B2B eCommerce Show

Justin King
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Welcome to The B2B eCommerce Show – a hub for leaders, innovators, industry experts, and newbies to explore the fast-paced world of digital commerce. Hosted by respected thought leader Justin King, this podcast delves into the strategies, challenges, and successes shaping how manufacturers, distributors, and service providers thrive online. Each episode features insightful conversations, practical advice, and compelling stories from pioneers driving digital transformation in the B2B eCommerce ecosystem. Whether you're embarking on your first eCommerce project, scaling a digital strategy, or staying ahead of market shifts, this podcast is your guide to navigating digital successfully.

  1. 4d ago

    They Know the Problem, Not the Part Number with Kristina Harrington

    Kris Harrington is CEO and co-founder of GenAlpha Technologies, where she helps manufacturers and dealers move from static, physical support to connected digital experiences, spanning product configurators, eCommerce, warranty management, and interactive manuals. Her path started in the US Navy as a machinist mate, then took her through Bucyrus International (later acquired by Caterpillar), moving from financial analyst into parts, service, and equipment sales. Jason Hein sat down with Kris for his first episode hosting the B2B eCommerce Show to dig into a question most B2B websites still can't answer: what happens when a customer knows their problem but not their solution. Kris breaks down why the industry has mastered transactional parts support while still struggling to help buyers who show up with a symptom instead of a part number, and how AI and connected data can turn scattered manuals and tribal knowledge into something a technician can query in real time. They also get into what happens to experienced salespeople once routine work is automated away, and why aging-out institutional knowledge is quietly one of the biggest risks in B2B today. Kris closes with a reflection on her own career: the years GenAlpha spent building a strong product without marketing it, and why she wishes she'd raised her hand sooner. Key idea: the part number was never the hard problem. Helping someone find the part number they didn't know they needed is.

  2. Sep 1

    The Great ERP Split with Dylan Telford and Rutvee Shah

    Dylan Telford spent more than 20 years across store, digital, and supply chain operations at major omnichannel retailers before moving into consulting, where he now leads Order Operations at Aries Solutions, a systems integrator based in Columbus, Ohio, with teams spanning the US, Canada, India, and Latin America.  Rutvee Shah has spent 14 years building and scaling SaaS platforms for eCommerce and order management, and now leads product at Kibo, a B2B commerce platform built for manufacturers, distributors, and wholesalers running complex, high-volume operations. Justin King sat down with them both to work through a question that comes up constantly in manufacturing and distribution: when a company's ERP starts straining under the weight of order routing, fulfillment logic, and inventory decisions, does the answer really mean ripping it out, or does it mean rethinking what the ERP should own in the first place? They get into why the ERP remains (and should remain), the system of record for finance, why decades of stacking operational complexity on top of it quietly drives up a company's cost in people rather than software, and what a modern order management system actually does once that complexity moves out, from real-time inventory visibility to rules that protect priority accounts when supply runs short.  Dylan and Rutvee also walk through the fulfillment challenges that rarely come up in a B2C conversation, including multi-location consolidation, contract-specific shipping requirements, and minimum shipment thresholds, along with the reverse logistics side of B2B that most platforms weren't built to handle. The conversation closes on AI, where Rutvee draws a hard line between AI as a recommendation layer and AI as a decision-maker, and Justin pushes back with a case for phasing in trust the same way you would with a new employee. Key idea: the ERP still works fine, but companies have been loading it up with jobs it wasn't built to do. Moving order management into a separate system fixes that.

