Shows
Master B2B Friday 15Using the Paradigm B2B Combine to Select an eCommerce PlatformAndy and Brian walk through the results of Andy's Paradigm B2B Combine reports on eCommerce platforms, and they discuss strategies for preparing for a platform selection.
Download the Midmarket Report
Download the Enterprise Report
2025-07-1828 minMaster B2B Friday 15Are B2B eCommerce Teams Understaffed?Key takeaways from this week's episode:
Home Depot continues expanding into B2B, leveraging its digital strengths and logistics infrastructure.
B2B eCommerce teams are significantly smaller than their B2C counterparts, often due to legacy thinking.
88% of the Master B2B community believes B2B eCommerce teams are too small.
Many B2B companies lack foundational digital roles like merchandisers or CMOs.
Understaffing can lead to lost revenue, poor customer experience, and missed market opportunities.
B2B companies must rethink how they structure and resource eCommerce...2025-07-1122 minMaster B2B Friday 15Mythbuster: AI Will Revolutionize Human Decision Making in CommerceOne of the big questions of the moment in AI is whether we are experiencing a REvolution or an Evolution when it comes to whether new technologies will enhance the decisions eCommerce practitioners make in their day-to-day roles, or whether it will soon take over many of the decisions practitioners make.
Join Andy Hoar, Brian Beck, and HCL's Brian Gillespie as they try to bust the myth that AI be making all of our decisions for us.
The Mythbuster discusses:
– Can Agentic AI agents build dynamic experiences on the fly based on multiple fa...2025-07-0329 minMaster B2B Friday 15Why Is B2B Lagging in Mobile Investment?When we surveyed B2B practitioners, we learned that they have chosen not to invest in mobile, even though their B2C counterparts have long ago made the shift to focus on mobile.
We heard that 34% of B2B companies have less than 5% of their sales on mobile, while 18% don’t even track mobile sales.
In this podcast, Andy and Brian talk about some of the reasons why mobile is on the back burner, and why this is a huge missed opportunity for most companies.
Learn more about our upcoming events and the pra...2025-06-2719 minMaster B2B Friday 15Part 2: Is Generative Engine Optimization (GEO) Taking Over SEOIn B2B eCommerce practitioners are all asking the same question: how do I get my products to show up in search results when people are searching on an AI tool like ChatGPT or Perplexity?
The answer, it seems, is to create authority around your listings, and in this podcast Andy Hoar and Brian Beck discuss exactly how to do that.
2025-06-2023 minMaster B2B Friday 15Is Generative Engine Optimization Replacing SEO for B2B eCommerce Companies?Andy and Brian dig into the new (and mysterious) world of Generative Engine Optimization (GEO) and what that means for how B2B eCommerce companies that are looking to drive traffic to their websites (which is, of course, all of them).
How will it replace their SEO efforts (if at all?)
They share 5 emerging GEO best practices:
- AI answers reduce clicks (AI provides the answer up front)
- Semantic relevance rules: focus on topics, not just keywords.
- Expertise, authoritativeness and trustworthiness (EAT) now more important than anything else
...2025-06-1323 minMaster B2B Friday 15How Should You Select a System Integrator?Andy & Brian offer six criteria for how B2B eCommerce practitioners should select a system integrator when they are embarking on a commerce technology project.
The Friday 15 is presented by Master B2B Nexus, your personal B2B digital lifeline.. Visit us at http://www.masterb2b.com/nexus
2025-06-0624 minMaster B2B Friday 15May 2025 Executive Roundtables RoundupAndy & Brian talk through their key takeaways from the dozen executive roundtables they held with B2B eCommerce practitioners across the country.
2025-05-1623 minMaster B2B Friday 15A Report from B2B Online - Chicago
Andy and Brian recap the key themes from B2B Online in Chicago, including what it means when younger executives take over senior roles in a company, and how practitioners are talking about tariffs.
Learn more about Master B2B, the online forum and NEXUS at MasterB2B.com.
2025-05-0923 minMaster B2B Friday 15Is the private equity model effective for the B2B industry?Andy and Brian recap their on-stage debate from B2B Online where they wrestled with whether private equity is ultimate good or bad for B2B companies. Is it true that PE firms never invest for the long-term? Is it true that your career is at risk if your company is bought by a PE firm? Are there benefits to having a PE owner?
Visit our website to learn more about Master B2B.
2025-05-0223 minMaster B2B Friday 15Is Amazon a Friend or Foe in B2BAndy & Brian talk about whether B2B companies are correct when they say that they view Amazon as a foe. Brian makes the case that Amazon will only continue to steal market share in B2B, and the best way to understand what they're doing is to be on the site selling yourself.
See all the Master B2B events and see how to join the online Forum at MasterB2B.com.
2025-04-2522 minMaster B2B Friday 15Where are B2B eCommerce executives putting their next dollar?This week - Andy and Brian walk through the results of a survey they conducted at the Master B2B Summit where they asked B2B eCommerce executives where they'll be investing next...they're surprised at what answers were missing.
2025-04-1820 minMaster B2B Friday 15The Master B2B Interview: Andy Hoar and VTEX Founder and co-CEO Mariano GomideA special for Friday 15 subscribers:
Master B2B's Andy Hoar speaks with VTEX founder and co-CEO Mariano Gomide about the company's decision to leave the MACH Alliance, and how he sees the eCommerce software industry changing in the coming years.
