Expert Interview: David Shell
What do you feel are the key challenges your clients face in the next 12 months?
“For many of our clients, the biggest challenge is adapting to the rapid pace of technological advancement while staying relevant in an increasingly AI-driven landscape. B2B clients have traditionally lagged behind B2C in digital adoption, but with AI advancing quickly, there’s an opportunity to accelerate progress. Our clients need to balance implementing these new tools without disrupting core operations, all while ensuring compliance and maintaining customer trust in this evolving environment.”
What are your top 3 areas of focus in the next 12 months and why?
“Our top priorities are driving AI integration, enhancing data-driven insights, and streamlining operational efficiency for clients. By focusing on AI, we help clients offer personalization that was previously seen only in B2C. Better data insights allow clients to stay attuned to their customers’ needs, while operational efficiency ensures they can scale and adapt to new demands. Together, these areas create a competitive edge that positions B2B clients to not only catch up but potentially surpass B2C standards.”
What key strategies do you recommend for B2B companies to reduce inefficiencies and enhance collaboration during their digital transformation?
“For our B2B clients, breaking down silos is essential to enabling efficient collaboration and real-time decision-making. We also recommend adopting agile methodologies to help clients iterate and refine their strategies quickly as new tools are introduced. Lastly, implementing cloud-based project management and collaboration platforms allows teams to work seamlessly across departments, facilitating communication and enhancing overall agility.”
How can AI-powered solutions be leveraged to optimize the B2B buying journey and improve customer experiences?
“AI presents a tremendous opportunity for our clients to personalize and streamline the B2B buying journey. Through predictive analytics, AI can anticipate buyer needs and provide targeted recommendations, making the process more seamless. Additionally, AI’s ability to automate routine tasks frees up resources for meaningful customer interactions, transforming the traditionally complex B2B buying experience into a user-friendly, value-focused journey.”
What essential steps should B2B organizations take to accelerate their digital maturity and future-proof their commerce and marketing strategies?
“To help clients future-proof, we recommend they embrace a data-centric approach to build their digital foundation. Investing in AI-powered analytics and automation tools allows them to move at the speed of the market. We also work with clients to develop digital skills within their teams, ensuring they are prepared to leverage new tools as they emerge, ultimately enabling them to stay competitive and responsive.”
What are you most looking forward to at B2B Online?
“I’m excited to engage with industry leaders and explore how our clients can leverage the latest technologies to close the gap with B2C—and even lead in some areas. B2B Online offers a valuable opportunity to discuss the challenges and innovations shaping B2B commerce today, which will help us bring new, cutting-edge insights and solutions to our clients.”