B2B Online 2016

May 09 - 11, 2016

Loews Chicago Hotel, Chicago, IL

Contact Us: 888-482-6012

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Digital Innovation and Disruption

Monday, May 9, 2016

VIP Think Tank hosted by Accenture Digital, 3:40 - 4:40PM

The Accenture VIP Think-Tank is your opportunity to discuss the pressing digital issues you’re facing alongside you peers. An agenda of topics will be developed but the main goal is to have an unscripted and candid discussion.

•    15-20 of the industry’s top thought leaders to discuss the future of B2B digital and eCommerce
•    By invite-only or subject to evaluation on an individual basis

Bob Barr, Managing Director, Global B2B Commerce Lead

*conducted along side main day content

Expand All Sessions [+] Collapse All Sessions [-]

7:30 AM Continental Breakfast & Registration


8:10 AM Welcome Remarks

Caroline Berger, Event Director, B2B Online 2016


 Caroline Berger
Caroline Berger
Event Director
B2B Online 2016

8:15 AM Chairperson’s Opening Address

Rence Winetrout, CMO and Chief Digital Officer, AAXIS Commerce


 Rence Winetrout
Rence Winetrout
CMO and Chief Digital Officer
AAXIS Commerce
Rence leads AAXIS’ Strategic Consulting & Digital Marketing practices, with the primary focus of helping B2B and B2C organizations achieve growth and profitability. Prior to joining AAXIS, Rence served as the global head of commerce and digital marketing at TaylorMade - Adidas for B2C and B2B, the global SVP of Marketing at Altec Lansing, the co-fo ...[Read More]

8:30 AM B2B eCommerce: A Trillion Dollars for the Taking

Andy Hoar, Principal Analyst, B2B, Forrester Research

It is no surprise that the world has turned to focus on the B2B market. With thousands of companies, millions of products and trillions of dollars, the industry is in the midst of a huge shift in the way it operates. Hear B2B industry expert Andy Hoar discuss what is happening to the B2B industry and how to prepare for it.
 Andy Hoar
Andy Hoar
Principal Analyst, B2B
Forrester Research
Andy serves eBusiness & Channel Strategy Professionals for Forrester Research. He focuses primarily on B2B and B2B2C eCommerce, as well as issues related to enabling channel partner businesses for manufacturers. Andy's current research areas include multichannel retailing, mobile couponing, affiliate marketing, and enabling manufacturers to sell on ...[Read More]

8:50 AM What the Next Five Years will Look Like: The B2B Digital Journey

Parvez Patel, Vice President, eCommerce and Marketing, W.W. Grainger

As the digital transformation within the B2B space continues to develop and progress at breakneck speed, what do you need to know to survive? To adapt? What will your digital business look like in the coming years?
 Parvez Patel
Parvez Patel
Vice President, eCommerce and Marketing
W.W. Grainger

9:10 AM Imperatives for B2B Success

Joe Fuster, Vice President and Global Head, Oracle Customer Experience (CX) Cloud, Oracle

Today’s business buyers expect consumer-like experiences, including the ability to buy anytime, anywhere, and from any channel or device. They expect convenience, personalized offers and features, and relevant, credible content; not just price. However, this is not easy in the complex world of B2B. Join this session to learn the keys to successful modern B2B eBusiness. You will learn practical steps that will help you grow revenue, deliver compelling and differentiated omni-channel experiences, manage complexity, and empower your customers to succeed. 
 Joe Fuster
Joe Fuster
Vice President and Global Head, Oracle Customer Experience (CX) Cloud
Oracle
Joe Fuster is Global Head CX at Oracle, reporting directly to Shawn Price.  As the leader of the Oracle CX Go-to-Market, Joe is responsible for driving the growth of Oracle Cloud’s Customer Experience cloud portfolio of integrated applications across marketing, sales and service.

