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B2B Online Miami 2019

November 11 - 13, 2019

JW Marriott Marquis Miami, FL

Monday: November 11, 2009: Customer Driven Innovation And Transformation

The first day of B2B Online Miami will provide you with the insight and knowledge to become truly customer-centric to The first day agenda is designed to present you with thought-provoking case studies, actionable insights, dynamic networking opportunities and the latest innovation and transformation trends. 


7:20 am - 8:20 am Registration & Breakfast

8:20 am - 8:30 am Welcome Remarks

Olga Rodriguez, Content Director at B2B Online Miami

Olga Rodriguez

Content Director
B2B Online Miami

8:30 am - 8:45 am Chairperson’s Opening Remarks

Brian Beck, SVP, eCommerce & Omnichannel Strategy at Guidance

Brian Beck

SVP, eCommerce & Omnichannel Strategy
Guidance

8:45 am - 9:05 am Keynote Fireside Chat - Executing A Customer-Focused B2B Transformation Strategy

One of the biggest misconceptions that B2B executives hold is that they know everything about their customer, but every customer has a different set of needs and business goals. When looking at your eCommerce strategy, can you say with certainty that you’re focused on your customers’ needs and not just on the “shiny objects” (i.e. buzzwords and digital tools)? Steve Edwards, Chief Marketing Officer for Winsupply, a three billion dollar leading supplier of materials for residential, industrial and commercial construction, knows the importance of creating unique and personalized content that shows your customers that you understand who they are. Steve will talk give you insights into customer centric strategies, as well as:

• Identifying the programs and strategies you need to implement to understand what your customers really need 
• Building sites that truly meet customer needs and that will ensure retention
• Having eCommerce goals that grow your business by providing your customers with online shopping experiences that are seamless and convenient
• Implementing change management strategies that shift the focus to the customer and shape a successful eCommerce strategy

Steve Edwards, CMO at Winsupply

Steve Edwards

CMO
Winsupply

9:05 am - 9:30 am Keynote Solo Presentation – Implementing A Digital Marketing Transformation While Avoiding The “Island Effect”

The best performing tech stock of 2019 wasn’t Amazon or Google – it was a 113-year old global manufacturing corporation – Xerox.  Their VP of Marketing, Helene Blanchette, Global Vice President of Marketing joins B2B Online Miami to guide you through some of the biggest pitfalls they’ve faced as they’ve transformed digitally, and presents success stories. Known for her expertise in business operations, demand generation, and go-to-market strategies, Helene’s insights on strategic transformation are not to be missed. You’ll leave this session armed with the tools and takeaways to move your company forward with internal support and collaboration. 
Helene Blanchette, VP Marketing at Xerox Corporation

Helene Blanchette

VP Marketing
Xerox Corporation

Many B2B executives are finding it challenging to get senior leadership to really understand what’s required for a successful digital transformation. One of the biggest misunderstandings has to do with the kind of talent and skill set required for these kinds of initiatives. This Tonight-Show styled group discussion brings together companies such as Acuity Brands, Thermo Fisher Scientific, and Illumina to talk about the challenges they’ve been faced with and how those were overcome.You’ll learn about:
• Identifying the skill sets and teams required to push your company forward in your digital transformation 
• Looking at the initiatives that can be outsourced versus those that can be built internally
• Looking at and identifying technology that can support your internal teams 
• Making a case to senior leadership to put in place new team structures that can support your transformation goals in the long term

Sarah Golish, Senior Vice President, Demand Generation at Acuity Brands

Sarah Golish

Senior Vice President, Demand Generation
Acuity Brands

Riccardo Caruso, Director Of Digital Commerce And Analytics at Illumina

Riccardo Caruso

Director Of Digital Commerce And Analytics
Illumina

Stephanie Pike, VP/CMO Biosciences at Thermo Fisher Scientific

Stephanie Pike

VP/CMO Biosciences
Thermo Fisher Scientific

Steven Engelbrecht, President & CEO at Sitation

Steven Engelbrecht

President & CEO
Sitation

10:00 am - 10:45 am "Hello Sunny!" Morning Refreshment Break

Join us in the expo hall as B2B Miami welcomes you to sunny Florida with refreshing smoothies and delicious snacks to help kick off the conference!