  3. Aug 18

    What's Real and What's Theater in B2B eCommerce with Wayne Teigen

    Wayne Teigen studied international business right as eCommerce first hit the scene, then spent years implementing IBM WebSphere Commerce for companies across South America before the region had caught up to what was happening in the US. He now leads Enterprise Strategy and Solutions at Intershop Communications, one of the longest-standing eCommerce platforms in the world and the company credited with building the original online shopping cart. Justin King sat down with Wayne to talk through nearly 30 years of B2B eCommerce history and the two things Wayne says actually separate a platform that works from one that doesn't: honesty during the selection process, and a clear read on where AI creates real value instead of theater. They get into what actually makes B2B commerce different from B2C, why analyst reports and RFPs only tell part of the story, why Intershop answers RFPs with full commentary even when it costs them in scoring, and how B2B account structures like approval workflows, punchout, and contract pricing get missed by software built for a single buyer. Wayne also breaks down the test he uses to separate real AI capability from repackaged automation, walks through Intershop's photo-to-part-number product search and its back office copilot for merchants, and previews what's ahead for B2B eCommerce World in Indianapolis. Key idea: technology rarely breaks first. Processes do, then ownership, then trust.

  4. Jul 30

    Why Most B2B AI Fails with Graham Lubie

    Graham Lubie started his career at Accenture before moving into strategy and marketing leadership roles in technology, and now leads the digital group at THE·TEAM, the parent company behind Cadent Commerce, a B2B-focused practice built to help manufacturers and distributors navigate eCommerce and digital transformation. Justin King sat down with Graham to talk through the AI enablement pyramid, a three-layer framework Graham's team built after watching client after client stall out at the same stage of AI adoption. They get into why most manufacturers and distributors are still treating AI as personal productivity instead of a business enabler, what it actually takes to get clean data and connected systems in place before any AI agent can do useful work, how agentic workflows can become a real differentiator once that foundation is solid, and why board-level pressure to "do something with AI" so often produces bolt-on features instead of a real strategy. Graham also talks about what he calls AI slop, the risk of publishing AI output without review, and the hygiene scorecard his team built to catch it before it reaches a client. He and Justin close out the conversation with a direct answer to the question every service provider is getting asked right now: will AI replace agencies and consultants? Key idea: AI does not replace expertise, it raises the price of not having it.

  5. Jul 28

    The Work Behind Executive Alignment with Adrienne Hartman

    Adrienne Hartman started her career as a COBOL developer, helped Lands' End navigate the earliest days of B2B e-commerce, and has spent the last 19 years building the marketing and digital commerce engine at J. J. Keller & Associates, growing her team from six people to 175 along the way. Justin King sat down with Adrienne to talk career growth, sales alignment, and what it actually takes to run digital commerce at a company built on both physical products and complex compliance services. They get into why J. J. Keller doesn't need to care whether a customer orders by phone or online, how sales reps get full credit for digital orders even when they never touch them, what it took for Adrienne to earn a seat at the executive table after starting as a developer, and why she talks to the head of sales more than once a day just to keep the two functions moving together. Adrienne also talks about what nearly a year of mentorship from her predecessor taught her about succession planning, why events remain one of J. J. Keller's strongest growth tools even in a digital-first world, and what she'd tell anyone trying to build trust between a sales team and a digital channel. Key idea: alignment is not a project you finish, it is a habit you keep.

  6. Jul 23

    The Architecture Behind Decomposable Commerce with Sasha Siniouguine and Evgeny Grigul

    Evgeny Grigul is co-founder and Chief Operating Officer of Virto Commerce, and Sasha Siniouguine is the company's co-founder and CEO. Between them they have spent more than two decades building B2B eCommerce platforms. Sasha built his first eCommerce store in 2002. Evgeny spent years running one of Alibaba's largest foreign partner marketplaces. Since founding Virto in 2011, they have built enterprise commerce systems for companies like Heineken, Bosch, and Volvo. Justin King sat down with Evgeny and Sasha to talk about the problem hiding underneath most digital transformation pitches: reducing friction and speeding up orders sounds simple, but for manufacturers and distributors, going digital doesn't remove complexity. It just moves it somewhere else. Evgeny explains why copying a B2C shopping experience into a B2B environment almost always fails, and why the real starting point is treating B2B as self-service built around what actually slows a customer down. Sasha walks through what happens when that complexity resurfaces, whether it lands in a company's workflows, its intellectual property, or scattered across departments, and why the goal isn't removing complexity but keeping the technology from adding more of it. They also get into where complexity actually lives in a commerce platform: the edges. Custom pricing, partial shipments, credit limits, and the exceptions that never show up in a sales demo. Evgeny breaks down Virto's atomic architecture, built so any piece of the platform can be replaced without disrupting the rest, and Sasha explains why unhandled edge cases are where project budgets quietly balloon, sometimes by ten or a hundred times the original cost. Key idea: Digital transformation doesn't eliminate complexity. It relocates it, and the platforms that win are the ones built to absorb wherever it lands next.

