Podcast
B2B eCommerce Show
Hosted by Justin King · EN
Welcome to The B2B eCommerce Show – a hub for leaders, innovators, industry experts, and newbies to explore the fast-paced world of digital commerce. Hosted by respected thought leader Justin King, this podcast delves into the strategies, challenges, and successes shaping how manufacturers, distributors, and service providers thrive online.
Each episode features insightful conversations, practical advice, and compelling stories from pioneers driving digital transformation in the B2B eCommerce ecosystem.
Whether you're embarking on your first eCommerce project, scaling a digital strategy, or staying ahead of market shifts, this podcast is your guide to navigating digital successfully.
37episodes
Episodes
Newest firstAll episodes
Why Distributors Need Better Product Data with Caroline Ernst
Mar 4, 202500:41:01Tap to summarizeIn this episode, Justin King sits down with Caroline Ernst, VP of eCommerce Solutions at AD, to discuss why product content is more than just an e-commerce necessity—it's the foundation of business success.- Why clean, standardized product data is essential for distributors- How AI is transforming product content management- The evolution of digital strategies in distribution- The role of manufacturers in ensuring accurate product data- How AD helps independent distributors scale with better contentCaroline shares insights on how distributors can turn messy data into a competitive advantage and why investing in product content drives efficiency, sales, and long-term growth. Plus, we touch on the future of AI, data automation, and digital transformation in B2B.Show LinksFREE CommunityGPT - The B2B eCommerce Brain (try for FREE)How to Connect with Caroline ErnstConnect with CarolineAffiliated DistributorsIntroducing B2B eCommerce World. A conference focused on networking, education and training. Melbourne, Australia August 19-20Scottsdale, Arizona November 3 - 4https://b2becommerceworld.org
Transcribe →Voice Notes: The Most Destructive Phrase in B2B eCommerce
Feb 27, 202500:04:58Tap to summarizeThere has never been a more destructive phrase in B2B eCommerce than “Consumerization of B2B.”In the musical Hamilton, there’s a song called “The Room Where It Happened.” Well, I was in the room where it happened when this phrase was born.I was working with the hybris team and a few of their big agency partners—mostly B2C guys—who wanted to push into B2B but couldn’t quite crack it. At one point, someone said something like:"Isn’t eCommerce just eCommerce? Don’t people bring their expectations from buying into the workplace?"And that was it. That became the strategy. And honestly? It set B2B digital back a decade.In 2010, I wrote two articles:“Who Cares About the Add to Cart Button?”“Can We All Stop Talking About the Consumerization of B2B Yet?”Because even then, I knew—we were solving the wrong problem.B2B buyers don’t need a better shopping cart. They need better tools to do their job.They don’t think in transactions. They think in workflows.They don’t want to type things into their ERP, then re-type them into a website.They don’t need eCommerce. They need eBusiness—a digital experience that actually fits how they work.[THE CAVEAT]Now, let’s be clear—there are industries where traditional eCommerce does work.In JanSan, office supplies, plumbing—buying through an eCommerce site actually makes life easier. These customers would choose to buy online because it fits how they work.And that’s the whole point. We need to listen to customers, understand how they buy, and then build digital tools that actually help them do their job better.When we talk about customer adoption problems, we have to ask ourselves:"Are customers not adopting because it’s not actually helpful?"I’m not saying websites don’t matter. Information, knowledge, discovery, and solutioning are more critical than ever.But why would we expect customers to adopt a system that makes their job harder?We wouldn’t.The Rethink: Mapping the Customer Journey FirstBefore we talk about solutions, we need to ask a fundamental question:Do you truly understand how your customers purchase today in their jobs?Not just where they buy—but how they buy. What triggers a purchase? Who’s involved? What systems do they already use? What makes their job harder—or easier?If you haven’t done a customer journey map to break down every stage of the buying process, you’re just guessing. And that’s how we end up building eCommerce sites that nobody actually wants to use.We need to rethink the whole model:Instead of making customers search for products, we should be anticipating their needs—offering AI-driven recommendations based on usage, inventory levels, or past orders.Instead of a checkout process, we should be integrating directly with procurement systems—eliminating double entry, streamlining approvals, and embedding into how they already buy.Instead of forcing them into our site, we should be meeting them where they work—through APIs, punchout catalogs, real-time quoting, and AI-powered ordering tools.Because at the end of the day, the goal isn’t to get them to use your system. It’s to make their job easier.The companies that win in B2B eCommerce won’t be the ones with the best website.They’ll be the ones who digitally enable their customers’ work.B2B isn’t about mimicking Amazon. It’s about eliminating friction, integrating processes, and making life easier for the buyer.It’s time we stop talking about the
Transcribe →AI Will Replace Your Job? Not So Fast! Practical AI Uses in Manufacturing and Distribution with Nick Pericle
