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B2B Online Miami 2019

November 11 - 13, 2019

JW Marriott Marquis Miami, FL

Tuesday, November 12, 2019 Strategies To Engage Today’s B2B Customer

Customer expectations are changing rapidly. On the second day of the conference you will learn what today’s customers want and what strategies you can implement to reach them!

7:10 am - 8:00 am Women in B2B Breakfast

Enjoy a breakfast full of fun and reflection of women paving the way in B2B business success! Meet your peers in eCommerce, share ideas offline and make meaningful new connections with women digital marketing executives.

7:10 am - 8:00 am Private Breakfast

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

8:00 am - 8:05 am Welcome Remarks

Olga Rodriguez, Content Director at B2B Online Miami

Olga Rodriguez

Content Director
B2B Online Miami

8:05 am - 8:20 am Chairperson Opening Remarks - Shift7


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

Sharad Doshi is the Global Head, eCommerce/Connected Commerce, at Johnson & Johnson. As member of the North America Commercial leadership team, he is  responsible for driving business growth and building the world’s most beloved brands. He’ll walk through how marketplaces can play a key role in driving traffic to your site.  You’ll leave this session armed with new strategies to successfully navigate marketplaces in today’s competitive B2B space. Sharad Doshi is the Global Head, eCommerce/Connected Commerce, at Johnson & Johnson. As member of the North America Commercial leadership team, he is  responsible for driving business growth and building the world’s most beloved brands. He’ll walk through how marketplaces can play a key role in driving traffic to your site.  You’ll leave this session armed with new strategies to successfully navigate marketplaces in today’s competitive B2B space. 
Sharad Doshi, Global Head, eCommerce at Johnson & Johnson

Sharad Doshi

Global Head, eCommerce
Johnson & Johnson

8:40 am - 9:10 am Keynote Town Hall - Getting A 360 View Of Your Customer To Garner Business Insights

Many organizations are working with siloed systems that have disparate sets of customer data. How can you understand how your customers are interacting with your organization when all of their data – 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? Bring your burning questions to this town hall session  - most of the discussion will be driven by your Q&A!  Learn about the benefits of bringing customer data into one place in order to make decisions that are actionable for your business, from the heads of digital strategy from Boeing, nVent and Tech Data. 

• 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 

Raman Venket, Director, Digital Strategy & Ecommerce at Boeing

Raman Venket

Director, Digital Strategy & Ecommerce
Boeing

Kimberly Anderberg, Vice President, Digital Strategy and Marketing at nVent

Kimberly Anderberg

Vice President, Digital Strategy and Marketing
nVent

9:10 am - 9:40 am Keynote Panel Discussion Remix - Developing Content That Engages Your Customer And Generates More Sales

Creating traffic-driving content is the first step in shaping a results-focused 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?  You’ll not only glean detailed take-aways from a panel of senior executives from Munchkin, Kloeckner Metals, and Unilog, but also have a chance to get solutions from your B2B peers during group roundtable discussions that will end the session.

• 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

Miriam Metcalfe, Marketing Manager, North America at Dormer Pramet

Miriam Metcalfe

Marketing Manager, North America
Dormer Pramet

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

9:40 am - 10:25 am “Groupby Groove” Morning Refreshment Break

Visit Groupby’s booth and enjoy a groovy morning cocktail to start Day 2. Learn about their solutions and see how you can partner with them!

10:25 am - 10:55 am Keynote 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

10:55 am - 11:15 am Keynote Client Case Study Presented By Dakota Systems

Dakota helps global enterprises design digital communication strategies that drive growth. Learn how to craft the most effective digital growth strategies during this keynote presentation, presented by Dakota Systems and a client. 

11:15 am - 11:45 am Keynote Town Hall Panel - Cutting Through The Noise: Finding The Optimal eCommerce Tools To Support Your Digital Goals

Finding the right partners and solutions is critical to your B2B eCommerce success. This town-hall styled panel allows you to ask all of the questions keeping you up at night around finding the right partners, the right tools and getting an ROI. You’ll hear directly from TE Connectivity, Omega Engineering and LiveArea as they discuss how they’ve optimized their digital experience using the optimal tools.  

• 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

Gurpreet Singh, Director, eCommerce and CRM Systems at Omega Engineering Inc.

Gurpreet Singh

Director, eCommerce and CRM Systems
Omega Engineering Inc.

Chris Hogue, Vice President of Strategy & Products at LiveArea

Chris Hogue

Vice President of Strategy & Products
LiveArea

11:45 am - 12:05 pm Keynote Client Case Study - Using Data Insights To Power eCommerce

Understand the latest trends in data, AI, ML and eCommerce during this keynotes session with Aaxis Commerce and a client. 
Andy Wagner, Executive Director at Aaxis Commerce

Andy Wagner

Executive Director
Aaxis Commerce

12:05 pm - 12:25 pm Keynote Fireside Chat - Incorporating VOC Into Your Transformation Strategy To Exceed Customer Expectations

Corrie has a passion for identifying and solving complex business problems by leveraging internal data and consumer insights. One way that Leybold is looking to transform digitally is by using customer insights and VOC to shape their customer experiences and drive retention. In this session we’ll take a deep dive into VOC programs at Leybold and how they have helped to shape engaging customer experiences.Corrie has a passion for identifying and solving complex business problems by leveraging internal data and consumer insights. One way that Leybold is looking to transform digitally is by using customer insights and VOC to shape their customer experiences and drive retention. In this session we’ll take a deep dive into VOC programs at Leybold and how they have helped to shape engaging customer experiences.
Corrie Freudenstein, Head of Marketing at Leybold

Corrie Freudenstein

Head of Marketing
Leybold

Roundtable discussions are interactive group discussions tackling a wide range of eCommerce and digital marketing topics, led by experts. Talk about your key challenges and learn how your hospitality peers are tackling them. Check back often for updates! 