Joe is a proven leader in building and transforming c
...[Read More]

9:30 AM Creating Functional Relationships between Supplier and Distributor

Martin Rohde, VP, B2B eCommerce, Hewlett Packard

Sonesh Shah, Director of Digital, Bosch

John Fisher, Global Head of Industry Marketing, SAP Hybris

Managing the relationship between manufacturers and distributors is vital to both sides.  But it seems that a lot is getting lost in translation.  How to manufacturers build fresh content for their distributors?  How do distributors get what they need from OEMs and differentiate their content?
 Martin Rohde
Martin Rohde
VP, B2B eCommerce
Hewlett Packard
Martin Rohde is responsible for developing and executing HP’s business-to-business (B2B) eCommerce strategy. He works to increase sales via custom online portals by improving functionality and the online customer experience. He collaborates across HP’s business groups and functional areas, including IT, operations, marketing and consumer online sal ...[Read More]

 Sonesh Shah
Sonesh Shah
Director of Digital
Bosch
Sonesh Shah is responsible for all digital activities for Bosch Power Tools in North America. His team is responsible for all e-commerce and digital marketing efforts for the organization as well as all product development efforts related to B2B/B2C e-commerce for the Bosch, Skil and Dremel brands. Previously, Sonesh was living in Germany, defining ...[Read More]

 John Fisher
John Fisher
Global Head of Industry Marketing
SAP Hybris
John Fisher is Global Head of Industry Marketing at SAP Hybris. John oversees global marketing and thought leadership, helping prospective customers make informed resource allocation decisions for their digital transformation journey.  Before joining SAP/hybris John was VP of Ecommerce and Digital Marketing at Aramark, a $14B food services company. ...[Read More]

10:10 AM Morning Refreshment & Networking Break

10:40 AM A Digital Metamorphosis How MSC Industrial Supply Transformed from a Traditional Catalog Wholesaler to a Digital B2B Powerhouse

Charlie Bonomo, Senior Vice President and CIO, MSC Direct

MSC Industrial Supply runs one of the most successful B2B sites in their industry. Aside from MSC’s powerful e-commerce presence, they are utilizing patented mobile solutions and big data to bring true value to their customers. In this session, you will discover how MSC transformed from a catalog wholesaler with 75 years of experience in traditional channel marketing and distribution to emerge as a nimble innovator ranked among the top B2B e-tailers.
 Charlie Bonomo
Charlie Bonomo
Senior Vice President and CIO
MSC Direct
Charles Bonomo was named MSC Industrial Supply Co.'s Senior Vice President and CIO in August 2011 from Vice President and CIO, a position he held since 2007. From 1999 through 2007, Charles was with Arrow Electronics, Inc., where he held various roles, including Vice President of Infrastructure and Operations from 2006 to 2007, and Vice President a ...[Read More]

11:00 AM Executing Your Go-to-Market Strategy Digitally: 5 Crucial Considerations

Chris Putnam, B2B Solution Architect - Selling and Fulfillment, IBM

Tremendous change is driving B2B organizations to reconsider how digital capabilities impact market forces and competitive advantage. B2C and B2B are converging - but B2B organizations have different considerations for driving effective channel execution. Customer Centricity in a B2B world entails deeply understanding organizations and individuals. Omni-channel in a B2B world entails consistency across field and digital selling channels. You’ll learn to provide your sales and marketing leaders with the ability to execute market strategies in every customer interaction, while optimizing margin in every transaction.
Attendees will leave this interactive session with insights on addressing B2B Commerce projects’ 5 critical success factors, while avoiding common adoption detailers.
 Chris Putnam
Chris Putnam
B2B Solution Architect - Selling and Fulfillment
IBM
Chris Putnam has spent 19 years helping customers solve business problems by using e-commerce. He is a B2B Subject Matter Expert on IBM's North America Commerce team. ...[Read More]

11:20 AM Tracking the ROI of Your Digital Systems and Strategies to Build a Digital Business Case

Phil Robins, General Manager, Block & Company

Dale Kendall, E-Commerce Vice President, Wesco Distribution Inc

Keith Dezern, Client Partner, Manufacturing, Siteworx

When it comes to your digital team and investments, it is not always easy to see the direct financial benefit. Overhauling your online site design or investing in a new social media strategy is expensive, and its results, less linear and direct. So how do you justify these investments to your organization and leadership? The right analytics and data can help get to the root of your investments and how exactly they are working for you.
 Phil Robins
Phil Robins
General Manager
Block & Company
Philip Robins is General Manager at Block and Company, an industry-leading manufacturer and distributor of money handling products serving various B2B industries including banking, gaming and retail.  Prior to Block, Philip was a Marketing Vice President leading customer lifecycle management and commercial marketing at Newark element14, a large B2B ...[Read More]

