B2B Online Europe 2019

06 - 07 November, 2019

Hesperia Tower Hotel & Convention Centre, Barcelona

44(0)20 73689894

Conference Day Two - 7 November

7:30 am - 8:35 am WOMEN IN BREAKFAST: How can the B2B industry better attract, develop and retain female talent to thrive in the new digital landscape

Kelly Whalley, Global Head of Digital at Kingspan

Kelly Whalley

Global Head of Digital
Kingspan

7:30 am - 8:35 am Registration & Welcome Coffee

8:35 am - 8:40 am Opening Remarks

8:40 am - 8:50 am Chairperson’s Opening Address

Markus Eckhart, Consultant, Former Head of Strategic Marketing & Services at Borealis

Markus Eckhart

Consultant, Former Head of Strategic Marketing & Services
Borealis

8:50 am - 9:10 am INSPIRATIONAL KEYNOTE: How to align sales and marketing using content as your core to deliver optimal customer experiences in complex local and regional ecosystems

  • How content and application creation, management, distribution, measurement and optimisations can deliver CX excellence 
  • How to leverage data from all sources and integrate it to your data source platform to inform and enhance your CX strategy
  • How to B2B companies can elevate the customer experience by using the latest in content strategy methods

Customer Centric Change Management

  • How to differentiate your marketing communication strategy by embracing digital disruption and learning lessons from B2C
  • How to create a customer journey and ensures consistent engagement and aftercare post sale
  • What are the main challenges of integrating new digital innovations and how should they be factored into your digital strategy
  • How to overcome resistance to change within your organisation and integrate marketing, sales, IT and digital teams effectively
Devashish Saxena, Chief Digital Officer at PPG

Devashish Saxena

Chief Digital Officer
PPG

John Connolly, Global Head, Digital & eCommerce at Coca Cola

John Connolly

Global Head, Digital & eCommerce
Coca Cola

Chris Potts, Business Development Director, Retail industry at Alibaba

Chris Potts

Business Development Director, Retail industry
Alibaba

Keith Reville, Chief Digital & Marketing Officer at Rubix

Keith Reville

Chief Digital & Marketing Officer
Rubix

Ciaran Crowley, Global Digital Sales & Marketing Director at IMI Precision Engineering

Ciaran Crowley

Global Digital Sales & Marketing Director
IMI Precision Engineering

Richard Mathias, Senior Technology Architect at LiveArea EMEA

Richard Mathias

Senior Technology Architect
LiveArea EMEA

Vishal Chhatralia, SVP Innovation Electrocomponents at RS Components

Vishal Chhatralia

SVP Innovation Electrocomponents
RS Components

9:50 am - 10:20 am B2B DRAGONS’ DEN: Meet 3 start-ups set to revolutionise B2B digital transformation in 2020: Which innovations are best suited to help you gain a competitive edge?

Join our B2B Online Dragons as they assess the latest B2B innovations from start-up companies pitching their tech in a bid to win first place. Listen up as the Dragons review the technology’s benefits to your business, predict their future success and deliver their verdicts. The ultimate decision is in your hands though, as the audience get to vote for their favourite. Will you find the next big thing?
Age Koster, Director eBusiness Integration Europe at Office Depot

Age Koster

Director eBusiness Integration Europe
Office Depot

Jean-Louis Keraudren, Global Corporate Head of Customer Experience at Hilti

Jean-Louis Keraudren

Global Corporate Head of Customer Experience
Hilti

Mikko Saavalainen, Senior Vice President at Metsä Wood

Mikko Saavalainen

Senior Vice President
Metsä Wood

Ivo Mesters, Founder at SiteLucent

Ivo Mesters

Founder
SiteLucent

Darian Sims, Founder at Magnify

Darian Sims

Founder
Magnify

Carlos Martinez, CEO at Epinium

Carlos Martinez

CEO
Epinium

10:20 am - 11:00 am ALL-STAR PANEL: How can you leverage the latest eCommerce strategies and platforms to achieve maximum ROI?

