B2B Online Miami 2019

November 11 - 13, 2019

JW Marriott Marquis Miami, FL

Day 2


Tuesday, November 12, 2019

Strategies To Engage Today’s B2B Customer

7:15 am - 8:00 am Women’s Breakfast

7:30 am - 8:00 am Private Breakfast

7:30 am - 8:00 am Breakfast for All Attendees

8:00 am - 8:05 am Welcome Remarks

8:05 am - 8:20 am Chairperson Opening Remarks Presented by Shift7 Digital


8:20 am - 8:40 am Keynote Fireside Chat – Identifying The Role of Marketplaces In Your eCommerce Strategy

An expert in digital, eCommerce, omni-channel and analytics, Sharad Doshi from Johnson & Johnson will provide you with his perspective and insights into the role that marketplaces can play in eCommerce. You’ll leave this session armed with the knowledge and inspiration needed to successful in today’s competitive B2B space. 
Sharad Doshi, Global Head, eCommerce at Johnson & Johnson

Sharad Doshi

Global Head, eCommerce
Johnson & Johnson

8:40 am - 9:05 am Keynote Town Hall - Getting A 360 View Of Your Customer To Garner Business Insights

Many organizations are working with siloed systems that have different sets of customer data. How can you understand how your customers are interacting with your organization when all of their information – their business goals, what they’re searching for on your site, what they’re buying, what kind of content they’re engaging with – lives in different places? In this session we’ll talk about the benefits of bringing in all of this customer data to one place in order to make decisions that are actionable for your business.

• Understanding how to get a single view of your customer by consolidating their behavior on your social channels, website, and with your sales force 
• Looking at cost effective ways to achieve a 360 view of your customers 
• Reviewing the best tools and solutions available for data aggregation and management 
• Getting a holistic look at your customer to identify the areas of your business that need to be changed, and making those changes 

David Spindler, Global Vice President, eBusiness at Tech Data

David Spindler

Global Vice President, eBusiness
Tech Data

9:05 am - 9:30 am Keynote Panel Discussion Remix - Developing Content That Engages Your Customer And Generates More Sales

Creating content that drives traffic to your website is just the first step in a well thought out content strategy. In addition to creating content that gets the attention of your customer, is it engaging with them enough to get them to complete calls to action? Are you seeing sales come out of it? In this session you’ll hear from senior executives from Munchkin, Kloeckner Metals, and Unilog tackle the challenges around content creation and its ties to revenue growth. 

• Understanding how VOC plays a role in creating engaging content
• Measuring how customers are engaging with content on your site 
• Looking at use cases for automating content creation to speed up the process and reach more potential customers 
• Identifying the kinds of content you should develop to establish your company and its leaders as experts

Robert Smolarski, VP, Digital Marketing & eCommerce at Munchkin

Robert Smolarski

VP, Digital Marketing & eCommerce
Munchkin

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

Steven Nghe

Head of Marketing & Communications
Kloeckner Metals (North America)

Suchit Bachalli, President at Unilog

Suchit Bachalli

President
Unilog

9:30 am - 10:15 am Morning Refreshment Break

10:15 am - 10:45 am Keynote Solo Presentation Remix - Using Data To Shape Customer-Driven Omnichannel Experiences

B2B companies want to provide their customers with engaging omnichannel experiences and many are taking that one step further to personalization and self-service purchasing options. However, companies need to make use of their customer data if they want to provide fully integrated and seamless omnichannel interactions. Kris Holla, Nortek Group’s Chief Sales Officer is an expert in sales and marketing with 25+ years of experience. He’s worked with large global multinationals to transform  and build regional teams into cross functional global teams. He’ll talk about: 

• Breaking data free from organizational silos to gain valuable insights 
• Strategically leveraging unused or underused data to uncover actionable insights without making hefty investments 
• Harnessing data collected from different offline and online touchpoints to improve omnichannel experiences 
• Compiling the right customer data to provide strategic omnichannel marketing messages and purchase experiences 

Kris Holla, Group Vice President & Chief Sales Officer at Nortek Group

Kris Holla

Group Vice President & Chief Sales Officer
Nortek Group

10:45 am - 11:05 am Keynote Client Case Study – Dakota Systems

11:05 am - 11:30 am Keynote Town Hall Panel - Cutting Through The Noise: Finding The Optimal eCommerce Tools To Support Your Digital Goals

B2B eCommerce executives get pitches from third party vendors all the time, but how do you cut through all the noise to find the right vendors for your organizational goals? In this panel you’ll hear directly from companies that have implemented third party solutions. 

