B2B Online Asia 2019

23 - 24 October, 2019

Amara Sanctuary Resort Sentosa, Singapore

+65 6722-9455

B2B Online Asia Summit - Thursday, 18th October 2018

8:30 am - 8:50 am Conference Registration & Networking Breakfast

8:50 am - 9:00 am Welcome Address

Suhana Begum, Conference Director, B2B Online Asia

9:00 am - 9:10 am Chairperson’s Opening

Kyriakos Zannikos - Managing Partner, Echo Commerce Asia
img

Kyriakos Zannikos

Managing Partner
Echo Commerce Asia

Developing Your Omnichannel Roadmap

9:10 am - 9:30 am Opening Keynote Presentation: Causation beats Correlation - Quantifying the real value of Cross-Channel Influence

Devashish Saxena - Group VP, Global eCommerce and Multichannel Convergence, Rexel
Many digital leaders often struggle to show how online investments influence and drive offline sales. Join Devashish Saxena, Group Vice President of Global eCommerce and Multichannel Convergence at Rexel, to hear how to establish a clear and concrete causal relationship between your online and offline channels that defines the value of a multichannel customer and helps to make a strong persuasive argument to drive the C-Suite into action.
img

Devashish Saxena

Group VP, Global eCommerce and Multichannel Convergence
Rexel

9:30 am - 9:50 am Keynote Interview: Breaking down the walls of traditional commerce – How to achieve a truly omnichannel customer experience

Kyriakos Zannikos - Managing Partner, Echo Commerce Asia Badri Narayanan - Global VP B2B eCommerce & Route to Market, Unilever Ajit Aras - Executive Vice President, Sharp Electronics
Tremendous change is driving B2B organizations to reconsider how digital capabilities impact market forces and competitive advantage. Omni-channel B2B commerce entails consistency across field and digital selling channels. You’ll learn to provide your sales and marketing leaders with the ability to execute market strategies in every customer interaction, while optimizing margin in every transaction.

- How to ensure your web store fits into your B2B omnichannel strategy
- How to execute a flexible omnichannel fulfillment strategy in the most efficient and cost effective manner
- Key Challenges – What’s holding B2B companies back and what should you consider when putting together your strategy?
- Speed, efficiency and a competitive edge – How to deliver value to your customers through a multitude of channels
img

Kyriakos Zannikos

Managing Partner
Echo Commerce Asia

img

Badri Narayanan

Global VP B2B eCommerce & Route to Market
Unilever

img

Ajit Aras

Executive Vice President
Sharp Electronics

9:50 am - 10:10 am Saint-Gobain Case Study Presentation: B2B Digital Customer Journey

Hanson Wang - Chief Digital Officer APAC, Saint-Gobain
img

Hanson Wang

Chief Digital Officer APAC
Saint-Gobain

The pressure on suppliers to adapt to B2B mobile buyer habits is growing. Mobile now accounts for almost 30% of B2B eCommerce sales and, with general mobile usage now outpacing that of desktop, that figure is only set to grow. More than ever, it’s vital that suppliers of all stripes are making use of mobile technology to keep up with new demands and expectations. In this panel our expert speakers will highlight the ways in which you can create a new line of revenue through m-commerce.

- Increasing m-commerce traffic: How can you capture a bigger market share?
- Driving m-commerce conversions: What strategies will successfully guide your customers from browse to book?
- How can a responsive and adaptive mobile site positively transform UX?
- How can developing and improving the structure of your internal mobile team guarantee profitable results for your organization?
- How can you cope with the blurring of the lines between “wearables”, tablets, mobiles and laptops, without building and managing new channels and touch-points from scratch every time?
- Mobile first to mobile only: How will the mobile ecosystem in APAC evolve over the next 5 years?
img

Kyriakos Zannikos

Managing Partner
Echo Commerce Asia

img

Ben Rudnick

Founder
Fun-Hat.com eCommerce Strategies

img

Alexander Lukman

Director Corporate Strategy & Product Development
Ralali.com

10:30 am - 10:50 am Morning Networking Break 1

Optimising the Manufacturer & Distributor Relationship

Manufacturers and distributors are increasingly invading each other’s territory via the Web, with manufacturers selling direct to customers and many distributors developing their own private-label brands. The resulting channel conflict is leading companies to fundamentally rethink how they structure their relationships. But it’s also creating a “coopetition” opportunity for manufacturers and distributors that can find ways to combine their strengths and sell more together than they could separately. In this session, our panellists will describe how they are sorting friend from foe and working with partners in new ways for mutual benefit.

