contextualization tailors content to customer needs and industries.
(18:59) Distributors must define standards for product data with suppliers.
(21:30) Prioritize high-traffic categories for faster data improvement results.
(24:36) Marketplaces struggle with balancing selection and product discovery tools.
(27:06) Investments in product discovery often lag behind selection growth.
(31:30) Analytics help focus resources on high-impact product categories.
(33:32) The B2B eCommerce Association trains companies on product content.
(39:56) The TV series “Ted Lasso” offers lessons in change management for B2B leaders.


Resources Mentioned:

Jason Hein -
https://www.linkedin.com/in/jasonhein/

B2B eCommerce Association | LinkedIn -
https://www.linkedin.com/company/b2b-ecommerce-association/

B2B eCommerce Association | Website -
https://b2bea.org

McMaster-Carr Catalog -
https://www.mcmaster.com/

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#eCommerce #B2BeCommerce #DigitalCommerce

In this episode, Matt Boland, Director of Global Supply Chain Partners, and Chad Andrews, Director of Solution Engineering, both of Körber Supply Chain Software, discuss the transformative role of the order management system (OMS) in B2B operations.

Key Takeaways:

(04:42) OMS needs evangelism and adoption to meet the evolving demands of B2B.
(06:52) How available-to-promise challenges impact B2B order fulfillment.
(08:17) SLAs in B2B are non-negotiable — noncompliance can result in chargebacks or cancellations.
(11:19) OMS fits between demand channels, ERP and warehouse systems to optimize decision-making.
(15:46) Protecting revenue and profitability with automated rules and intelligent order processing.
(18:04) OMS acts as the “great unifier,” ensuring consistency across systems and processes.
(22:12) Inventory visibility through OMS unlocks additional revenue opportunities.
(29:47) Customer-specific rules belong in OMS, not ERP, for scalability and flexibility.
(34:02) Modular deployment of OMS components addresses specific business challenges effectively.

Resources Mentioned:

Matt Boland -
https://www.linkedin.com/in/mtboland/

Chad Andrews -
https://www.linkedin.com/in/chad-andrews-28602722/

IBM Watson -
https://www.ibm.com/watson

MIT Research -
https://web.mit.edu/research/

Thanks for listening to “B2B Commerce UnCut: A Journey Through Change,” powered by Oro. If you enjoyed this episode, leave a review to help get the word out about the show. And be sure to subscribe so you never miss another insightful conversation.

#eCommerce #B2BeCommerce #DigitalCommerce

In this episode, we’re joined by Jay Schneider, Founder and CEO of B2B Squared. Jay shares his experience in B2B eCommerce, working with manufacturers and distributors to enhance their digital strategies. He highlights the challenges in bridging the gap between traditional sales models and eCommerce platforms while emphasizing the importance of customer-centric digital transformation.

Key Takeaways:

(06:32) B2B sales need integrated eCommerce and CRM workflows.
(09:46) Unified sales and eCommerce workflows reduce friction for customers.
(14:03) Successful digital transformation starts with understanding and reducing customer friction.
(18:20) B2B merchandising reduces friction by simplifying purchases and replenishment.
(20:19) Product data enrichment simplifies purchasing, boosts sales and reduces friction.
(25:51) Digital transformation relies on organized, actionable customer data.
(27:30) B2B segmentation and account-level data enable personalized messaging and sales.

Resources Mentioned:

Jay Schneider -
https://www.linkedin.com/in/jayhschneider/

B2B Squared | LinkedIn -
https://www.linkedin.com/company/b2b-squared/

B2B Squared | Website -
https://b2b-squared.com/

Amy Porterfield’s | Website -
https://www.amyporterfield.com

Thanks for listening to the “B2B Commerce UnCut: A Journey Through Change” podcast powered by Oro. If you enjoyed this episode, leave a review to help get the word out about the show. And be sure to subscribe so you never miss another insightful conversation.

#eCommerce #B2BeCommerce #DigitalCommerce

In this episode, we’re joined by Mark Rubin, Founder and President of Kasama. Mark is a veteran of eCommerce and B2B innovation. He discusses the importance of strong partnerships in B2B commerce, the value of speed and uptime, and how Kasama supports complex client needs. Mark shares his insights on managing B2B relationships and the role of technology in enabling efficient, customized customer experiences.

Key Takeaways:

(02:24) Commerce-focused partnerships with a skilled Filipino team.
(04:53) B2B focus and strong features offer unique growth potential.
(06:37) Platform choice hinges on understanding unique B2B needs.
(09:29) Customizable flows and strong reporting simplify B2B management.
(14:10) B2B integrations are catching up, driving efficiency and revenue.
(16:39) Balancing user experience and function requires a phased approach.
(18:27) A test-and-iterate approach allows B2B sites to scale and adapt.
(20:39) AI and foundational improvements will drive future B2B efficiency.
(23:23) Thriving in eCommerce by partnering with unique, complex B2B clients.
(25:26) Choose partners who ask questions and focus on your business needs.
(28:19) Choose tech wisely — focus on needs, team capacity and real value.
(30:51) Hustle and transparency define a client-first, “fireable” approach.


Resources Mentioned:

Mark Rubin -
https://www.linkedin.com/in/markjrubin/

Kasama | LinkedIn -
https://www.linkedin.com/company/kasama-digital/

Kasama | Website -
https://www.kasamadigital.com/

Thanks for listening to the B2B Commerce UnCut: A Journey Through Change, powered by Oro. If you enjoyed this episode, leave a review to help get the word out about the show. And be sure to subscribe so you never miss another insightful conversation.

