B2B Commerce UnCut Podcast: The Unvarnished Truth About B2B eCommerce

Sam Russo, Director of Demand Gen & Strategic Alliances at Pivotree, joins Aaron Sheehan to talk about the messy, human side of automotive data. Sam shares her unconventional path into data, explains why ACES and PIES aren't magic bullets, and breaks down what happens when companies throw expensive tech at dirty data. She also reflects on the Rebelle Rally and what navigating the desert taught...

Ryan Cosby, FP&A Manager at Salon Service Group, joins Aaron Sheehan for a ground-level look at B2B beauty distribution. Ryan shares how SSG manages cost-to-serve across multiple channels, wrestles with pricing complexity and margin leakage, and navigates the messy realities of month-end close. He also breaks down what vendors need to bring to the table to earn a yes from finance. Episode High...

What happens when you drop an LLM on top of five ERPs and a decade of M&A? Aaron Sheehan and analyst Heather Hershey map the practical path: B2B use cases that work, risks that don’t, and why chunk-by-chunk modernization beats “robot, take the wheel.” Highlights 01:06 – Welcome back and introducing Heather Hershey 03:35 – Defining AI, LLMs, and RAG  09:30 – Why probabilistic AI makes ops...

This week, we met Kyle Gustafson, civil engineer by training, digital commerce expert by career. From scaling office supply giants to building businesses at Amazon, Kyle reflects on what digital transformation really takes and why WIFM – “What’s in it for me?” – is the key to adoption and growth. Highlights 00:00 – Introduction: Meet Kyle Gustafson & His Career Path 02:00 – Lessons from Office...

Allie Copeland, Chief Transformation Officer at ADI Global, joins Aaron Sheehan to break down what transformation looks like in wholesale distribution. From merging companies and overhauling tech to building a customer-first culture, Allie shares how ADI keeps progress moving, even when change never ends. Episode highlights: 00:00 – Introduction: Meet Allie Copeland & ADI 02:15 – What Does a C...

This episode tackles the real reasons manufacturers and distributors stay stuck: old systems, patchwork processes, and business habits that don’t change overnight. Jason Greenwood and Aaron Sheehan dig into what goes wrong in B2B projects, how leaders can spot roadblocks early, and why honest internal conversations matter more than buying the latest software. Key Highlights 5:00 Why B2B companies...

Kyler Nixon, Co-Founder of Forward Studios, joins the show to unpack what most distributors and B2B eCommerce teams get wrong about email marketing and how to turn it into a growth channel. Drawing on first-hand lessons as a Chief Revenue Officer, Kyler breaks down how to capture more revenue, why most companies leave money on the table, and what practical steps move the needle in B2B email. Episo...

In this episode, we sit down with Steven Javor, Head of Digital Customer Experience at Schneider Electric, for an inside look at how a global leader navigates the realities of digital transformation, AI, and the fast-changing world of B2B distribution. Steven shares Schneider Electric’s lessons learned from building marketplace strategies, upskilling employees in AI, and what it takes to keep up w...

Beyond Portals: Building B2B Brands with eCommerce In this special episode, we bring you a live session from B2B Online Chicago 2025, featuring Aaron Sheehan, Head of Product Marketing at OroCommerce, and Taylor Simpson, eCommerce & Digital Marketing Strategist at Ciranda, a leading food ingredient distributor. Aaron and Taylor discuss why B2B eCommerce is about more than just portals – and ho...

In this special episode, the original founders of OroCommerce — Yoav Kutner, Dima Soroka, and Jary Carter — join the B2B Commerce Uncut podcast for a behind-the-scenes conversation about what it took to build a B2B eCommerce platform before the market was ready. They share how their early experience at Magento shaped their thinking, why OroCommerce was never just a pivot from CRM, and what it mean...

Jack Moberger, Head of Sales at DocUnlock, returns for a timely conversation on the evolving tariff landscape and what importers, brokers, and logistics pros need to do to stay ahead.  DocUnlock helps digitize customs workflows for brokers and freight forwarders, giving Jack a front-row seat to how businesses are adapting to shifting trade policy, non-compliant bonds, and ACH risks. If you’re...

In this episode, we’re joined by Chantal Schweizer , Head of Strategic Data Services at Pivotree . Chantal shares how structured product data impacts B2B success, why spreadsheets still dominate business operations and how taxonomy and knowledge graphs drive smarter decisions. Key Takeaways: (02:12) Taxonomy helps structure product data for better organization and searchability. (05:20) Spreadshee...