This is a really interesting conversation about the future of the eCommerce platform ecosystem, how systems integrators fit into it, and whether the forces that control the industry can ever change.
2025-04-1530 minMaster B2B Friday 15Can you build a successful career at a family-owned B2B company?This week on the Friday 15, Andy and Brian speak with Trent Guyer, the VP of Marketing and Digital at Grasshopper Mowers, a family-owned manufacturer of mowers, about how to build a successful career at a family-owned business.
Learn more about Master B2B at masterb2b.com.
2025-04-1124 minMaster B2B Friday 15How Should B2B eCommerce Companies Think about Their Next HireThis week on the podcast - Andy and Brian look at how B2B eCommerce companies are thinking about investing in new hires in the coming year, and the challenges they may face when looking to bring on new talent.
2025-04-0420 minMaster B2B Friday 15Is it better for B2B companies to have an AI strategy or not?This week - Andy and Brian dig into a thought-provoking article (link below) asking whether organizations should even have an AI strategy and the reasons why it may be better if they don't.
Mentioned in the podcast:
Rushing into an AI Strategy?
The Master B2B Nexus Program
2025-03-2820 minMaster B2B Friday 15Key Takeaways from the 2025 Master B2B Mindshare SummitMaster B2B held its 3rd annual Mindshare Summit in Chicago recently, and Andy & Brian went over some of the key takeaways from the event including these 4 focus areas:
Building a digital organization
Successful digital business models
Data, analytics & data cleanliness
(Of course) AI
Stay up to date on all Master B2B events at http://www.masterb2b.com
2025-03-2123 minMaster B2B Friday 15Master B2B Fireside Chat: Solving the Data ProblemWe're all recovering from the Master B2B Mindshare Summit this week, so in lieu of a new Friday 15 episode we're bringing you a recent Fireside Chat that Brian Beck conducted with Jeff Reichert, Kimball Midwest's Director of eCommerce & Digital Marketing, and Eli Cooley, President of Industrial Data Associates, about how manufacturers and distributors can approach fixing their dirty product data.
2025-03-1438 minMaster B2B Friday 15How Effective Is B2B eCommerce Site Search?This week on the podcast, Andy & Brian look at site search, and how today's site search solutions meet the needs of B2B eCommerce practitioners.
Plus, Andy shares some takeaways from the Site Search Combine he conducted, where he looked at the strengths and weaknesses of site search vendors.
For more info on the Combine (and to get a copy of the report), visit ParadigmB2B.com.
2025-03-0721 minMaster B2B Friday 15What Is the Best Way to Measure Customer Acquisition Costs in B2B?When you measure the cost to acquire a customer, should you use narrow measures that only include the direct costs associated with getting a new customer, or should you go broad and include every cost used in your sales and marketing?
In B2B, the customer journey is extremely complex so we'd expect that measuring the cost to acquire a customer to be equally complex.
This week, Andy & Brian talk about the challenges of getting CAC measured correctly in B2B.
Be sure to rate and review us wherever you get your podcasts....2025-02-2819 minMaster B2B Friday 15Is Digital Transformation a Project or a Program?This week on the podcast, Andy & Brian talk about whether companies should think about their digital transformation as a project (that has a beginning or an end) or a program (which is an ongoing strategy for running the business).
They talk through the main reasons for failure, and how companies can change how they approach digital transformation (hint: for every operational person, you'll need 1 HR person...), plus more ideas for creating successful digital transformation strategies.
For upcoming Master B2B events, visit us at MasterB2B.com.
2025-02-2121 minMaster B2B Friday 15Who should be on the technology buying committee?This week on the podcast, Andy & Brian talk through who should sit on the buying committee when the eCommerce team is considering making a new technology purchase.
When we asked our community what they thought, we heard many people say that "everyone" should be on it (which feels like a cop-out) or that the most important member was the operations team.
But Andy & Brian share why they think finance and sales are underrepresented, and what problems are caused when they're not invited to the table.
Check out the upcoming Master B2B events on...2025-02-1422 min
Agentic AI in ActionMaster B2B Go-to-Market Trust Score for Sales SuccessThe audio edition of this article: 'Master B2B Go-to-Market Trust Score for Sales Success' is narrated by https://adauris.ai. https://www.landbase.com/blog/master-b2b-go-to-market-trust-score2025-02-1200 minMaster B2B Friday 15How do you measure the complete impact of eCommerce in B2B?This week on the Friday 15...
Andy and Brian speak with Deidre Peters, Head of Digital eCommerce at Boston Scientific about how they measure the impact of eCommerce on their entire business. She shares insights in the metrics they look at, and how they were able to tell the full eCommerce story to senior leadership.
2025-01-3123 minMaster B2B Friday 15Is digital penetration a good measure of eCommerce success?This week on the Friday 15, Andy & Brian dig into why so many companies rely on digital penetration to measure whether their online initiatives are successful.
Plus, they share ideas from practitioners about why digital penetration doesn't reflect the value of the online business, and other ways they measure whether their digital business is carrying its weight.
Learn more about Master B2B at masterb2b.com.
2025-01-2422 minMaster B2B Friday 15What is happening with B2B eCommerce budgets in 2025?In our first Friday 15 of the new year, we talk about everyone's favorite beginning-of-the-year topic: budgeting!
