B2B Online Europe 2024
04 - 05 December, 2024
Hilton Dusseldorf
Conference Day Two - 7 November
8:00 am - 8:40 am Registration & Welcome Coffee
8:00 am - 8:40 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,
Kingspan
8:40 am - 8:50 am
WELCOME ADDRESS: Customer centricity and analogue implications
Markus Eckhart -
Business Consultant & Owner,
Mind your business
Customer-Centric Change Management
8:50 am - 9:20 am
INSPIRATIONAL KEYNOTE: The Digital Delta: How to drive a successful customer co-creation strategy to unlock the value of Industry 4.0
Tim Scanlon -
Group VP, Customer Experience & Innovation,
ABB
· As Group Vice President for Customer Experience Innovation, Tim Scanlon will share insights from the new team he launched and leads, changing the conversation with customers
· Located at ABB Headquarters in Zurich, Switzerland with globally distributed resources, the team works closely with ABB customers and partners using an innovative business-value led exploration and co-creation approach the team developed.
· Together with customers, the team explores opportunities to pragmatically unlock value across the customers entire value chain through digitalization
o Driving successful customer co-creation at scale
o Combining design thinking, agile and lean startup
o Quickly bringing tangibility to concepts for testing
9:20 am - 10:00 am
ALL-STAR PANEL: How can you embrace digital disruption and overcome challenges in workforce transformation to elevate customer experiences, increase efficiency and drive growth?
Carlos Abler -
Former Global Head, Content Marketing Strategy,
3M
Claire Wiley -
Head, B2B Digital Transformation,
Canon Europe
Ciaran Crowley -
Global Digital Sales & Marketing Director,
IMI Precision Engineering
Chris Potts -
Business Development Director, Retail industry,
Alibaba
Richard Mathias -
Senior Technology Architect,
LiveArea EMEA
· 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
10:00 am - 10:30 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?
Age Koster -
Director eBusiness Integration Europe,
Office Depot
Jean-Louis Keraudren -
Global Corporate Head of Customer Experience,
Hilti
Ivo Mesters -
Founder,
SiteLucent
Darian Sims -
Co-Founder and CRO,
Magnify
Carlos Martinez -
CEO,
Epinium
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?
10:30 am - 11:00 am
ALL-STAR PANEL: How can you accelerate your eCommerce strategy at the right place, at the right time to boost sales and maximise ROI?
Carlos Abler -
Former Global Head, Content Marketing Strategy,
3M
Joachim Leistner Weisgerber -
Global Head, Spare Parts Rolling Stock,
Siemens
Elisabet Zazurca -
eCommerce Manager,
Bayer
Lennard Grewe -
Co-Founder & Managing Partner,
eccelerate
· What does your eCommerce strategy look like and how does it differ company by company, and industry by industry?
· What are the internal challenges to implementing and enhancing your eCommerce strategy on a global and local basis?
· How do you know when it is the right time to extend your eCommerce strategy and explore multi-channel and marketplace models?
· What impact can a successful and well-defined eCommerce strategy have in strengthening customer and channel partner relationships?
11:00 am - 11:30 am
Morning Networking Break
11:30 am - 11:50 am
INSPIRATIONAL KEYNOTE: Lessons from a B2B2C environment: How Bayer built a winning eCommerce strategy to thrive in a complex and competitive landscape
Yago Llaquet -
Head of Digital Transformation,
Bayer
· Exploring the market dynamics impacting a consumer health business as drivers for digitalisation
· Discussing the optimal business models of a B2B2C organisation
· Outlining the critical success factors for an eCommerce strategy in competitive landscape, across multiple markets
· Examining the blueprint for building a scalable and successful content strategy to support your eCommerce platform
11:50 am - 12:10 pm
OUT OF INDUSTRY KEYNOTE: How to navigate the challenges of an established manufacturing business to drive successful digital transformation
Professor Honor Powrie -
Director, Data and Analytics,
GE Aviation Digital
· How to overcome the challenges of a low-level digital environment
· How to harness AI and ML to better understand and improve processes
· Using analytics to drive profitability and improve customer experience
Staying Ahead of New Market Developments
12:10 pm - 12:30 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
Leon Hermse -
Founder, Online Excellence Centre,
Vebego
· 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
12:30 pm - 12:50 pm
PANEL: Inspiring the next generation of eCommerce: Which business models, strategies and technologies will win in 2020?
