B2B eCommerce Show

In this episode of the B2B eCommerce Show, Justin King sits down with Matthew Dares, Partner and Head of Customer Success at TORQ, to explore how operational discipline, product data strategy, and AI intersect to drive real, scalable outcomes in B2B commerce.

Matthew shares TORQ’s journey implementing the Entrepreneurial Operating System (EOS), why structure and accountability became essential as the business scaled, and how clear ownership, quarterly priorities, and intentional change management transformed both internal execution and client delivery.

The conversation then dives deep into one of the most critical, and misunderstood, topics in modern B2B commerce: product data. Justin and Matthew unpack the evolving role of PIM and MDM, why AI cannot replace a source of truth, and how manufacturers and distributors should think about master data, commerce platforms, and AI working together rather than competing.

Together, they explore how complex B2B organizations can move beyond spreadsheets, legacy systems, and fragmented architectures to build data foundations that support commerce, customer experience, and future AI-driven workflows.

Key topics include:
• How EOS changes decision-making, accountability, and execution at scale
• Why “slow is smooth, smooth is fast” matters in organizational change
• The real difference between PIM and MDM, and when you need each
• Why AI still depends on clean, structured product data
• How manufacturers and distributors should think about data as a strategic asset
• What future-ready B2B commerce architecture looks like

A must-listen episode for B2B leaders, manufacturers, distributors, and digital teams navigating growth, data complexity, and the realities of AI adoption.

Guest: Matthew Dares
Host: Justin King

In this episode of the B2B eCommerce Show, Justin King sits down with Tom Flierl, Chief Commercial Officer at Amla Commerce, and Ethan Koehler, Senior Product Manager, to unpack one of the most persistent challenges in B2B eCommerce: integrations.

Tom and Ethan share how manufacturers and distributors are struggling with complex ERP environments, legacy systems, and multi-ERP realities created through acquisition and growth. Together, they introduce Commerce Connector, Znode’s native integration framework designed to simplify how data moves between eCommerce platforms, ERPs, CRMs, PIMs, WMS systems, and more.

Justin, Tom, and Ethan explore why integrations account for a disproportionate share of eCommerce project cost and risk, how traditional middleware and custom code approaches fall short, and why integration must be treated as a core capability, not an afterthought, in modern B2B commerce.

Key topics include:
 • Why integrations are the highest-risk point in B2B eCommerce projects
 • How multi-ERP environments slow growth and increase complexity
 • The difference between custom code, “out-of-the-box” connectors, and native integration frameworks
 • How Znode’s Commerce Connector creates a single pane of glass for managing data exchanges
 • What future-proof B2B architecture looks like for manufacturers and distributors

A must-listen conversation for manufacturers, distributors, and B2B leaders looking to scale eCommerce, reduce integration risk, and build a digital foundation that supports growth, M&A, and long-term transformation.

Guest: Tom Flierl & Ethan Koehler

Host: Justin King

In this episode of the B2B eCommerce Show, Justin King sits down with Bob Lewis, a longtime leader in B2B eCommerce and product information strategy with over 20 years of experience helping distributors succeed online.

As a founder of Enterworks, one of the original PIM companies, Bob helped shape how product information became a core driver of digital commerce. He later launched B2X Partners, advising distributors and manufacturers on digital strategy, technology selection, and eCommerce launches. Today, at Impaqx, Bob focuses on delivering eCommerce solutions that work in the real world, drawing from experience across more than 200 client engagements.

Together, Justin and Bob break down what actually drives distributor eCommerce success, why leadership matters more than tools, and how customer-centric thinking helps independents compete with national players.

Key topics include:
 • Why product content is foundational to B2B eCommerce
 • How independent distributors compete with larger nationals
 • The shift from catalog-driven to customer- and job-centric commerce
 • Why ERP systems often limit digital progress
 • What real digital transformation looks like in distribution

A practical, experience-driven conversation for distributors, manufacturers, and B2B leaders looking to move beyond “check-the-box” eCommerce and drive real results.

Guest: Bob Lewis
Host: Justin King 

In this episode of the B2B eCommerce Show, Justin King sits down with Kerry Young, President and Chief Operating Officer of Bluemeteor, to unpack how AI, automation, and product information strategy are redefining scale in B2B commerce.