Specifically, how do you work with your CFO to get the budget you need. The CFO's job isn't to tell you "no" - their job is (in part) to manage how cash is spent. As a digital executive, your job starts with understanding how your CFO thinks about the world. Andy & Brian share ideas about how to build better rapport with your CFO so you can grow your side of the business.
2025-01-1721 minMaster B2B Friday 15Bonus Episode: Master B2B's Predictions for 2025We're sharing the recent Webcast we hosted offering our B2B eCommerce predictions for the coming year. Plus, we brought some special guests along to help us predict the future of hiring, analytics, CS, and much more!
Download a copy of the 2025 B2B eCommerce Predictions Report here.
2024-12-2059 minMaster B2B Friday 15What are B2B commerce executives' priorities for 2025?We've surveyed B2B practitioners about their priorities for next year, and we wanted to share the results with you...
It's our last Friday 15 podcast of the year, and we can't wait to share more episodes with you in January.
Check out our upcoming events:
http://www.masterb2b.com
2024-12-1323 minMaster B2B Friday 15Un-Webinar – Who should own the Gen AI in B2B….IT or the business?The Friday 15 crew is off for Thanksgiving, but we wanted to share our recent Un-Webinar where we discussed who should own Gen AI in the business?
In this Un-Webinar, Master B2B’s Andy Hoar & Brian Beck will debate whether ownership of this new technology belongs with the IT and Tech group or whether it should reside inside the business units.
We’ll hear hard-hitting debates about these questions:
If Generative AI is just a new technology, why wouldn’t ownership of it live with all other technologies?
If Gen AI is just an enable...2024-11-2958 minMaster B2B Friday 15An overview of the key themes we heard at B2B Online in OrlandoAndy and Brian attended the B2B Online event in Orlando, and they'll catch you up on all the key themes they heard during the event.
They'll touch on AI, also on AI, and maybe even AI. But also tips on how to convince the CFO to invest in digital.
2024-11-2224 minMaster B2B Friday 15Is an excessive focus on cost limiting digital innovation in B2B?This week on the Friday 15, Andy & Brian talk about the advantages and disadvantages of B2B organizations taking a cost-centered approach to investment.
While there are certainly benefits of focusing on cost (risk reduction, for example), when we polled our community 83% said that a cost-focused approach negatively impacted competitiveness.
How should companies balance the need for running a predictable business with the need to continue to invest in innovation?
2024-11-1521 min
The Mindset CoachCoaches - How to Master B2B Sales with Jess Lorimer: Proven Strategies for SuccessIn this episode of The Mindset Coach Podcast, I’m joined by Jess Lorimer, the UK’s top B2B sales coach, who has transformed the way over 29,000 people approach sales. With a success rate of 98%, Jess is a powerhouse of knowledge, bringing both proven strategies and practical insights for anyone looking to master B2B sales. Her background and approachable style have made her one of the most respected voices in the industry.Join me as Jess shares her proven strategies for achieving sales success, not by focusing solely on outcomes but by mastering the ri...2024-11-1551 minMaster B2B Friday 15How do B2B eCommerce marketing executives manage marketing tracking challenges?With all the changes in how marketers track their digital marketing spend, we wanted to know how B2B marketers are dealing with this issue. In this episode, we speak with Dan Stepchew, the Digital Marketing Director at Zest Dental Solutions, about how he's shifting his digital spend and how he's changed how he tracks the efficacy of his campaigns.
2024-11-0822 minMaster B2B Friday 15Is channel conflict a reason not to sell direct in B2B?This week on the Friday 15 podcast, Andy & Brian talk about how much channel conflict fears should impact your distribution strategy (in short, it shouldn't.)
They dig into 7 ways to sell direct while managing the conflicts:
- MAP and sales channel agreements
- Public vs private pricing (pricing exposed behind logins or inside custom catalogs)
- Assortment variations by channel
- Being mindful of who is selling
- Taking control in marketplace channels
- Provide digital assets and analytics to channel partners
- Channel...2024-11-0123 minMaster B2B Friday 15Does the Q4 Holiday Peak Matter in B2B eCommerce?This week on the Friday 15 podcast...
Andy & Brian discuss whether Black Friday, Cyber Monday, and the holiday season more broadly drive sales in B2B. Andy shares how the season is like the Super Bowl where even if your television network isn't showing the Super Bowl, it's going to impact you in one way or another.
That said, we hear from one practitioner who says that they've tried holiday promotions to no avail.
2024-10-2523 minMaster B2B Friday 15What’s the best way for B2B companies to convince Gen Z to build a B2B career?This week on the Friday 15, Andy & Brian talk about the marketing challenge B2B companies have with attracting younger workers, and some of the strategies that have worked.
“The issue is a messaging problem, it’s not a reality problem. B2B offers many of the things that Gen Z is looking for - B2C talks about it, but B2B actually offers what this generation wants.”
They discuss how companies have tried advertising with NASCAR, building relationships with local colleges, winning "best place to work" awards and more...
2024-10-1820 minMaster B2B Friday 15Will B2B always be Gen Z's second choice for employment?On the Friday 15 Podcast, Andy & Brian talk about the challenges B2B companies have hiring junior staff out of college.
