B2B Online Miami

November 11 - 13, 2019

JW Marriott Marquis Miami, FL

Contact Us: 888-482-6012

Day One: November 12, 2018 | Digital Transformation And Digital Optimization

Day 1: Learn how to implement strategies that are truly important for YOUR digital transformation. Stay on the cutting edge!

7:20 am - 8:10 am Registration & Breakfast

8:10 am - 8:20 am Welcome Remarks and Charity Challenge Ice Breaker

Olga Rodriguez - Content Director, B2B Online Miami
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Olga Rodriguez

Content Director
B2B Online Miami

Abhi Visuvasam

North America Sales Lead for Digital Experience Platforms
Accenture

8:35 am - 8:55 am Keynote Fireside Chat - Understanding The Lifecycle Of A Digital Transformation In Order To Allocate The Best Resources

Ajay Kamble - CIO, Turtle & Hughes, Inc.
One of the larger selling points for implementing digital is its long-term benefits, but these tools require ongoing investments. Digital transformation does not have a definitive stopping point and your company needs to have the resources in place along with a long-term plan. Learn from Ajay Kamble as he discusses tactics to create a long-term plan for your digital transformation. He’ll be talking about:
  • Understanding the kind of ongoing investment that digital tools require
  • Changing the perspective that digital transformation projects have a start and a stop
  • Thinking about the ongoing updates and changes that will be needed for your digital platforms and tools 
  • Creating a long-term plan for your digital transformation to meet customer expectations 
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Ajay Kamble

CIO
Turtle & Hughes, Inc.

Customer demographics are shifting rapidly and their expectations of the B2B experience are as well. In order for the B2B industry to succeed, it needs to look forward. This group session will look head on at what needs to change in the industry and how to stay relevant and competitive in a quickly evolving landscape.
  • Shifting the sales and marketing processes for B2B 
  • Becoming more strategic and efficient to combat the changes in the B2B buying process 
  • Thinking about the new customer touch points available through online purchasing 
  • Adopting a digital transformation model to drive your company’s success 

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Mike Brooks

CMO
Ferguson Enterprises

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Rob Milstead

SVP Digital
Genuine Parts Company

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Mike Conant

Director, Digital Strategy, Planning and Architecture
Agilent Technologies

Michael Ni

CMO
RichRelevance

9:25 am - 9:50 am Keynote Case Study - Change Management Best Practices That Will Support Your Online Revenue Goals

Jodi White - CFO, BayWa r.e. Solar Systems LLC
As the B2B industry evolves, companies are struggling to reorganize their teams to shift away from traditional models. Senior executives want to align the right teams to create content and processes that will drive effective digital experiences for their customers. Hear what Jodi White from Baywa-re has done to go through the change management process effectively. She’ll talk about: 
  • Thinking about team restructuring to provide the best digital experiences for your customer
  • Creating a plan for the best internal communication strategies to help your teams work efficiently through the digital transformation
  • Involving your employees in the change management process to empower them and give them ownership of the new strategy
  • Optimizing your organizational structure for an effective digital transformation

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Jodi White

CFO
BayWa r.e. Solar Systems LLC

9:50 am - 10:35 am Morning Boost Networking Break

Don’t miss out on your first chance to meet other B2B Online Miami attendees! Grab your cups of coffee and mingle with other B2B executives in our exhibit hall.
One of the challenges facing B2B companies can be an internal structure that doesn’t support digital or ecommerce initiatives. This session brings together digital executives who will outline how to organize yourself internally to support a full digital transformation. 
  • Understanding where eCommerce should live: Sales or marketing? IT or customer service? Or on its own? 
  • Finding the necessary talent to begin your digital transformation journey
  • Hiring and identifying the skill sets needed to support your digital strategy
  • Looking outside the B2B industry (perhaps to B2C) to find digital talent if necessary
  • Working through internal staffing obstacles when building your team
  • Putting together the most effective team to take your digital business to the next level

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Sarah Golish

Senior Vice President, Demand Generation
Acuity Brands

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Aura Burke

Vice President, B2B Integration
Diversified Food Service Supply

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Tracy Robertson

Global VP – Customer Experience
Kimberly-Clark

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Meyar Sheik

CEO & Co-Founder
Certona

As digital experience continues to evolve into new interactive forms (chatbots, question answering systems, conversational commerce, augmented reality, mobile apps, etc.), content strategy and content operations must also evolve. Unlike content for analog media, digital content needs to be “engineered” more than “wordsmithed.”  Syndicating accurate, high-quality content into digital experiences requires investments in content operations, writing quality, terminology management, SEO, localization, tagging, content reuse, PIM, DAM, and text analytics. Join Dakota Systems for a “fireside chat” with Agilent Technologies as we explore how they are evolving content strategy to support their current and unanticipated digital needs.
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Victoria Manassero Maat

Content Center of Excellence, Digital Channel
Agilent Technologies, Inc.

