B2B Online Florida 2024
November 18 - 19, 2024
JW Marriott Orlando Bonnet Creek Resort & Spa, FL
Day Two: November 13, 2018 | Digital and OmniChannel Engagement
Day 2: Join us on Day Two of B2B Online Miami to get valuable insights into ways that you can reach your customer wherever they are. Learn how to keep your customers at the core of your digital strategy.
7:20 am - 8:00 am
Women In B2B Breakfast
Tracy Robertson -
Global VP – Customer Experience,
Kimberly-Clark
Listen and be inspired by an accomplished group of accomplished women; then, cultivate new friendships and discuss shared industry challenges.
7:30 am - 8:00 am
Registration & Breakfast
8:00 am - 8:05 am
Welcome Remarks
Olga Rodriguez -
Content Director,
B2B Online Miami
8:05 am - 8:20 am
Chairperson Opening Remarks
Ed Kennedy -
Senior Director – Commerce,
Episerver
8:20 am - 8:50 am
Keynote Panel Discussion - Implementing Omnichannel Strategies To Provide The Best Possible Customer Experience No Matter The Channel
Alison Zepp -
VP of Marketing and Strategy,
Jessup Manufacturing Company
Khrysti Nazzaro -
Vice President, Brand Strategy,
MoreVisibility
Mark Staudinger -
SVP, Digital eCommerce, President Tirebuyer.com,
American Tire Distributors
Ken Novak -
eBusiness Manager,
Parker Hannifin Corporation
In order to reach today’s omnichannel B2B consumer, companies have to be fully optimized on all possible sales channels. In this session you’ll hear about:
- Looking at the best strategies to reach your customer on their preferred sales channel
- Using efficient communication techniques to reach your customer and meet their expectations
- Looking at your resources, both budget and manpower, to see if you’re ready internally to support and invest in omnichannel initiatives
- Understanding when to fully embrace the potential of omnichannel strategies
- Looking at the best supporting technology to be successful in omnichannel
8:50 am - 9:10 am
Keynote Case Study - Identifying The Right Digital KPI’s To Measure Success
Justin Racine -
Director, Marketing and eCommerce,
Geriatric Medical & Surgical Supply, Inc.
KPI’s can vary widely from business to business and will depend on the types of products sold. But regardless of your product selection or industry, it’s important to use the correct metrics to measure your online business goals effectively. In this session Justin Racine will be talking about:
- Identifying the right metrics to use for your customers’ specific purchasing journey
- Looking at engagement and conversion metrics such as product touch points,
- Using analytics to understand how your customer behaves on your site
- Effectively measuring the success of your business to improve efficiencies
9:10 am - 9:55 am
Morning Energizer & Networking Break
Is there anyone you didn’t get a chance to meet on Day One? Take this time to connect with other attendees!
9:55 am - 10:20 am
Keynote Case Study Remix - Using Customer Journey Mapping To Drive B2B Growth
Kara Hendrick -
Manager of Global Digital of Strategy,
Velcro Companies
Mapping your customer journey is helpful in understanding your different customer touch points. How can customer journey mapping help your business and increase sales? This session will take a close look at the process for mapping your customers’ journey.
- Defining the customer journey map for companies of every digital maturity level
- Creating a unified model that encourages customer acquisition and retention
- Highlighting the different touchpoints of the customer journey
- Visualizing the customer experience and all of the communication areas that can be improved
- Using customer journey mapping to better understand how to increase sales
10:20 am - 10:40 am
Keynote Client Case Study presented by Amazon
Rob Green -
Director, Sales and Marketing,
Amazon Business
Colin Puckett -
Head of Seller Marketing,
Amazon Busines
10:40 am - 11:05 am
Keynote Case Study - Using Data Science To Understand Your Customer’s Needs and Expectations
Ashar Mairaj -
Vice President, Digital Marketing,
Global Industrial
The amount of customer data you’re able to collect through sales channels can be overwhelming, and many B2B companies are trying to understand the true value in dedicating large amounts of time to interpreting this data. In this session we ’ll take a deep dive into the best strategies for implementing data science into your strategy.
- Scaling data science to the size of your team and company
- Defining data science and its benefits to your investment
- Interpreting the large amounts of data you’ve gathered to gain a deep understanding of your customer
- Understanding time investment required for your team’s data science education
11:05 am - 11:25 am
Keynote Client Case Study - Transaction-Centered or Experience-Driven: Why Product And Price Are Not Enough To Succeed In A Post-Amazon World
Ed Kennedy -
Senior Director – Commerce,
Episerver
Many industries have been insulated from the adoption of Digital Commerce; not anymore. In the Age of the Customer, well designed and convenient ecommerce experiences are table stakes for most firms. Customers’ expectations are at unprecedented levels as Market Leaders deliver low prices and superior logistic dominance. However, price wars are a race to the bottom. B2B companies must compete elsewhere if they are to thrive. Learn from Senior Commerce Director of Episerver, Ed Kennedy as he discusses:
- Experience-Driven Why and how to compete on experience instead of price.
