It’s fascinating to watch distributors tackle digital transformation, but there’s one consistent sticking point that keeps business leaders up at night: customer-specific pricing. I’m not a platform vendor with an agenda – just someone who’s been in the trenches helping distributors navigate this complex terrain. What we’re seeing across the industry right now is a genuine struggle between the promise of eCommerce and the practical realities of B2B pricing complexity. Every conversation with distribution executives eventually circles back to the same question: “How do we make our intricate pricing work online without breaking everything?” The Pricing Predicament Let’s cut to the chase on why this is such a headache: Our team recently worked with a distributor who described their pricing…

Many businesses rely on manual workarounds to transfer data between systems. At first, it might seem like a quick fix—exporting spreadsheets, re-entering information, patching things together with emails or shared drives. But over time, this approach creates bottlenecks, increases errors, and limits growth. If your team spends time moving data instead of making decisions based on it, you have an integration problem. And it’s not just a small inconvenience—it’s a barrier to efficiency and scale. Manual Processes Slow Everything Down Businesses often don’t notice the hidden costs of manual workarounds until they start adding up: A common misconception is that manual data movement is a form of automation. If someone on your team has to step in to “keep things…

In B2B e-commerce, where catalogs are large and products are highly nuanced, having a powerful search engine is essential. Unlike B2C, where browsing can lead to unexpected discoveries, B2B buyers typically know exactly what they need or have specific requirements. In this context, search is the primary navigation tool, and optimizing it is critical for success. Importance of Discoverability Discoverability is critical in B2B e-commerce, as it directly impacts how efficiently buyers can make informed decisions. They do not have time to sift through numerous pages of similar products. If your website’s search engine cannot deliver targeted results quickly, buyers will look elsewhere. Even the best products are irrelevant if they are not discoverable. Effective search functionality ensures accessibility, connecting…