  7. Jul 16

    Why B2B Loyalty Isn't About Discounts with Dechay Watts

    Dechay Watts is the VP of Digital Marketing Services at Smith Commerce, a performance commerce agency helping brands scale digital sales and transformation across the customer lifecycle. She began her career in PR before moving into SEO and content strategy, co-founding SPROUT Content, a national content marketing agency later acquired by WPP, and has spent more than 20 years studying how B2B companies actually earn repeat business, and why most of the data and technology they buy to do it never gets used. Justin King sat down with Dechay to talk about the problem hiding underneath every conversation about loyalty, personalization, and customer data: most B2B companies have the tools, but nobody has activated them. Dechay explains why B2B loyalty has almost nothing to do with points or rebates, and everything to do with removing friction from a customer's day to day operations. She walks through why procurement teams stay loyal to suppliers who make their jobs easier rather than ones offering the best discount, why companies keep investing in customer data platforms without a plan for what to do with the data once it's centralized, and the real difference between a CDP and a CRM. They also get into the difference between segmentation and true personalization, how AI agents are starting to take over the pattern recognition that loyalty programs depend on (reorder timing, service windows, inventory alignment), and what it actually looks like to personalize for a buying committee instead of a single buyer. Key idea: Loyalty isn't a program you add on. It's what's left when you've made a customer's job easier than anyone else will.

  8. Jul 10

    The Reason Commerce Projects Stay Stuck with Radu Munteanu

    Radu Munteanu is the Founder & CEO of Luminos Labs, a B2B commerce systems integrator specializing in the technical complexity of mid-to-large distributors. Born and raised in Romania, he built his delivery team there over 16 years, one engineer at a time, and has spent his career studying why commerce execution gets heavier over time — and what to do about it. Justin King sat down with Radu to talk about the problem hiding underneath every conversation about product data, AI, and platform strategy: nobody is fixing how they execute. Radu explains why system integrators are structurally incentivized to add roles, meetings, and deliverables rather than outcomes, and why most clients never push back. He walks through what it actually looks like when a project team loses sight of why they're doing what they're doing, why the same industry problems keep getting rebranded through new lenses every few years without getting solved, and how Luminos built a model around radical transparency — including weekly reports that break down AI-generated versus manually written code, line by line, per team member. They also get into what clarity actually looks like inside a commerce project, why complexity isn't the enemy but noise is, and what manufacturers and distributors should be demanding from their integration partners right now. Key idea: Every company knows what needs to be done. The ones that win are the ones that actually execute.

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About

Welcome to The B2B eCommerce Show – a hub for leaders, innovators, industry experts, and newbies to explore the fast-paced world of digital commerce. Hosted by respected thought leader Justin King, this podcast delves into the strategies, challenges, and successes shaping how manufacturers, distributors, and service providers thrive online. Each episode features insightful conversations, practical advice, and compelling stories from pioneers driving digital transformation in the B2B eCommerce ecosystem. Whether you're embarking on your first eCommerce project, scaling a digital strategy, or staying ahead of market shifts, this podcast is your guide to navigating digital successfully.

Information

  • Creator
    Justin King
  • Years Active
    2025 - 2026
  • Episodes
    53
  • Rating
    Clean
  • Copyright
    © 2026 B2BEA, LLC
  • Show Website
    B2B eCommerce Show