- How to communicate the need for change inside your organization
- Discover ideas, strategies, and results from B2B trailblazers
11:25 am - 11:50 am
Keynote Case Study presented by Caterpillar
Suswara Gayam -
Experience Architect,
Caterpillar
11:50 am - 12:40 pm
Technology Roundtables
Ryan Loechl -
Senior Consultant,
Dakota Systems
Rob Green -
Director, Sales and Marketing,
Amazon Business
Brady Behrman -
CEO,
PunchOut2Go
Dr. Douglas Hollinger -
Senior Vice President of Consulting,
LiveArea
Anita Andrews -
Director, Magento Services,
Magento, an Adobe Company
Jill Steinhour -
Director, High Tech Industry Strategy,
Adobe
Sergio Tabaran -
Director of Business Development,
Absolute Web Services
For manufacturing and distribution executives
1. Aligning Product Content Strategy With Business Strategy: Rethinking Website Product Content Led By Ryan Loechl, Senior Consultant, Dakota Systems
2. Amazon Business Led By Rob Green, Amazon Business
3. eProcurement Punchout: Leveraging your E-Commerce infrastructure to do business with customers leveraging eProcurement systems such as Coupa, Ariba, SAP and Jaggaer Led By Brady Berhman, CEO, Punchout2Go
4. B2B Commerce Success: Getting Today’s Digital Customers to Buy (In) Led by Douglas Hollinger, Senior VP of Consulting, LiveArea
5. Data Driven B2B eCommerce Led By Anita Andrews, Director, Magento Services, Magento, an Adobe Company
6. Customer Experience Mavericks- Secrets Revealed - Led by Jill Steinhour, Director, High Tech Industry Strategy, Adobe
7. Ecommerce Automation Strategies to Reduce Costs and Increase Revenue Led by Sergio Tabaran, Director of Business Development, Absolute Web Services
Ryan Loechl
Senior ConsultantDakota Systems
Anita Andrews
Director, Magento ServicesMagento, an Adobe Company
Sergio Tabaran
Director of Business DevelopmentAbsolute Web Services
12:40 pm - 1:40 pm Lunch for all attendees
Track A: Personalization And Content Strategies
1:40 pm - 1:50 pm Chairperson’s RemarksTrack A: Personalization And Content Strategies
1:50 pm - 2:20 pm Panel - Incorporating Personalization Into Your Digital Transformation Strategy To Meet Customer Expectations David Spindler - Global Vice President, eBusiness, Tech Data Monal Patel - SVP and CBO, UNBXD David Krakauer - General Manager, Time to Revenue Solutions, Analog DevicesWith today’s B2B customer using B2C sites on a daily basis, their expectations around digital experiences have increased. They are expecting a well tailored experience where the company understands who the customer is and what they need. Hear from executives that implemented their digital transformation strategies and identified at the value that personalization can add to your site.
- Creating unique website experiences that lead to effective customer journeys
- Accessing clean data to drive seamless personalization
- Altering your website using metrics and analytics
- Using customer data to influence their purchasing habits
- Accounting for the time it will take for your customer to get used to changes on your site
Track B: Customer Retention And Engagement
1:40 pm - 1:50 pm Chairperson’s RemarksTrack B: Customer Retention And Engagement
1:50 pm - 2:20 pm Panel - B2B Customer Retention Programs: Retaining Customers Long Term And Staying Top Of Mind Doug Press - CEO, The Incentive Group Magda Ramos - Director of Customer Experience, Honeywell Alison Zepp - VP of Marketing and Strategy, Jessup Manufacturing Company Suswara Gayam - Experience Architect, CaterpillarIt’s one thing to know how to drive sales and convert a customer when they’re on your site, but there needs to be follow up to retain your customer. This session will look at ways to differentiate yourself when a customer is on your site so they’ll want to keep coming back and purchasing from you.