Feb 25, 202501:21:10Tap to summarizeGuest: Nick PericleHost: Justin KingKey Takeaways:AI is Not Deterministic—It’s ProbabilisticUnlike traditional software, AI doesn’t always produce the same result for the same input. This unpredictability challenges how people perceive technology and requires a mindset shift.AI as a Business Partner, Not Just a ToolAI isn’t just for automation—it can act as a collaborator, strategist, and assistant to enhance productivity, decision-making, and creativity in business.Adoption Requires Breaking Old ParadigmsMany businesses struggle with AI adoption because they expect it to function like existing software. Organizations must rethink their workflows and encourage hands-on experimentation.AI Competency Varies Within TeamsWhen rolling out AI initiatives, leaders must recognize that some employees are advanced users while others are hesitant. Tailored training and use case-based workshops help bridge this gap.AI Can Cut Research & Admin Time DrasticallyTasks like proposal writing, research, and internal communication can be streamlined with AI, reducing hours of work into minutes while maintaining high-quality output.Executives Should Foster a Culture of ExperimentationLeaders don’t need to be AI experts, but they should empower their teams to explore, test, and integrate AI into their daily workflows to drive innovation.Future of AI in Distribution & Manufacturing is HugeAI-driven insights can optimize pricing, product content management, and customer interactions, giving companies a competitive edge in an increasingly digital landscape.Show LinksFREE CommunityGPT - The B2B eCommerce Brain (try for FREE)How to Connect with Nick Pericle:LinkedIN: Nick PericleIntroducing B2B eCommerce World. A conference focused on networking, education and training. Melbourne, Australia August 19-20Scottsdale, Arizona November 3 - 4https://b2becommerceworld.org
Transcribe →Secrets to Building a High-Performance Product Content Team with Anthony Testa
Feb 18, 202501:05:31Tap to summarizeStructuring a World-Class Product Content Team with Anthony TestaGuest: Anthony Testa, Product Content and Supplier Relations ExpertHost: Justin KingKey Takeaways:The Wild West of Product Data:Early on, most manufacturers and distributors lacked structured product content, leading to inefficiencies.Attempting to migrate legacy data into new systems without cleansing often results in failure.The Role of PIM and Data Standardization:Implementing a Product Information Management (PIM) system is crucial, but the real value comes from data standardization.Content must be consistent across customer-facing platforms (web, catalogs) and internal systems (ERP, logistics).Building an Effective Product Data Team:Data Operations Team: Engages with suppliers, collects, and processes product data.Data Governance Team (The "Data Police"): Ensures compliance with taxonomy and formatting rules before publication.Supplier Relations: Working closely with manufacturers to enforce data quality and consistency.Challenges in Supplier Data Compliance:Many suppliers struggle to format product data correctly, relying on sales teams who lack expertise in content management.Larger manufacturers like 3M and Kimberly-Clark excel at content syndication, ensuring accurate, updated data for distributors.The ROI of Investing in Product Content:Poor content impacts invoices, purchasing decisions, and customer trust.Companies relying on digital sales must prioritize structured, enriched product content to compete effectively.Even smaller distributors ($200M in revenue) need to invest in data strategy, even if they don’t implement a full PIM system.The Future of AI in Product Data Management:AI will automate data compliance, reducing the need for large content teams.Manufacturers and distributors should capture industry knowledge before experienced professionals retire.A Big Idea – The Knowledge Economy for Trades:Capturing industry knowledge through structured AI-powered conversations with experienced professionals could be transformative.Creating a gig economy for retired experts to document tribal knowledge could revolutionize B2B education and product guidance.About Anthony Testa Today:Consulting with manufacturers and distributors on product content and digital strategy.Acting as Chief Revenue Officer at Green Bloom, a sustainable sorbent manufacturing company.Helping US Paper, a fast-growing Jan-San distributor, scale operations across the East Coast.Show LinksFREE CommunityGPT - The B2B eCommerce Brain (try for FREE)How to Connect with Anthony Testa:📩 Email: Anthony.Testa@TheTradaGroup.comIntroducing B2B eCommerce World. A conference focused on networking, education and training. Melbourne, Australia August 19-20Scottsdale, Arizona November 3 - 4https://b2becommerceworld.org
Transcribe →Voice Notes: One Little Feature that is Driving Customer Adoption
Feb 13, 202500:02:40Tap to summarizeIn today's voice note, I share an insightful discovery from a conversation with the VP of E-commerce at a large manufacturing company. During our chat, I learned that the feature driving high growth and adoption on their e-commerce site wasn’t search or product recommendations—it was the simple addition of favorites and lists. This seemingly basic tool has completely changed how customers interact with their platform, allowing them to curate their essential products, save time, and reduce friction.The company capitalized on this by personally training customers, webinars and extensive marketing, proving that simplifying the customer’s experience can lead to increased return visits and spending. Tune in as I explore how minor enhancements can significantly impact customer satisfaction and business growth.
Transcribe →B2B Buying is Changing! Are You?
Feb 11, 202500:54:00Tap to summarizeDive into Episode 1 of the B2B eCommerce Show as our panel of B2B eCommerce experts explores the evolving landscape of B2B eCommerce. From groundbreaking technologies to market trends, this episode covers key insights and predictions for the future.Explore the impact of AI on B2B transactions and customer interactions.Discover how eCommerce platforms are evolving amidst digital transformation demands.Understand the dynamics of B2B marketplaces and the need for clear definitions.Dive into discussions on the consolidation of B2B eCommerce platforms and key market players.Learn about the shift towards digital-first strategies in response to changing buyer behaviors.Experts includedJason HeinJason GreenwoodJay SchneiderSam Aldinger
Transcribe →Trailer
Jan 24, 202500:39:04Tap to summarizeWelcome to the B2B eCommerce Show! We're thrilled to kick off what promises to be an insightful and transformative journey into the world of B2B eCommerce.In this trailer episode, hosts Justin King and Sarah Falcon dive into what makes this podcast essential listening for anyone in the B2B e-commerce space. From exploring market dynamics and innovative technological advances to discussing the importance of customer adoption, engagement, and acquisition, we cover it all.B2B eCommerce AssociationB2B eCommerce Professional Level One Certification
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