Are B2B companies able to offer the opportunities that Gen Z'ers want? And if so, why don't members of Gen Z know that?
2024-10-1122 minMaster B2B Friday 15How prepared are recent college graduates to work in B2B eCommerce?This week on the Friday 15...
Andy & Brian talk about the skills necessary for new hires in B2B eCommerce and whether people just coming out of college possess those skills.
Plus, does a software company offer an answer to how you find recent grads who have the skills you need?
2024-10-0423 minMaster B2B Friday 15Making analytics actionable in B2B eCommerceAndy & Brian discuss the challenges of deciding which data to track, and how to use it to make better business decisions.
They offer 6 ways to make analytics more actionable:
1) Collect data in one place and with a holistic view
2) Compare data over time.
3) Know your KPIs - look across channels, not just eCommerce.
4) Set and measure against benchmarks
5) Set and measure against goals, then monitor.
6) Use testing to impact specific KPIs (bounce rate, conversion rate, AOV, etc).
2024-09-2023 minMaster B2B Friday 15Is Great UI/UX Necessary in B2B eCommerce?This week on the Friday 15 podcast, Andy & Brian discuss the reasons why it's challenging for B2B eCommerce businesses to build a great user experience. A few reasons they dig into:
- Because buyers need to make these purchases for work, the interface may matter less than in B2C.
- B2B businesses aren't willing to make the investments necessary to create a great experience.
- The size of many B2B catalogs are orders of magnitude larger than the catalogs of B2C, which makes it much more difficult to build a...2024-09-1324 minMaster B2B Friday 15Is eCommerce Replacing Inside Sales in B2B eCommerce?This week on the Friday 15, Andy & Brian discuss whether your eCommerce site can replace some of the work being done by the inside sales team...
The biggest takeaway this week is that the inside sales team brings an enormous amount of efficiency and revenue opportunity when paired with outside sales and when paired well with eCommerce.
In this episode they'll break down what inside sales does for a living, and whether the growth of eCommerce will impact the success of that role.
2024-09-0623 minMaster B2B Friday 15What is the best way to search for an implementation partner when rolling out B2B eCommerce?This week on the podcast, Andy & Brian talk through the pitfalls and best practices when hiring a system integrator.
They share some of the red flags that SIs say they look out for when working with a client (Biggest? Inadequate buy-in from senior management).
As well as red flags from practitioners (Biggest? Inadequate experience working with B2B companies.
2024-08-2324 minMaster B2B Friday 15Should B2B companies be fully transparent with online pricing?Andy & Brian discuss the pros and cons of B2B companies making their pricing available in online channels.
They're mostly aligned with the common wisdom that pricing should be transparent, but they offer 4 reasons why it may make sense to hide some prices:
1) Withholding prices gives the seller pricing power.
2) Making the customer call for price raises their commitment to complete the buying journey.
3) The “price available upon request” notice carries an aura of exclusivity and status.
4) Withholding prices selectively pushed the customer to certain items and away...2024-08-0921 minMaster B2B Friday 15Is profit now more important than sales growth in B2B eCommerce?This week on the podcast, Andy & Brian discuss:
- How will Amazon react to being deemed a "distributor" by the US government, and will that make them liable for the products third-party sellers put on the platform?
- Does digital investment necessarily lead to improved profitability?
- 3 steps to improving your digital profitability.
2024-08-0221 minMaster B2B Friday 15What is the biggest disconnect between rank-and-file employees and executives in B2B?This week, Andy & Brian talk about why frontline employees and executives have such different views on the state of their businesses:
- What's the "purpose gap" and is there a way to reduce it?
- How can companies ensure they're allowing their staff to make forward progress on their projects?
- Is having differing views on the customer the biggest disconnect between executives and rank-and-file staff?
2024-07-2621 minMaster B2B Friday 15The biggest impediments to setting priorities for your digital strategyThis week on the podcast Andy & Brian discuss:
- How B2C promotions (like Prime Day) impact B2B sales
- Why internal challenges are the reason why digital strategies fail
- 5 strategies for fixing internal challenges
2024-07-1923 minMaster B2B Friday 15What's the greatest impediment to building a great culture in B2B?This week on the podcast, Andy and Brian talk through the 6 characteristics of a great culture and how to implement them in your company...
1) Build your culture based on real-world dilemmas
2) Move your culture from abstraction to action
3) Pain your culture in full color
4) Hire the right people, and they will build the right culture
5) Make sure the culture drives the strategy
6) Don't be a purist
2024-07-1221 minMaster B2B Friday 15Webcast Replay: Accelerating Your Digital VisionThe Friday 15 podcast is off this week for the July 4th holiday, but we wanted to share a recent webcast we hosted about how companies have accelerated their digital maturity.
Join Andy, Brian and expert practitioners including Zoro.com’s CTO Andy Goodfellow, Theresa Kuske from medical device marketplace Chamfr, and Steve Baruch, formerly of MSC, on this special Webcast as they walk through how they overcame obstacles to speed up digital transformation in their organizations.
Master B2B has just released a research report titled Accelerating Your Digital Vision to offer companies a roadmap for...2024-07-0555 minMaster B2B Friday 15What's the most difficult part of gaining and sustaining digital buy-in from B2B executives?This week on the Friday 15, Andy & Brian provide a template for getting and sustaining buy-in for digital initiatives, including:
1) How you build the business case.
