The B2B Experience

Laura Sabatini has built her career at the intersection of data, customer behaviour and commercial performance. Now leading a £500m+ ecommerce and marketing function at LKQ Euro Car Parts, she’s applying retail discipline to B2B digital transformation strategies inside a complex environment where speed, trust and scale all matter.  In this episode, Laura explores how B2C expectations are reshaping...

Chris Monery entered food wholesale from the fast, unforgiving world of online retail, where technology, data and constant optimisation are the norm. What he found was an industry shaped by relationships, routines and workarounds, where businesses could operate successfully without the systems and digital discipline he took for granted.    In this episode, Chris talks openly about what it means to...

John Kelly has spent over 25 years navigating the realities of FMCG and Food and Beverage, an environment defined by operational discipline, complex routes to market and a low tolerance for risk.  In this episode, John reflects on his 15‑year journey at Heineken, where he helped scale a B2B digital ecosystem from three pilot markets to more than 30 countries, generating over €2.5bn in digital reve...

Özlem Özümer has spent her career navigating the world of global trade, first through banking and later through credit insurance, but she’s clear that her motivation has always been helping businesses grow with confidence.  In this episode, she reflects on launching a greenfield operation in Turkey, the realities of building trust in an emerging market, and why credit insurance sits quietly behind...

Maxim Gelmann didn’t set out to make edible spoons. He set out to change how people think about sustainability. His journey from strategy consulting to Burning Man to Dragons’ Den shaped the way he now builds his brand: with creativity, playfulness and a refusal to make sustainability dull.    In this episode, Maxim talks about building Stroodles as a brand from day one, not just a product line, a...

Przemek Kotecki has spent his career sitting between business and technology, but he’s the first to say his leadership style didn’t come from corporate life, it came from volunteering. In this episode, he reflects on how working with people you can’t “manage” in the traditional sense shaped the way he now leads transformation at Brenntag, a global organisation built through decades of acquisitions...

Tejal Patel has spent her career inside some of the world’s most influential brands, from Virgin and the BBC to Microsoft, Nokia and Cisco. In this episode, she explains the simple truth many B2B organisations overlook. You cannot innovate if your foundations are broken. Tejal shares how easy it is for teams to overengineer marketing, lose sight of customers and gravitate toward rational messaging...

Abdul Khaled’s career did not follow a straight line. He moved from contract work to shaping major digital and CX transformations, learning along the way that impact does not come from titles or long term plans, it comes from knowing your strengths and using them with intention. In this episode, Abdul talks about finding his superpower, how contracting compressed decades of learning into a few int...

Tim McIvor has spent more than twenty years helping organisations understand what customers actually value and, more importantly, what they will reject without hesitation. In this episode, he explains why successful transformation is rarely about technology and almost always about empathy, curiosity and a culture that listens. Tim reflects on lessons from Trainline, River Island, Hobbycraft and Ma...

Ed Soo Hoo has spent twenty five years in global technology roles, yet the thread that runs through his career is not hardware or strategy, it is storytelling. In this episode, he explains how finding his voice changed the trajectory of his life and why story, not data, is often the thing that unlocks curiosity, trust and transformation. Ed shares how a childhood need to be heard became a lifelong...

Adam Collett’s route into digital transformation didn’t begin in technology, it began in marketing, where he learned how customers think, how propositions land, and how measurable impact drives growth. That background shaped the work he later led at Brakes, now part of Sysco GB, where he partnered with Biglight to reimagine the digital experience. The collaboration helped the business challenge it...

MQ Qureshi has spent his life navigating complexity, from architecture to digital, leading transformation inside companies as varied as Ford and McDonald’s. In this episode, he talks about the moments that shaped him, and why B2B remains one of the most fascinating and challenging spaces to transform. MQ explains why B2B complexity humbles even experienced digital leaders, how resistance to change...

Steve Bloodworth didn’t plan to spend his career fixing product data and content. He left university wanting to write ads, stumbled into Caterpillar via a neighbour’s recommendation, and ended up becoming a Six Sigma black belt. That mix of creativity and discipline now underpins how he thinks about digital: if the content is wrong, nothing else really works. In this episode, Steve tells the story...

Justin Rinaldi’s journey from minor league baseball photographer to leading B2B marketer gives him a unique lens on how customer behaviour has changed. Now director of marketing and ecommerce at Safety Speed Manufacturing, he has tripled online revenue by combining data discipline with a deep understanding of how people consume information. In this episode, Justin explains how the media landscape...

Sergio Schiavone’s career spans early internet coding through to leading digital transformation for global fashion brands. As a former Biglight client during his time at VF Corporation, he partnered with the team to modernise wholesale portals and evolve digital showroom capabilities that support how brands sell, serve and inspire their retail customers. In this episode, Sergio shares how digital...

Bernd Hirschle has spent his career moving between strategy consulting and senior commercial leadership, giving him a rare perspective on why so many transformation programmes look convincing on paper yet fail in practice. Across global roles in manufacturing, construction and industrial markets, he has seen how customer needs, legacy structures and internal complexity shape whether digital ambiti...

Tanja Tschech has built her career across continents and industries, but a single thread runs through every role: a belief that digital transformation only succeeds when it makes people’s working lives better. From early online banking at Citibank to chemical manufacturing today, she focuses on removing mundane work, solving real problems and creating experiences that help employees and customers...

Franck Chenet’s career spans early B2B ecommerce in North America through to leading transformation for major European organisations, giving him a long‑term view on how digital change actually happens. His experience has taught him that technology alone rarely moves the needle; the real breakthroughs come from shifting mindsets, building confidence and helping teams understand how digital fits int...

Germán Sarmiento’s path from a lab in Bogotá to leading digital sales channels in a 60‑year‑old global manufacturer shapes the way he thinks about transformation. He approaches change with the mindset of an entrepreneur: curious, practical and unafraid to start small to prove what’s possible. In this episode, he shares how Endress+Hauser built an autonomous digital team designed to challenge estab...

David Shell’s career has taken him from Wharton to Microsoft, Oracle and the classroom at Northwestern University, but a constant thread has been his focus on how technology reshapes marketing. In this episode, he shares a clear and honest view of where B2B marketing is heading, why many teams feel unprepared, and what leaders must rethink as customer expectations shift. Drawing on years spent lea...

Jonathan Newman has spent his career inside some of the world’s most complex B2B organisations, leading ecommerce, operations and transformation across global teams. His perspective is shaped by real experience of what happens when organisational structure, incentives and legacy processes collide with the customer journey — and what it takes to change them. In this episode, Jonathan reflects on th...