MarTalks- The #1 Ecommerce and MarTech application podcast

Darrell Rosenstein
MarTalks- The #1 Ecommerce and MarTech application podcast

The Martalks Podcast is the leading source of the information and news from the Composable Commerce, MarTech and supply chain applications industries. Hosted by Darrell Rosenstein, the founder and managing partner of The Rosenstein Group. www.rosensteingroup.com https://www.linkedin.com/company/the-rosenstein-group 

  1. MAR 14

    MarTalks: How to Crack the B2B Marketplace (Without Losing Your Sanity)

    How to Crack the B2B Marketplace (Without Losing Your Sanity) What happens when you mix a passion for B2B eCommerce, a knack for storytelling, and a borderline obsessive drive to educate an industry? You get Justin King, founder of the B2B Commerce Association—and quite possibly the only guy who ranks on the first five pages of Google for "B2B eCommerce." (Seriously, try it.) Justin joined me on MarTalks to share his wild ride through eCommerce, from shouting into the void via his blog in 2007 (hi, Mom and Dad!) to becoming the go-to guy for B2B strategy at companies like 3M, Home Depot, and Granger. Key takeaways from our chat: 🛑 Stop using B2C buzzwords. Telling a distributor about "conversion rates" is like explaining TikTok to your grandfather—it’s not gonna click. 🎯 Build a real B2B team. B2B isn't a side hustle for your B2C sales team. You need specialized sales, marketing, and customer success pros who get the space. 📚 Educate your team. Justin's association literally has a course called "How to Speak Manufacturing 101" because knowing your customer's language isn't a "nice-to-have"—it’s how you close deals. 📱 Ditch the polished corporate videos. Gen Z and Millennials are making B2B buying decisions, and they prefer raw, real, and relatable content. (Think TikTok, not TED Talk.) Justin’s passion for advancing B2B eCommerce is infectious. If you’re selling into this space—or thinking about it—do yourself a favor and start learning the language of your customers. Rosenstein Group: martech & ecommerce executive search Rosenstein Group is the only martech-specialist exectutive search firm. For over 20 years, we've been matching leadership talent in sales, marketing and customer success to pioneering startups in ecommerce, supply chain and sales enablement, and for digital agencies. Our experience with recruiting e-commerce technology leaders for companies like SAP Hybris and Demandware has established us as an authoritative and trusted liaison for startups seeking their first sales leader, and scale-ups on their way to IPO. Visit RosensteinGroup.com to find out more.

    45 min

  2. MAR 9

    MarTalks: Viax

    B2B e-commerce is messy, complex, and full of surprises. But what if there was a way to cut through the noise and actually move fast? In this episode, I sit down with Lorenzo Ramponi, Andrew Martin, and Brendan Gualdoni to talk about: ✅ Why legacy e-commerce systems are a nightmare – and how composable commerce actually makes life easier ✅ How Brendan transformed Wiley’s entire e-commerce stack—without a complete rip-and-replace ✅ Why pricing, subscriptions & CPQ shouldn’t be a separate system—seriously, why is this still a thing? ✅ How VIAX became the secret weapon for digital transformation (hint: it’s more than just headless APIs) ✅ What big-name platforms like Salesforce Commerce don’t do well—and why VIAX fills the gap 💡 Takeaway: The fastest way to win in B2B e-commerce? Break down silos, move fast, and stop waiting for outdated tech to catch up. 🎧 Listen now! 🔹 Are you stuck with a legacy platform that’s slowing you down? Let’s talk! ⬇️ #MarTalks #ComposableCommerce #B2BEcommerce #DigitalTransformation #EnterpriseTech Rosenstein Group: martech & ecommerce executive search Rosenstein Group is the only martech-specialist exectutive search firm. For over 20 years, we've been matching leadership talent in sales, marketing and customer success to pioneering startups in ecommerce, supply chain and sales enablement, and for digital agencies. Our experience with recruiting e-commerce technology leaders for companies like SAP Hybris and Demandware has established us as an authoritative and trusted liaison for startups seeking their first sales leader, and scale-ups on their way to IPO. Visit RosensteinGroup.com to find out more.

