Podcast Archives

Live from Shopware: The future of RFPs and Synchronicity with Phillip Jackson

September 24, 2024September 23, 2024 Brent W. Peterson

In this episode of Talk Commerce, I had the pleasure of speaking with Phillip Jackson from Future Commerce. We delved into the often-overlooked, but critically important world of Request for Proposals (RFPs) within the ecommerce landscape. Phillip and his team at Future Commerce have released a new report called “The Honest Truth,” and it tackles the unspoken realities of the RFP process – a topic that’s often shrouded in a bit of a charade, as Phillip pointed out.

The RFP Charade: A Look Behind the Curtain

Phillip and I agree that the RFP process can feel like a bit of a game. It’s often the case that merchants and buyers already have a good idea of who they want to work with. This isn’t always about cutting corners, but rather about streamlining the process. I’ve seen this firsthand over my many years in the ecommerce space, often finding that RFPs serve more as a formality than a true comparison of vendors.

I think it’s a really crucial point that Phillip highlights in the report. It challenges the traditional view of the RFP process and invites us to consider how it could be improved. It is a great reminder for agencies to build strong relationships and demonstrate their value in more meaningful ways.

RFPs and the Rise of AI

One of the most fascinating takeaways from our conversation was the increasing role of AI in RFP processes. Phillip mentioned that agencies are already leveraging AI to generate proposals and that even the buyers are using AI to manage the entire process. It is truly the beginning of a shift, as Phillip noted that the two systems aren’t really talking to each other yet.

This is a trend that I’m watching closely and something I believe will continue to evolve. It made me ponder how the future of agency work could look in a world where AI increasingly automates RFPs. We’re moving towards a future where business needs can be directly translated into solutions, which could lead to greater efficiency and connection. I’m curious to see what that will ultimately mean for both agencies and the companies looking to hire them.

The Future of RFPs & Agency Relationships

The question of who you know versus what you know is definitely a factor in RFP processes. However, Phillip’s report indicates that trust is a major factor in this process. I was really struck by how the data suggested that everyone is a little unsure who they can trust in an RFP.

This resonated with me because I’ve always emphasized the importance of building relationships. I believe that building genuine connections with clients and partners is essential for long-term success. It’s not just about landing a project, it’s about having a long-lasting partnership that benefits everyone involved.

Final Thoughts: Navigating the Changing Landscape

This discussion with Phillip Jackson about the honest truths of RFPs within ecommerce provided a unique perspective on an often-overlooked topic. It’s clear that AI is transforming the way agencies and companies interact, potentially changing the very nature of the RFP process.

I encourage you to listen to the full podcast episode and to explore Future Commerce’s report for a deeper dive into these insights. The world of ecommerce is in constant flux, and it’s vital to stay informed about trends that are shaping the landscape.

I hope you found this blog post informative and helpful! If you have any questions or insights about RFPs or the changing ecommerce environment, I encourage you to join the conversation in the comments section below.

And don’t forget to subscribe to the Talk Commerce podcast to stay up-to-date on the latest ecommerce insights!

The evolving expectations of B2B buyers: A digital transformation imperative with Arno Ham

January 29, 2024October 17, 2023 Brent W. Peterson

Hello everyone, I’m Brent, your host, and today I’m excited to share with you an insightful conversation I had with Arno Ham, the CTO of Sana Commerce. Arno, with his extensive experience in technology and a deep passion for B2B e-commerce, shared some fascinating insights into the world of B2B commerce, the challenges it faces, and the solutions Sana Commerce provides.

Meet Arno Ham: The Tech Enthusiast

Arno Ham, with over 20 years of experience in technology and a background in computer science, is a man who lives and breathes technology. As the CTO of Sana Commerce, he oversees everything tech-related, from product management and development to professional services and customer service.

But Arno is not just about work. He’s a family man who loves spending time with his wife and three daughters. He enjoys running, cooking, and outdoor activities. He also has a penchant for visiting museums and indulging in good food.

The World of B2B E-commerce

Our conversation took a humorous turn when I asked Arno if a joke should remain free or if someone could charge for it in the future. Arno, with a chuckle, suggested paying for it, emphasizing that nothing comes for free in this world.

On a more serious note, we delved into the world of B2B commerce. I recalled a previous interview with Michelle, the CEO of Asana, and highlighted the growing importance of B2B commerce. Arno then took us through the backbone of Sana Commerce and what they are currently promoting.

The Challenges and Solutions in B2B Commerce

Arno shed light on the challenges of pricing in B2B and the complexity that arises when dealing with a large number of customers and products. He explained that the explosion of data and the need for rapid changes in the business world make it difficult to synchronize pricing information and ensure accurate stock levels.

