Master B2B Friday 15

It's 2025, so shouldn't every company have an eCommerce website? Not so, says Schneider Electric's Anthony Locke. Anthony says that companies have to consider what they are uniquely good at, and what their distribution partners are uniquely good at, and then decide whether they should have an eCommerce presence. And the answer for multi-billion dollar Schneider Electric was that they should not sell online and instead should focus on supporting their distribution partners.

This week on the Friday 15, Andy & Brian talk with Gireesh Sahukar, a longtime software executive and eCommerce practitioner about what software buyers REALLY need to ask their potential vendors about their products. Here's a hint - you don't just want a list of product features that they say meets your needs...and why executive churn may not be a bad sign.   The Paradigm B2B eCombine Master B2B Nexus

This week, Andy and Brian return from hosting Master B2B executive roundtables across the country and share how practitioners are making the pitch to their CIO, CFO and CEO to fund their eCommerce initiatives. And the answer is simple - "say it's an AI initiative."  Andy shared a story from one roundtable participant who made a pitch for a software investment to his CFO and the CFO responded, "Are you sure this isn't an AI tool? (wink wink)" knowing that every AI investment was being approved internally.  

This week, Master B2B's Andy Hoar is joined by Master B2B contributor Jared Blank to talk through Andy's new Paradigm B2B eCombine tool that helps practitioners select the best eCommerce platforms to investigate for their business. Plus, why are so many businesses giving up being a public company and going private nowadays? Check out the eCombine here.

Author and executive Dr. Lisa Palmer shares learnings from her new book, "Show AI - Don't Tell It: Build Buy-In with Visual Storytelling." In her research she found that there are 3 key reasons why executives get "stuck" when considering their AI strategy, and she offers a framework for how to get "un-stuck" and unlock AI's potential within your company. Dr Lisa's Advisory Firm Buy Dr. Lisa's book

The stock market has punished the shares of research firms Gartner and Forrester because of the possible impact of AI on their revenues. But it's not so clear that AI can replace everything research analysts do. Former analyst Andy Hoar walks through what analysts actually do in their roles, and which parts of their jobs will be - and won't be - impacted by AI.

Brands have failed to rein in unauthorized distributors who re-sell their products on marketplaces like Amazon and eBay. Is there nothing they can do to protect themselves? We speak with attorney Jon Groza from the firm KJK about how manufacturers and brands can maintain control of where their product is sold. More about Jon Groza Master B2B Forum Master B2B Nexus

This week Brian Beck attended the Amazon Accelerate seller conference and came back to share the key themes that he took away from the event: 1) AI AI AI (and also AI) 2) Fulfillment is now a strategic pillar for the company 3) Will they commercialize their analytics capabilities? 4) 1p vs 3p is now a war

This week, Andy & Brian look at whether there is a future in so-called "composable commerce" or if both tech providers and buyers need to adapt.  Should retailers be in the business of building tech?  And do tech providers need to re-think their approach and offer solutions that offer a mix of pre-built modules and flexibility?  Or is this all the wrong way of thinking about it?

This week, Andy & Brian look at whether the current trend of flattening organizations will actually be good for businesses.  They discuss concerns that managers will find it impossible to oversee a team of 15 on their own, and what happens when junior employees are not able to spend sufficient time with their managers.  Who will do the development? (Obviously it'll be ChatGPT.)

This week, Andy and Brian talk through a recent MIT report that found 95% of AI projects fail.  They discuss the barriers to success - specifically that the challenges aren't technical, they're strategic and cultural. And they walk through the 3 "un's" - these projects are often undefined, unfocused and unmeasured.  Finally, they discuss the best practices they've learned working on their own AI initiatives.

Andy & Brian speak with American Eagle's Tim Ahlenius about how systems integrators are adapting to the new world of AI.  They discuss the need for systems thinking - understanding how different systems fit together and how changing one piece affects the whole - and how AI can help speed up parts of implementation projects, while requiring a different set of skills to ensure success. American Eagle

This week, Andy & Brian speak with former Grainger, Caterpillar, and Rexel executive John Pehler about how he has transitioned from being a full-time Chief Digital Officer in B2B companies to building a series of part-time gigs into a career.  

This week on the Friday 15, Andy & Brian talk about the changing structure of the workforce and how gig roles will become increasingly prominent in B2B eCommerce, and how people will change their approach to working and build careers where they’re doing multiple jobs on a gig basis. Then they share how they’re embracing this change in their own careers. Notes: Master B2B Nexus Master B2B Forum The WSJ article about CEOs cutting jobs.

This week on the podcast, Andy & Brian speak with Ed Fenton, the Vice President of Artificial Intelligence and Digital Transformation at wholesale distributor Graybar, about what it’s like for senior executives to search for a job in the age of AI.  Ed talks through six key lessons he learned from his own six month job search.