    52 min

  3. FEB 16

    MarTalks: Cracking the Code for those first deals: Enterprise Sales for Startups

    In the latest *MarTalks* episode, I had the privilege of hosting three enterprise sales powerhouses—Brad Habansky, Chris Sterbenc, and Brian McGlynn—to discuss one of the most daunting challenges for startups: landing that first big deal. These seasoned pros shared their war stories, scars, and hard-earned wisdom on navigating the complexities of enterprise software sales. Here’s what stood out:   --- ### **🔍 Selling Innovation is Hard Work** Brad Habansky recounted his early days at CommerceTools, introducing "composable commerce" to a U.S. market that had no idea what it was. Before he could even pitch flexibility or scalability, he had to convince prospects why they should trust the cloud—a revolutionary concept at the time. His journey was a masterclass in persistence, education, and rapid iteration.   --- ### **📈 Iteration is Key** Chris Sterbenc shared how selling for startups often requires constant refinement of your pitch. Early on, parts of his presentations fell flat (I hate it when that happens) —but by analyzing what resonated with prospects, he adapted quickly. As he put it, “One bullet point on slide five might eventually become half your deck.” Rapid iteration isn’t just helpful—it’s essential.   --- ### **🛠️ The Right Team Makes All the Difference** Brian McGlynn emphasized the importance of hiring entrepreneurial sales talent who can navigate uncharted territory. “Your first hire isn’t just a salesperson—they’re an explorer,” he said. But it doesn’t stop there; investing in marketing and technical support is equally critical to set that salesperson up for success in a competitive market.   --- ### **🚀 Leveraging Accelerators** Chris also highlighted how startup accelerators like Plug and Play and Engage are game-changers for startups looking to break into enterprise accounts. These programs provide access to innovation teams at Fortune 500 companies, opening doors that are often shut to smaller players.   --- ### **💡 Key Takeaways for Founders**   1️⃣ **Educate Your Market:** Selling a new concept often starts with teaching prospects why they need it in the first place which requires marketing to prepare the ground for sales 2️⃣ **Iterate Quickly:** Be ready to refine your pitch after every meeting until it clicks. Encourage experimentation and celebrate those failures!  3️⃣ **Find the Right Talent:** Your first sales hire needs grit, curiosity, and an entrepreneurial mindset to succeed in uncharted waters, like a pirate…😊 4️⃣ **Invest in Marketing:** A strong digital presence is non-negotiable when 70% of the sales cycle happens before a prospect even talks to you.   5️⃣ **Leverage Accelerators:** Programs like Plug and Play can help startups land pilots with major brands and expand into enterprise accounts.  --- Closing that first deal is tough—it’s a gauntlet of education, iteration, and persistence. But as Brad, Chris, and Brian reminded us, it’s also one of the most rewarding milestones for any startup.   💡 What strategies have worked for you when closing your first big deal? Let me know in the comments!    #MarTalks #EnterpriseSales #Startups #ComposableCommerce Rosenstein Group: martech & ecommerce executive search Rosenstein Group is the only martech-specialist exectutive search firm. For over 20 years, we've been matching leadership talent in sales, marketing and customer success to pioneering startups in ecommerce, supply chain and sales enablement, and for digital agencies. Our experience with recruiting e-commerce technology leaders for companies like SAP Hybris and Demandware has established us as an authoritative and trusted liaison for startups seeking their first sales leader, and scale-ups on their way to IPO. Visit RosensteinGroup.com to find out more.

