In this episode of the Varato Podcast, host Matthew Harris speaks with Jason Greenwood, a B2B eCommerce consultant and host of the eCommerce Edge Podcast. Jason shares insights from his 25+ years in the industry, focusing on how manufacturers, wholesalers, and distributors must modernize their operations to keep pace with digital-native buyers.He discusses the growing gap between legacy businesses and digital transformation, the role of AI, automation, and ERP integrations, and how B2B sales teams can leverage technology rather than fear being replaced by it. Jason also explores the increasing consolidation of B2B tech, agencies, and suppliers, as well as the risks companies face when rushing ERP implementations without proper planning.Chapters00:00 Introduction to B2B eCommerce and Jason Greenwood03:02 The Evolution of B2B eCommerce06:12 Challenges in B2B Digital Transformation09:07 The Disconnect Between Buyers and Sellers12:04 Consolidation Trends in B2B14:59 The Role of AI in B2B eCommerce18:06 Empowering Sales Teams with Technology20:53 The Importance of Training and Knowledge Sharing30:02 Navigating Interdepartmental Dynamics36:06 The Challenges of Digital Transformation38:12 Understanding Client Readiness for Change44:12 The Importance of Incremental Change52:45 Building Trust and Providing Value