2) How you measure value.
3) How you sustain alignment.
2024-06-2820 minMaster B2B Friday 15Is the first-party marketplace model working in B2B?This week Andy & Brian take a look at why the hype behind first-party marketplaces has cooled, and whether we'll ever see the promise of the model fulfilled.
2024-06-2124 minMaster B2B Friday 15What We Learned at the Master B2B SummitThis week Andy & Brian share some of what they learned while hosting the Master B2B Summit in Chicago, including:
- Who owns the customer experience at different companies?
- Where should your next budget dollar be spent?
- Who should be the next hire on your team?
Plus answers to those questions and more...
2024-06-1426 minMaster B2B Friday 15Previewing the Master B2B State of eCommerce ReportIn this week's episode, Andy & Brian give a preview of Master B2B's State of eCommerce Report, which will be released in July. But we didn't want to wait to share some of the key findings about how both B2B buyers and sellers have changed their behaviors over the past year.
2024-06-0721 minMaster B2B Friday 15The Keys to Accelerating Digital in 2024This week on the Master B2B Friday 15 podcast, Andy & Brian talk about how to accelerate your digital maturity in 2024. The discussion centers around a new report Master B2B published in association with commercetools called, "Accelerating Your Digital Vision" that's digs into how organizations can quickly speed up their digital maturity.
You can download the free report here.
2024-05-3115 minMaster B2B Friday 15Should brands sell on Amazon, even without access to customer data?On this week's Friday 15 podcast, Andy & Brian talk about whether brands should sell on Amazon, even if they don't get access to customer data. The resounding answer is, "yes," but with some caveats:
- Brian believes the Amazon 3P Seller Central approach makes more sense than the 1P approach...so why do brands still sell to Amazon directly?
- Don't discount the value of Amazon as an awareness tool.
- Brian shared a survey of companies that don't sell on Amazon and the number one reason why they don't is that they don't h...2024-05-1715 minMaster B2B Friday 15A Recap of the B2B Online Conference in ChicagoAndy & Brian give a recap of their experience at the B2B Online conference in Chicago.
Plus, they discuss what the latest Forrester Wave of Commerce platforms means for industry.
And would you rather work with Gen Z or Gen X co-workers?
2024-05-1021 minMaster B2B Friday 15Is Personalization Possible in B2B Digital Commerce?In this week's Master B2B Friday 15, Andy & Brian discuss:
- What the unemployment numbers mean for digital investments.
- Why personalization is so much more challenging in B2B than in B2C.
- How you define "the customer" in B2B will define what types of personalization you actually need.
2024-05-0320 minMaster B2B Friday 15Is a PIM needed in B2B Commerce?This week on the Friday 15, Andy & Brian discuss:
- Does it make sense for an online marketplace to have brick and mortar locations?
- Should you buy a PIM early in your digital journey, or once you've built up a sizable amount of product data?
- A PIM won't solve your data problem, but it will force discipline on your organization around product data. So why doesn't everyone have one?
2024-04-2722 minMaster B2B Friday 15What's the Best Way to Re-Calibrate Your Digital Strategy?This week on the Friday 15, Andy & Brian tackle:
- Is Amazon being unethical when they started selling on other marketplaces to gain intel?
- Do you need to bring in outsiders to help you revisit a digital strategy?
- How do you prioritize the changes you want to make to your digital strategy?
2024-04-1923 minMaster B2B Friday 15How often should your digital strategy be revisited?This week in the Master B2B Friday 15 Podcast, Andy and Brian talk about the balance between sticking to a plan, and reacting to external factors - and how do you know when to make a change to your plan.
Andy talked about the difference between the 3 year vision, the 18 month strategy, and the constantly evolving tactics.
2024-04-1224 minMaster B2B Friday 15Will AI Chatbots replace first-level customer service people in B2B?This week Andy & Brian talk about:
- Amazon's bigger investment in Anthropic and what it means for the future of eCommerce
- A new AI chatbot tool called Hume and how it's going to affect first-line customer service workers in the future. Plus, Andy shares and example of an interaction he had with Hume...
2024-04-0519 minMaster B2B Friday 15Who should own the digital customer experience in B2B?This week, Andy & Brian talk about:
- Home Depot's $18 billion purchase of roofing distributor SRS Distribution, and how that will impact Home Depot's strategy moving forward.
- Who should own customer experience? Master B2B recently held an executive roundtable in Atlanta and asked this question and the answers were all over the map. The guys discuss where they think customer experience should live in an organization, and why that matters.
2024-03-2920 minMaster B2B Friday 15Does the CEO Need to Be Directly Involved in Digital Transformation?This week, Andy & Brian talk about Honeywell's digital transformation, and whether their CEO's decision to be incredibly hands-on is what made that transformation successful.
You can read more about that story in this HBR article:
https://hbr.org/2024/03/the-chair-of-honeywell-on-bringing-an-industrial-business-into-the-digital-age
2024-03-2217 minMaster B2B Friday 15Is Dynamic Pricing Coming to B2B eCommerce?This week on the Friday 15:
- Fast food chain Wendy's faced a PR debacle after they talked about their dynamic pricing initiatives. As Brian said, "don't raise the price of my Frosty!"