• Understanding what tools executives are implementing to support their eCommerce goals
• Identifying the right tools to support your content marketing initiatives 
• Getting true insights into the impact that third party tools can have on your business
• Learning what third party tools are worth the investment to reach your eCommerce goals 

Prasanna Deshmukh, Head Of Global Digital Sales And Marketing at TE Connectivity

Prasanna Deshmukh

Head Of Global Digital Sales And Marketing
TE Connectivity

Chris Hogue, Vice President of Strategy & Products at LiveArea

Chris Hogue

Vice President of Strategy & Products
LiveArea

11:30 am - 11:50 am Keynote Client Case Study - Using Data Insights To Power eCommerce

Andy Wagner, Executive Director at Aaxis Commerce

Andy Wagner

Executive Director
Aaxis Commerce

11:50 am - 12:10 pm Keynote Fireside Chat - Incorporating VOC Into Your Transformation Strategy To Exceed Customer Expectations

VOC has been a very important tool for B2C for a long time, and it’s now become just as important for B2B companies to become customer-centric. In fact, one can argue that there’s more reason for B2B companies to use VOC programs, since B2B customer relationships last longer and hold greater value. In this session we’ll take a deep dive into VOC programs and how they can help you better understand what your customers want and need. 

• Gaining advocacy internally to push VOC programs forward  
• Choosing the right metrics for your customer surveys in order to garner the feedback you need to make internal changes 
• Identifying the best VOC technology to integrate into your business 
•Gaining meaningful insights about your customers’ wants and needs in order to transform and retain their business

Corrie Freudenstein, Head of Marketing at Leybold

Corrie Freudenstein

Head of Marketing
Leybold

1.Roundtable Hosted by Paul Wlodarczyk, Digital Practice Lead, Dakota Systems, Inc.
2.Roundtable Hosted by Andy Wagner, Executive Director, Aaxis Commerce
3.Customer-Centric Thinking:  Makin Personalization Real & Practical – John Ambrose, Practice Director - Digital Commerce at Perficient Digital

Paul Wlodarczyk, Product Information Practice Lead at Dakota Systems

Paul Wlodarczyk

Product Information Practice Lead
Dakota Systems

Andy Wagner, Executive Director at Aaxis Commerce

Andy Wagner

Executive Director
Aaxis Commerce

John Ambrose, Practice Director - Digital Commerce at Perficient Digital

John Ambrose

Practice Director - Digital Commerce
Perficient Digital

1:00 pm - 1:50 pm Lunch For All Attendees

1:00 pm - 1:50 pm Private Lunch

1:00 pm - 1:50 pm Private Lunch

Track A – Content and Data

1:50 pm - 2:10 pm Chairperson Opening Remarks

Track B – Personalization and Customer Engagement

1:50 pm - 2:10 pm Chairperson Opening Remarks

"Challenge Your Peers” Roundtables & Tech Hub Track: For Manufacturing & Distribution Executives Only

1:50 pm - 2:30 pm Senior Executive Boardroom
Boardrooms are a great opportunity to meet like-minded senior executives. You’ll be able to network and share best practices around your digital transformation challenges!

2:10 pm - 2:30 pm Fireside Chat - Leveraging Analytics To Understand How Your Customers Are Engaging With Your Site And To Optimize Their Buying Experience

Stephanie Pike from Thermo Fisher Scientific joins this fireside chat to give you the insights you need to develop a site that meets the needs and expectations of your customers. Stephanie will talk about how to use analytics to get a rich and meaningful look at what your customers are doing 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. 

