Day 1: 7 December 2016

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A demonstrated leader with a commercial mindset and experience from Brand and Marketing Communications, Business Development, Project Management and Business Control. Annika is famous for having been a key actor in the widely applauded Volvo Truck campaign “The Epic Split”. Passionate about how a strong brand contributes to profi tability, Annika knows the secrets behind executing a successful price increase. Eric is responsible for ERIKS’ digital marketing and sales strategy with a holistic approach that includes supply chain, business strategy and manufacturing. He has created a unique approach to achieving growth through ERIKS’ online portal. Philippe specialises in strategy & business development, sales excellence, people & project management, and business improvement at Air Liquide. In this interactive panel that includes roundtable discussion groups, Annika, Eric and Philippe will brainstorm:

• Can mid to large scale organisations function like start-ups in terms of digital offering?
• If technology is an enabler, is organisational structure a must?
• Are legacy brands condemned to renounce digital agility?
• From the waterfall approach to the scrum way, what can companies do?
• When innovating and thinking outside the box, can digital deployment occur in weeks instead of months?
• How to turn the back-office into a responsive and changing environment in support of the digital value proposition
• How do pilot projects and pilot tests nurture digital agility?

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Rob is responsible for development and implementation of enterprise-wide product information management strategies at Codifyd’s Fortune 500 B2B clients. His understanding of the evolution of modern distribution and focus on innovative streamlining of supplier/ distributor relationships makes Stowell a pragmatic change agent who drives results for his clients and for the B2B market. Rob has 20 years of experience with product information management technologies and processes, and has led dozens of successful projects at Codifyd for clients such as MSC Industrial, Essentra, Travis Perkins, and Mondelez.

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• How the cloud removes the need to set up a new digital environment and supports speed of innovation
• Does the cloud foster the emergence of start-up disruptors? And should you be concerned?
• Tests and trials in the cloud environment: what does it look like?

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1. How to create an excellent customer experience and why it is the USP of the future (Full)

In an exclusive setting we will be exchanging opinions, experiences and vision during the round table session, discussing the impact of customer experience on:

• B2B e-commerce and how CX will be the future unique selling point in B2B

• Increasing customer satisfaction by offering convenience/value through digital services

• Organizational challenges, how to implement solid digital governance in B2B organizations

Ferry Meijndert, CEO, Evident

FULLY BOOKED. Please contact Mascha Tamarinof ( 316 5266 7622 or tamarinof@evident.nl) for alternative options.

2. What can B2B Manufacturers and Distributors learn from B2C Digital Experiences?

Ed Rademeyer, Solutions Engineer, Usablenet

3. How to Manage the Digital Disruption of the Manufacturing Sales Cycle

• The long sales cycles and complex deals that define the manufacturing industry are going nowhere. But we’re now in a world where change is the new normal. This change, underpinned by technological advancement, has created a new reality for business buyers and manufacturers alike.
• But where buyers find themselves liberated, and less reliant on sales teams and local suppliers, businesses keen to grow market share (or even maintain share) find a new reality where the power and relevance they once took for granted has disappeared.
• It's no longer possible for manufacturers to tell their customers and prospects that they are the best option. Buyers are estimated to be anywhere between 60 and 80 per cent of the way through the buying journey before engaging with sales representatives. And when you factor in the global options now available to buyers, the challenge can start to feel overwhelming. But help is at hand, and it comes in the guise of the marketing department.
• Marketing is sales’ secret weapon, and the avenue through which manufacturers can seize back some control in the buying cycle.

Thomas Weyand Regional Sales Director Marketo

4. How to Empower your Customers with Digital Services and Stay Ahead of the Competition

• How to differentiate your business with Customer Experience (what are the practical tool you can use).

• The services surrounding your core proposition must be better then those of the competition

• Especially in B2B a lot of processes are still offline and self service options -if available- are often part of outdated user-unfriendly systems. In the meantime, your customers experience smooth digital services on a daily base in their private lives (UX standards of B2C have to be the standards of B2B).