10:45 am - 11:05 am Keynote Fireside Chat - Leveraging Analytics To Understand How Your Customers Are Engaging With Your Site And To Optimize Their Buying Experience

Stephanie Pike, a digital leader in the biosciences group of ThermoFisher Scientific, a rapidly growing division with over $3B in revenues globally, offers tactical ways to develop a web presence that exceeds your customer’s expectations.  Stephanie will delve into how to use analytics to get a rich and meaningful look at customer behavior on your site. We’ll also talk about customer expectation trends that you need to be aware of in order to future-proof your strategies. 
Stephanie Pike, VP/CMO Biosciences at Thermo Fisher Scientific

Stephanie Pike

VP/CMO Biosciences
Thermo Fisher Scientific

11:05 am - 11:25 am Keynote Case Study - Optimize Every Second, Every Time

If all of our business operations are not digital yet, they are about to be. This means we can progress our customers and our staff by looking at each interaction we have, often human ones, and how we perform them digitally. Digital also helps your teams by knowing each customer, providing self-service, and automation to identify which customers need outreach.Spend a few minutes learning how organizations like you have strategized, won and failed, on evolving B2B digital engagement.
Nate Barad, Product Marketer & Strategist at Episerver

Nate Barad

Product Marketer & Strategist
Episerver

When getting B2B customers through the purchase funnel, it’s important to figure out how to offer the best customer service. That’s where the future of B2B is headed – transforming your organization digitally and finding the optimal way to integrate technology into the purchasing experience.  How can B2B companies move into the future of online experiences to better meet customer needs?  Senior executives from manufacturers and leading tech companies such as Hubbell Lighting, Agilent Technologies, RichRelevance, and Bloomreach offer takeaways to find the right balance of high tech with high touch when shaping customer experiences:

• Facilitating data gathering to implement personalization strategies such as account-based marketing
• Incorporating automation to provide customers with seamless and convenient  experiences 
• Identifying the kinds of customization you should implement to improve and personalize the customer experience 
• Providing your customers with accessible support features to ensure that their transactions run smoothly

Chris Hogan, VP – E-Commerce at Hubbell Lighting

Chris Hogan

VP – E-Commerce
Hubbell Lighting

Mike Conant, Director, Digital Strategy, Planning and Architecture at Agilent Technologies

Mike Conant

Director, Digital Strategy, Planning and Architecture
Agilent Technologies

Mike Ni, Chief Marketing Officer at Rich Relevance

Mike Ni

Chief Marketing Officer
Rich Relevance

Jordan Roper, Senior Product Marketing Manager at Bloomreach

Jordan Roper

Senior Product Marketing Manager
Bloomreach

11:55 am - 12:15 pm Keynote Client Case Study Presented by Accenture

Get a holistic overview and action points around current and future digital marketing trends, presented by the Managing Director of Accenture Interactive and a B2B client.
Jason Michaels, Managing Director at Accenture Interactive

Jason Michaels

Managing Director
Accenture Interactive

12:15 pm - 12:40 pm Keynote Presentation - Driving Internal Change That Will Lead To Long-Term Innovation

Turtle & Hughes, one of the nation’s largest independent electrical and industrial distributors, has made digitization of their entire business a top priority for the last three years. Foreseeing a wave of change in the B2B space, the company undertook a customer-centric transformation in 2016 that focused on creating seamless and efficient user experiences. Ajay Kamble, CIO at Turtle & Hughes has been at the forefront of this all encompassing transformation of the 95 year old company. He’ll show you how traditional B2B companies can rethink their business, how to remove internal roadblocks and the critical nature of doing so right now. In this session he’ll take a deep dive into how they’ve radically changed all aspects of their business – from the CRM, to print, digital and social marketing. 
Ajay Kamble, CIO at Turtle & Hughes, Inc.

Ajay Kamble

CIO
Turtle & Hughes, Inc.