- Driving eCommerce together - How can you engage manufacturers’ value chains to align with distributors?
- How can you create a mutually beneficial setup for the manufacturer, the distributors, and ultimately the customers?
- How can a company in B2B engage in a B2B2C business without disturbing the relationship with their retailers and distributors?
- How can you gain a tactical and strategic relationship between the manufacturer and distributer in the form of marketing, branding and product development?
- Distribution network and partnerships: How can manufacturers maintain the integrity of their brand as products pass through the distribution network?
- Distributors are the face of your company: How can distributers accentuate and maintain the integrity of your products across multiple channels?
- How can an internal marketplace safeguard relationships with distributors while allowing direct touch points with your end customers?
img

Dr. Alok Bharadwaj

MD
CreoVate

img

Christopher Kasidi

Director Communications, Sponsorship & Digital
Total

img

Håkan Lenjesson

Vice President Marketing, Middle-East & Asia
Systemair

img

Tolga Pekel

VP Marketing & Strategy, CMO
LaFarge

Becoming a B2B Leader

What more can you do to earn a coveted seat at the executive table and become an insider in strategic decision-making processes? In fact, this is a question which has permeated discussions on the role of marketing for decades: “When are the executive echelons going to take our contributions more seriously?” There is no simple answer to this and it is definitely not entirely your fault. Join our panel of experts who will shed light on:
 
-          How can you address executive egos, biases, and a variety of communication filters and have your voice heard?
-          Leading and influencing: How can you partner with the internal departments and stakeholders to articulate the business value that you could bring to the table?
-          How can you analyze and strategically manage your personal network in order to stay a top performer?
-          Positioning yourself as a leader not client service provider:How can you credible-ize your voice and authenticate your brand in the public eye?
-          Staying ahead of changing trends: How can you stay ahead of the key trends affecting your industry to enhance your company’s business needs and to shay ahead of competition?
-          Bringing and owning the voice of the customer in the organization – How can you ensure that all processes are integrated and customer –centric?
img

Denis Zekic

Founder & Director
CeeDoo.com

img

Farrukh Shad

SVP Retail Strategy & Global eCommerce
Schneider Electric

img

Dennis van Heezik

CEO INSEE Digital, CIO and Chief Digital Officer
Siam City Cement

img

Amjad Shahabuddin

Global Marketing Head, Aviation Fuels and Lubricants
Shell Eastern Petroleum

img

Linda Lim

Global Business Communications Director, Olympic & Sports Solutions
The Dow Chemical Company

img

Lynn Huang

Head of Marketing, Asia & Pacific
Honeywell

img

Devashish Saxena

Group VP, Global eCommerce and Multichannel Convergence
Rexel

12:00 pm - 12:40 pm Morning Networking Break 2

Customer Acquisition & Retention

Chair: Dr. Alok Bharadwaj, MD, CreoVate & Former SVP Digital transformation, Canon, South & SEA

Track A - Mastering Data

12:40 pm - 1:00 pm Fire-side chat: Data fragmentation - How to integrate your data across multiple channels to provide a seamless customer experience
Dr. Alok Bharadwaj - MD CreoVate Neha Saxena - Associate Director, eCommerce Strategy, New Retail & Analytics, Johnson & Johnson Dennis van Heezik - CEO INSEE Digital, CIO and Chief Digital Officer, Siam City Cement
Data Management is an ongoing problem for many companies, how to keep it updated, remove duplicates and monetize it, is a hard nut to crack. But good data is only half the effort for real business intelligence. Join this All-Star CDO Panel and find out how they have managed to improve their data quality and leverage predictive analytics to make smarter decisions and delight their customers.

- How to assess if your data architecture is what you need to enable proper tracking of digital performance
- How to develop the right capabilities, people and processes to analyse the data and track digital performance
- How to leverage data analytics to create an outstanding UX and prove ROI
- Real time big data: How to use data analytics to identify and categorise customers according to purchase patterns and demographic
img

Dr. Alok Bharadwaj

MD
CreoVate

img

Neha Saxena

Associate Director, eCommerce Strategy, New Retail & Analytics
Johnson & Johnson

img

Dennis van Heezik

CEO INSEE Digital, CIO and Chief Digital Officer
Siam City Cement

Track A - Mastering Data

1:00 pm - 1:50 pm Case Study Revolution: LinkedIn as your lead generation machine – How to find, engage and convert highly qualified prospects
Denis Zekic - Founder & Director, CeeDoo.com
Did you know that 80% of all B2B social leads come from LinkedIn and studies show that LinkedIn is 300% more effective for lead generation than any other social media network? During this case study presentation, Denis will cover:
- Why LinkedIn?
- Facts and Figures
- Rules of Engagement
- LinkedIn ABM flow
- Five Step Methodology
img