    53 min

  4. FEB 14

    Martalks E-Commerce Innovation with Eli Finkelshteyn, Founder of Constructor

    Martalks E-Commerce Innovation with Eli Finkelshteyn, Founder of Constructor** In the latest *MarTalks* podcast episode, I had the pleasure of sitting down with Eli Finkelshteyn, the founder of Constructor, to talk about how *real* innovation in e-commerce isn’t just about flashy features—it’s about leveraging technology to drive actual business outcomes. Spoiler alert: Eli and his team are doing just that, and then some.   Here’s why Constructor’s technology is one of the most wildly successful and widely adopted composable solution:  --- ### **🔍 Reinventing Search with Data Science** Eli’s journey into e-commerce started with a frustration we can all relate to: stinky search engines that don’t deliver. Legacy tools like Elasticsearch and Solr were fine for basic queries, but they couldn’t prioritize what really matters—conversions and revenue. So, Eli built Constructor to deliver just that, and oh boy does it hit the cover off the ball. By leveraging clickstream data and machine learning, Constructor optimizes search and discovery experiences to ensure shoppers find what they want *and* businesses see measurable results.   --- ### **📈 Real-World Wins** - **Sephora:** What started as a small implementation for Sephora’s U.S. iOS app quickly snowballed into a global rollout across platforms, languages, and even email recommendations. Why? Because Constructor kept winning A/B tests by delivering higher conversions and revenue per visit.   - **Recommerce Marketplace:** For a secondhand clothing platform, Constructor delivered a 5.5% lift in search conversion rates while also boosting average order value (AOV) and revenue per visit (RPV). That’s not just incremental improvement—that’s game-changing.   --- ### **🤖 AI That Actually Works** Let’s talk about Constructor’s AI Shopping Assistant. Unlike generic tools that spit out irrelevant results, this assistant handles complex queries like “What should I buy for camping with kids?” with ease. It doesn’t just answer questions; it integrates seamlessly into existing systems, giving even smaller players the ability to compete with giants like Amazon.   --- ### **🧩 Composable Commerce Done Right** Eli is a big believer in composable architectures—but he’s also realistic. He sees composable solutions as tools that should empower businesses, not overwhelm them. Constructor’s API-first approach allows companies to replace legacy systems like Endeca or Solr in record time (we’re talking as little as nine days to go live for the win!) while delivering immediate revenue impact.   ---  ### **🎨 Balancing Tech with Creativity** While AI is great at automating the grunt work—like managing synonyms or correcting misspellings—Eli reminds us that human creativity is still king when it comes to merchandising strategies and brand storytelling. Think Walmart’s iconic pickup truck display; no algorithm could replicate that kind of magic.   ---  ### **🚀 Moving the Needle** At its core, Constructor isn’t just about technology—it’s about the ROI. From their unique proof schedule (showing ROI before clients commit) to their 98.5% retention rate over three years, Eli and his team have built a p Rosenstein Group: martech & ecommerce executive search Rosenstein Group is the only martech-specialist exectutive search firm. For over 20 years, we've been matching leadership talent in sales, marketing and customer success to pioneering startups in ecommerce, supply chain and sales enablement, and for digital agencies. Our experience with recruiting e-commerce technology leaders for companies like SAP Hybris and Demandware has established us as an authoritative and trusted liaison for startups seeking their first sales leader, and scale-ups on their way to IPO. Visit RosensteinGroup.com to find out more.

