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. 1d ago

    Make Aftermarket Parts Easy to Find with Anna Harkins

    Anna Harkins is the General Manager of CDS Visual, a visual-first engineering and commercial experience platform that helps manufacturing OEMs grow aftermarket revenue and speed up quote-to-order cycles. She began her career in the chemical, automotive, and food service equipment industries, so she knows what it feels like when a line goes down and nobody can name the part. Jason Hein sat down with Anna to explore how OEMs can win back aftermarket parts sales by making parts easier to find and easier to buy. Anna explains why complex equipment benefits most from visual parts identification, and why many manufacturers are losing a large share of genuine part sales to third-party suppliers. She walks through how a buyer can enter a serial number, see a 3D rendering, identify the failed component, and order it online without making a phone call. Manufacturers with only 2D documentation can offer the same experience by converting legacy PDF manuals into drawings with clickable hotspots. Anna and Jason also discuss how dealers and distributors fit into the picture. Partner Exchange gives partners pricing, inventory, and shipping details in one place, while the complexity stays behind the scenes. The conversation closes with a practical look at the data manufacturers already have, and why retiring experts make this the right time to capture parts knowledge in systems. Key idea: Make it easy to find the part and easy to buy it, and your aftermarket revenue stays with you.

  2. 2d ago

    Taking Orders Off the Notepad with Ethan Giffin

    Ethan Giffin has spent nearly two decades helping mid-market manufacturers and distributors modernize how their customers buy. He founded Groove Commerce in 2007, relaunched it as The B2B eCommerce Agency in Baltimore, and wrote Closing the Digital Revenue Gap. Justin King sat down with him to dig into a question many manufacturers haven't asked themselves: if the factory floor runs on sensors and AI, why do orders still come in on notepads, spreadsheets, and fax machines? They get into revenue blind spots, the friction that quietly sends customers to suppliers who are easier to buy from. By Ethan's estimate, a phone order can cost $50 to $70 to process, while the same order placed online costs $3 to $5. Ethan explains why he gets IT, marketing, finance, operations, and sales into one room before any technology is chosen. He also shares why customer service leaders often tell stories the CEO has never heard. The conversation closes on AI, where Ethan points to real returns in catalog building and product search, and Justin makes the case that AI can't be a separate strategy. Key idea: digital commerce is a revenue channel that touches every department, and it works when the whole company is aligned before the build starts.

  3. Sep 30

    The Phantom Capabilities of B2B Tech with Slava Kravchuk

    Slava Kravchuk is CEO of Atwix, a B2B eCommerce agency that has grown from a one-man open-source shop into a fifty-person team across ten countries, implementing platforms and building AI and automation solutions for B2B companies across the US, Canada, and Europe. Jason Hein sat down with Slava to unpack why choosing an eCommerce platform is only half the decision, and why the implementation partner might matter more. Slava breaks down what actually separates a good SI from a bad one: real experience with your industry, your product, your customers, and your ERP, not just a logo on their website. They dig into why every technology pitch now comes wrapped in AI hype, how to cut through vendor noise that's increasingly AI-generated on both sides of the table, and why the smartest move for most B2B companies isn't a big-bang replatform but a fast, focused release that proves value before you scale. They also tackle the system nobody wants to touch: the legacy platform kept alive by one person who understands how it's wired, and what happens when that person, or the vendor's support, disappears. Slava makes the case for facing end-of-life risk head-on rather than waiting for a crisis to force the decision. Key idea: The platform can be perfect and the project can still fail. The partner is the variable that actually determines the outcome.

  4. Sep 22

    The Real Fake Scarcity in B2B with Sean McAuliffe

    Sean McAuliffe spent 20 years in wholesale distribution, building a car-key and locksmith supply business from a couple hundred dollars into an eight-figure company before selling to private equity in 2019. Along the way he ran sales, purchasing, picking, packing, and marketing, and later served as CMO for the company that acquired his business. Jason Hein sat down with Sean to challenge one of B2B's favorite excuses: "my customers won't respond to that." Sean makes the case that the person placing a B2B order is the same human who shops for themselves after 5pm, and that consumer tactics like flash sales and urgency work just as well in wholesale distribution, sometimes better. He walks through the Thursday flash sales he ran that trained an entire customer base to watch their inbox, why the cutoff had to be real ("real fake scarcity"), and what happened to average order size once buyers were on the site. They also get into why every recorded sales call is an untapped FAQ database, how to turn scattered application knowledge into something AI can actually use, and the simple math that shows how many people a website can reach compared to a sales team, no matter how good that team is. Key idea: if you're going to manufacture scarcity, it has to be real fake scarcity.

  5. Sep 15

    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.

  6. 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.

  7. 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.

  8. 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.

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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
    57
  • Rating
    Clean
  • Copyright
    © 2026 B2BEA, LLC
  • Show Website
    B2B eCommerce Show