Denis Zekic

Founder & Director
CeeDoo.com

Chair: Saleem Jumabhoy, Managing Partner, ECHO Commerce Consulting

Track B - Mastering Customer Experience

12:40 pm - 1:15 pm All-Star Panel: Experience is everything – How can you create personal, shareable experiences that will make customers love your brand?
David Morrison - Global Director, Group Chief Transformation Office Huawei Tolga Pekel - VP Marketing & Strategy, CMO, LaFarge Ben Rudnick - Founder, Fun-Hat.com eCommerce Strategies Jane E. Christensen - Demand Generation and Digital Marketing Manager, 3M
According to Accenture, approximately 80% of executives in B2B companies believe that offering an outstanding customer experience is directly connected to generating better business results and ensuring the company has a competitive advantage. In this panel, our speakers will share their insights on how you can design customer experiences that increase satisfaction, foster retention and boost sales.

- How can you find the right digital balance in B2B customer experience?
- Completeness: How can your e-commerce site provide an experience that follows the buyer from pre-purchase decision-making to post-purchase satisfaction and loyalty?
- How does your existing organisational design create barriers to a holistic perception of the customer experience?
- What does “taking the customer’s perspective” really mean in B2B?
- Fragmented customer experience - How can you create a connected, omni-channel experience for your complex B2B customer ecosystem?
- Driving loyalty: How can you use customer-facing technology to offer a seamless customer journey?
img

David Morrison

Global Director, Group Chief Transformation Office
Huawei

img

Tolga Pekel

VP Marketing & Strategy, CMO
LaFarge

img

Ben Rudnick

Founder
Fun-Hat.com eCommerce Strategies

img

Jane E. Christensen

Demand Generation and Digital Marketing Manager
3M

Track B - Mastering Customer Experience

1:15 pm - 1:50 pm Fireside Chat: Personalisation – How can you offer a unique customer experience without becoming a nuisance?
Saleem Jumabhoy - Managing Partner ECHO Commerce Consulting Rohan Kamra - Regional Digital Marketing Lead, Asia Pacific & Japan, Intel Corporation Todd Martin - Director, Digital and Media Marketing APJ, HP
HP, a global leader in information technology, is exceeding customer expectations by providing online the right product and content at the right time. Throughout this Fireside Chat session, attendees learn the benefits and ROI models for deepening customer connections from Digital and eCommerce approaches, and investments and resources required to bring concepts to reality. Discover how HP is deepening customer connections:
 
- How can you build a product and experience that is tailored to each customer’s needs?
- What digital marketing strategies work well for re-targeting consumers?
- How can you eliminate the lack of anonymity, relevance, credibility and security to ensure your get the best results?
- Getting the balance right: How can you control the frequency of personalised messages?
- How can you track your customers across different devices and touch-points?
img

Saleem Jumabhoy

Managing Partner
ECHO Commerce Consulting

img

Rohan Kamra

Regional Digital Marketing Lead, Asia Pacific & Japan
Intel Corporation

img

Todd Martin

Director, Digital and Media Marketing APJ
HP

Track C - Creative Boardrooms & Invite-Only B2B Leaders Think Tank

12:40 pm - 1:50 pm B2B Leaders Boardroom: Manufacturer and Distributor only interactive roundtable session
Devashish Saxena - Group VP, Global eCommerce and Multichannel Convergence Rexel Badri Narayanan - Global VP B2B eCommerce & Route to Market, Unilever
Exercise your minds and leverage those who are exploring today’s top tech. Together, discuss B2B’s current environment, and where you think areas of growth (or decline!) may be. Validate your ideas. Inspire others. Discover partnering opportunities. Get an “outside-in” unique point of view to discover diverse thinking that can transform your mindset—for both you and your business.