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Paul Wlodarczyk

Digital Practice Lead
Dakota Systems

11:25 am - 11:45 am Keynote Fireside Chat - The First Step For Omnichannel: Rethinking Organizational Structures To Support Omnichannel Initiatives

Ken Novak - eBusiness Manager, Parker Hannifin Corporation
One of the challenges of creating a seamless omnichannel experience is that companies don’t always have the organizational structure needed to support it. And in some cases sales compensation strategies are driven by the relationships the reps have created with their customers. During this presentation you’ll learn how to structure and organize yourself internally to support seamless omnichannel experiences. 
  • Understanding the kind of internal structure needed to provide your customers with a seamless and consistent experience 
  • Mapping out where in the organizational structure your content should live 
  • Thinking about where customer service lives in the organizational structure
  • Incorporating multiple channels in a seamless way that will meet your customer’s expectations and increase their loyalty
  • Providing your customers with a seamless experience across all channels

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Ken Novak

eBusiness Manager
Parker Hannifin Corporation

11:45 am - 12:05 pm Keynote Client Case Study - Customer Experience Mavericks- Secrets Revealed

Jill Steinhour - Director, High Tech Industry Strategy, Adobe
Great digital experiences are a key focus for brands as a means to differentiate in an increasingly competitive and noisy marketplace. But what are the experiences that are impactful and move the needle to today’s digital buyer?  Join Adobe’s Jill Steinhour, Director Industry Strategy, High-Tech and B2B for a behind the scenes look at the elements of compelling, differentiating customer experiences across the customer journey.
In this session, you will discover:
·         Critical changes in buyers’ expectations and where most suppliers fall short
·         What capabilities pack a punch and move the needle in creating memorable customer experiences
·         How customer experiences mavericks are meeting the needs of today’s digital buyers
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Jill Steinhour

Director, High Tech Industry Strategy
Adobe

12:05 pm - 12:25 pm Innovation Spotlight - Elevating B2Be-Commerce Performance Through Loyalty!

Doug Press - CEO, The Incentive Group
Digital B2B Loyalty Programs accelerate adoption and results of B2B e-Commerce initiatives. Shifting the customer journey to a valued experience can effectively acquire, grow and retain B2B customers, creating a sustainable competitive advantage. The Incentive Group will demonstrate how to secure internal program buy in and provide best practices utilized in B2B eCommerce and Omnichannel Loyalty Programs, proven for optimizing: 
  • Customer Engagement
  • Ongoing Digital Dialogue
  • Increasing AOV 
  • Driving Repeat Purchase 
  • Accelerating Cross Sell & Upsell 
  • Enhancing Retention & Referral
  • Gaining Greater Account Share

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Doug Press

CEO
The Incentive Group

12:25 pm - 1:25 pm Lunch For All Attendees

Track A – Digital Marketing & Customer Acquisition

1:25 pm - 1:35 pm Chairperson’s Opening Remarks

Track A – Digital Marketing & Customer Acquisition

1:35 pm - 2:00 pm Case Study Remix - Using Your Website As A Media Channel To Reach Customers
David Krakauer - General Manager, Time to Revenue Solutions, Analog Devices
Until recently, the website has been seen merely as a digital version the print catalog, but this Analog Devices executive has shifted that mentality. In this presentation, you’ll learn about how Vijay Hanumolu, Head of Global Customer Experience & Online Strategy at Analog Devices is using their website as a platform to influence and engage their customers. Vijay will be talking about:
  • Segmenting your website’s audience to target the right content to them
  • Building the foundation to turn your website into a platform that goes beyond merely providing product information and specs
  • Ensuring that customer data and content is being fed properly to the site to better engage your customers
  • Partnering with your 3rd parties to leverage real-time data
  • Personalizing the website experience using content that is relevant to your customer