- Is dynamic pricing coming to B2B? Or is it already here?
2024-03-1516 minMaster B2B Friday 15Do Marketplaces Resolve or Complicate Channel Conflict?In this week's Friday 15, Andy & Brian talk about the role marketplaces play in alleviating (or causing) channel conflict.
The big takeaway is that manufacturers need to accept that they simply need to be where their buyers buy, and that they can no longer push buyers into the channels that the manufacturer wants to use.
2024-03-0822 minMaster B2B Friday 15How do you master the B2B eCommerce job search process?This week on the podcast, Andy & Brian discuss:
- Sora, the new generative AI text-to-video tool
- The demise of Amazon product aggregator Thrasio
- The changes in how B2B practitioners find job nowadays.
2024-03-0120 minMaster B2B Friday 15The Buzz from the Field: How B2B Companies Are Using AIIn this week's Friday 15, Andy & Brian discuss:
- A new dating app based on people's credit scores (and what that has to do with B2B)
- The next generation of conversational commerce.
- The Affiliated Distributors Marketing Summit and all of the buzz around AI.
2024-02-2321 minMaster B2B Friday 15Is Online B2B Revenue Cannibalizing Offline Revenue?In this week's Friday 15, Andy & Brian talk about:
-Owens Corning buying doormaker Masonrite for $3 billion
-The initial feedback from the Beta group testing Microsoft's co-pilot AI tool
-Whether online revenue is just shifting revenue from the offline channel to the online channel
Learn more at masterb2b.com
2024-02-1620 minMaster B2B Friday 15Will AI Change the Game for Amazon with B2B?This week, Andy & Brian discuss whether a recent court case means Amazon will be treated like a distributor and be responsible for the quality of the products it sells.
Then they dig into the new Amazon AI chatbot called Rufus, and whether Rufus will put the salesperson out of business.
2024-02-0920 minMaster B2B Friday 15Are in-office employees favored over remote workers?This week Andy & Brian talk about recent studies looking at remote work. Are in-office workers getting more promotions than those who work remotely? Are people who work in the office actually more productive than those who work at home? And does that distinction even matter?
2024-02-0219 minMaster B2B Friday 15When Is Digital Transformation Complete?This week Andy & Brian talk about:
- StitchFix's perplexing decision to open a digital transformation office
- The concept of a "post-digital enterprise"
- How much you need to budget for change management during a digital transformation
2024-01-2620 minMaster B2B Friday 15Which B2B eCommerce Events Should You Attend in 2024?Andy & Brian take a look at the state of industry conferences and discuss the results of a recent survey on conferences.
2024-01-1919 minMaster B2B Friday 15Are B2B Companies Preparing for the Worst in 2024?Andy & Brian look at where Amazon is cutting back, what Maersk's layoffs suggest about the state of supply chains, and whether B2B companies are actually preparing for a worst case scenario in 2024.
2024-01-1219 minMaster B2B Friday 15B2B eCommerce Year-End Wrap UpAndy and Brian wrap up the year in B2B...
- What's the biggest story of the year?
- What's the most surprising fact?
- What's the most disruptive trend?
2023-12-1516 minMaster B2B Friday 15What are B2B eCommerce executives’ biggest concerns for 2024?- Henry Schein is hit with a cyberattack that impacted $150 million in revenues.
- C-level executives are (not surprisingly) concerned about AI in 2024.
- But when we actually heard from B2B eCommerce executives, they had more worries about the economy and having enough budget to follow through on their initiatives.
2023-12-0818 minMaster B2B Friday 15Does the Cyber 5 Matter for B2B eCommerce Companies?This week:
- Amazon is the largest delivery company (by number of packages in the US)
- Home Depot acquires International Designs Group, and what that means for B2B services.
- Cyber Monday has an impact for mid-market B2B companies, though Black Friday does not.
2023-12-0118 minMaster B2B Friday 15Master B2B’s 2024 eCommerce PredictionsListen as Andy, Brian and their special guests gaze deeply into our crystal ball to see what the future holds for B2B eCommerce practitioners.
Download a copy of the report here.
2023-11-2424 minMaster B2B Friday 15Are traditional eCommerce metrics still the right measures?Today on the Master B2B Friday 15:
- Amazon Business' State of Procurement Report finds that 95% of decision makers say there's room for improvement in the procurement process.
- Amazon will sell Hyundai's cars.
- If the vast majority of B2B eCommerce practitioners acknowledge that they're not measuring the right things, why doesn't that change?
2023-11-1719 minMaster B2B Friday 15Is Price Still the Deciding Factor in B2B Purchases?This week on the Friday 15:
- Can AI chatbots transform customer service?
- Amazon Business adds Affirm as a payment option...can Amazon create the most customer-friendly B2B experience?
- Is price still the deciding factor for B2B purchases? Forrester recently found that price is why B2B purchases stall or get canceled. Is that because of the changes in the economy, or changes in the buyer? Andy thinks it's both.
2023-11-1017 minMaster B2B Friday 15Can Gen X and Gen Z Actually Communicate in the Workplace?This week on Friday 15:
- Shopify earnings and what that means for their investments in B2B.
- Is it up to Gen Xers to adapt to their younger team members, or is it the other way around?
- Our poll of B2B execs finds that there's hope for inter-generational communication.