#eCommerce #B2BeCommerce #DigitalCommerce

In this episode, we’re joined by Jim Herbert, CEO of Patchworks. Jim shares his extensive background in eCommerce and integration technology, discussing the evolution of iPaaS, the benefits of no-code, low-code tools and the significance of simplifying complex tech stacks. He also highlights how Patchworks’ approach recently earned the company an award for innovation.


Key Takeaways:

(03:39) The evolution and benefits of iPaaS technology.
(08:29) The challenges of integrating independent apps.
(11:18) How no-code, low-code tools drive innovation.
(15:30) When to adopt iPaaS for digital transformation.
(19:05) The common challenges in ERP integration for B2B.
(24:00) How Patchworks uses AI to automate tasks.
(27:10) Real-world examples of AI in integration.
(30:20) Delaying crucial decisions can lead to costly setbacks at scale.
(33:30) Book and television show recommendations.


Resources Mentioned:

Jim Herbert -
https://www.linkedin.com/in/jim-herbert-ecommerce/?originalSubdomain=uk

Patchworks -
https://wearepatchworks.com

UK eCommerce Awards -
https://ecommerceawards.london

Odoo ERP -
https://www.odoo.com

Airtable -
https://www.airtable.com

Amazon AI Services -
https://aws.amazon.com/machine-learning/

Termination Shock -
https://www.amazon.com/Termination-Shock-Novel-Neal-Stephenson/dp/0063028050

Thanks for listening to the “B2B Commerce UnCut: A Journey Through Change,” powered by Oro. If you enjoyed this episode, leave a review to help get the word out about the show. And be sure to subscribe so you never miss another insightful conversation.

#eCommerce #B2BeCommerce #DigitalCommerce

In this episode, we’re joined by Isaiah Bollinger, Co-Founder and CEO of Trellis, to explore the changing landscape of B2B commerce. Isaiah shares insights on the challenges facing distributors and manufacturers in adopting digital strategies, including ERP integration and eCommerce implementation. He also discusses the potential of AI in streamlining operations and how companies can make strategic decisions for long-term success.

Key Takeaways:

(02:09) Isaiah’s journey into founding Trellis.
(06:40) COVID’s impact on B2B eCommerce adoption.
(08:30) Challenges in quantifying B2B eCommerce value.
(10:53) Importance of ERP integration for real-time data.
(16:02) Distributors shifting to digital-first approaches.
(28:22) AI’s potential in data automation for B2B.
(30:41) Upgrading legacy ERP systems for digital success.
(37:46) Isaiah’s advice: align expectations with budget.

Resources Mentioned:

Isaiah Bollinger -
https://www.linkedin.com/in/isaiah-bollinger/

Trellis | LinkedIn -
https://www.linkedin.com/company/trellis-boston/

Trellis | Website -
https://trellis.co

B2B eCommerce Association -
https://www.linkedin.com/company/b2b-ecommerce-association/

Thanks for listening to the B2B Commerce UnCut: A Journey Through Change, powered by Oro. If you enjoyed this episode, leave a review to help get the word out about the show. And be sure to subscribe so you never miss another insightful conversation.

#eCommerce #B2BeCommerce #DigitalCommerce

In this episode, we’re joined by Kevin Kazenmayer, VP of Channel Development at TradeCentric, a leader in eProcurement solutions. Kevin shares his insights into the growing importance of eProcurement in B2B commerce, how TradeCentric helps businesses streamline procurement processes and the benefits of leveraging eProcurement platforms to scale operations and increase visibility across the supply chain.

Key Takeaways:

(06:51) eProcurement integrates the procure-to-pay process.
(07:00) eProcurement integrates suppliers with buyer systems.
(12:42) TradeCentric connects B2B suppliers and buyers.
(16:30) Suppliers expand markets through eProcurement.
(18:03) eProcurement platforms increase supplier visibility.
(25:57) TradeCentric automates PunchOut, orders and invoicing.
(28:18) eProcurement marketplaces target specific suppliers.
(38:00) Demand for eProcurement rises with supply chain needs.
(41:06) eProcurement sales outpaced B2B growth in 2023.

Resources Mentioned:

Kevin Kazenmayer -
https://www.linkedin.com/in/kevin-kaz19/

TradeCentric | LinkedIn -
https://www.linkedin.com/company/tradecentric/

TradeCentric | Website -
https://tradecentric.com/

Thanks for listening to the B2B Commerce UnCut: A Journey Through Change, powered by Oro. If you enjoyed this episode, leave a review to help get the word out about the show. And be sure to subscribe so you never miss another insightful conversation.

#eCommerce #B2BeCommerce #DigitalCommerce

In this episode, we’re joined by Brian Beck, Co-Founder of Master B2B eCommerce. Brian discusses the evolving landscape of B2B commerce, emphasizing the importance of adapting to changing buyer preferences and leveraging omnichannel strategies.

Key Takeaways:

(00:03) The importance of resourcing to support eCommerce platforms.
(03:00) Digital leaders must align different business units for ROI.
(08:30) Metrics beyond eCommerce penetration are crucial.
(12:00) Understanding customer share of wallet is vital.
(15:45) The impact of Amazon on B2B sales and distribution.
(19:00) Empowering salesforces with digital tools is key.
(24:00) Distributors must adapt to stay relevant in the market.

Resources Mentioned:

Brian Beck - https://www.linkedin.com/in/ecommerceexpertbeck/
Enceiba - https://www.enceiba.com
Master B2B eCommerce | LinkedIn - https://www.linkedin.com/company/master-b2b-ecommerce/
Master B2B | Website -https://www.masterb2b.com

Thanks for listening to the B2B Commerce UnCut: A Journey Through Change, powered by Oro. If you enjoyed this episode, leave a review to help get the word out about the show. And be sure to subscribe so you never miss another insightful conversation.

#eCommerce #B2BeCommerce #DigitalCommerce