The Hard Truth About B2B eCommerce

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Josh Penfold has been in eCommerce and B2B for 20 years. He has worked on both the brand side and built his own eCommerce website. In doing so he realized how many challenges come up in B2B eCommerce and that there isn't really a great solution for the customer B2B needs to buy online. That is where he came up with Goose, a B2B focused marketplace that takes away the complexity and hassle of buying or finding B2B goods online.

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Dan Renda has an impressive eCommerce background. He started out on the agency side managing eCommerce projects and then transitioned into B2B eCommerce at Siemens Healthcare. Dan Renda has helped scale Siemens to billions of dollars in eCommerce via a combination of EDI, digitizing payments, invoices, and of course through eCommerce via multiple platforms like SAP, Bigcommerce, and more!

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Many companies struggle with the idea that their data and analytics hold the key to growing their business. Nick Amabile can unlock business growth with that key. Between unifying and organizing all key data in one place or analyzing the path to purchase, Nick and Das42 have been able to help many businesses leverage data to grow their business. Often times the simple drop-off of sales from the homepage, category page, product page, or other parts of the website are the key reasons eCommerce is failing.

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In episode 43 we break down what Bill Mirabito has been seeing in the eCommerce industry over the past two decades. His experience has led him to work with some of the largest and most successful eCommerce businesses in the world and he continues to help major enterprise companies grow eCommerce. What was most interesting about his experience was that the single biggest issue he found was that the culture in companies not succeeding with eCommerce was often the biggest issue. A losing culture allowed companies to maintain and not grow and thus under-invest and underappreciate the growing channel of eCommerce.

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Sean De Clercq started his eCommerce business years ago and went from a small profitable startup to a struggling scaling business because it was simply too hard to fund larger inventory purchases. Thus, he started Kickfurther which can help businesses fund inventory without massive interest or loan costs. Scaling inventory funding is critical when your business grows in B2B and requires fulfilling larger purchase orders for larger business buyers. We discuss how to scale your inventory to become a bigger B2B organization.

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Daniel Reilly joins us to discuss his growth as a B2B leader at Staples and how he has seen the industry evolve from a focus on direct-to-consumer eCommerce to B2B eCommerce. We discuss the complexities of selling to small businesses, medium-size businesses, and large enterprises and how their buying habits may differ. Daniel helps us break down the areas to focus to capture online sales from a wide variety of types of B2B buyers.

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Mark Brohan from Digital Commerce 360 is the ultimate B2B eCommerce researcher. He has done more research to quantify the industry than anyone else in the world. We are lucky to have him back on the podcast to discuss his latest finding on the industry and all that has changed after one year of Coronavirus. 

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Nessim Btesh is our first second appearance guest and impressed us with his incredible transformation of his family B2B business to 100% digital sales during the height of covid. Since then, Nessim has added many features to their Headless B2B eCommerce website and is also seeing a better balance between in-person and online sales with Covid ramping down. 
Nessim is one of the most innovative technology leaders in the B2B eCommerce space and is constantly pushing the limits of what can be done.

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Paul do Forno is considered a top 100 eCommerce influence in the world and has worked on some of the largest B2B eCommerce projects out there. Paul is a Managing Director at Deloitte Digital, the Gartner leader in the Commerce and Content space. He brings more than 25 years of experience in strategy, digital experience, consulting, technology, and digital. We talk about how to break down enterprise projects into smaller more effective projects that can be done in phases and how to leverage the right platforms to do so.

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In, season 2, episode 18, we bring on sales experts Sean Doyle Co-Founder of Fitzmartin, and their Director of Revenue Operations, Will Riley. FitzMartin is a specialized marketing and sales communications firm that helps clients solve complex sales and marketing problems. What we have uncovered is that building a more unified CRM process that aligns with B2B eCommerce and empowers sales reps to actually sell versus spending too much time processing orders or doing mundane CRM tasks can vastly improve performance. B2B eCommerce is really an extension of sales capabilities and should align with the sales reps needs.

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