Discussion topics include:
- What are the future trends facing the B2B world?
- Tackling competition in the B2B digital landscape
- Manufacturer strategies for content success
- Millennials in decision maker roles – Are you prepared?
- Cultivating Innovation within the organisation
- How to operationalize digital best practices?
- Outsourcing B2B E-Commerce: Strategic investment or optional approach?
- Getting the right kind of people - staffing and skillset for the future

*Limited to 20 c-level attendees from manufacturing and Distribution companies.
img

Devashish Saxena

Group VP, Global eCommerce and Multichannel Convergence
Rexel

img

Badri Narayanan

Global VP B2B eCommerce & Route to Market
Unilever

1:50 pm - 2:50 pm Networking Lunch

Chairman:  Dr. Alok Bharadwaj, MD, CreoVate & Former SVP Digital transformation, Canon, South & South Asia

Track A: Next Generation Technologies

2:50 pm - 3:30 pm Case Study Revolution: Be first to the future – How can you prosper when fast unpredictable change is an absolute certainty?
Luis Gonzalez - Former Chief Digital Officer, APAC, GE Power, Head of ASEAN, ElementAI
For B2B businesses to succeed in the future, they need to become empowered by digital opportunities. It is essential to move closer to current and potential customers and knowing what truly “moves the needle” with top UX. Luis presents best practices so that you, too, are:

- How will SEO and SEM evolve in the next 5 years and how can you
prosper?
- Big data analytics: How can you best exploit the endless opportunities?
- How can you use technology to gain a bigger customer database and drive revenue?
- What are the key lifestyle and demographic changes that will impact your business?
img

Luis Gonzalez

Former Chief Digital Officer, APAC, GE Power, Head of ASEAN
ElementAI

As companies rapidly expand their product across online channels, how can you continue to keep up with cutting edge innovation? How can you decipher the need to haves and the nice to haves? The executives discuss how they are discovering the technology that is the difference maker for their companies:

- Demystifying the buzz words: How are these technologies disrupting
the B2B world?
- Applications of AI in the industrial world: what does it mean, and
how do you actually rationalize AI in your B2B eCommerce strategy?
- What are the real-world benefits of using AI in your eCommerce business?
- What type of investment is required in AI to gain great returns in areas like re-ordering, next generation search and personalisation?
img

Jim Lim Shien Min

Global Director, Group Chief Transformation office
Huawei

img

Gabrielle Winandy

Digital Transformation & Collaboration Expert
Solvay

img

Eleanor Jones

Chief Growth Officer, Talenta Group & Co-Founder of Sage, Former Director, Digital & Customer Leadership, The Coca-Cola Company
Talenta Group / The Coca-Cola Company

Chairman: Saleem Jumabhoy, Managing Partner, ECHO Commerce Consulting

Track B: Mastering Customer Experience

2:50 pm - 3:30 pm Lenovo Case Study Revolution: How can eCommerce sites evolve to increase human element and merge with the website experience
Amit Thard - eCommerce Lead, Lenovo
eCommerce websites are transaction based, but in order to grow B2B, we have to be relationship based. There is limited human interaction between eCommerce businesses and customers. So eCommerce sites need to evolve to increase the human element and merge with the website experience. Join Amit who comes with over 18 years of experience in marketing, public relations and eCommerce and now leads the end-to-end eCommerce program for Lenovo Singapore and Malaysia. At Lenovo, he has launched the eCommerce program and achieved an average of 25% quarter on quarter growth for 12 straight quarters. In this session, Amit will share the ideas behind the launch of their B2B only store for Lenovo Singapore.

- Personalized deals and service to nurture relationships
- CRM to manage customers
- Customized software solutions
- Payment Terms
img

Amit Thard

eCommerce Lead
Lenovo

Track B: Mastering Customer Experience

3:30 pm - 4:10 pm Case Study Revolution: Building Relationships – How to build a mobile-friendly, multiple device-compatible website to increase customer experience results
Rob Khoo - VP, Marketing & Communications, Sunseap Group
- Responsive web design vs. multiple sites: What are the complexities attached to responsive web designing and how can you overcome them?
- How can a responsive web design successfully streamline your bookings?
- What SEO benefits does a responsive web design provide you with?
- Responsive vs. adaptive – Which is more important?
img

Rob Khoo

VP, Marketing & Communications
Sunseap Group

Track C: SEA Deep Dive Country Clinic & Creative Boardroom

2:50 pm - 3:30 pm South East Asia: Southeast Asia’s B2B eCommerce landscape – How to build and execute an effective eCommerce strategy
Yang Yen Thaw - Managing Director 2iB Partners Sebastian Tai Jian Haw - Head Of eCommerce, SEA, Abbott Nutrition
Join Yen Thaw and Sebastian in this session where they will share highlights from the biggest markets in the region and evaluate the long term opportunities for growth in B2B eCommerce:

- How critical it is for the South East Asian companies to transform in this space in the next coming years?
- What are the prominent challenges to the development of B2B Commerce in SEA?
- How will E-commerce giants such as Alibaba, Amazon and eBay shake up the Southeast Asian e-commerce landscape in the next coming years?
- What does eCommerce in SEA means for your business in 2019 & beyond?
img