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
4. Ecommerce For Manufacturers - Creating An Infrastructure That Meets The Needs Of Both Internal Business Users And External Business Customers - Hosted by Kris Harrington, COO, GenAlpha
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

Kris Harrington, COO at GenAlpha

Kris Harrington

COO
GenAlpha

1:15 pm - 2:15 pm Lunch For All Attendees

1:15 pm - 3:05 pm Private Lunch

12:25 pm - 2:15 pm Private Lunch

Track A – Content and Data

2:15 pm - 2:25 pm Chairperson Opening Remarks

Track B – Personalization and Customer Engagement

2:15 pm - 2:25 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!

2:25 pm - 2:45 pm Solo Presentation – Using Video To Reach More Customers

Mary Ellen Mondi, VP, Marketing, Communications, And Digital at Emerson Electric has seen first hand how using video to present content leads to higher customer engagement and receptivity. At B2B Online Miami, Mary Ellen will be talking about using and repurposing educational content and how to leverage social tools to make sure your videos reach the customers you want it to.
Mary Ellen Mondi, VP, Marketing, Communications, And Digital at Emerson Electric

Mary Ellen Mondi

VP, Marketing, Communications, And Digital
Emerson Electric

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!

2:45 pm - 3:05 pm Client Case Study - From Catalog and Call Center to eCommerce: Why Product Data is Critical to Digital Distribution

B2B buyers have ever increasing expectations of the customer experience and savvy competitors can quickly disrupt your market. Enriched product information is foundation for B2B companies operating online and is critical to supporting the customer experience. In this session, Dawn Zassick of Agility MultiChannel and Stacey Ostermann of Allied Electronics & Automation will discuss the types of product information that help drive customer engagement and conversion. And, they’ll provide some quick practical examples of how you look at your product data I conjunction with sales and analytics data to be sure that the investment you are making in your product data is enough, that you are achieving the results you hoped for and to identify opportunities for improvement.
Dawn Zassick, VP, Agility Solutions at Agility Multichannel (by Magnitude)

Dawn Zassick

VP, Agility Solutions
Agility Multichannel (by Magnitude)

Stacey Ostermann, Director of Digital Product Content at Allied Electronics & Automation

Stacey Ostermann

Director of Digital Product Content
Allied Electronics & Automation

2:45 pm - 3:05 pm Client Case Study - A Search-First Approach with Acuity Brands

Acuity Brands, the largest manufacturer of lighting and lighting control systems in North America, learned that search is the most popular site function for them and the biggest indicator of a visitor's intent to purchase. Katherine Wendorf will discuss Acuity Brand's journey towards building a site-first website, and the technologies that allowed them to improve and personalize their website experience for visitors - at scale.
Katherine Wendorf, Senior Manager, Integrated Content Marketing at Acuity Brands

Katherine Wendorf

Senior Manager, Integrated Content Marketing
Acuity Brands

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

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

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

Laura Brooks

Senior Director, Global Marketing Services
Waters Corporation

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

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

3:05 pm - 3:35 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

3:35 pm - 4:20 pm “Here’s the Scoop!” Afternoon Networking Break

Cool off after a sizzling morning of content with a refreshing fruit or ice cream at this networking break and get the scoop on the latest trends of the industry!

4:20 pm - 5:25 pm Private Tasting

4:20 pm - 5:25 pm Private Tasting

4:20 pm - 4:45 pm Fireside Chat - 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 

Scott Wueschinski, Sr. Technical Product Director – Digital Technologies at SUEZ

Scott Wueschinski

Sr. Technical Product Director – Digital Technologies
SUEZ

4:20 pm - 4:45 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, VP Marketing at Xerox Corporation

Helene Blanchette

VP Marketing
Xerox Corporation

4:20 pm - 5:25 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

4:45 pm - 4:55 pm Executive Presentation

You’ll learn the latest trends and digital strategies during this snapshot presentation.

4:45 pm - 4:55 pm Executive Presentation

You’ll learn the latest trends and digital strategies during this snapshot presentation.
Richard Isaac, CEO at RealDecoy Consulting

Richard Isaac

CEO
RealDecoy Consulting

4:20 pm - 5:25 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

4:55 pm - 5:25 pm Fireside Chat - 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
Nita Sharma, Senior Manager of Product Management at Agilent Technologies

Nita Sharma

Senior Manager of Product Management
Agilent Technologies

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

Carlos Camacho, Senior Manager, Ecommerce at Kaman Distribution Group

Carlos Camacho

Senior Manager, Ecommerce
Kaman Distribution Group

4:20 pm - 5:25 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

5:25 pm - 6:55 pm "Miami Head" Reception

B2B Miami has been keeping it cool but tonight we are bringing on the heat! Enjoy a “specialty cocktail” and hand rolled Cuban cigars on the pool deck.

6:25 pm - 6:25 pm End of Day Two