B2B Online Europe 2017

November 27-November 29, 2017

Hilton Amsterdam

44(0)20 73689894

Day 2: 29 November 2017

8:15 AM - 9:00 AM COFFEE AND REGISTRATION

9:00 AM - 9:10 AM Chair’s Opening Remarks

Denis Zekic, Founder & Director, CeeDoo.com

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Denis Zekic

Founder & Director
CeeDoo.com

Mastering Personality Styles

9:10 AM - 9:55 AM Guest Speaker: Mastering Personality Styles to Develop Stronger Cross Cultural Relationships Inside and Outside Your Business

Doug Spence, Executive Coach, Spence Partners


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Doug Spence

Executive Coach
Spence Partners

Becoming a B2B Leader

· Using influence to remove barriers to digital adoption in your organisation and proving its long term value to essential revenue growth
· Why cultural change starts with you and how your communication is the key to propel your organisation in the digital age
· Conviction over positional power: what mind-frame is needed to propel the change to digital?
· Digital is here to stay: how do you show the ROI to prove your seat is needed
· Working across business units: why your influence must go up, down and across business units

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Fredrik Östbye

Group Vice President, Head of Digital Transformation
Grundfos
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Lars Hanf

Director Marketing Communications
Sartorius
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Denis Zekic

Founder & Director
CeeDoo.com
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Lennard Grewe

Founder and Managing Partner
eccelerate

Optimising the Manufacturer & Distributor Relationship

· Moving at the same speed: what are the keys to be aligned with your distributors?
· Do you need to share the same capabilities to drive the eCommerce together?
· How can manufacturers take their value chain along?
· Can you get integration to the point of designing marketing campaign together?

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Håkan Lenjesson

VP Market Development
Systemair
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Ricardo D'Avila

International Market Director
Sonepar
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Patti Rowles

Global Sales Channel Manager
Sandvik Coromant
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Vincent Le Vaslot

Head of Digital Supplier Relations
Sonepar

11:15 AM - 11:55 AM MORNING BREAK

11:15 AM - 12:05 PM MASTERCLASS: Marketplaces – How to Leverage the Full Potential (Presented by the former Head of Amazon Business)

RESTRICTED TO 20

Exploiting New Technologies

11:55 AM - 12:15 PM Augmented Reality Case Study: How Manutan Successfully Leveraged New Technology to Innovate the B2B Customer Journey

Martin Sauer, Digital Director , Manutan


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Martin Sauer

Digital Director
Manutan

12:15 PM - 12:35 PM Case Study: How B2B eCommerce is Different from B2C

Yoav Kutner, Chief Executive Officer And Co-Founder, Oro Inc.



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Yoav Kutner

Chief Executive Officer And Co-Founder
Oro Inc.

12:35 PM - 12:55 PM Case Study: The Digitisation of Manufacturing: How to Use Industry 4.0 to Reach the Next Phase in the Industrial Revolution

Shabir Chagan, Global Program Lead, Digital, Sandvik Coromant


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Shabir Chagan

Global Program Lead, Digital
Sandvik Coromant

12:55 PM - 2:00 PM LUNCH

12:55 PM - 2:00 PM Invite Only Masterclass Episerver

TRACK A Sales Enablement

2:00 PM - 2:05 PM Chair’s Opening Remarks

Denis Zekic, Founder & Director, CeeDoo.com

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Denis Zekic

Founder & Director
CeeDoo.com

TRACK A Sales Enablement

2:05 PM - 2:25 PM Case Study: Accenture



TRACK A Sales Enablement

2:25 PM - 3:05 PM Case Study Interactive How to Set up Governance to Measure and Continuously Improve the Coordinated Effort Between Marketing & Sales to Increase Conversion Rates?

Annabelle Bessis, Former Director, Sales and Marketing,Processes, Xylem



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Annabelle Bessis

Former Director, Sales and Marketing,Processes
Xylem

TRACK B Personalisation & Digital Marketing

2:00 PM - 2:05 PM Chair’s Opening Remarks

Antoine Aranda, Director Digital Marketing Europe, VWR

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Antoine Aranda

Director Digital Marketing Europe
VWR

TRACK B Personalisation & Digital Marketing

2:05 PM - 2:25 PM Case Study Personalisation: How to Effectively Work Across Borders and Cultures to Deliver a Relevant Experience to Every Customer

Chloe Platts, Customer Experience Manager, Jewson
· How do you understand the data you have available?
· How do you create relevant content based on the data you have available?
· How to adapt to local idiosyncrasies?
· How to create a personalised experience?


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Chloe Platts

Customer Experience Manager
Jewson

TRACK B Personalisation & Digital Marketing

2:25 PM - 3:05 PM Case Study Interactive: Digital Marketing Demystified: From Trends to Return, How to Increase, Track and Measure your ePerformance & Make your Technologies Work Harder

Lars Hanf, Director Marketing Communications, Sartorius



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Lars Hanf

Director Marketing Communications
Sartorius
1.How Will IoT Impact the Traditional B2B Business Model?
Stéphane Lafarge, Director, Europe, Herman Miller

2.How Does Increased Market Transparency Shake the Foundations of How You Do Business?
Mark Sutherland, Ecommerce Director, Ricoh

3.The Journey Vs the Experience: How Can You Get Closer to Your Customer to Support Community Creation and Brand Interaction?
Camille Bjorse, Head of Marketing Communications EMEA, IDEXX Laboratories



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Mark Sutherland

eCommerce Director
Ricoh Europe
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Stéphane Lafarge

Director of Europe
Herman Miller
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Camille Bjorse

Head of Marketing Communications EMEA
IDEXX Laboratories

3:05 PM - 3:35 PM AFTERNOON BREAK

3:35 PM - 3:55 PM Case Study: Creating Content that Sells - How to be P2P

Carlos Silva Lopes, Marketing Director, Dow Europe
In this “Uber” connected world, B2B – is often described as Boring2Business. Why is B2C a lot more entertaining? Should it be?

Further from reality, B2B is not populated by robots (yet).We actually do a lot of Personal Selling – Professor Kotler wrote that “B2B excels at personal selling”.

Our business group rather interacts with People, in essence it’s a P2P (person to person) relationship. Disciplined use of digital tools and social media is accelerating the way we are repositioning the brand and reaching our audiences in breadth & scope. The case study focus on the hybrid model where face to face meets digital. The delivery will include lively examples of: storytelling, AR used to launch an innovation, specific content developed for Twitter, LinkedIn and Instagram, as well as novel physical booth design.

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Carlos Silva Lopes

Marketing Director
Dow Europe

3:55 PM - 4:35 PM Closing Panel: How to Bring the Typical B2C Digital Marketing Campaign Techniques Into the B2B World to Increase Customer Acquisition & Retention?

Denis Zekic, Founder & Director, CeeDoo.com Llinos Jonathan, Former Executive Director ICS, Brand, Communications & Mktg, ITT Ignasi Salvador Villa, Innovation Director, Celsa Group Fernando Sanchez, Global Director - Care Chemicals, Eastman Chemical

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Llinos Jonathan

Former Executive Director ICS, Brand, Communications & Mktg
ITT
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Ignasi Salvador Villa

Innovation Director
Celsa Group
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Fernando Sanchez

Global Director - Care Chemicals
Eastman Chemical
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Denis Zekic

Founder & Director
CeeDoo.com

4:35 PM - 4:40 PM Chairperson's Closing Remarks

4:40 PM - 4:50 PM End of Conference

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