With more than two decades of leadership in the enterprise PIM and MDM space, Kerry shares a rare, end-to-end perspective on the evolution of product content, from print catalogs and early B2B eCommerce to today’s AI-native, agentic platforms. The conversation explores how small teams can now operate at the scale of organizations that once required hundreds of people, and why automation, not hype, is the real unlock.

Key topics include:
 • How AI and automation enable small teams to scale like large enterprises
 • Why product data quality is the foundation of search, discovery, and AI initiatives
 • The evolution of PIM from print catalogs to AI-native, agentic platforms
 • Differences between manufacturer and distributor product data challenges
 • Why AI is not a “magic button” and still requires domain expertise
 • How automation reduces manual work while amplifying human expertise

This episode offers practical, experience-driven insights for manufacturers, distributors, and B2B leaders looking to modernize product content operations, scale efficiently, and prepare their organizations for the next generation of AI-powered commerce.

Guest: Kerry Young
Host: Justin King

In this episode of the B2B eCommerce Show, Justin King sits down with Marc Vasquez, Global Technical Director of eCommerce at Ideal Tridon, to explore how AI, digital tools, and community-driven leadership are reshaping B2B manufacturing and distribution.

With nearly 13 years in eCommerce and more than a decade in IT, Marc shares hands-on insights from the trenches—covering how AI agents are making complex B2B products easier to buy, why internal enablement matters more than hype, and how digital leaders can drive real impact by focusing on people, processes, and practical use cases.

Key topics include:
• How AI and agents are transforming complex B2B buying experiences
• Using digital tools to reduce friction for distributors and internal teams
• Practical AI use cases like documentation, product knowledge, and support enablement
• Why AI augments people instead of replacing them
• The role of community, networking, and personal branding in long-term career growth
• How B2B leaders can experiment with AI while managing risk and ROI

This episode offers grounded, real-world guidance for manufacturers, distributors, and B2B leaders looking to apply AI thoughtfully, scale digital initiatives, and stay relevant in a rapidly evolving commerce landscape.

Guest: Marc Vasquez
Host: Justin King

In this episode of the B2B eCommerce Show, Justin King sits down with Jason Greenwood, Founder of Greenwood Consulting, to discuss how B2B companies can drive real digital ROI without forcing customers to change how they buy.

With over 25 years of experience in eCommerce, Jason shares practical insights on why adoption matters more than platforms, how conversational AI enables commerce through existing communication channels, and why execution, not evangelism is the next phase of B2B digital transformation.

Key topics include:
 • How to achieve B2B digital ROI without changing buyer behavior
 • Using AI to enable commerce through email, messaging, and existing workflows
 • Shifting from digital evangelism to execution and prioritization
 • Why asking better questions leads to better transformation outcomes
 • What B2B leaders should focus on as digital commerce matures

This episode offers clear, actionable guidance for manufacturers and distributors looking to reduce friction, improve adoption, and make smarter digital investments.

Guest: Jason Greenwood
Host: Justin King

In this episode of the B2BEA Insider, Justin King sits down with Brendan Cameron, Director of Strategy for the B2B Division at Americaneagle.com, to discuss how digital transformation and technology are reshaping B2B commerce.

With over 15 years of experience solving complex eCommerce challenges, Brendan shares how his background in manufacturing guides his approach to building digital ecosystems that empower customers and drive growth. Together, he and Justin explore why eCommerce is more than a sales channel, how to identify high-ROI digital wins, and how to cut through the noise of new AI and automation tools to deliver real business impact.

Key topics include:
• Why eCommerce isn’t the goal — digital transformation is
• How to identify and fund quick-win digital initiatives
• Turning customer portals into sticky revenue channels
• Why small and mid-sized companies can outpace enterprises through agility
• Choosing the right tech stack amid a flood of new tools and promises
• How Americaneagle.com builds long-term success through integration and strategy

This episode is packed with practical insights for manufacturers, distributors, and B2B leaders looking to move beyond transactional thinking and create digital experiences that drive loyalty, efficiency, and growth.

Guest: Brendan Cameron
Host: Justin King

In this episode of the B2BEA Insider, Justin King sits down with Özlem Özüner and Francois Burtin from Allianz Trade to explore how the future of B2B payments is being shaped by automation, embedded finance, and the shift toward digital-first buying experiences.