• Gathering analytics and data to create meaningful engagement with your customers via your site 
• Tracking website traffic and activity to understand the kinds of products and services existing and potential customers are interested in
• Using analytics to understand the kinds of website content you should develop  to engage your customer base 
• Leveraging analytics to get meaningful insights on customer website behavior

Stephanie Pike, Vice President, Global Market Development at Thermo Fisher Scientific

Stephanie Pike

Vice President, Global Market Development
Thermo Fisher Scientific

2:10 pm - 2:30 pm Fireside Chat- Creating A Digital Commerce Strategy That Engaged The End-User

Tim Madigan, VP of eBusiness for Tyson Foods, led the creation and implementation of a strategy that has strengthen Tyson’s customer engagement. Tim will talk about the vision, the journey to get it launched, and the early in-market lessons learned of this success story. 
Tim Madigan, VP of eBusiness at Tyson Foods

Tim Madigan

VP of eBusiness
Tyson Foods

1:50 pm - 2:30 pm Senior Executive Boardroom

Boardrooms are a great opportunity to meet like-minded senior executives. You’ll be able to network and share best practices around your digital transformation challenges!

2:30 pm - 2:50 pm Client Case Study

2:30 pm - 2:50 pm Client Case Study Presented By Agility Multichannel

2:30 pm - 3:10 pm Tech Hub Workshop

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.

Tech Hub 1: SEO
Tech Hub 2: Payment Systems
Tech Hub 3: Analytics

2:50 pm - 3:10 pm Panel Discussion Remix - Changing Your Content Strategy From Product Centric To Customer Centric

Creating engaging content is not just about showcasing your products. Truly engaging content is created with the customer in mind – what their challenges are, what they need, and how you can help them reach their goals.  This session will be a deep dive into content marketing strategies that have the customer front of mind. We’ll talk about: 

• Setting your content marketing objectives to decide on the best strategy 
• Identifying and understanding your audience to create content that will build valuable customer relationships
• Understanding the mediums (e.g. email, website, social channels) where your customer is receptive to content 
• Developing content that is valuable, relevant, and consistent to make maximum impact on your customers
• Changing standard content marketing practices to meet customer needs and expectations 

Sabrina Donley, Vice President, Global Marketing Communications at Filtration Group

Sabrina Donley

Vice President, Global Marketing Communications
Filtration Group

Todd Mills, Director of Marketing and Database Intelligence at DGI Supply

Todd Mills

Director of Marketing and Database Intelligence
DGI Supply

Customer experiences are created at all interaction points, making each one just as important as the next. But if you haven’t already made the most of your interactions with existing customers, how can you be sure that the changes you make to your CX will delight in the future? In this session we’ll look at the importance of optimizing CX in order to keep your current customers happy and loyal, and in turn increase your sales. 

• Making resolution time a top priority in order to improve customer experience 
• Adopting a customer-centric mindset to remain relevant in an evolving industry 
• Understanding how customer satisfaction can help you stand out in a competitive environment 
• Enhancing your  CX to keep your customers coming back

Rocky Sharma, Sr. Director, Product Management, eCommerce at Builddirect

Rocky Sharma

Sr. Director, Product Management, eCommerce
Builddirect

Tara Canfield, Director, Channel Operations at Schneider Electric

Tara Canfield

Director, Channel Operations
Schneider Electric

Katrina Schiedemeyer, Voice of Customer Analyst at Oshkosh Corporation

Katrina Schiedemeyer

Voice of Customer Analyst
Oshkosh Corporation

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

Georgia Brickman

Senior Director of Digital and Marketing Services
STERIS Corporation

2:30 pm - 3:10 pm Tech Hub Workshop

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.

Tech Hub 1: SEO
Tech Hub 2: Payment Systems
Tech Hub 3: Analytics

3:10 pm - 3:55 pm Afternoon Networking Break

3:10 pm - 3:55 pm Private Tasting

3:10 pm - 3:55 pm Private Tasting

3:55 pm - 4:20 pm Solo Presentation - Making Product And Catalog Data Market Ready And Easy For Customers To Understand

A lot of B2B companies have product descriptions that were never meant to be seen by end users, but this is a challenge to overcome as more and more products are made available on websites. In this session, Jared Hoffman from DistributionNow will talk about taking your existing product data and enriching it for human consumption. Jared has spent the last 10 years building and implementing online marketing strategies, and you won’t want to miss his insights into:

• Understanding the importance of providing your customers with compelling and easy to understand product data in order to retain their business
• Putting a plan together to make sure you’ve allotted the time necessary to make changes that will improve the data
• Implementing business processes that will ensure that data for newly developed products is pristine 
• Tackling your complex portfolio and breaking  down its data to make it available and easy for your customer to understand 