  • What are the key  eCommerce features that can reduce operating costs
  • How can chsooing the right platform generate sales from new customers as well as incremental sales from existing ones
Ales Drabek, Chief Digital & Disruption Officer at Conrad Electronic

Ales Drabek

Chief Digital & Disruption Officer
Conrad Electronic

Joachim Leistner Weisgerber, Global Head, Spare Parts Rolling Stock at Siemens

Joachim Leistner Weisgerber

Global Head, Spare Parts Rolling Stock
Siemens

Devashish Saxena, Chief Digital Officer at PPG

Devashish Saxena

Chief Digital Officer
PPG

11:00 am - 11:30 am Morning Networking Break

11:30 am - 11:50 am INSPIRATIONAL KEYNOTE: How to drive people centred transformation to vastly improve outcomes, successes and efficiencies

·          How to establish a clear and concrete causal relationship between your online and offline channels that defines the value of a multichannel customer
·          Tactics to make a strong persuasive argument to drive the C-Suite into action
·          Show how online investments influence and drive offline sales
Jorge Vacca, Global eCommerce Associate Director EMEA at Kimberly Clark

Jorge Vacca

Global eCommerce Associate Director EMEA
Kimberly Clark

11:50 am - 12:10 pm OUT OF INDUSTRY KEYNOTE: How to harness AI and ML to empower your distributors and share data best practices to increase the impact of analytics and deliver on shared goals

  • How you can understand behaviour using data and get closer to your customers to improve customer experience across multiple devices
  • How to harness AI and ML to collect customer data which allows you to create a precise buyer personas to improve customer engagement 
  • How AI can help to deliver a consistent brand experience that will improve customer loyalty
Professor Honor Powrie, Director, Data and Analytics at GE Aviation Digital

Professor Honor Powrie

Director, Data and Analytics
GE Aviation Digital

Markus Eckhart, Consultant, Former Global Head of Strategic Marketing & Services, Borealis

DIGITAL MARKETING STREAM - Data Driven Customer Engagement and CRM

12:10 pm - 12:30 pm CASE STUDY: How to combine your CRM with the latest digital technologies to deliver unique personalisation and relevance across multiple channels
  • How the latest in CRM technology can ensure co-collaboration and smarter, more meaningful decisions across departments
  • The importance of combining data from multiple sources into one unified system that helps to drive efficiencies  
  • Moving from acquisition CRM strategies to customer behaviour CRM strategies – what new technologies have come onto the market

Lucien Timmermans, Global Director eCRM at Signify

Lucien Timmermans

Global Director eCRM
Signify

DIGITAL MARKETING STREAM - Data Driven Customer Engagement and CRM

12:30 pm - 12:50 pm CASE STUDY: How to develop your attribution model to optimise previously ignored channels that contribute to conversion and create a coherent view for your business
  • Considering the unique needs of your business first and foremost
  • Creating a sustainable model that is robust and customer focused
  • What KPIs define success for each channel and how to implement across different business units
Andrew Morris, Global Head, Insights at RS Components

Andrew Morris

Global Head, Insights
RS Components

Justin Racine, Director of Marketing & eCommerce, Geriatric Medical

eCOMMERCE STREAM - Gaining a Competitive Edge

12:10 pm - 12:30 pm INTERVIEW: How to digitally transform through data-driven insights with a scalable framework to deliver the ultimate omni-channel experience to your customers
  • How  to think globally while considering local differences to grow sales in different markets
  • How to use advanced personalisation in different regions globally and manage different markets from global HQ
  • The importance of price and service transparency across markets in gaining your customers trust
Vishal Chhatralia, SVP Innovation Electrocomponents at RS Components