    54 min

  5. FEB 13

    MarTalks - Alex Hase and the Marketplace Magic with Mirakl

    ** Alex Hase and the Marketplace Magic with Mirakl** 🎙️ *What happens when you mix entrepreneurial grit, a love for building teams, and a passion for eCommerce innovation? You get Alex Hase, CRO of Mirakl, and one of the most dynamic leaders in the marketplace revolution and an awfully nice fellow.   In my latest MarTalks episode, Alex brought us along his trek in eCommerce—from joining his first startup at 28 to leading Mirakl’s Americas division through explosive growth. His career has spanned everything from pre-revenue startups to scaling global teams at companies generating hundreds of millions in revenue. Alex lives to build—whether it’s a team, a strategy, or a new market.   Here are the high points:   1️⃣ **Entrepreneurial DNA**: Alex thrives in environments where he can roll up his sleeves and build from scratch. Whether it’s designing go-to-market strategies or assembling high-performing teams, he’s done it all—and isn’t afraid to be the first one carrying the bag.   2️⃣ **Marketplaces Are Transforming Retail**: Under Alex’s leadership, Mirakl has surpassed $10 billion in GMV and onboarded iconic brands like Nordstrom, Bloomingdale’s, and Christian Louboutin. Why? Because marketplaces empower retailers to expand assortments, build brand partnerships, and unlock new revenue streams—all while giving consumers more choice and control.   3️⃣ **Luxury Loves Control**: Lux brands are digging Mirakl because their marketplace model allows them to maintain control over pricing, merchandising, and brand storytelling. For Nordstrom, this means each and every luxury brand gets a full expression consistently across all channels.  4️⃣ **Retail Media Is the Next Big Thing**: Alex is spearheading Mirakl’s push into retail media—it’s game-changing brand-new revenue stream that democratizes ad inventory for smaller brands while delivering relevant ads to consumers. Who doesn’t love a win-win-win for retailers, brands, and shoppers! 5️⃣ **Curiosity Feeds The Cat**: Alex thinks his success is due to his insatiable need to geek out on new industries and tech. If it’s cutting edge, he’s got the paper cuts, and he hasn’t change since those early days of SaaS or diving into cross-border eCommerce at Flow Commerce (later acquired by Global-E), he’s always been driven by a desire to learn, adapt and change his spots.  Alex’s story is one of transformational leadership and extraordinary outcomes, along with a really great attitude. If you’re considering how marketplaces or retail media could transform your business, now is the right time to explore these opportunities.   💡 What do you think? Are marketplaces part of your strategy for 2025? Let me know in the comments!   #MarTalks #Marketplaces #ComposableCommerce #Leadership Rosenstein Group: martech & ecommerce executive search Rosenstein Group is the only martech-specialist exectutive search firm. For over 20 years, we've been matching leadership talent in sales, marketing and customer success to pioneering startups in ecommerce, supply chain and sales enablement, and for digital agencies. Our experience with recruiting e-commerce technology leaders for companies like SAP Hybris and Demandware has established us as an authoritative and trusted liaison for startups seeking their first sales leader, and scale-ups on their way to IPO. Visit RosensteinGroup.com to find out more.

    42 min

  6. 12/02/2024

    MarTalks Episode 30- Generative AI with Nat Pavic and Liesel Walsh

    Nat Pavic from Salesforce Commerce and Liesel Walsh who led marketing teams at  Boston, Proper, Party City, Petco and Restoration Hardware shared their extensive backgrounds in the industry and their evolving relationship with customer data as new technologies have come online to address and service their customers. The emergence of digital twin technology, which modernizes product management by providing dynamic data aggregation, thereby enhancing the understanding of product lifecycles and customer experiences was explored. We discussed the role of generative AI in e-commerce and its ability to save labor and create new opportunities. Generative AI can generate product images and improve presentation based on a customer’s browsing behavior, while also crafting product descriptions that align with customer search terms making them both easier to publish and be located by shoppers. Gen Ai further aims to improve shopping experience by bridging the gap between brand language and customer understanding.  We then turned to sustainability, and the practical impact of recommerce. luxury brands have been the first real beneficiaries of recommerce with popular sites The Real Real and Poshmark paving the way. Recommerce can also help brands increase profitability and inventory management, engage customers and enhance brand storytelling through those long tail relationships. Challenges remain in authenticating low-value items, vs. luxury brands.  The potential for brands to utilize NFTs, to enhance customer engagement, upsell, service and repair are unprecedented and available today.  Gen AI will take those legacy brand recommerce customers engaged through the creation of ever more personalized customer experiences in a market with increasing product scarcity. Our moonshot of the segment was the discussion of how retailers and brands could adopt a green score to inform consumers about product recyclability and carbon footprints. Consumers have shown that they willing to pay a premium for quality sustainable products, and that will help retailers maintain their margins with those offerings.  Rosenstein Group: martech & ecommerce executive search Rosenstein Group is the only martech-specialist exectutive search firm. For over 20 years, we've been matching leadership talent in sales, marketing and customer success to pioneering startups in ecommerce, supply chain and sales enablement, and for digital agencies. Our experience with recruiting e-commerce technology leaders for companies like SAP Hybris and Demandware has established us as an authoritative and trusted liaison for startups seeking their first sales leader, and scale-ups on their way to IPO. Visit RosensteinGroup.com to find out more. Rosenstein Group: martech & ecommerce executive search Rosenstein Group is the only martech-specialist exectutive search firm. For over 20 years, we've been matching leadership talent in sales, marketing and customer success to pioneering startups in ecommerce, supply chain and sales enablement, and for digital agencies. Our experience with recruiting e-commerce technology leaders for companies like SAP Hybris and Demandware has established us as an authoritative and trusted liaison for startups seeking their first sales leader, and scale-ups on their way to IPO. Visit RosensteinGroup.com to find out more.