Jared Hoffman, Digital Marketing Manager & eCommerce at DistributionNOW

Jared Hoffman

Digital Marketing Manager & eCommerce
DistributionNOW

3:55 pm - 4:20 pm Solo Presentation – Integrating Sales And Marketing To Reach More Customers

Innovative B2B companies have seen the benefits of integrating sales and marketing. Helene Blanchette will take you on a deep dive on how doing this will enhance each of  their functions and generate opportunities to reach more customers. 
Helene Blanchette, Vice President - Marketing, Graphic Communications at Xerox Corporation

Helene Blanchette

Vice President - Marketing, Graphic Communications
Xerox Corporation

3:55 pm - 5:00 pm Challenge Your Peers: Using Your Website To Feature Products That Can Be Difficult To Sell In Order To Increase Revenue

Challenge Your Peers is an interactive roundtable session that enables you to engage and exchange ideas with your fellow B2B practitioners. You’ll have the opportunity to discuss your biggest challenges areas and find solutions to those problems. 

•Using digital tools to create ordering lists that feature your “C&D” items 
•Drawing attention to less popular products and changing your customers’ perception of your offerings
•Maximizing revenue potential with the customers you already have by show casing less popular products

Katrina Schiedemeyer, Voice of Customer Analyst at Oshkosh Corporation

Katrina Schiedemeyer

Voice of Customer Analyst
Oshkosh Corporation

4:20 pm - 4:30 pm Client Case Study

4:20 pm - 4:30 pm Vendor Presentation

3:55 pm - 5:00 pm Challenge Your Peers: Using Your Website To Feature Products That Can Be Difficult To Sell In Order To Increase Revenue

Challenge Your Peers is an interactive roundtable session that enables you to engage and exchange ideas with your fellow B2B practitioners. You’ll have the opportunity to discuss your biggest challenges areas and find solutions to those problems. 

•Using digital tools to create ordering lists that feature your “C&D” items 
•Drawing attention to less popular products and changing your customers’ perception of your offerings
•Maximizing revenue potential with the customers you already have by show casing less popular products

4:30 pm - 5:00 pm Panel Discussion - Breaking Down Internal Silos In Order To Merge Data And Create Unified, Customer-Centric Goals

B2B organizations have a lot of customer data that can be used to provide well-tailored experiences, but a lot of that data lives in silos. The challenge is to find the best ways to bring all of that customer information together, all the while getting key stake holders in different departments to understand the goals of this undertaking. In this session we’ll talk about breaking down internal data silos that will lead to customer-centric decision making. 

• Bringing data together to gather insights that will increase revenue 
• Using data to connect with your customers in more meaningful ways
• Understanding how unified data impacts the customer experience
• Using the data you’ve captured over the years and putting into play to give you a competitive edge

Laura Brooks, Senior Director, Global Marketing Services at Waters Corporation

Laura Brooks

Senior Director, Global Marketing Services
Waters Corporation

4:30 pm - 5:00 pm Panel Discussion – Meeting Your Individual Customers’ Needs: Crafting Personalized Website Experiences

As customer expectations change rapidly due to the influence of B2C experiences, B2B companies have to find ways to deliver personalization that is relevant to every single customer that visits their site. Not doing this put companies at risk for losing customers. This session will take a close look at providing transformative personalized  experiences. We’ll talk about:

• Recognizing your buyer personas to deliver the messaging that will persuade them to shop on your site 
• Using personalization to streamlining the buying journey for each customer that visits your site 
• Identifying the kind of personalization that works best for your site and determining the best places for that content 
• Aligning your products and brands to the right customer segments to increase revenue   

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

Mike Conant

Director, Digital Strategy, Planning and Architecture
Agilent Technologies

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

Lindsey Riner

Vice President, Web Marketing and Development
Acuity Brands

3:55 pm - 5:00 pm Challenge Your Peers: Using Your Website To Feature Products That Can Be Difficult To Sell In Order To Increase Revenue

Challenge Your Peers is an interactive roundtable session that enables you to engage and exchange ideas with your fellow B2B practitioners. You’ll have the opportunity to discuss your biggest challenges areas and find solutions to those problems. 

•Using digital tools to create ordering lists that feature your “C&D” items 
•Drawing attention to less popular products and changing your customers’ perception of your offerings
•Maximizing revenue potential with the customers you already have by show casing less popular products

5:00 pm - 6:00 pm Day Two Reception

6:00 pm - 6:00 pm End of Day Two