Vishal Chhatralia

SVP Innovation Electrocomponents
RS Components

eCOMMERCE STREAM - Gaining a Competitive Edge

12:30 pm - 12:50 pm CASE STUDY: How to harness AI and ML to collect customer data which allows you to understand customer personas and improve the customer journey
  • How to harness AI to create a next-level customer experience across all channels in to provide meaningful engagement and increase conversions
  • How to understand buying behaviour and get closer to your customers in the complex B2B buying landscape to improve customer experience across all touch points
  • How to harness AI and ML to collect customer data which allows you to create a precise buyer personas to improve customer engagement 
  • How AI can help to deliver a consistent brand experience that will improve customer loyalty
Jonathan Holman, Global Head, Digital Transformation at Santander

Jonathan Holman

Global Head, Digital Transformation
Santander

Kelly Whalley,  Global Head of Digital, Kingspan

CUSTOMER EXPERIENCE STREAM - Conversational Commerce

12:10 pm - 12:30 pm CASE STUDY: How to leverage Chatbots and automation to improve customer experience and deliver a seamless customer service
  • How to leverage data, innovation and new conversational technology to enhance your customer support functions
  • How to implement a conversational strategy in a complex B2B environment, taking into account the buying behaviour of your customers and aftercare of your products
  • What to avoid when using Chatbots and how you can avoid disappointing customers
Josep Ventura, General Manager and Marketing Director at Area Cooling Solutions

Josep Ventura

General Manager and Marketing Director
Area Cooling Solutions

CUSTOMER EXPERIENCE STREAM - Conversational Commerce

12:30 pm - 12:50 pm CASE STUDY: How to implement a partner portal that streamlines communications, enables time efficiency and customer insights
  • How to create a partner portal that is robust, long-term and meets the needs of your partners seamlessly
  • What is the right amount of content and how do you optimise content for different devices
  • Which teams to involve in the construction phase
Claire Wiley, Global Head, B2B Digital Transformation at Canon Europe

Claire Wiley

Global Head, B2B Digital Transformation
Canon Europe

Markus Eckhart, Head of Strategic Marketing & Services, Borealis

DIGITAL MARKETING STREAM: Exploiting New Digital Marketing Innovations

12:50 pm - 1:10 pm CASE STUDY: How optimising your website and eProcurement solutions for mobile can help increase ordering efficiency and conversions
  • The challenges when unifying your  eCommerce website globally with your eProcurement solution to become more interactive, personal , relevant and easy to order for your customers
  • How to add enhancements  to your existing website and migrate customers without disruption
  • How to create experiences that drive better engagement with your customers
Ales Drabek, Chief Digital & Disruption Officer at Conrad Electronic

Ales Drabek

Chief Digital & Disruption Officer
Conrad Electronic

DIGITAL MARKETING STREAM: Exploiting New Digital Marketing Innovations

1:10 pm - 1:30 pm CASE STUDY: How to leverage social media to boost your brand awareness and tap into new market opportunities
  • How to convince the board to invest in social media strategy and the benefits to the business long term
  • How to master social media success in a complex B2B space, dependent on multiple factors, including content, ecosystem, partners  journey planning and social advertising budget
  • How to leverage social media exposure though your partners 
  • How to working with brand ambassadors to align your brand with purpose and extend your reach to access new customers
Franck Chenet, Group Digital Transformation & Marketing Services Director at Antalis

Franck Chenet

Group Digital Transformation & Marketing Services Director
Antalis

Justine Racine, Director of Marketing & eCommerce, Geriatric Medical

eCOMMERCE STREAM: Leveraging New Technologies

12:50 pm - 1:10 pm CASE STUDY: How to think like a platform business to complete with digital natives and maximise ecommerce success
·          What separates digital natives from traditional manufacturers and distributors?
·          What does it mean to think like a platform business rather manufacturer/distributors?
·          What we could learn from digital natives?

eCOMMERCE STREAM: Leveraging New Technologies

1:10 pm - 1:30 pm CASE STUDY: How to integrate your ERP system with eCommerce to build a high-performing agile enterprise
  • Defining what information you need in order to make your ERP more effective and integrate with your eCommerce system
  • How to avoid business disruption when integrating ERP and eCommerce systems 
  • Testing and reiterating constantly to avoid missing any opportunities
Mikko Saavalainen, Senior Vice President at Metsä Wood