 Dale Kendall
Dale Kendall
E-Commerce Vice President
Wesco Distribution Inc

 Keith Dezern
Keith Dezern
Client Partner, Manufacturing
Siteworx
As a Siteworx Client Partner overseeing the Manufacturing practice, Keith provides strategic leadership and executive oversight of accounts to ensure Siteworx remains aligned with manufacturing clients’ business goals. He brings more than 20 years of experience in business development, technical leadership, product management, global business opera ...[Read More]

12:00 PM The Best B2B eCommerce Customer Experiences Start With the Correct Strategy and Tools

Dwayne Doshier, Director, Customer Growth Services, Insite Software

A customer-centric strategy is at the heart of every successful digital transformation in distribution and manufacturing. A comprehensive strategy serves the needs of customers, addresses internal and external process needs, is flexible to handle marketplace changes, and is smart enough to measure outcomes against business goals. Join Insite Software as they guide you through the steps to create customer-centric strategies, plus key functional and technical requirements you can’t ignore.
 Dwayne Doshier
Dwayne Doshier
Director, Customer Growth Services
Insite Software
In a role spanning strategy and tactical enablement, Dwayne leads B2B brands in the creation of practical eCommerce strategies and delivery of high growth, revenue generation programs primarily for customers using Insite Software products. He leads the development of eCommerce and digital marketing strategies, roadmaps, business cases, and ongoing ...[Read More]

All Attendees

12:20 PM Lunch


Invitation Only

Private Lunch

Hosted by Mindtree

Track A: Developing a Mobile Strategy

1:15 PM Opening Remarks By The Track Chair

Greg Schmitzer, President, MadMobile


 Greg Schmitzer
Greg Schmitzer
President
MadMobile
Greg is President and co-founder of Mad Mobile, a leading mobile technology provider to more than 90 major retailers and B2B companies including Sysco foods, AutoNation, MLB, Aeropostale, Payless, and Talbots. At Mad Mobile, Greg has worked closely with Sysco foods the last two years to help transform their $44 billion B2B business to mobile. A mob ...[Read More]

Track B: Social Strategies and Implications

Opening Remarks By The Track Chair

If you are interested in chairing this track, please contact Alicia Upchurch at alicia.upchurch@wbresearch.com

Track A: Developing a Mobile Strategy

1:20 PM Creating a Meaningful Site Experience to Engage Customers and Drive Sales

Bryan Leach, B2B and Sales Application Manager, Columbia Sportswear

Understanding what your customers want to see when they open your site is vitally important.  What they are looking for and how easy it is to find that becomes the chief concern.
•    How are you structuring your homepage and what is the hierarchy? Why?
•    What type of content and images are you including, and why?
•    What tests have you done on your site (or have you not done) to see what is working, and what is not?


Bryan Leach
B2B and Sales Application Manager
Columbia Sportswear
Bryan Leach is the B2B & Sales Applications Manager for Columbia Sportswear, a leading innovator in the global apparel, footwear, accessories and equipment markets.  He is responsible for establishing Columbia’s global B2B ecommerce strategy and deploying solutions that accelerate sales, increase customer loyalty, and improve the online experience. ...[Read More]

Track B: Social Strategies and Implications

The Good, The Bad and The Ugly of Social Media

Nicolle Picray, Social Media/Content Manager, Pella Corporation

When it comes to social media, there are varying views on how effective it is in the B2B world.  While some don’t think it yields any results at all, others rely heavily on one or two platforms.  So which is right for you?
•    Tactics on initiating new relationships through a social media platform
•    Showcasing your expertise to teach users and build brand awareness
•    Assessing your social media opportunities and identifying when it is a waste of time and resources


 Nicolle Picray
Nicolle Picray
Social Media/Content Manager
Pella Corporation
As the Social Media and Content Manager for Pella Corporation, Nicolle leads the brand content strategy and social media initiatives across the Pella Windows and Doors business. Nicolle began her career in newspaper advertising and later  moved into social media marketing as the founder and owner of a social media marketing agency focused on helpin ...[Read More]

