Recap: B2B E‑Commerce Summit 2020 North America

Opening keynote,
Tim Beyer CEO North America and Michiel Schipperus Global CEO 

COVID-19 has disrupted the B2B-market and landscape. The crisis has impacted us heavily, both negatively and positively. But it has changed the way of doing and thinking about e-business. Our CEO of North America, Tim Beyer, and Global CEO Michiel Schipperus kicked off the day with an update on the status of the B2B e-commerce market and some insights into why we should constantly evolve to succeed in fostering lasting customer relationships.

Customer opening keynote,
Mark Miles, VP of Implementation North America 

We are extremely proud of our relationships with and the work we’ve done with our customer base. To show our appreciation, we did an official, customer-only opening of the B2B E-commerce event. Our VP of Implementation, Mark Miles extended a warm welcome and shared relevant developments about our product, support, and services.

Sana Commerce Cloud launch,
Arno Ham, CPO 

We are very thrilled to introduce our new product, Sana Commerce Cloud. Our CPO, Arno Ham, explained the vision of this new product and what you can expect from us and this product in the future. Get inspired by our revolutionary new B2B e-commerce product.

Customer session: Boost your conversion with Sana add-ons,
Frank de Roon, Product Owner 

Sana Commerce is an easily extensible solution with many add-ons that contribute to great e-commerce results. In this session, we explain how the right payment methods, the HTML code block, and other content blocks in a Sana web store contribute to higher conversion.

Customer session: The power of personalization,
Bregje Steenbeek, Product Owner

Learn about the advantages of online personalization for customer experience and conversion. In this session, we showcase how you can use customer segments to offer your customers the content that they are craving.

How marketplaces are changing the supply chain,
Krystell Statie, from ChannelEngine 

During the last period, a lot of physical stores and retail chains were forced to close their doors. For a lot of manufacturers and wholesalers, these retailers are important customers and a key channel via which to resell their products. An outcome and upcoming trend is to sell via marketplaces, such as Amazon and eBay. In this session, ChannelEngine details the benefits of selling via such a platform, and how you should get started.

The future of e-commerce: Based on our customer survey,
Ruben Mink, Director of Sales Development  

With so much changing all the time, do you find yourself wondering what e-commerce will look like in 12 – 18 months? Sana recently surveyed its customers about the quickly evolving e-commerce landscape and we have key findings to share. Have priorities changed since the start of 2020? What kind of innovation and goals are on the radar in the future? Learn what our clients had to say during this knowledge sharing session.

10 Tips to kick start your CRO program,
Tom van den Berg from Online Dialogue

We all know what an A/B test is and have tons of ideas to improve our website. On average only 20-30% of our ideas significantly improve our KPI’s. In reality, it’s not easy to set up a structured and high-quality CRO program. Tom has more than 5 years of experience in CRO and did 750+ A/B tests. He shared 10 tips to kickstart your CRO program so it actually adds value to your company.

How to move your B2B customers online: 5 best practices,
Matthew Carleo, Channel Sales Manager

As physical stores close and e-commerce sales peak, the repercussions of COVID-19 are disrupting the sales strategies of many B2B companies. To meet customer demand and ensure continued revenue, some businesses are planning to launch their first e-commerce site. Meanwhile, companies with an existing web presence are looking for ways to better serve their customers online. In this session, Matt Carleo provided practical tips on how you can move (more of) your customers online.

Why partner with Sana: Partnerships 101,
Ryan Steigerwald, Manager, Partnerships North America

Sana Commerce’s trusted partners are in a unique position to leverage our platform to drive more business. But, with Sana, you’re also able to help your customers win more business by adding e-commerce to your product offering and allowing them to reap the benefits of an online sales channel.  Ryan Steigerwald provides a comprehensive overview of what partnering with Sana Commerce looks like, what you can expect, and how we keep you always-armed with knowledge and expertise through updated content and support from our team.