12:40 pm - 1:05 pm Revitalizing Your Company Culture To Meet Customer Expectations

Hospitality veteran and powerhouse Maggie Lang joins B2B Online Miami to share her insights on building brand loyalty and employee passion, and inspiring customer loyalty. Having been in the trenches in many hospitality brands, such as Kimpton and Civana, Maggie’s perspective on change is what you need to move your company forward.
Maggie Lang, CEO at Civana

Maggie Lang

CEO
Civana

1:05 pm - 2:05 pm Lunch For All Attendees

1:05 pm - 2:05 pm Private Lunch And Workshop – Implementing B2B Loyalty Best Practices

Join us to learn Best Practices in B2B Loyalty Program planning and execution, while getting the formula for how to get your Loyalty Initiative adopted with effective Business Case modeling.  This executive event will be led by Doug Press, CEO of The Incentive Group who has designed and managed Best-in-Class programs for leading brands like BMW, Coca-Cola and NEC for 30 years. It will feature an informative and interactive discussion relative to acquiring, growing and retaining B2B customers and provide an opportunity to get your specific questions answered! 

1:05 pm - 2:05 pm Private Lunch

Track A - Optimization and Conversion

2:05 pm - 2:15 pm Chairperson Opening Remarks

Track B – Winning with Ecommerce

2:05 pm - 2:15 pm Chairperson Opening Remarks
For manufacturing and distribution executives only

Track C: Around the B2B World & Tech Hub Workshops

2:05 pm - 3:35 pm Around The B2B World
Around The B2B World is designed to help you network and exchange ideas with colleagues with similar challenges and issues. These conversations will be moderated by industry experts who will guide you to finding tactical solutions to your digital innovation eCommerce struggles.

Participants are brought together to share challenges and gain meaningful insights and solutions. Around The B2B World is capped at 15 attendees. At the beginning of the session, one moderator will introduce themselves, the topic areas, and related questions. After 25 minutes, a new moderator will step up to the plate to take on the next phase of the sessions, building off of what was discussed with the prior moderator.  Join our newest B2B Online format that will allow you to make meaningful industry connections while also problem solving!


Topic 1: Optimizing CX
Topic 2: Omnichannel Strategies
Topic 3: Self-Serve Websites
Topics 4: Customer Data  

Miriam Metcalfe, Marketing Manager, North America at Dormer Pramet

Miriam Metcalfe

Marketing Manager, North America
Dormer Pramet

2:15 pm - 2:45 pm Solo Presentation Remix- Driving eCommerce Growth Using Your Customer Lifetime Value

Growth and new customer acquisition is a challenge in today’s economic environment. However, digital is one of the drivers you can use to attain growth and productivity benefits resulting in EBIT improvements. Akash will showcase how “Customer Lifetime Value’ is driving growth in digital / E-Commerce context.
Akash Bhate, Global eCommerce Leader at Water Technologies & Solutions

Akash Bhate

Global eCommerce Leader
Water Technologies & Solutions

2:15 pm - 2:45 pm Solo Presentation Remix- Developing A Omnichannel PIM Strategy To Meet Customer Needs

As B2B companies delve deeper into eCommerce, they’re learning how important it is to provide accurate product information across multiple channels. Vanessa Hernandez from Dormer Pramet, focuses on developing, introducing and enhancing the company’s website, PIM and digital assets for customer ecommerce channels. In this session she will  tackle the best strategies to optimize product content in an omnichannel environment. We’ll talk about:

• Identifying product information that adds to its existing product offerings 
• Improving customer engagement with consistent product descriptions across multiple channels 
• Ensuring your existing data is accurate in order to avoid long-term inconsistencies

Vanessa Hernandez, Marketing Specialist, B2B/Ecommerce at Dormer Pramet

Vanessa Hernandez

Marketing Specialist, B2B/Ecommerce
Dormer Pramet

2:05 pm - 3:35 pm Around The B2B World

Around The B2B World is designed to help you network and exchange ideas with colleagues with similar challenges and issues. These conversations will be moderated by industry experts who will guide you to finding tactical solutions to your digital innovation eCommerce struggles.

