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B2B Next Speaker Spotlight: Marc Kermisch on B2B e‑commerce and organizational change

Instead of thinking about the enablement of B2B e-commerce as a threat to how you do business, think about how it can enable your organization to shift from processing orders to helping solve your customers’ problems.

Marc Kermisch, CIO and vice president, The Garage
Red Wing Shoe Company
Q&A

Q:  What are some of the biggest challenges?

Kermisch:  Legacy systems and processes increase the costs and barriers to enabling B2B e-commerce. There is also the challenge of managing the organizational change and gaining the buy-in of the whole organization, from front-line sales and service employees to management. Each level has to embrace new ways of doing business with our customers.

Instead of thinking about the enablement of B2B e-commerce as a threat to how you do business, think about how it can enable your organization to shift from processing orders to helping solve your customers’ problems.

Q:  What is the biggest thing B2B companies still need to realize about e-commerce?

Kermisch:  B2B e-commerce isn’t about the technology or enabling the capability to purchase online. It is truly about changing how you interact and enable your customers to transact from end to end. Your sales, service and fulfillment organizations will have to change to provide the right level of service via the online channels as the more traditional sales channel. Ensuring your back-office capabilities are able to meet the demands of e-commerce is just as important as building a strong e-commerce storefront.
— Read on www.digitalcommerce360.com/2018/07/24/b2b-next-speaker-spotlight-marc-kermisch-on-b2b-r-commerce-and-organizational-change/