In this special episode, the original founders of OroCommerce — Yoav Kutner, Dima Soroka, and Jary Carter — join the B2B Commerce Uncut podcast for a behind-the-scenes conversation about what it took to build a B2B eCommerce platform before the market was ready.

They share how their early experience at Magento shaped their thinking, why OroCommerce was never just a pivot from CRM, and what it means to build for long-term customer success in a landscape obsessed with trends. If you want a front-row seat to what B2B vision looks like and the patience it demands, this is the episode to hear.

Key Takeaways

(01:32) How the OroCommerce founders originally met at Magento

(04:18) How CRM led to commerce — and why not everyone agreed at first

(06:40) Why a CRM foundation made OroCommerce stronger

(09:38) The dangers of chasing trends instead of solving problems

(12:55) The long-term vision: faster time-to-market and real ROI

(15:20) How the product roadmap evolved from CRM roots to full B2B commerce

(17:55) Where OroCommerce sees B2B eCommerce heading over the next five years

(25:20) The difference between true B2B architecture and B2B add-ons

(27:55) What’s changed (and hasn’t) in the eCommerce platform landscape

(31:30) How AI is starting to reshape B2B buying and operations

(34:36) Practical early AI use cases in manufacturing and distribution

(37:53) How OroCommerce balances AI experimentation without technical debt

(40:30) The story behind Jary Carter’s return to OroCommerce — and what’s next

Thanks for listening to “B2B Commerce UnCut: A Journey Through Change,” powered by OroCommerce. If you found this episode useful, leave a review and subscribe to catch the next drop of real-world B2B insights.

#ecommerce #b2becommerce #digitalcommerce

Jack Moberger, Head of Sales at DocUnlock, returns for a timely conversation on the evolving tariff landscape and what importers, brokers, and logistics pros need to do to stay ahead. 

DocUnlock helps digitize customs workflows for brokers and freight forwarders, giving Jack a front-row seat to how businesses are adapting to shifting trade policy, non-compliant bonds, and ACH risks. If you’re wondering who to trust for real updates or what proactive steps your business should take right now – this episode covers it.

(01:11) Why tariff changes send shockwaves through freight forwarding and brokerage

(03:22) The real sources importers should follow (not the headlines)

(04:42) What the CSMS notification system is and how to use it

(06:18) A quick breakdown of the latest tariff shifts

(07:14) Country-specific tariffs (“Liberation Day”) 

(10:10) How to prepare your business for tariff increases

(10:33) Why surety bonds are suddenly under pressure, and what to do

(11:35) How ACH tariff payments can protect you from financial strain

(12:14) Why invoice itemization matters more than ever

(12:59) What drawback recovery is and how to benefit from it

(14:15) Why classification compliance is under the microscope right now

(15:43) Can you avoid tariffs by shipping between company divisions?

CSMS (Cargo Systems Messaging Service)

https://www.cbp.gov/trade/automated/cargo-systems-messaging-service

NCBFAA (National Customs Brokers & Forwarders Association of America) https://www.ncbfaa.org/

Sandler, Travis & Rosenberg (Trade law firm) 

https://www.strtrade.com/

Thanks for listening to “B2B Commerce UnCut: A Journey Through Change,” powered by OroCommerce. If you found this episode useful, leave a review and subscribe to catch the next drop of real-world B2B insights.

#ecommerce #b2becommerce #digitalcommerce

In this episode, we’re joined by Chantal Schweizer, Head of Strategic Data Services at Pivotree. Chantal shares how structured product data impacts B2B success, why spreadsheets still dominate business operations and how taxonomy and knowledge graphs drive smarter decisions.

Key Takeaways:

(02:12) Taxonomy helps structure product data for better organization and searchability.

(05:20) Spreadsheets remain the default tool for managing business and product data.

(10:29) Taxonomy creates order from chaos, whether in nature or commerce.

(12:35) Spreadsheets can’t handle large-scale operations.

(16:35) Understanding SKU count and categories reveals the scale of data challenges.

(19:16) Discovery projects identify data issues before implementing long-term solutions.

(21:58) Automation creates efficiency but often sparks fears about job security.

(25:10) Buyers need fast, intuitive search tools to find products easily.

(29:59) An ontology connects multiple taxonomies to create structured relationships.

(34:55) A retailer adjusted inventory based on Taylor Swift’s concert schedule.

Resources Mentioned:

Chantal Schweizer -

https://www.linkedin.com/in/chantal-schweizer/

Pivotree | LinkedIn -

https://www.linkedin.com/company/pivotree/

Pivotree | Website -

https://www.pivotree.com/

Chantal Schweizer’s YouTube channel on Taxonomy -

https://www.youtube.com/@ChantalSchweizer

Sam Russo -

https://www.linkedin.com/in/pivotreeautomotive/

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

Jack Moberger, Head of Sales at DocUnlock, joins us to discuss the evolution of B2B sales, AI-driven automation and the changing landscape of global trade. Jack shares insights from his time at Algolia and how his current role is transforming customs brokerage through digitization.

Key Takeaways:

(03:22) Why “corporate polycrisis” is a reality for many businesses.

(06:02) The challenges of B2B search and discovery for vendors.

(08:28) The era of generic B2B messaging is ending.

(13:37) Supply chains are now more complex and interconnected.

(15:41) How customs brokerage and freight forwarding are becoming more complex.

(18:33) What DocUnlock does to automate customs clearance and reduce manual work.

(23:37) AI is enabling compliance-heavy industries to scale efficiently.

(27:50) AI thrives in workflows with clear, correct answers.

(29:38) B2B digitization isn’t killing sales — it’s evolving it.

(35:37) Why eCommerce teams should be involved in sales forecasting.

(39:36) Regulatory changes create immediate demand for expert advice.

(43:27) Some of the best tech insights come from under-the-radar sources.

Resources Mentioned:

Jack Moberger -

https://www.linkedin.com/in/jmoberger/

DocUnlock -

https://www.linkedin.com/company/docunlock-ai/

World Trade Organization -

https://www.wto.org/

"The Three-Body Problem" by Cixin Liu -

https://www.amazon.com/Three-Body-Problem-Cixin-Liu/dp/0765382032

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, Digital Experience Expert Samantha Schwartz joins us to discuss the power of digital transformation in B2B commerce. With experience at companies like Jensen, McMaster-Carr, Zoro and ISN, Samantha shares how businesses can move beyond traditional sales models, leverage data for trust and create frictionless customer experiences.

Key Takeaways:

(04:22) How a customer-first strategy and strong data foundation drive growth.

(09:35) Why B2B eCommerce is more than an add-to-cart button.

(14:11) The impact of digital tools on sales, operations and customer service.

(16:07) How better merchandising and search can significantly increase RFQs.

(19:19) Why high-quality product data builds trust and drives conversions.

(20:17) How digitizing invoicing and payments can save hours of manual work.

(24:19) Strategies for meeting customers where they are and removing friction.

(28:02) The importance of taking risks and testing new digital channels.

(31:41) Advice for eCommerce leaders on proving digital’s value internally.

(34:35) How to assess a company’s digital maturity before joining.

(41:01) Why creativity requires stepping back and giving ideas space.

Resources Mentioned:

Samantha Schwartz -

https://www.linkedin.com/in/samantharschwartz/

Jensen Infrastructure -

https://www.jensenprecast.com/

“Creativity: A Short and Cheerful Guide” by John Cleese -

https://www.amazon.com/Creativity-Short-Cheerful-John-Cleese/dp/0385348274

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 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/

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, 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 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