Participants are brought together to share challenges and gain meaningful insights and solutions. Around The B2B World is capped at 15 attendees. At the beginning of the session, one moderator will introduce themselves, the topic areas, and related questions. After 25 minutes, a new moderator will step up to the plate to take on the next phase of the sessions, building off of what was discussed with the prior moderator.  Join our newest B2B Online format that will allow you to make meaningful industry connections while also problem solving!


Topic 1: Optimizing CX
Topic 2: Omnichannel Strategies
Topic 3: Self-Serve Websites
Topics 4: Customer Data  

Miriam Metcalfe, Marketing Manager, North America at Dormer Pramet

Miriam Metcalfe

Marketing Manager, North America
Dormer Pramet

2:45 pm - 3:05 pm Client Case Study - Reviving Georgia-Pacific's Go-to-Market Strategy by Breaking Down Silos with Sales Enablement Execution

With a footprint in the manufacturing space for over 90 years, Georgia-Pacific has evolved significantly throughout the years. From humble beginnings as a small lumber yard, GP now has nearly 200 facilities and more than 30,000 employees throughout the world. With that growth came customer-oriented challenges in the form of thousands of new products, new segments and channels of distribution, and an explosion of content to be created to support that growth. 
Briona Brooks, Georgia-Pacific’s Sales Enablement Marketing Manager, will discuss:
·        The pain Georgia-Pacific's sales organization was dealing with prior to having a stable solution in place
·        How Georgia-Pacific sellers are more efficient and proficient in the field
·        The transformative approach Georgia-Pacific is taking with their sales enablement strategy and what other B2B manufacturers can learn from their experience
Briona Brooks, Sales Enablement Marketing Manager at Georgia-Pacific

Briona Brooks

Sales Enablement Marketing Manager
Georgia-Pacific

2:45 pm - 3:05 pm Client Case Study - Enhancing Business Value With B2B Punchout And Order Automation Integration

The fastest growing B2B sales channel is eProcurement, up 37% year-over-year, surpassing direct B2B commerce. This session will provide real-world examples of how manufacturers and distributors can make it easy and seamless for customers utilizing procurement systems such as SAP Ariba, Coupa, Jaggaer, Oracle and others to purchase from their organization and in return increase online business revenue, order accuracy and customer retention.
Brady Behrman, CEO at PunchOut2Go

Brady Behrman

CEO
PunchOut2Go

2:05 pm - 3:35 pm Around The B2B World

Around The B2B World is designed to help you network and exchange ideas with colleagues with similar challenges and issues. These conversations will be moderated by industry experts who will guide you to finding tactical solutions to your digital innovation eCommerce struggles.

Participants are brought together to share challenges and gain meaningful insights and solutions. Around The B2B World is capped at 15 attendees. At the beginning of the session, one moderator will introduce themselves, the topic areas, and related questions. After 25 minutes, a new moderator will step up to the plate to take on the next phase of the sessions, building off of what was discussed with the prior moderator.  Join our newest B2B Online format that will allow you to make meaningful industry connections while also problem solving!


Topic 1: Optimizing CX
Topic 2: Omnichannel Strategies
Topic 3: Self-Serve Websites
Topics 4: Customer Data  

Miriam Metcalfe, Marketing Manager, North America at Dormer Pramet

Miriam Metcalfe

Marketing Manager, North America
Dormer Pramet

B2B websites have had a direct impact on increased sales in many organizations, but there are still many companies who are trying to identify the best way to optimize their online experience. In this session companies like ABB will delve into specific eCommerce site features needed to meet the needs of your customers. 

•Understanding how to shape the experience of the next generation of B2B websites
• Creating seamless and convenient website experiences that cater to your customers as well as to your sales teams
• Giving your teams websites that are easy to sue and give them the customer and product information they need in order to do their jobs faster and more efficiently 
• Developing websites with the kinds of features that will make it easier for your customers to buy and interact with you on your website
experience

Samer Shehadeh, Global eCommerce & Innovation Director, Electrification Business at ABB

Samer Shehadeh

Global eCommerce & Innovation Director, Electrification Business
ABB

Georgia Brickman, Senior Director of Digital and Marketing Services at STERIS Corporation

Georgia Brickman

Senior Director of Digital and Marketing Services
STERIS Corporation

Dennis Karpinski, Director Ecommerce and BI at Eastern Industrial Supplies, Inc.