Track A: Developing a Mobile Strategy

1:40 PM Driving the Digital Experience Imperative

J Schwan, Founder and CEO, Solstice Mobile

2016 will give manufacturers and distributors the chance to redefine the customer experience with multiple new technologies. Mobile apps and the Internet of Things (IoT) hardware solutions are not only digitizing our lives, but also engulfing us in vast amounts of data in a constant shift between online and in-person interactions. This talk will introduce the top digital business imperatives for 2016, which must include a focus on customer experience, embracing the post-mobile era, and disrupting your own business before the competition does.

 J Schwan
J Schwan
Founder and CEO
Solstice Mobile
J's mission is to transform the way the world does business through the application of human-centered-design and experiential technologies. J is the CEO and Founder of Solstice, one of the country’s largest customer experience development agencies. J was recently inducted into the Chicago Entrepreneurship Hall of Fame, was a 2014 EY Entrepreneur o ...[Read More]

Track B: Social Strategies and Implications

Transform your B2B eCommerce Experiences | Best Practices for Lasting Differentiation

Jill Steinhour, Director, High Tech Industry Strategy, Adobe

Join this session to demystify the topic of digital transformation with in-depth look at market dynamics, drivers, KPIs and what B2B organizations are doing to transform digitally.  Join Jill Steinhour, Director Industry Strategy and Errol Denger Director of ecommerce at Adobe to hear best practices for B2B organizations who are shifting their businesses to digital.

Take charge of your digital transformation


 Jill Steinhour
Jill Steinhour
Director, High Tech Industry Strategy
Adobe
Jill Steinhour is a Marketing Executive with 20 years of strategic business planning, marketing analytics, product management and delivery experience in the High-Tech, Bio-Tech, and Manufacturing industries. Jill joined Adobe Systems in June 2011 as Director of High-Tech Strategy. In this capacity, she leads strategic engagements w ...[Read More]

Track A: Developing a Mobile Strategy

2:00 PM Integrating Your Mobile into the Larger Omnichannel Strategy

Robert Elzner, VP, eCommerce, Dell

These days the common phrase on your phone is “mobile first”.  As customers continue to use their mobile device as seamlessly as their computer, so too must your mobile strategy be as seamless as your other channels.  But integrating any new channel into your existing infrastructure can be a challenge.
•    Building a seamless mobile strategy that mirrors your online portal
•    Creating an internal culture that promotes mobile equally
•    Understanding what content is needed across all channels

 Robert Elzner
Robert Elzner
VP, eCommerce
Dell
Rob Elzner is an accomplished eCommerce and marketing operations senior professional with a strong blend of B2B & B2C eCommerce sales, extensive marketing & technology services experience and is used to leading large professional organizations and business development.  He has been part of Dell for the past 15 years holding positions as a highly ef ...[Read More]

Track B: Social Strategies and Implications

Which Social Media Platforms Work for the B2B Customer?

Nicolle Picray, Social Media/Content Manager, Pella Corporation

DeAnna Starn, PR/Social Media Leader – Building Materials Group, Owens Corning

In the consumer retail world, there are very clear guidelines when it comes to social media.  Instagram is for graphics, LinkedIn is for careers etc.  But as B2B moves into social media, they must determine for themselves what these available platforms can do for them. 
•    Is it LinkedIn?  Facebook?  Twitter?
•    Should you be creating your own in-house social platform?
•    Understanding what your B2B customers want to discuss freely

 Nicolle Picray
Nicolle Picray
Social Media/Content Manager
Pella Corporation
As the Social Media and Content Manager for Pella Corporation, Nicolle leads the brand content strategy and social media initiatives across the Pella Windows and Doors business. Nicolle began her career in newspaper advertising and later  moved into social media marketing as the founder and owner of a social media marketing agency focused on helpin ...[Read More]