2023-11-0318 minMaster B2B Friday 15How Will Younger Buyers Affect B2B Commerce?This week on Friday 15:
- Amazon had to release monthly average user data in the European Union. We dig into some surprising tidbits.
- Amazon's earnings were a positive surprise for the street, and their advertising business is gangbusters.
- Younger B2B buyers are putting pressure on companies to create more product experts and fewer salespeople.
2023-10-2718 minMaster B2B Friday 15Is eCommerce Only Good for Bottom of Funnel Transactions?This week:
- Convoy, the digital freight marketplace, shuts abruptly after raising more than $200 million.
- Key takeaways from B2B Online in West Palm Beach.
- How can eCommerce be used as lead generation for sales?
Read our 5 minute recap of B2B Online:
https://www.masterb2b.com/resources/b2b-online-west-palm-beach-2023-5-minute-recap/
2023-10-2020 minMaster B2B Friday 15Will global economic uncertainty affect B2B eCommerce budgeting?This week on The Friday 15, Andy and Brian discuss:
- Fastenal reveals that 57% of their revenue comes from digital channels.
- Should global economic forecasts even have an impact on how you buget?
- Can companies adopt "agile budgeting?"
- Is this an opportunity to grab market share?
2023-10-1318 minMaster B2B Friday 15Will Amazon’s legal issues hamper its B2B efforts?The FTC's lawsuit against Amazon brings up some fascinating legal issues around monopolies and whether companies can be harmed by them, even if prices are driven down.
Because B2B is still such a small part of Amazon, we don't expect the lawsuit to impact Amazon's investments in B2B, and neither do members of the Master B2B community.
Plus, we discuss Shopify's investment in the Faire marketplace, and why that's a brilliant move by the eCommerce platform provider.
2023-10-0618 minMaster B2B Friday 15When it comes to data, is AI ready for prime time?This week on the Friday 15:
Amazon's investment in Anthropic.
Gen Z is excited about shopping with AI.
Does the c-suite know where to invest its AI dollars?
2023-09-2918 minMaster B2B Friday 15Are you screwed if your sales team holds out on eCom?Andy and Brian discuss whether recent data showing a revenue slowdown for certain distributors is going to affect the broader industry.
Then, they talk about whether it actually matters if your salespeople embrace digital. Is it possible that companies need to accept that buyers have their own channel preferences, so even if you have salespeople holding out on eCommerce, they'll still be kept plenty busy with buyers who prefer a more hands-on buying experience?
2023-09-2821 minMaster B2B Friday 15Will most B2B be disrupted by Vertical Marketplaces?Andy and Brian discuss Amazon's new supply chain offering and what that means for distributors.
And what the growth of vertical marketplaces like Faire mean for the industry.
2023-09-2121 min
Fintrepreneur#19: The Future of B2B eCommerce Trends and Predictions with Co-Founder of Master B2B eCommerce, Brian BeckWelcome to "The Future of B2B eCommerce Trends and Predictions" podcast with Brian Beck, Co-Founder of Master B2B eCommerce. Join us on this captivating journey as we explore B2B eCommerce's future, gaining invaluable insights from industry expert Brian Beck.Unravel Brian's background and pivotal moments that led to Master B2B, showcasing his vast experience in B2B eCommerce. Dive into the phenomenal growth of B2B marketplaces, their impact on traditional models, and how businesses adapt to this transformative shift.Discover the importance of personalization in B2B eCommerce, leveraging data...2023-06-0535 min
Driving Demand30 - How to master LinkedIn Ads for B2B (with Justing Rowe, Founder & CMO at Impactable)Justin Rowe is one of the brightest stars when it comes to LinkedIn Ads for B2B. One thing that's so great about Justin is the fact that he openly shares the playbooks and frameworks he is running for his clients and in this episode he deep-dives into how you could use them for yourselves. On this episode we talk about:- Most common LinkedIn Ads mistakes in B2B (and how to fix them!)- Justin's LinkedIn Ads B2B Playbook- How do you measure success from LinkedIn...2023-05-2332 min
Master of Search - messbare Sichtbarkeit auf Google (Google Ads, Analytics, Tag Manager)Konstantin baut sein nachhaltiges B2B Business von 0 an aufKundenstimme und Live-Coaching
Das Video dazu findest du hier: https://youtu.be/O36miuVpYh8
Konstantin hat als früherer Restaurantbetreiber das Startup Nachhalmtig.de aufgebaut. Er hat sich die Maschinen gekauft, produziert die Halme in Deutschland und sucht B2B sowie B2C Kunden.
Wie er das angegangen ist, wie wichtig Google Ads, Analytics und das Verständnis dafür ist, erfährst du in diesem Video.
Konstantin ist treuer YouTube Zuschauer und Podcast Zuhörer und einer der ersten Kunden unserer kleinen, spezialisierten Videokurse.