Arno emphasized the importance of maintaining good relationships with customers and the need for agreements that go beyond just pricing. He also highlighted the changing expectations of younger business owners who want a seamless digital experience in B2B, similar to what they experience in B2C.

Interestingly, Arno mentioned that 40% of B2B transactions still happen offline, but there is a growing demand for digitization. He discussed the challenges faced by older generations in adapting to digital transformation and the need to transfer their knowledge into a digital experience.

Sana Commerce: Bridging the Gap in B2B E-commerce

Arno then introduced us to Sana Commerce’s role in this changing landscape. While Sana provides a great frontend solution, they also integrate with other frontends and ERP systems. Arno emphasized the importance of specialized vendors for specific needs, such as product information management systems. He mentioned that Sana integrates with various systems like CRM, customer data platforms, and product information management systems.

Arno’s Advice for the Future of B2B

As we moved towards the end of our conversation, I asked Arno for advice on digitization and moving forward in the B2B space. Arno suggested starting conversations with B2B buyers and understanding their needs, especially as younger generations prefer digital solutions. He advised forming a multidisciplinary team within the organization to drive digital transformation holistically. Arno also highlighted the importance of aligning incentives for the sales team to embrace the digital shift.

Wrapping Up

Arno concluded by plugging Sana Commerce as a solution for businesses looking to start or improve their B2B e-commerce storefronts. He mentioned that Sana integrates with Microsoft Dynamics and SAP, and invited listeners to check out his podcast, “B2B Waves.”

This conversation with Arno Ham was a deep dive into the world of B2B e-commerce, its challenges, and the solutions that Sana Commerce provides. It was a pleasure to have him on the show, and I hope you found his insights as valuable as I did.

For more podcasts about Commerce

A Deep Dive into Growth, Partnerships, and Staying Connected with Customers: A Conversation with Jason Sidana and Madeleine Anderson

January 29, 2024September 27, 2023 Brent W. Peterson

Hello everyone, I’m excited to share with you a fascinating conversation I had with two exceptional guests, Jason Sidana, Chief Growth Officer at Maxburst, and Madeleine Anderson, Partner Manager at Endear.

Meet the Guests

Jason Sidana is a man of many hats at Maxburst, a web design and development agency. He juggles sales, marketing, and project management while focusing on the company’s growth and helping clients achieve their growth goals. Jason’s passion for business is evident, and he enjoys delving into operational and management books.

On the other side, we have Madeleine Anderson, who is based in Fargo, North Dakota. As the Partner Manager at Endear, a CRM and clienteling tool for retail brands, she handles co-marketing activities, lead generation, and events with partners. Madeleine is also passionate about triathlons, which adds an interesting twist to her personality.

Jason’s Journey into the Industry

Jason’s journey into the industry is rooted in his family’s footwear and apparel stores. This exposure sparked his interest in retail, leading him to build a custom POS system and expand into wholesale and various sales channels. This entrepreneurial journey eventually led him to start his own agency, which later merged with Maxburst.

Maxburst’s Holistic Approach to Client Growth

At Maxburst, Jason and his team take a holistic approach when working with clients. They delve into the granular details of the business’s operations, including logistics and staff management. This comprehensive understanding of the client’s business allows them to identify areas for improvement.

The Power of Partnerships

Jason emphasizes the importance of partnerships when building a tech stack for clients. He believes that it’s impossible to do everything on your own and that finding good partners in the ecosystem is crucial. By collaborating with experts in specific areas, such as CRM or middleware integration, they can provide comprehensive solutions to their clients.

Leveraging Sales Staff as a Marketing Tool

Jason shares an interesting insight about using sales staff as a marketing tool. He realized that there was downtime during lunch hours and late evenings when the sales staff could engage with customers and potentially increase sales. This benefited the sales staff by earning them extra commission, creating a seamless customer experience, and improving overall satisfaction.

The Importance of Merging Retail and E-commerce

Madeleine adds to the discussion by highlighting the importance of merging retail and e-commerce. She explains that in the past, retail was seen as a stepping stone towards e-commerce, but post-COVID, retail has become crucial for quick and convenient product access. The omnichannel concept has gained significance, emphasizing the need for businesses to have a cohesive presence across multiple sales channels, including retail, online, and marketplaces.

Staying Connected to the Customer

Jason discusses the concept of companies losing their soul as they grow larger. He shares his personal experience of staying connected to the end consumer by working as a salesman in his family business. By doing so, he gained valuable insights into customer trends, preferences, and needs, which helped him make better decisions regarding purchasing and customer experience.

Wrapping Up

As we wrapped up our conversation, Jason offered his sneakers and website development services. Madeleine expressed her gratitude for being part of the podcast. This conversation was a treasure trove of insights and lessons, emphasizing the importance of partnerships, understanding the customer, and staying connected to the customer as a business grows.

For more podcasts about Customer Experience