Dennis Karpinski

Director Ecommerce and BI
Eastern Industrial Supplies, Inc.

Mike Bender, VP Sales North America at Akeneo

Mike Bender

VP Sales North America
Akeneo

B2B companies want to get the right customer to the right place on their website, but this can be a challenge when their portfolios and offerings are wide and varied. In this session, Lindsey Riner from Acuity Brands, Steve Nghe from Kloeckner Metals, and others will talk about understanding what your customers are looking for on your site and how to to assist them in their buying journey to convert. 

• Building a roadmap to better understand customer behavior and eliminate any gaps in their website experience
• Understanding how search capabilities facilitate your customer’s buying journey
• Creating a website that meets your customers’ needs and expectations
• Adding features to your website that will give your customers a seamless buying experience

Lindsey Riner, Vice President, Web Marketing and Development at Acuity Brands

Lindsey Riner

Vice President, Web Marketing and Development
Acuity Brands

Steven Nghe, Head of Marketing & Communications at Kloeckner Metals (North America)

Steven Nghe

Head of Marketing & Communications
Kloeckner Metals (North America)

Brian Smith, Director, eCommerce Operations at Farmer Boy AG, Inc.

Brian Smith

Director, eCommerce Operations
Farmer Boy AG, Inc.

2:05 pm - 3:35 pm Around The B2B World

Around The B2B World is designed to help you network and exchange ideas with colleagues with similar challenges and issues. These conversations will be moderated by industry experts who will guide you to finding tactical solutions to your digital innovation eCommerce struggles.

Participants are brought together to share challenges and gain meaningful insights and solutions. Around The B2B World is capped at 15 attendees. At the beginning of the session, one moderator will introduce themselves, the topic areas, and related questions. After 25 minutes, a new moderator will step up to the plate to take on the next phase of the sessions, building off of what was discussed with the prior moderator.  Join our newest B2B Online format that will allow you to make meaningful industry connections while also problem solving!


Topic 1: Optimizing CX
Topic 2: Omnichannel Strategies
Topic 3: Self-Serve Websites
Topics 4: Customer Data  

Miriam Metcalfe, Marketing Manager, North America at Dormer Pramet

Miriam Metcalfe

Marketing Manager, North America
Dormer Pramet

3:35 pm - 4:20 pm Afternoon Networking Break

4:20 pm - 5:35 pm Accenture Think Tank

A bespoke meeting providing Heads of Digital the opportunity to address a specific concern in the privacy of a closed-door session.
 
Hosted by a Senior Accenture executive.

4:20 pm - 5:35 pm Private Tasting

4:20 pm - 4:45 pm Fireside Chat - Building A Marketplace That Shifts Your Business Strategy

B2B marketplaces have emerged as a leading way to increase business because they give your customer the experiences they’re used to as consumers while meeting their needs as B2B buyers.  Darryl Green, Senior Director for GE Power’s Global eCommerce, joins B2B Online Miami to provide you with insights about  marketplace research and design. He’ll talk about the trends that impacted GE’s decision to expand their eCommerce offerings and things that you may want to consider on your journey. 
Darryl Green, Senior Director - Global eCommerce at GE Power

Darryl Green

Senior Director - Global eCommerce
GE Power

4:20 pm - 4:45 pm Solo Presentation - Implementing Effective Merchandising Strategies That Increase Revenues

It’s easy to grow complacent and take your customer’s purchasing habits for granted, but what if you’re missing out on opportunities to capture more of their business by making valuable changes to your merchandising strategy? Hear Ed Fenton from Ecolab tackle: 

• Creating valuable cross sell and upsell opportunities to increase revenue from existing clients 
• Cross-referencing between products to tap into more of your clients’ needs
• Creating a database of valuable product relationships to craft more meaningful client experiences 
• Understanding customer buying behavior so you can merchandise your product offerings correctly 
• Leveraging distributor partner relationships to create shared success plans 

Ed Fenton, Director, Enterprise Platforms at Ecolab

Ed Fenton

Director, Enterprise Platforms
Ecolab

Led by a member of our carefully curated speaker faculty, the B2B Tech Hub Workshops will give you the insights you need to implement innovate technology. 