- Using your website to connect with your customer to stand out from competitors and other large marketplaces
- Engaging your customer using your web experience
- Using effective CRM strategies to maintain customer relationships
- Finding the balance between manual service and digitization to interact with your customer how they want to be interacted with
- Differentiating yourself from the competition in order to retain your customer’s loyalty
Interactive VIP Think Tank & Roundtables – For Manufacturers and Distributors Only
1:40 pm - 2:10 pm Roundtable: Finding Ways To Keep Customers Loyal In A Competitive Environment Karen Duran - Customer Interaction Manager, CaterpillarEncouraging B2B customer loyalty can help build a group of customers who return year after year and who advocate on your behalf. Since most B2B prospects will contact their network of peers when they are searching for a product or service, loyal customers can be one of the best ways to grow your business. This roundtable session will allow you to share challenges and strategies for maintaining customer loyalty.
Track A: Personalization And Content Strategies
2:20 pm - 2:45 pm Case Study – Incorporating Predictive Analytics Into Your eCommerce Strategy Robert Elzner - Director of Global eCommerce, Dell, Inc.Robert Elzner will be taking a deep dive into analyzing your customer’s behavior in order to help them make better purchasing choices.
Track B: Customer Retention And Engagement
2:20 pm - 2:45 pm Case Study - Customer Reviews: Marketing Your Customers’ Voice Brady Murphy - Sr. Manager, Digital Marketing/eCommerce B2C & B2B, Robert Bosch Tool Corp.•Driving user-generated content to your website, building your SEO results
•Prompting the customer to supply authentic and beneficial reviews
•Integrating visual tech as part of reviews: photos and videos
•How you can utilize reviews as part of your product features
•Marketing customer reviews to create powerful SEO and fresh content
•Adding credibility to your site for a trusted product to buy
2:45 pm - 3:15 pm
Afternoon Networking & Rejuvenation Break
You’ve learned a lot in the past two days - take this opportunity to grab a cup of coffee and exchange ideas with other attendees!
Track A: Personalization And Content Strategies
3:15 pm - 3:45 pm Panel - Creating A Site Experience That Engages Your Customers And Drives Sales Kara Hendrick - Manager of Global Digital of Strategy, Velcro Companies Scott Canney - Sr. Manager, Online Product Management, The Home Depot- Building engaging site experiences
- Exploring different mediums that provide information to the customer in an immersive way:
- Video
- Company blogs and articles
- Magalogs
- Adding “searchandising” capabilities to personalize the customer experience and make it easy for them to buy
- Recognizing the website is a living document—how your brand can best be responsive to online shopping customer
Track B: Customer Retention And Engagement
3:15 pm - 3:45 pm Panel - Using Effective Content Management To Add Additional Value To Customer Interactions Christine Owens - VP of Marketing, BayWa r.e. Solar Systems Karen Blanchard - Director of Marketing, MadicoWith marketplaces like Amazon and eBay vying for the B2B customer’s attention (and money), B2B companies need to demonstrate their value beyond eCommerce. Companies want their customers to see them as the authoritative source on the products they sell. Hear from leaders in the industry discuss how they use content management to differentiate themselves from existing marketplaces.
- Thinking about the ways in which content management will set your company apart from the competition
- Allocating the right resources to have strong content management that will add value to the time your customer spends on your website
- Creating a website that provides educational product information that will be valuable to your customer
- Understanding the benefits of making content management part of your strategic plan to increase customer engagement and retention
Join our interactive roundtables and get solutions to your top B2B digital challenges.
Track A: Personalization And Content Strategies
3:45 pm - 4:15 pm Case Study - Maintaining a Local Digital Mindset Within A Global Manufacturing Marketplace Miriam Metcalfe - Marketing Manager, North America, Dormer PrametEffective personalization is a goal for every B2B company, but what’s the best approach when your customers are in different markets? In this session, Miriam Metcalfe will take a close look at:
- Learning the importance of understanding and evaluating global digital trends to help drive sales
- Identifying the level of digital adaptation within various markets
- Distilling user requirements and adjust digital tools for optimal local market support and user adaption
Track B: Customer Retention And Engagement
3:45 pm - 4:15 pm Case Study - Three Research-Backed Ways B2B Companies Use Value Proposition To Generate More Leads From The Same Traffic Matthew Klein - Partnership Director, MECLABS InstituteAd spend and new technology are the mainstays of growth for most B2B companies. Machine learning might be flashy, and paid traffic might seem like a quick fix, but are you getting the highest ROI from the traffic and technology you already have? In this session, Matthew Klein, Partnership Director, MECLABS Institute will share a research-based value proposition methodology to help manufacturers and distributors increase the conversion and return from their current investments.
4:15 pm - 5:15 pm
Miami Nights Cocktail Reception
Take advantage of our amazing venue and join us for drinks and networking.