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The M&A wave in B2B is stress-testing multi-store capabilities When a vendor says their platform does "multi-store," what are they actually selling you? Most B2B leaders can't answer that —...
Stage 5 of the Product Data Refinery: Where Product Becomes Visible Product search used to mean Google plus the search bar at the top of a distributor's website. That definition no longer holds....
If you've been in B2B for a while, you know how business has always been done. A buyer calls a rep, who issues a quote and takes an order. That's a sales channel. It used to be THE sales channel....
What B2B search must do — and where many vendors fall short B2B buyers don't browse. They don't get inspired. They arrive at your site with a part number, a SKU, a contract reference, or a...
This blog is all about managing expectations. If we were to summarize what fulfillment data was, it essentially is the raw components that make up order fulfillment expectations. This caused me to...
If your search experience is broken, your first instinct might be to blame the platform. And maybe the platform deserves some of it. Maybe. But before you start evaluating vendors, you need to...
Let’s start with the why, because the why is compelling. According to McKinsey, companies that do personalization well see up to 40% higher revenue growth. B2B companies that personalize web...
Here’s a question worth sitting with for a minute. If you added up every freight surcharge your company paid last year because the weight or dimensions in your system didn’t match what the carrier...
True personalization in B2B ecommerce is harder, more nuanced, and far more valuable than most platforms are currently delivering. And the gap between what companies think they're doing and what...
A few years ago, I was on a conference panel in Chicago. About two-thirds of the way through Q&A, a CEO raised his hand and asked whether salespeople should be commissioned on e-commerce revenue...
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