Zur Mitte des Videos schauen wir gemei...2023-05-2240 min
THE ECOMMERCE EDGE Podcast with Jason GreenwoodE217: 📦B2B Commerce Corner #3 | B2B Commerce Channel Selection, Channel Conflict & Amazon - Brian Beck, Enceiba & Master B2B | 17 May 2023Brian is the Managing Partner of Enceiba - An Amazon Strategy and Growth Agency for Manufacturers and Brands. He is also the Co-Founder of Master B2B - a private community for B2B eCommerce practitioners
To say Brian is a B2B commerce specialist is an understatement
Brian helps B2B merchants maximise their eCommerce opportunities across marketplaces and owned channels through strategic and tactical consulting, guidance, support and implementation
In this episode, Jason & Brian discuss how and why B2B brands should be leveraging Amazon and other digital channels to help fuel their eCommerce growth2023-05-1753 min
Women in B2B Marketing05: How to Master B2B Email Marketing - with Kestrel Lemen, Senior Strategist at Seguno SoftwareIn episode 5, Kestrel Lemen, Senior Strategist at Seguno Software and "Queen of Email Marketing" in my eyes, goes deep into the status of email in 2023.Kestrel covers all things e-mail marketing, including:Her forever-love of Bronto 2023-01-1849 min
MOST Podcast - Bíró Nórával#72 TOP bejutási stratégiák B2B értékesítésben - vendég: Máthé Albert EduárdÉrtékesítőként vállalati vonalban gondolkodsz, vagy már voltál úgy, hogy nem tudtál bejutni egy céghez? Hiába próbálkoztál több csatornán (telefonáltál, küldtél bemutatkozó levelet vagy akár ajánlatot), végül nem válaszoltak neked, vagy azt mondták, hogy jelenleg nem aktuális…
Hogyan „melegítsünk fel“ egy hideghívást?
Legújabb podcast adásunkban ezekről a kommunikációs, értékesítési helyzetekről fogunk beszélgetni és hozunk Nektek konkrét tippeket, stratégiákat.
Meghívott vendégem...2022-05-2627 min
No CompsCarl Cox b2b Danny Tenaglia, and Jack Master b2b Skream, Shrooms, & Jerry!I know it passed at it's late, but we spoke about going to Carl Cox b2b with Danny Tenaglia in Brooklyn, might be going to see Jack Master b2b Skream. Are shrooms a root vegetable? Is Jerry going to pay $7 - $10/gallon soon? 50,000 listeners on our podcast? Are we blowing up? WNBA player arrested in Russia! Biden and Kamala on the podcast! And a ton more from the experts. :D--- Send in a voice message: https://anchor.fm/nocomps/message2022-03-3133 min
B2B IMPACTS2E1: CGI in B2B - Gimmick or Glory...you decide? Part 1If you’re curious about how to harness the magic of gaming and graphics for everyday business, you’ll want to check out the brand new of BDB’s podcast B2B NAV. Our goal is, as ever to help clients navigate the ever-evolving B2B landscape but this time we have had a make-over with new guests, new layout, new equipment and a new look.
On the first episode, Matt Smith and Oliver Brewood are joined by our HeadOfCGI, Paul Finch. Paul is the master of creating the stunning virtual environments that are VirtualVisitor. In the first ep...2021-06-0228 min
Inside BS Show with The Godfather and Nicki G.How A Coach Can Help You Master B2B Sales | 82➜ Why a coach is a great resource for mastering the B2B sales experience➜ The benefits of having a mentor in sales➜ How to find and hire the right sales coachNo matter what you’re doing in life, there’s no way to make progress without learning from others.Whether it’s art, sports, or speaking, you need people to help you reach your goals. This can be in the form of books, videos, online posts, or one of the most effective ways to learn someth...2019-11-0822 min
LinkedIn B2B Results with Christine Hueber "Opening the Kimono"LinkedIn B2B Hacks to Close BusinessSharing my LinkedIn B2B hacks to cultivate connections, schedule meetings and get cold invitations asking to work with you. Thanks for listening and please subscribe. Please leave a comment with what you found most valuable and also with any questions you have. I'll answer them in future episodes. Thanks again and have a great evening!2019-03-0603 minLinkedIn B2B Results with Christine Hueber "Opening the Kimono"NEW LinkedIn B2B Results With Christine Hueber, Your LinkedIn Jedi MasterSo excited to restart my podcast and share my newest #Linked Jedi Master #B2B #hacks with you to improve your #results! Thank you for listening and please subscribe. If you have questions you want me to answer in future episodes, please leave them in the comments below. 2019-03-0500 min
The Salesman Podcast LIVEMaster The Negotiation Process (And Win More Business!) With Tony Perzow[zilla_alert style=”yellow”]Click to subscribe for new episodes: iTunes | Stitcher | Overcast[/zilla_alert]
Tony Perzow is a world leading negation expert and on today’s show he’s sharing how we can better negotiate with prospects to creat win-win outcomes in sales.
What you will learn in this episode:
Tony explains the following in this episode of the Salesman Podcast LIVE –
How to get comfortable going back and forth in a negotiation and not feel like you’re on the back foot
Why negotiating over email is always a bad idea
The i...2017-05-1734 minThe Salesman Podcast LIVEMaster The Negotiation Process (And Win More Business!) With Tony Perzow[zilla_alert style=”yellow”]Click to subscribe for new episodes: iTunes | Stitcher | Overcast[/zilla_alert] Tony Perzow is a world leading negation expert and on today’s show he’s sharing how we can better negotiate with prospects to creat win-win outcomes in sales. What you will learn in this episode: Tony explains the following in this episode of […]
The post Master The Negotiation Process (And Win More Business!) With Tony Perzow appeared first on Salesman.org.2017-05-1734 min