Jonathan Holman -
Head of Digital Transformation, Corporate & Commercial,
Santander
Chris Potts -
Business Development Director, Retail industry,
Alibaba
Markus Eckhart -
Business Consultant & Owner,
Mind your business
· 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
12:50 pm - 2:10 pm
Networking Lunch
12:50 pm - 1:50 pm
MASTERCLASS HOSTED BY LIVEAREA - How to embrace disruptive technologies and adopt start-up agility to achieve operational efficiency
Richard Mathias -
Senior Technology Architect,
LiveArea EMEA
12:50 pm - 1:50 pm
MASTERCLASS HOSTED BY OSF COMMERCE - Bringing B2C innovation to B2B
Tim Jenkins -
Director of Business Development,
OSF Commerce
Room: Atria 3
B2B Commerce is trailing, with more pressure coming from customers with B2C style expectations in this fast-changing commerce landscape; join us for this informative lunch and learn how we help to support market leaders to evolve and maximise their B2B business.
This session will help organisations embarking on B2B online commerce for the first time or planning transformation of their existing commerce model.
By joining us, you'll gain experience and ideas:
- to unlock revenue channels
- to improve overall Sales Efficiency
- exclusive examples of benefits of how other organisations are gaining from the B2B Commerce platform
Digital Marketing
2:10 pm - 2:30 pm CASE STUDY INTERACTIVE: How to develop your attribution model to optimise previously ignored channels that contribute to conversion and create a coherent view for your business Andrew Morris - Global Head, Insights, RS Components· 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?
Digital Marketing
2:30 pm - 2:50 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 Jonathan Holman - Head of Digital Transformation, Corporate & Commercial, Santander· 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
eCommerce
2:10 pm - 2:30 pm CASE STUDY: How to establish cross-functional collaboration to create better synergies between sales, marketing and digital Florent Amion - Managing Director, Vygon· 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
eCommerce
2:30 pm - 2:50 pm CASE STUDY: How to drive people centred transformation to gain support and improve outcomes - An Amazon Success Story Peter Willis - Senior eCommerce Business Development Manager, Kimberly Clark- Securing C-level backing for potentially disruptive business strategies
- Leading a cross functional team - building a vital support network of empowered decision makers
- Broadening internal engagement through education and implementing long-lasting change for sustained growth
- Applying these principles to unlock and grow your Amazon business potential
Customer Experience
2:10 pm - 2:30 pm CASE STUDY: How to leverage Chatbots and automation to improve customer experience and deliver a seamless customer service Josep Ventura - General Manager and Marketing Director, Area Cooling Solutions· 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
Customer Experience
2:30 pm - 2:50 pm CASE STUDY: How to implement a partner portal that streamlines communications, enables time efficiency and customer insights Claire Wiley - Head, B2B Digital Transformation, Canon Europe· 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?
Interactive Workshop Stream
2:10 pm - 3:10 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, eccelerate Fabrice Noel - Marketing and Business Strategies Manager, EMEA, Donaldson Pieterjan Moons - Marketing Supervisor, Donaldson
3:10 pm - 3:40 pm
Afternoon Networking Break
3:40 pm - 4:00 pm
CASE STUDY: How Philips improved marketing performance and digital analytics to identify opportunities and increase sales
Fatih Arik -
Digital Marketing Performance,
Phillips
· 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?
4:00 pm - 4:20 pm
CASE STUDY: How to leverage social media to boost your brand awareness and tap into new market opportunities
Franck Chenet -
Group Digital Transformation & Marketing Services Director,
Antalis
· 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