Customer session: Retain, engage, and grow your customer base,
Roberto Najera, Customer Success Manager

Business is not just about transactions. At the end of the day, people work with people. Learn how the right type of engagement will help you to retain and grow your customer base, and even create a solid group of brand ambassadors for your company.

5 essential steps to take when you are going D2C,
Sander Berlinski from ISM eGroup

The current business models of B2B companies are under pressure due to how significantly COVID-19 has disrupted the market. Shifting focus and changing business models from B2B to D2C is sometimes even necessary to survive as an organization. But direct delivery to the end-user is not so easy… Think about the challenge of selling one piece instead of doing bulk fulfillment? Or potential conflict with your channel partners? Sander Berlinski explains the five essential steps to take when you are going D2C.

How to qualify and sell Sana [+ demo],
Mike Brenneman, Channel Sales Manager 

Organizations want to focus their attention on business expansion, but many are bogged down by the hassle of having to integrate the software and connectors that make up their complex e-commerce ecosystem. Especially when handling large-scale accounts, businesses want to minimize manual workloads and maximize automation. This is integrated e-commerce’s sweet spot.

Still, many organizations are turning to shopping cart software or interfacing solutions: approaches that create more siloes, are traditionally kept separate from the ERP, and require data synchronization and replication. That doesn’t have to be the case. Discover how you can identify the prospects that can benefit most from adopting Sana.

How to improve your e-commerce with e-mail marketing,
Clare Walker from DotDigital

Do you want to know the secret to increasing the share-of-wallet of your customers? It’s a personalized e-mail marketing strategy. DotDigital explains how to launch a winning e-mail marketing strategy for your company.

Sales tax considerations for B2B sellers,
Melissa Craig from Avalara

COVID-19 has affected everything from buying habits to business operations, and even tax policies.

In this presentation, you will learn what’s changed in the world of sales tax in the first half of 2020 and the specific challenges that can plague B2B businesses leveraging e-commerce. We’ll reveal key considerations to keep in mind before launching your online store, and steps to quickly establish your e-commerce presence and continue attracting customers.

Laying the foundation for e-commerce,
Harry McCarthy from inRiver

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Configure complex products easily with the e-Con Solutions CPQ-eCommerce Connector,
Peter Willemse from e-Con Solutions

B2Bs are increasingly looking to shorten sales cycles and deploy self-service features to deliver superior customer experiences. The challenge has been to offer unbreakable yet robust, user-friendly interfaces that can meet the expectations of B2C applications, all while supporting highly technical, high-value purchases. Today, e-Con Solutions and Sana can offer a streamlined, out-of-the-box integration that meets this need, integrating Sana shopping with e-Con configuration. Discover how your business can offer easily configurable products with the relevant models in the Sana web store.

The most important KPIs for your B2B web store to optimize conversion,
Don Martin, Channel Sales Manager

B2B e-commerce success starts with setting the right targets and underlying KPIs. Our Sana customer success managers, Rowdy and Piotr, have collected (based on their extensive experience) the most important performance indicators for your B2B web store and gathered tips on how to guarantee more conversions online.

How to become a more agile and scalable organization,
Giovanni Nigris, Channel Sales Manager

The B2B buying landscape is increasingly reflecting the 24/7 consumer world. Customers expect speed and accuracy, as well as digital and in-person touchpoints. While this ongoing trend has already forced B2B companies to rethink their sales model, the COVID-19 pandemic is likely to accelerate this. Giovanni Nigris explained how your B2B sales organization can work in a more agile way and how technology can help you to be more scalable.

Customer Panel: Establish internal alignment and best practices,
Century Martial Arts, LabelMaster, Amerex-Fire

It can be difficult to get the buy-in for e-commerce throughout your entire organization. There might be conflicting interests, targets — or perhaps your organization is simply on the more traditional side. In this session, our panel discussed the challenges they faced in their e-commerce journey and their best practices to get everyone on board (and create better internal alignment).