On Demand Un‑Webinars

A library of past Master B2B Un-Webinars

 

Man vs. Machine

Who is going to win the war for B2B customer loyalty?

Some say software-driven Ecommerce experiences are rendering the traditional sales and marketing team irrelevant. Others say personal relationships will always win in B2B selling. Who is right?

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boxing ring

Is Headless the Future of B2B Ecommerce?

Is the headless approach to enabling Ecommerce the right answer for B2B firms, or is this just a passing fad? Some say headless future-proofs the business with enormous flexibility while others say it’s costly and doesn’t deliver on critical functionality. What is the right answer for you?

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Headless business person

Why Do B2B Companies Make the Same 3 Ecommerce Mistakes?

Even with almost three decades of Ecommerce in the history books, manufacturers and distributors keep repeating the same mistakes when implementing B2B Ecommerce. Why don’t the lessons of failed roll outs sink in?

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Crumpled paper

Who’s Better at Simplifying Complex B2B Ecommerce ... Business or IT?

B2B customers’ expectations are higher than ever and selling channels continue to increase in number and complexity. Sales teams are fighting Ecommerce for relevance, channel conflict threatens decades-old relationships, and new entrants such as Amazon Business represent both opportunities and challenges to manufacturers and distributors. Can Ecommerce solutions be simplified?

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Shocked business dude

The B2B Marketplace Model: Game Changer or Shiny Object?

With $3.6 Trillion in projected sales by 2024, marketplaces are making their mark in B2B. B2B buyers have clearly embraced them, but is this a model that manufacturers and distributors should adopt for themselves?

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Disco ball hug

Can Advanced Pricing Really Save Your Margins?

For decades, airlines have successfully used advanced pricing algorithms to optimize prices and grow margins. Can this same advanced pricing approach help distributors and manufacturers reverse the trend and dramatically grow profitability?

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Glowing elixir

Why do ROI Calculations Often Fall Short for B2B Ecommerce?

When done right, B2B Ecommerce can drive enormous return on investment (ROI). So why do companies often miss the mark in both the value drivers and costs in their ROI calculations? What are the surprise upsides and hidden costs in Ecommerce?

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Basketball player missing shot

Is the B2C Customer Experience the Future of B2B Ecommerce?

By 2025, 75% of B2B buyers will be Amazon-obsessed, digitally centric millennials. Does this mean that B2C consumer retail tactics—such as product reviews, Prime-like fast delivery, and deep online personalization—are necessary for success in B2B Ecommerce? Or is B2B Ecommerce different?

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Shopping online

eCommerce vs. eProcurement: Where Should You Invest Your Time and Money?

B2B companies don’t have endless resources. Are you better off spending your time and money optimizing eCommerce or deepening your use of eProcurement systems? Discover the approaches that seasoned practitioners are using to drive revenue from these channels.

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Is it Possible to Conquer the Hidden Killers of B2B Profitability?

B2B firms consistently underestimate the operational complexities and costs of engaging in an Ecommerce selling channel. Tax collection, shipping, and credit management can easily erode margins and ruin your digital ROI. Are these profit eaters unavoidable costs of doing business, or can they be managed and transformed into competitive advantages?

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Desk with stacks of paper

Does Selling Via Ecommerce Put Your Channel Relationships at Risk?

Ecommerce can compete with traditional selling channels for the same buyer’s dollar. This potential for conflict among channels strikes fear in the hearts of manufacturers and distributors, but should it prevent B2B companies from taking advantage of selling directly to customers via Ecommerce? Is it better to just digitally enable your traditional channels?

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Serious business person

Should Your Next Ecommerce Platform Be “Best of Breed” or “Best of Suite?”

To deliver on the modern B2B buyer’s expectations you need a world class Ecommerce platform. But to get there, you can EITHER buy an all-in-one solution that includes the functionality you need OR you can assemble the key components on your own. With millions in investment dollars and irrecoverable time on the line, which path should you choose?

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Spheres on balance

GOOGLE VS. AMAZON: WHO IS GOING TO WIN THE WAR FOR B2B PRODUCT SEARCH?

The stakes have never been higher—where should you optimize for visibility in the B2B product search game? Is Google the search engine of choice for B2B buyers, or will Amazon win in B2B product search, just like it has in consumer markets, where it has a 70% share of product searches?

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IS ARTIFICIAL INTELLIGENCE (AI) CHANGING THE GAME FOR B2B PERSONALIZATION

Some say Artificial Intelligence (AI) is the answer to delivering a deep, digitally-empowered relationship between buyer and seller, driving enormous economic value and huge gains in loyalty. Others say AI is not yet ready for prime time and is just a shiny object distracting B2B companies from real ROI-generating efforts. What’s the answer?

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AI on demand

DO MARKETPLACES SIMPLIFY OR COMPLICATE CHANNEL CONFLICT?

The marketplace model in B2B Ecommerce promises to reduce channel conflict by streamlining seller, reseller, and buyer interaction. Now that we have examples of marketplaces in action, what is the reality?

Has channel conflict been reduced or inflamed within the larger buyer/seller ecosystem?

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SHOULD THE DIGITAL TEAM JUST RUN THE ENTIRE COMPANY?

From customer experience to sales and lead gen to account activation and fulfillment, digital’s impact is felt across every department in the modern B2B organization.  With pervasive influence, should the digital team just run everything now?

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Is Conversion Rate the true measure of success in B2B Ecommerce?

Website conversion rate has long been viewed as a key metric in measuring success in retail Ecommerce.  But with many channels and touch points, and the importance of the physical sales team, is conversion rate an irrelevant and misleading metric in the world of B2B commerce?

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