Floris Nijdam, Senior Creative Consultant, Mirabeau

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Peter has over 15 years’ experience in the roles of Art Director, Concept Developer and Leader of creative teams. Working with both B2B and B2C projects, his focus has been on the integration of communication concepts throughout international organisations, and the development of visual identity programmes and marketing campaigns. He will address:

• As an executive, what are the options available to stay on top of new technological thoughts?
• What can be learnt from other organisations before cutting edge technology becomes a trend?
• Can B2B organisations leap-frog competition instead of chasing digital trends?
• What is the B2B industry standard in terms of emerging technologies?

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An expert of eCommerce and digital marketing in both the B2B and B2C environment, Thomas heads up the entire digital transformation of the marketing and sales functions at Remmers. A strategist at his core, he is adept at tackling all operational and tactical aspects of the transformation, from IT infrastructure to content marketing via tracking and conversion rates. Passionate about digital marketing, Camille’s expertise lies in digital customer engagement and multi-channel management. Together, Thomas and Camille will discuss:

• When working with hundreds of thousands of SKUs, what are the main ways to design an appropriate and efficient website structure?
• Should user experience be the key focus governing the website structure design process?
• What are the keys to enhance, improve and support SEO using your website structure?
• When working across multiple countries and trying to adapt to local preferences: - How can website structure be optimized? - How can the optimum look and feel be determined?

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Vasuki is building the eCommerce team at Fabory and leading the strategic shift from traditional to digital business models. He is also creating and running a team of digital natives to grow market share and increase revenue for the Fabory business through the online channel. At 3M, Paul is responsible for strategic leadership and implementation of best-in-class digital content and customer experience. He leads a team of 50 web, content, design, print and publishing professionals based throughout Western Europe. Vasuki and Paul will discuss:

• More work and same fee: What is the real incentive for manufacturers to provide better content to distributors?
• Is data the new manufacturer’s online sales person?
• When they ask for “as many details as possible” what do distributors actually mean?
• Is there a way for manufacturers to control or infl uence distributors’ requirements in terms of PIM?
• Is there a way for distributors to give manufacturers access to more customer data?
• Is distributors’ technology a real impediment to sharing sales and customer data with manufacturers?

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The Accenture VIP Think-Tank is your opportunity to discuss the pressing digital issues you’re facing alongside you peers. An agenda of topics will be developed but the main goal is to have an unscripted and candid discussion.

• 15-20 of the industry’s top thought leaders to discuss the future of B2B digital and eCommerce
• By invite-only or subject to evaluation on an individual basis

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Benoit is responsible for Digital & eCommerce Strategy Definition for the group in France; Omnichannel coordination of digital projects; and Sales and Marketing support to partners in the field of eCommerce (Omnichannel Distributors and Pure Players). Before moving into roundtable discussion groups, Benoit and Paul will discuss:

• How can manufacturers get rid of dirty data? What efficient ways exist to clean the master data in support of sound product enrichment?
• Which solutions and platforms exist to support product enrichment and PIM?
• How can manufacturers leverage existing tools to support content?
• How can a true collaborative mind-set exist between manufacturers and distributors to drive customer engagement?

Earley Information Science (Representative tbc)

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B

Yekemi has spent over 11 years in various engineering, technical sales and marketing roles in a B2B environment. Her core expertise lies in developing and implementing methodologies to turn market, customer and competitive intelligence into strategy; new product introduction (NPI) alignment; strategic planning (market sizing estimation/forecasting); voice of customer interviews; and developing diagnostic tools for vertical integration opportunities. Before moving into roundtable discussion groups, she will reveal:

• From social marketing to social selling: why training is key to engaging customers the right way
• Measurement and mapping: what key demonstrators are essential to support social marketing in the B2B environment?
• Imported from B2C, why social selling is a must in B2B with a higher open rate, how is content key in nurturing leads in the B2B sales environment?
• Why is inbound marketing key to circumvent adblockers?
• Beyond awareness creation, how is inbound marketing a cornerstone of the digital strategy?
• How to engage with your customers and make your content relevant to them

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