Yang Yen Thaw

Managing Director
2iB Partners

img

Sebastian Tai Jian Haw

Head Of eCommerce, SEA
Abbott Nutrition

Track C: SEA Deep Dive Country Clinic & Creative Boardroom

3:30 pm - 4:10 pm Creative Boardroom: Marketplaces – How to leverage their full potential
Kilian Veer - Co-Founder, Zageno
Specialized, faster, and more personalization - These are the 3 words
that are the keys to success for B2B businesses competing against
Marketplaces. How can Manufacturers and Distributors compete? Or how can they partner? Businesses need to position themselves as experts with the products they offer, have competitive shipping plans, and showcase products that align with their customers. Join Killan during this interactive boardroom as he covers:

- Integrating ERP systems into marketplaces— how to examine a phased approach for each marketplace your business is engaged with
- Competing within marketplaces: enhancing your product rank
through advertising
- How to “sell off” excess inventory without ruining brand image
- Driving traffic to your brand site without any friction
- Figuring out what effects marketplaces are having on eCommerce, positively and negatively
img

Kilian Veer

Co-Founder
Zageno

4:10 pm - 4:30 pm Afternoon Networking Break

The Big CDO Debate

Fully engage with the most contentious and divisive issues currently facing your industry. Sit back and witness Hanson and Eleanor pitting themselves against each other in a battle to deliver the knockout argument. Will you reconsider your position? And will you walk away with a fresh mind-set and better prepared to take on this key conundrum?
img

Dr. Alok Bharadwaj

MD
CreoVate

img

Hanson Wang

Chief Digital Officer APAC
Saint-Gobain

img

Eleanor Jones

Chief Growth Officer, Talenta Group & Co-Founder of Sage, Former Director, Digital & Customer Leadership, The Coca-Cola Company
Talenta Group / The Coca-Cola Company

‘How To’ Roundtables

Table 1

5:10 pm - 6:10 pm AMAZON BUSINESS: The future of procurement in B2B eCommerce - How can you connect your eCommerce storefront to your buyer’s procurement system to retain current business and win new sales opportunities
Denis Zekic - Founder & Director CeeDoo.com
img

Denis Zekic

Founder & Director
CeeDoo.com

Table 2

5:10 pm - 6:10 pm Shopper behaviour: How can you analyse your buyer’s behaviour to effectively increase the Average Order Value, improve your conversion rate and profit margin
Kilian Veer - Co-Founder Zageno
img

Kilian Veer

Co-Founder
Zageno

Table 3

5:10 pm - 6:10 pm New Opportunities with Microsites for B2B: How can you use microsites to target a precise set of audience, giving them an unique experience and help boost your brand awareness
Amit Thard - eCommerce Lead Lenovo
img

Amit Thard

eCommerce Lead
Lenovo

Table 4

5:10 pm - 6:10 pm Digital Design from end-to-end – How can you optimize your customer journey through digital design?
Jane E. Christensen - Demand Generation and Digital Marketing Manager 3M
img

Jane E. Christensen

Demand Generation and Digital Marketing Manager
3M

Table 5

5:10 pm - 6:10 pm Categories, Attributes & Search/Getting smart with your online search function: Frictionless findability & guiding the shopper to purchase - How to ensure your search is flexible and intuitive enough to adapt to your customers' browsing and buying habits
Ben Rudnick - Founder Fun-Hat.com eCommerce Strategies

img

Ben Rudnick

Founder
Fun-Hat.com eCommerce Strategies

Table 6

5:10 pm - 6:10 pm Account based Marketing – How to integrate an account based strategy in your marketing plan to build personalised campaigns targeted towards specific accounts to gain bigger market share
Amjad Shahabuddin - Global Marketing Head, Aviation Fuels and Lubricants Shell Eastern Petroleum
img

Amjad Shahabuddin

Global Marketing Head, Aviation Fuels and Lubricants
Shell Eastern Petroleum

Table 7

5:10 pm - 6:10 pm Predictive analytics, the next frontier in B2B sales - How to use predictive analytics and algorithms to improve customer experience and increase your competitive edge
Dr. Alok Bharadwaj - MD CreoVate
img

Dr. Alok Bharadwaj

MD
CreoVate

Table 8

5:10 pm - 6:10 pm Effective Price Management in B2B - How to build an intelligent and consistent pricing strategy to sustain the relationship with your client
Hanson Wang - Chief Digital Officer APAC Saint-Gobain
img

Hanson Wang

Chief Digital Officer APAC
Saint-Gobain

6:10 pm - 7:10 pm End of B2B Asia Summit 2018