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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...
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),...
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