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David Krakauer

General Manager, Time to Revenue Solutions
Analog Devices

Track B – Digital and Omnichannel Optimization

1:25 pm - 1:35 pm Chairperson’s Opening Remarks

Track B – Digital and Omnichannel Optimization

1:35 pm - 2:00 pm Case Study - Virtual Reality – The Next Frontier for E-Commerce Consumer Analytics
Eduardo Siman - Director of IT, Intradeco Apparel
What new insights can your marketing team glean from understanding the behavior of your customers in virtual and augmented reality? Attend this cutting-edge session to learn how to gather and analyze data from immersive e-commerce experiences. Make better branding decisions based on gaze, movement, and controller click data from your customers as they interact with your products in immersive experiences in 3D, virtual and augmented reality.
  Brand owners and retailers — 3D digital replicas of your products are a reality now, not in some distant future. How will you take ownership of this new “rich content” so that it enhances the customer’s path to purchase?
  Immersive 3D spaces allow you to create opportunities for purchase that could not possibly exist before. If you are the first to take advantage of these possibilities, you will create a better customer experience and transform the so called “moment of truth” so that a customer can select your product at a store even if it is out of stock.
  How could you possibly reach an intuitive conclusion like that by analyzing spreadsheets and clicking on pie charts? 

Eduardo Siman

Director of IT
Intradeco Apparel

B2B Boardroom Track

1:25 pm - 1:55 pm VP/SVP - Level Boardroom
Sarah Golish - Senior Vice President, Demand Generation, Acuity Brands
This is a unique opportunity to network with your C-Level peers and share best practices for your digital transformations. If interested in participating, please contact Olga Rodriguez at 646-200-7459 or olga.rodriguez@wbresearch.com

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Sarah Golish

Senior Vice President, Demand Generation
Acuity Brands

Track A – Digital Marketing & Customer Acquisition

2:00 pm - 2:20 pm Innovation Spotlight presented by Salesforce
Eric Marotta - Director, Product Marketing, Salesforce
Hear a Salesforce executive deliver an insightful look at strategies to put your customer at the core of every marketing interaction.

Presented by a Salesforce executive 

Eric Marotta

Director, Product Marketing
Salesforce

Track B – Digital and Omnichannel Optimization

2:00 pm - 2:20 pm Stop by Track A for a special presentation by Salesforce


B2B Boardroom Track

2:15 pm - 2:20 pm C-Level Boardroom (Continued)
This is a unique opportunity to network with your C-Level peers and share best practices for your digital transformations.  If interested in participating, please contact Olga Rodriguez at 646-200-7459 or olga.rodriguez@wbresearch.com

Track A – Digital Marketing & Customer Acquisition

2:20 pm - 2:55 pm Panel Revolution - Shifting Customer Behavior: Best Strategies To Increase Online Adoption
John Tomich - COO Credit Key Christine Owens - VP of Marketing, BayWa r.e. Solar Systems Fred Skinner - Director of Marketing & eCommerce, World Electric Supply Karen Duran - Customer Interaction Manager, Caterpillar
While many B2B executives are creating personalization and self-service strategies, there are still large segments of B2B customers that are accustomed to a more traditional way of doing business. This panel discussion brings together executives that are looking for ways to shift their customers’ behavior to a more online focus. 
  • Making products easier to find throughout your website 
  • Being consistent with the product terminology being used on the site to avoid creating confusion for your customer 
  • Thinking about whether your CRM system is designed to support your sales team and to better serve your customer
  • Getting customer buy-in for your website in order to increase online revenue 

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Christine Owens

VP of Marketing
BayWa r.e. Solar Systems

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Fred Skinner

Director of Marketing & eCommerce
World Electric Supply

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Karen Duran

Customer Interaction Manager
Caterpillar

John Tomich

COO
Credit Key

Track B – Digital and Omnichannel Optimization

2:20 pm - 2:55 pm Panel Discussion Revolution - Getting Senior Executive Buy-In: Working Through Obstacles To Becoming A More Digitally Fit Organization
Nishant Nishant - Global Head of Digital Strategy, Avnet Ales Drabek - Chief Digital Officer, Conrad Electronics Jared Hoffman - Digital Marketing Manager & eCommerce, DistributionNOW
Sometimes senior management can struggle to understand the potential of digital to help increase overall sales. This session will look at how to advocate for the investment needed to support your digital initiatives. 
  • Helping senior management understand the importance of providing digital experiences for today’s B2B customer 
  • Using  pilot programs to demonstrate an ROI on your digital initiatives 
  • Getting senior management involved with pilot programs so they can see the benefits firsthand  
  • Using internal resources effectively to get the necessary ROI
  • Using internal “backers” to support your case (i.e. customer service, field service, and procurement teams)
  • Evolving your digital strategy through strategic continued investment 

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Nishant Nishant

Global Head of Digital Strategy
Avnet

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Ales Drabek

Chief Digital Officer
Conrad Electronics

Jared Hoffman

Digital Marketing Manager & eCommerce
DistributionNOW

B2B Boardroom Track

2:15 pm - 2:55 pm C-Level Boardroom (Continued)
This is a unique opportunity to network with your C-Level peers and share best practices for your digital transformations. If interested in participating, please contact Olga Rodriguez at 646-200-7459 or olga.rodriguez@wbresearch.com

2:55 pm - 3:50 pm Afternoon Refuel & Networking Break

Take a moment to recharge, mingle with attendees, and check out our innovative solution providers.

