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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...
A customer sends a PO.You send back an acknowledgment.Maybe an invoice.Maybe an ASN if you’re more advanced.It’s structured. It’s efficient. It works.But it’s also only one version of e-procurement,...
Last issue, we built the intake valve, the first refining station where product identity enters the system. We installed the filter: category confirmation, unit of measure governance, UPC capture,...
I had lunch with a friend and colleague last December. Their eCommerce portal is extremely successful— but looks nothing like a typical B2B eCom site. Over lunch, he explained why.Before they built...
Last issue, we laid the lifecycle map on the table — six refining stages, in a fixed sequence, each one producing a higher grade of product data for the next stage to consume. Now we walk into the...
While placing orders is part of it, that’s a narrow view of the real value in B2B eCommerce. In B2B, the order is rarely the hard part. The real work happens before and after the cart. If your...
Do you have an order management opportunity? A couple of weeks ago, we hosted a webinar on B2B order management with three industry veterans — Sam Aldinger (formerly Fastenal, now with B2B Squared),...
There’s a familiar tension that shows up in B2B organizations whenever ecommerce gains momentum. Sales leaders worry that the website will erode relationships. Ecommerce leaders worry that the field...
In the last issue, we introduced the idea that product data is fuel — and that refinement has to come before performance. That analogy was intentional. Instead of treating product data as a thing to...
In this issue we’re talking about the customer voice. But, before going there, I’d like to share what happens when you don’t have it.Over the years I've talked to many distributors or manufacturers...
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