DeAnna Starn
PR/Social Media Leader – Building Materials Group
Owens Corning

Track A: Developing a Mobile Strategy

2:40 PM Do’s and Don’ts to Improve Mobile Conversion

Carin Van Vuuren, Chief Marketing Officer, Usablenet

Sometimes even the simplest element can confuse users and impact conversion. A great mobile experience is one where friction caused by poor UX has been exterminated from the user journey, especially within the checkout experience. Now that mobile has become a basic customer expectation, brands need to be diligent in removing UX errors to ensure sales and return visits. Our speakers will provide examples of typical UX obstacles and how to fix them. During this workshop our UX experts will walk delegates through 10 common UX mistakes and touch on the principles of great UX that can be used to deliver high-performing mobile experiences.
 Carin Van Vuuren
Carin Van Vuuren
Chief Marketing Officer
Usablenet
Carin is Chief Marketing Officer at Usablenet, a global mobile technology company working with major retail, travel and B2B brands. Carin is an experienced marketing executive and brand builder. She’s consulted with brands such as UPS and Johnson & Johnson on their brand strategy, and advised brands like Marks & Spencer, Ritz Carlton and Chanel on ...[Read More]

Track B: Social Strategies and Implications

Top Search Engine Optimization Strategies for B2B Brands and Commerce

Matt Ruud, Director, Organic Search, Perficient

SEO tactics and strategies evolve every year as Google continues to roll out updates to its algorithm. For over a decade, there have been tried-and-true strategies for increasing your site’s visibility in Google, from link building to keyword research, content writing and structural site elements. But in today’s world, mobile SEO strategies are more important than ever, and complex commerce sites require specific SEO strategies to garner Google’s favor. In this session, you’ll learn the top strategies to employ this year to climb to the top of the search engines and set your web presence up for long-term success.
 Matt Ruud
Matt Ruud
Director, Organic Search
Perficient
Matt is a senior online marketing leader with 10 years of experience in the online marketing, real estate consulting, and retail industries. He delivers business results in search engine optimization, remarketing/retargeting, analytics, and measurement, email marketing, paid search and display advertising, and social media. Matt has presented at nu ...[Read More]

3:00 PM Afternoon Refreshment & Networking Break


Track A: Developing a Mobile Strategy

3:30 PM PANEL: Do You Digital Marketplace? Navigating the Landscape of Amazon, Alibaba, Jet.com and eBay

Sonesh Shah, Director of Digital, Bosch

Mike Brooks, VP - eBusiness, Ferguson Enterprises

Mike Strama, Director, eCommerce, Magid

There are varying opinions on how helpful and hurtful digital marketplaces like Amazon, eBay, Alibaba can be. If you partner with them correctly, they can be a great tool. But if not, communication with your end customer gets lost in translation. Hear seasoned executives discuss the ways to navigate digital marketplaces.
 Sonesh Shah
Sonesh Shah
Director of Digital
Bosch
Sonesh Shah is responsible for all digital activities for Bosch Power Tools in North America. His team is responsible for all e-commerce and digital marketing efforts for the organization as well as all product development efforts related to B2B/B2C e-commerce for the Bosch, Skil and Dremel brands. Previously, Sonesh was living in Germany, defining ...[Read More]

 Mike Brooks
Mike Brooks
VP - eBusiness
Ferguson Enterprises

Mike Strama
Director, eCommerce
Magid
Michael Strama is an accomplished and highly skilled E-commerce Director with more than 15 years of experience in the fields of marketing and technology. He currently leads Magid Safety’s E-commerce department, a position he has held for the last nine years. While at Magid, he led their replatforming effort, expanded the number of channels Magid se ...[Read More]

Track B: Social Strategies and Implications

CASE STUDY REVOLUTION: Changing Your Organization’s Mindset from Operations-Centric to Revenue-Centric

Sushma Shirish, Director & Head of B2B E-Commerce, HP, Inc.