    51 min

  7. 10/17/2024

    Mars x Valtech, on composable transformation, with Kyle Barz and Casper Rasmussen.

    This episode of Martalks features Casper Rasmussen, global VP of Valtech and president of the MACH Alliance, and Kyle Barz, global head of technology for Mars. They discuss their collaboration, and how Valtech helped Mars to transform their ecommerce architecture and adopt a composable model. Read more about this episode on the Rosenstein Group blog: https://bit.ly/4eIWPqA Rosenstein Group: martech & ecommerce executive search Rosenstein Group is the only martech-specialist exectutive search firm. For over 20 years, we've been matching leadership talent in sales, marketing and customer success to pioneering startups in ecommerce, supply chain and sales enablement, and for digital agencies. Our experience with recruiting e-commerce technology leaders for companies like SAP Hybris and Demandware has established us as an authoritative and trusted liaison for startups seeking their first sales leader, and scale-ups on their way to IPO. Visit RosensteinGroup.com to find out more.

    41 min

  8. 09/06/2024

    Personalization for ecommerce with Anabel Maldonado, founder and CEO of PSYKHE AI

    Today, early ecommerce personalization tools can limit the customer’s ability to shop the full depth and breadth of a catalog on a merchant’s website – leaving a lot of incremental revenue untapped. PSYKHE AI is a recommendation engine designed to solve this exact problem. Alongside standard personalization functionality, it also personalizes ecommerce site grids, based on a wide range of data, including the customer’s psychographic traits. It works in real time, reranking the selection every 10 seconds with each user interaction. In our latest episode of Martalks, PSYKHE founder Anabel Maldonado describes how PSYKHE aims to make more human-like recommendations based on a wide range of data, and knowledge of the user’s personality – rather than simply showing visually similar items. Read more about our conversation here. Rosenstein Group: martech & ecommerce executive search Rosenstein Group is the only martech-specialist exectutive search firm. For over 20 years, we've been matching leadership talent in sales, marketing and customer success to pioneering startups in ecommerce, supply chain and sales enablement, and for digital agencies. Our experience with recruiting e-commerce technology leaders for companies like SAP Hybris and Demandware has established us as an authoritative and trusted liaison for startups seeking their first sales leader, and scale-ups on their way to IPO. Visit RosensteinGroup.com to find out more.

    36 min
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Ratings & Reviews

5
out of 5
2 Ratings

About

The Martalks Podcast is the leading source of the information and news from the Composable Commerce, MarTech and supply chain applications industries. Hosted by Darrell Rosenstein, the founder and managing partner of The Rosenstein Group. www.rosensteingroup.com https://www.linkedin.com/company/the-rosenstein-group 

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