Mikko Saavalainen

Senior Vice President
Metsä Wood

Kelly Whalley, Global Head of Digital, Kingspan

CUSTOMER EXPERIENCE STREAM: User Experience

12:50 pm - 1:10 pm CASE STUDY: How to measure and demonstrate the true value of enterprise UX importance to your executive suite
  • How to understand your current UX strategy and define and improve a new one based on shared goals and overall digital transformation strategy
  • How to build intuitive interfaces, coherent navigation, interactive design to boost the workforce productivity and sales
  • Why placing strategic focus on universal and standard functions and features helps overall customer experience

CUSTOMER EXPERIENCE STREAM: User Experience

1:10 pm - 1:30 pm CASE STUDY: How to use social listening tools to gain data driven insights and use them in your content to better engage customers
  • What is social listening and how can you use it in B2B eCommerce?
  • How to use social listening tools as a key component of audience research and customer mapping
  • How to use social listening tools to track, analyze and respond to conversations about your brand and industry

INTERACTIVE STREAM: Working Groups

12:50 pm - 1:50 pm WORKSHOP: How to drive digital transformation by B2B eCommerce lighthouse initiatives - Real-life case study with filtration market leader Donaldson
Lennard Grewe, Co-Founder & Managing Partner at eccelerate

Lennard Grewe

Co-Founder & Managing Partner
eccelerate

Fabrice Noel

Marketing and Business Strategies Manager, EMEA
Donaldson

Pieterjan Moons, Marketing Supervisor at Donaldson

Pieterjan Moons

Marketing Supervisor
Donaldson

1:30 pm - 2:30 pm Networking Lunch

1:30 pm - 2:30 pm MASTERCLASS HOSTED BY LIVEAREA - How to embrace disruptive technologies and adopt start-up agility to achieve operational efficiency

Richard Mathias, Senior Technology Architect at LiveArea EMEA

Richard Mathias

Senior Technology Architect
LiveArea EMEA

Markus Eckhart, Head of Strategic Marketing & Services, Borealis

DIGITAL MARKETING STREAM: Developing a Data-Driven Competitive Edge

2:30 pm - 3:10 pm CASE STUDY REVOLUTION: How to establish cross-functional collaboration to create better synergies between sales, marketing and digital
·          Facing the challenge of the digital age, how can a 30 people sales and marketing structure make the difference in a scientific area?
·          The main challenge isn’t digital, it is culture
·          How we have been through a B2B model to a Human to Human (H2H) mentality in a medium size company
·          How to break the silos  mentality and build a culture of collaboration in order to elevate customer engagement in a digital environment
·          How to create new customer touch points by reinventing a new structure of B2B sales and marketing
Florent Amion, Managing Director at Vygon

Florent Amion

Managing Director
Vygon

DIGITAL MARKETING STREAM: Developing a Data-Driven Competitive Edge

3:10 pm - 3:30 pm CASE STUDY: How Philips improvement marketing performance and digital analytics to identify opportunities and increase sales
  • Which analytics tools are best placed to connect your consumer data sources to build a more coherent view of your customers and identify new opportunities for engagement?
  • How to gain customer insights and build a unified view of your customer to ensure relevance across all channels?
  • How can you ensure GDPR compliance when working with customer data to create appropriate propositions in line with customer needs?
Paul Poels, Global Head, Digital Marketing Optimisation & Analytics at Phillips

Paul Poels

Global Head, Digital Marketing Optimisation & Analytics
Phillips

Justin Racine, Director of Marketing & eCommerce, Geriatric Medical

eCOMMERCE STREAM: Driving Sales Team Enablement

2:30 pm - 3:10 pm CASE STUDY REVOLUTION: Leveraging AI to improve quality in critical manufacturing components
Ravi Krishnamoorthi, Managing Director at Fujitsu Global