Track A – Digital Marketing & Customer Acquisition

3:50 pm - 4:20 pm Fireside Chat Revolution - Obtaining The Best ROI To Get The Most Out Of Your eCommerce Efforts
Ken Novak - eBusiness Manager, Parker Hannifin Corporation Akash Bhate - Global eCommerce Leader, SUEZ Water Technologies & Solutions
As more and more B2B companies utilize ecommerce strategies to help increase sales from current and potential customers, they have to make sure that they are achieving their desired results.  This session will take a look at creating an ROI model for your eCommerce strategy. 
  • Understanding the main drivers for ROI such as incremental revenue, the acquisition of new customers, and increasing the efficiency of your customer support function
  • Shifting revenue from offline channels to online in order to directly measure their success
  • Implementing eCommerce to deliver more  efficient support for customers and potentially drive down your overall customer acquisition and retention costs

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Ken Novak

eBusiness Manager
Parker Hannifin Corporation

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Akash Bhate

Global eCommerce Leader
SUEZ Water Technologies & Solutions

Track B – Digital and Omnichannel Optimization

3:50 pm - 4:20 pm Case Study Remix - Getting Employees To Understand The Benefits of Using Digital Support Tools To Drive Sales
Mark Staudinger - SVP, Digital eCommerce, President Tirebuyer.com, American Tire Distributors
ECommerce is a growing channel but that doesn’t mean it’s the ‘Death of a B2B Sales Person’. When the majority of B2B employees are used to the traditional way of doing business, executives who are thinking about implementing digital tools must demonstrate their benefits and value. Learn from a B2B executive who has spearheaded their digital transformation and how they’ve empowered their employees.
  • Building a sales team that is tightly integrated with digital tools 
  • Understanding that sales teams and digital can work hand in hand  
  • Presenting digital tools as means to enhance employee performance, not as a replacement 
  • Making sure that employees understand how digital programs will benefit the customer
  • Making your employees part of the transformation and change by listening and using their ideas to create motivation and empowerment

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Mark Staudinger

SVP, Digital eCommerce, President Tirebuyer.com
American Tire Distributors

B2B Boardroom Track

3:50 pm - 4:20 pm Distributor’s Boardroom
If interested in participating, please contact Olga Rodriguez at 646-200-7459 or olga.rodriguez@wbresearch.com

Track A – Digital Marketing & Customer Acquisition

4:20 pm - 4:50 pm Please head to Track B For “B2B Omnichannel: Understanding Which Sales Channel Best Serves Your Customer Needs”
Please head to Track B For  “B2B Omnichannel: Understanding Which Sales Channel Best Serves Your Customer Needs”

Track B – Digital and Omnichannel Optimization

4:20 pm - 4:50 pm Panel Revolution - B2B Omnichannel: Understanding Which Sales Channel Best Serves Your Customer Needs
Craig Miller - Digital Solutions Manager, Irby Ales Drabek - Chief Digital Officer, Conrad Electronics Chris Merlin - Director of Marketing, WIDIA Products Group
Balancing channel conflict is part of any B2B space. You’re either selling direct to your customer, through a distributor, or through an online market place and it’s important to find the balance in order to grow both sides of your business. This session will look at ways to better understand what channel serves your company best within your market and your specific needs. 
  • Looking at how to create balance where there could be channel conflict 
  • Identifying the best strategies for pricing and product assortment for each channel where your products are available
  • Handling the implications of selling online where territory sales restrictions don’t apply 
  • Serving your needs sand those of your customer by identifying the best sales channels that will meet those 

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Craig Miller

Digital Solutions Manager
Irby

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Ales Drabek

Chief Digital Officer
Conrad Electronics

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Chris Merlin

Director of Marketing
WIDIA Products Group

B2B Boardroom Track

4:20 pm - 4:50 pm Manufacturer’s Boardroom
If interested in participating, please contact Olga Rodriguez at 646-200-7459 or olga.rodriguez@wbresearch.com

4:50 pm - 5:50 pm B2B Online Grand Opening Reception

Our grand opening reception is another chance to see and meet fellow attendees and speakers. And have some tasty cocktails and great food, all in a beautiful setting.

5:50 pm - 5:50 pm End of Day One