As B2B eCommerce outpaces B2C in volume, legacy payment systems are struggling to keep up. Özlem and Francois break down why traditional payment terms, manual credit checks, and bank transfers are no longer enough, and how solutions like Allianz Trade Pay are streamlining the entire order-to-cash journey.

They unpack the full lifecycle of a modern B2B transaction, from automated KYB and real-time credit decisioning to seamless fraud checks, invoicing, payment tracking, and guaranteed settlement—all with zero operational lift for the merchant. Whether you're a manufacturer, distributor, marketplace, or partner, this episode highlights why rethinking payments isn’t optional—it’s mission critical.

Key topics include:
• Why B2B payments are still stuck in a manual, high-friction world
• The true cost of ignoring payment strategy in digital transformation
• How real-time credit approvals and fraud checks are reshaping buyer onboarding
• Why card-based checkout doesn’t work for B2B transactions
• The role of platforms—not banks—in enabling modern trade credit
• What omnichannel sellers need to know about credit integration
• How Allianz Trade removes the credit risk for merchants and ensures payment
• The changing role of the CFO in digital payments and ERP strategy
• Why agencies and system integrators must prioritize payments in eCommerce builds

This episode is a must-listen for B2B leaders, digital transformation stakeholders, and any organization ready to future-proof their payment infrastructure in a rapidly evolving commerce landscape.

Guest: Özlem Özüner & Francois Burtin
Host: Justin King

In this inaugural Women in B2B eCommerce episode of the B2B eCommerce Show, host Sarah Falcon sits down with three industry leaders, Samantha Schwartz, Kristina Harrington, and Marta Dalton, to explore their journeys in digital commerce, the challenges they’ve faced as women in male-dominated industries, and the opportunities they see for the future.

The conversation covers everything from breaking into B2B eCommerce and learning by trial and error, to navigating gender dynamics in manufacturing and distribution, and building confidence and leadership styles that reflect authenticity rather than outdated norms. The guests share candid stories of bias, resilience, mentorship, and the evolution of workplace culture, while also highlighting the rise of boundaries, balance, and inclusivity in today’s professional environment.

Looking ahead, they discuss what the next five years in B2B commerce might bring , from solving foundational issues like product data quality to redefining “eCommerce” as more than just a web store, instead focusing on full digital customer journeys and solutions. They also touch on the critical role of community, mentorship, and creating space for more women on conference stages and in executive leadership.

Key topics include:
• Career paths into B2B eCommerce and lessons learned without formal roadmaps
• Challenges and biases women faced early in their careers, and how the culture is shifting
• The importance of mentors, allies, and building confidence as a female leader
• Setting boundaries, balancing personal and professional life, and learning from Gen Z
• Why B2B complexity should drive innovation beyond B2C models
• The future of eCommerce: data, AI, and customer-journey solutions
Building community and amplifying women’s voices in the industry

This episode is essential listening for digital leaders, women in commerce, and anyone passionate about driving change, fostering inclusivity, and shaping the next era of B2B eCommerce

Guests: Samantha Schwartz, Kristina Harrington, & Marta Dalton
Host: Sarah Falcon

In this episode of the B2BEA Insider, Justin King speaks with Kris Harrington, President and COO of GenAlpha, about the unique challenges and opportunities of building eCommerce solutions for OEMs and manufacturers, especially in the complex world of aftermarket parts.

With deep experience in both manufacturing and digital transformation, Kris shares the story behind founding GenAlpha and the development of their Equip360 platform, purpose-built to support manufacturers with complex bills of materials, product configuration, warranty integration, and fitment accuracy. She explains why traditional eCommerce platforms often fall short—and how Equip360 bridges the gap between legacy systems and modern customer expectations.

Key topics include:
• Why aftermarket parts eCommerce is fundamentally different from traditional eCommerce
• How serial numbers, BOMs, and technical documentation create unique challenges
• The role of visual search and exploded diagrams in reducing buying friction
• Why dealers and distributors face even more hurdles in parts commerce
• The importance of integrating data from across the organization into a single experience
• When to consider a specialized parts platform vs. a generic eCommerce solution
• How GenAlpha is helping manufacturers digitize legacy information and improve customer support

This episode is essential listening for B2B manufacturers, digital teams, and consultants looking to understand what it truly takes to serve complex products and customers in an increasingly digital world.

Guest: Kris Harrington
Host: Justin King