Technology 1: eCommerce Platforms
Technology 2: CRM 
Technology 3: PIM 

Steven Nghe, Head of Marketing & Communications at Kloeckner Metals (North America)

Steven Nghe

Head of Marketing & Communications
Kloeckner Metals (North America)

4:45 pm - 5:05 pm Case Study Presentation - Personalizing the B2B Commerce Experience Through Data

Karie Daudt, Senior Commerce Consultant at Perficient Digital

Karie Daudt

Senior Commerce Consultant
Perficient Digital

Nate Bauer, Managing Director - Digital Marketing at Perficient Digital

Nate Bauer

Managing Director - Digital Marketing
Perficient Digital

4:45 pm - 5:05 pm Client Case Study Presented By Unbxd

Hear about the innovative technologies that will push your eCommerce and digital strategies forward!

Unbxd Executive
Led by a member of our carefully curated speaker faculty, the B2B Tech Hub Workshops will give you the insights you need to implement innovate technology. 

Technology 1: eCommerce Platforms
Technology 2: CRM 
Technology 3: PIM 

Steven Nghe, Head of Marketing & Communications at Kloeckner Metals (North America)

Steven Nghe

Head of Marketing & Communications
Kloeckner Metals (North America)

5:05 pm - 5:35 pm B2B Tonight Panel: Generating Dynamic Online Experiences For Your Customers

B2B customers expect not just to be able to interact with the companies they buy from online. They also want those interactions to be engaging and seamless.Audrey Sarsfield, global digital transformation strategy leader at Belden reviews how to ensure your online experience is a dynamic one in this interactive session. 

• Evolving from the traditional media mix to a dynamic, complex marketing mix 
• Creating unique, seamless omni-channel customer experiences given the multitude of possible touchpoints with your brand
• Competing in the online world given the similarity of shopping experiences across the web 
• Moving beyond navigation, creative, messaging hierarchy to create a differentiated customer experience
• Integrating your campaigns as your customer is interacting with all of these different touch points 
• Determining the best possible outcome and attribution modeling to maximize your online experience

Audrey Sarsfield, VP, CX, Marketing And Digital Strategy at Belden

Audrey Sarsfield

VP, CX, Marketing And Digital Strategy
Belden

5:05 pm - 5:35 pm Solo Presentation Remix –Using SEO And Effective B2B Strategies To Build Authority

Search engines help connect us with authoritative sources. See how SEO can help your business become an authority and generate leads organically leveraging various cutting-edge techniques. Tarik Safouan, Clarion Safety’s Director of Marketing, has 18 years of digital marketing experience and is the best person to give you an in-depth look at SEO within the B2B space using time-tested methodology.
Learn key insights about leveraging SEO for an integrated strategy to support various channels from product management to sale, including:
  • Understanding SEO for B2B and why it’s different
  • What makes in-house SEO important
  • Building the SEO culture for authority  
Tarik Safouan, Director of Marketing at Clarion Safety Systems

Tarik Safouan

Director of Marketing
Clarion Safety Systems

Led by a member of our carefully curated speaker faculty, the B2B Tech Hub Workshops will give you the insights you need to implement innovate technology. 

Technology 1: eCommerce Platforms
Technology 2: CRM 
Technology 3: PIM 

Steven Nghe, Head of Marketing & Communications at Kloeckner Metals (North America)

Steven Nghe

Head of Marketing & Communications
Kloeckner Metals (North America)

5:35 pm - 6:35 pm “Let’s Taco ‘bout it!” Welcome Reception in the Expo Hall

As Day 1 of B2B Miami comes to an end, join us in the Expo Hall and sip on ice cold margaritas and tasty tacos while
making connections and talk about the past day’s sessions.

6:35 pm - 6:35 pm End of Day One