As pressure continues to build for digital functions to perform within the organization, teams need to shift the messaging internally.  Companies that are largely focused on checking boxes and having a proper operations chain-of-command may be missing out on the real issue: revenue generation.  Change the mindset of yoru organization to think revenue, not operations.
 Sushma Shirish
Sushma Shirish
Director & Head of B2B E-Commerce
HP, Inc.
Sushma Shirish is responsible for strategy, design, adoption and operational execution of HP's B2B eCommerce business. Built over 12 years of extensive B2B experience, Sushma is a leader with deep knowledge and expertise in building global enterprise level revenue generating experiences and solutions that enable sales processes and provide compelli ...[Read More]

Track A: Developing a Mobile Strategy

4:10 PM WORKSHOP: Raise the Bar: Putting the Right Technology Foundation in Place for Your B2B Commerce

Ranga Bodla, Wholesale Distribution Industry Lead, Netsuite

Sanjay Mehta, Ecommerce Solution Consultant, Netsuite

Ryan Moor, Founder and CEO, Ryonet

Dave Ullman, Director of Ecommerce, Lindemann Chimney

Today’s digital marketplace requires companies to establish the right technology foundation. Simply replacing your front end, customer-facing systems won’t create experiences to differentiate your brand and delight your customers. In this interactive workshop, learn from a seasoned panel of experts about their digital journey transformations and the decisions and considerations made, including:
•    Deployment approach  of point solutions vs all in one system
•    Customer, item & order data from multiple channels
•    Critical ecommerce functionality
•    B2B marketing capabilities



 Ranga Bodla
Ranga Bodla
Wholesale Distribution Industry Lead
Netsuite
Ranga Bodla is the Wholesale Distribution Industry Lead with a focus on wholesale distribution. Ranga has over 20 years of combined product management and marketing experience in the software technology industry. As the Industry Lead for Wholesale Distribution, Bodla is responsible for driving the overall strategy for NetSuite's success in the Whol ...[Read More]

 Sanjay Mehta
Sanjay Mehta
Ecommerce Solution Consultant
Netsuite
In his current role at NetSuite, Sanjay Mehta is a Ecommerce Solution Consultant.  Over the past decade he has worked with over a significant percentage of the Internet Retailer 500 in multiple roles from engineering, delivery to solutions consulting for several ecommerce platform vendors including ATG, hybis and Endeca. 
...[Read More]

 Ryan Moor
Ryan Moor
Founder and CEO
Ryonet
One day after school, in the spring of 1999, Ryan Moor, CEO and founder of Ryonet, screen printed his first shirt to help promote his band. At the time Ryan didn't imagine that screen printing punk rock t-shirts would lead down a path that would create amazing opportunity, supply knowledge, provide jobs and start businesses.  Today, within the scre ...[Read More]

 Dave Ullman
Dave Ullman
Director of Ecommerce
Lindemann Chimney
As Director of Ecommerce for Lindemann Chimney, Dave Ullman is responsible for the marketing and management of their online activities. As an ecommerce pioneer, Dave’s experience in the online world is extensive, including Search Marketing Manager at TicketsNow.com, which was acquired by Ticketmaster, where his online marketing initiatives helped g ...[Read More]

Track B: Social Strategies and Implications

WORKSHOP: Why Product Content Is Breaking Relationships between Suppliers and Distributors (And How to Fix It)

Aamir Burki, Digital Strategy Practice Lead, Codifyd

How to improve and speed the flow of product information between manufacturers and distributors.
How you manage and control the flow of product information throughout your enterprise has a significant impact on channel partner relationships, product information quality, cost-saving initiatives, and e-commerce performance and revenue. With thousands of channel partners, millions of products, and complicated systems and workflows, manufacturers and distributors face serious challenges today with online product information.
In this hour-long, interactive workshop, learn from Codifyd consultants about developing a scalable, sustainable product content strategy across business units, technologies, and processes. You’ll leave with actionable takeaways that help you achieve high-quality product information for improved relationships and e-commerce success.

 Aamir Burki
Aamir Burki
Digital Strategy Practice Lead
Codifyd
Aamir is responsible for developing enterprise-wide digital, content, and e-commerce strategies for Codifyd’s B2B clients. His understanding of the relationship among e-commerce conversion, technology, product information, and enterprise search makes Burki a results-driven leader who has solved some of the most pressing issues B2B suppliers and dis ...[Read More]

5:10 PM Fiesta Welcome Reception

The best way to kick off the conference is with some tasty margaritas with your fellow attendees! Help us celebrate Cindo de Mayo with a margarita tasting and some surprise entertainment. What more could you ask for?

6:45 PM Conclusion of Day One





























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