Jack Moberger , Head of Sales at DocUnlock , joins us to discuss the evolution of B2B sales, AI-driven automation and the changing landscape of global trade. Jack shares insights from his time at Algolia and how his current role is transforming customs brokerage through digitization. Key Takeaways: (03:22) Why “corporate polycrisis” is a reality for many businesses. (06:02) The challenges of B2B s...

In this episode, Digital Experience Expert Samantha Schwartz joins us to discuss the power of digital transformation in B2B commerce. With experience at companies like Jensen, McMaster-Carr, Zoro and ISN, Samantha shares how businesses can move beyond traditional sales models, leverage data for trust and create frictionless customer experiences. Key Takeaways: (04:22) How a customer-first strategy...

In this episode, we’re joined by Jason Hein , Global Director, Product Content and Search at B2B eCommerce Association , to discuss the challenges of product data, merchandising and marketplace strategy in B2B eCommerce. With decades of experience at McMaster-Carr, Amazon Business and Bloomreach, Jason shares why bad product content holds companies back and how to fix it without getting overwhelme...

In this episode, Matt Boland , Director of Global Supply Chain Partners, and Chad Andrews , Director of Solution Engineering, both of Körber Supply Chain Software, discuss the transformative role of the order management system (OMS) in B2B operations. Key Takeaways: (04:42) OMS needs evangelism and adoption to meet the evolving demands of B2B. (06:52) How available-to-promise challenges impact B2B...

In this episode, we’re joined by Jay Schneider , Founder and CEO of B2B Squared . Jay shares his experience in B2B eCommerce, working with manufacturers and distributors to enhance their digital strategies. He highlights the challenges in bridging the gap between traditional sales models and eCommerce platforms while emphasizing the importance of customer-centric digital transformation. Key Takeaw...

In this episode, we’re joined by Mark Rubin , Founder and President of Kasama . Mark is a veteran of eCommerce and B2B innovation. He discusses the importance of strong partnerships in B2B commerce, the value of speed and uptime, and how Kasama supports complex client needs. Mark shares his insights on managing B2B relationships and the role of technology in enabling efficient, customized customer...

In this episode, we’re joined by Jim Herbert , CEO of Patchworks . Jim shares his extensive background in eCommerce and integration technology, discussing the evolution of iPaaS, the benefits of no-code, low-code tools and the significance of simplifying complex tech stacks. He also highlights how Patchworks’ approach recently earned the company an award for innovation. Key Takeaways: (03:39) The...

In this episode, we’re joined by Isaiah Bollinger , Co-Founder and CEO of Trellis , to explore the changing landscape of B2B commerce. Isaiah shares insights on the challenges facing distributors and manufacturers in adopting digital strategies, including ERP integration and eCommerce implementation. He also discusses the potential of AI in streamlining operations and how companies can make strate...

In this episode, we’re joined by Kevin Kazenmayer , VP of Channel Development at TradeCentric , a leader in eProcurement solutions. Kevin shares his insights into the growing importance of eProcurement in B2B commerce, how TradeCentric helps businesses streamline procurement processes and the benefits of leveraging eProcurement platforms to scale operations and increase visibility across the suppl...

In this episode, we’re joined by Brian Beck , Co-Founder of Master B2B eCommerce . Brian discusses the evolving landscape of B2B commerce, emphasizing the importance of adapting to changing buyer preferences and leveraging omnichannel strategies. Key Takeaways: (00:03) The importance of resourcing to support eCommerce platforms. (03:00) Digital leaders must align different business units for ROI....

In this episode, we’re joined by Stephen T. Hopper , Founder and Principal at Inviscid Consulting . Stephen brings decades of experience in supply-chain operations and shares valuable insights on optimizing processes before introducing automation. He explores the importance of being requirements-driven rather than solutions-driven and highlights the need to extract the maximum potential from exist...

Luká Yancopoulos , Co-Founder and CEO at Grapevine Technologies , joins us to share insights on how the company was born out of a need to address inefficiencies in the healthcare supply chain. Grapevine’s platform connects clinics with multiple suppliers, offering a solution that democratizes the buying process and improves supply chain reliability. Key Takeaways: (01:41) How Grapevine Technologie...

In this episode, we’re joined by Jennifer Polce , Vice President, Client Strategies and Solutions at I zba . Jennifer shares her extensive experience in the consumer product space, focusing on supply chain and operations consulting for fast-growing brands. Key Takeaways: (00:55) Jennifer’s experiences and background in supply chain and operations. (02:03) The role of izba in helping brands improve...