6 years ago I was asked to join Endeca, the pioneer of on-site search and navigation, to bring a new commerce platform called hybris into North America. At the time, hybris had only one or two U.S. accounts and Endeca and hybris were to be a combined powerhouse in the burgeoning B2B eCommerce space. No one had ever heard of hybris. We weren’t on any Forrester wave. No one was really talking about B2B eCommerce at the time – and it was my job to create the message and go-to-market strategy for our sales team. I became an eCommerce evangelist – preaching the good news of B2B eCommerce to the masses. It was an incredibly fun ride, and we dominated the space together signing marquee B2B powerhouses like Grainger.com. Unfortunately, hybris and Endeca never came to terms on a merger and each of the companies were acquired by separate companies (Endeca by Oracle, hybris by SAP). When I started at Oracle, only 3% of our Commerce revenue came through B2B. There was no B2B messaging, no positioning, and really no B2B product. With an amazing team and a lot of hard work, we increased our revenue to over 50% in just 3 years. Pretty incredible.
From small to big back to small again. A new chapter
Over the past few years, my passion for this space has only increased. I now see a much bigger opportunity – to help the thousands of small and mid-size distributors and manufacturers compete in an industry that is going through disruption. I see an opportunity to show B2B companies how to beat the likes of Grainger, but without spending millions of dollars. So, I started a new chapter yesterday – I created a new company, a new consulting model, and the Commerce Advisory Group for distributors and manufacturers. I plan on helping hundreds and maybe thousands of companies over the next few years, and I couldn’t be more excited.
Could I ask a favor? If I have helped you in any way – whether personally or just through my content – would you let me know? I would love to hear from you. firstname.lastname@example.org.
To new chapters and change,