Ravi Krishnamoorthi

Managing Director
Fujitsu Global

eCOMMERCE STREAM: Driving Sales Team Enablement

3:10 pm - 3:30 pm CASE STUDY: How to navigate GDPR complexity and build a data framework that meets increased security and privacy regulation
  • How to effectively manage data within the constraints of GDPR regulation
  • How to mitigate risk when consolidating data from different sources
  • How to build a strong framework that helps you to optimise data responsibility
  • Which are the best practices and how can you turn GDPR into a competitive advantage by building trust with your customers by demonstrating privacy protection
  • How can data analytic software guarantee that we are not making any mistakes with our customers data
Ben Sarda, Head of Digital Health at Air Liquide Healthcare

Ben Sarda

Head of Digital Health
Air Liquide Healthcare

Kelly Whalley,  Global Head of Digital, Kingspan

CUSTOMER EXPERIENCE: Achieving Next Generation Customer Support

2:30 pm - 3:10 pm CASE STUDY REVOLUTION: Onsite search - How to make search sexy and deliver an enhanced CX that delights your customers and achieves business results
  • How getting onsite search right can have far reaching results for the business
  • Using agile development methodologies to react quickly to business needs
  • Where you should start when thinking about onsite search and what technology is on the market
  • How to make search sexy and get buy in from the boardHow getting onsite search right can have far reaching results for the business
  • Using agile development methodologies to react quickly to business needs
  • Where you should start when thinking about onsite search and what technology is on the market
  • How to make search sexy and get buy in from the board
Keith Reville, Chief Digital & Marketing Officer at Rubix

Keith Reville

Chief Digital & Marketing Officer
Rubix

CUSTOMER EXPERIENCE: Achieving Next Generation Customer Support

3:10 pm - 3:30 pm CASE STUDY: How does academia see customer experience in the digital age and how can B2B manufacturers benefit from these new insights?
  • What are the facts behind the theory when it comes to customer experience success?
  • How does academia understand customer behavior and what recommendations can you incorporate into your digital strategy?

3:30 pm - 4:00 pm Afternoon Networking Break

Staying Ahead of New Market Developments

4:00 pm - 4:10 pm INSPIRATIONAL KEYNOTE: How Vebego created a ‘Online Excellence Centre’ with start-up agility to facilitate innovation and ensure digital adoption becomes part of the company DNA

  • Learn how Vebego create a ‘Online Excellence Centre’ to transform their businesses into embracing an omnichannel way of helping customers using an agile start-up mentality model to test ideas in an agile way before implementing at scale
  • How they created a digital team by consolidating roles and upskilling staff to enable their workforce to manage more of the customer journey and to facilitate companies within their holding to use specialised online skills with the advantage of sharing scarce talents
Leon Hermse, Founder, Online Excellence Centre at Vebego

Leon Hermse

Founder, Online Excellence Centre
Vebego

  • How can you build a ‘best-in-class’ customer-centric Omni channel roadmap to future-proof your business and continue to thrive in an evolving market?
  • How to utilise AI and digital assistant technology to reinvent customer engagement strategies 
  • How companies can combine sustainability strategies without losing the commercial focus
Jonathan Holman, Global Head, Digital Transformation at Santander

Jonathan Holman

Global Head, Digital Transformation
Santander

Farrukh Shad, SVP, Retail Strategy & Global Ecommerce at Schneider Electric

Farrukh Shad

SVP, Retail Strategy & Global Ecommerce
Schneider Electric

Chris Potts, Business Development Director, Retail industry at Alibaba

Chris Potts

Business Development Director, Retail industry
Alibaba

Vishal Chhatralia, SVP Innovation Electrocomponents at RS Components

Vishal Chhatralia

SVP Innovation Electrocomponents
RS Components

Ravi Krishnamoorthi, Managing Director at Fujitsu Global

Ravi Krishnamoorthi

Managing Director
Fujitsu Global

5:00 pm - 5:15 pm Chair’s Closing Remarks & End Of Conference

Markus Eckhart, Consultant, Former Head of Strategic Marketing & Services at Borealis

Markus Eckhart

Consultant, Former Head of Strategic Marketing & Services
Borealis