Two-thirds of B2B companies are planning to replatform their eCommerce solution. That stat alone should make anyone in the space pause. But what’s behind the number and how do we break out of the cycle of costly missteps?
In this episode of the B2B eCommerce Association Show, host Justin King sat down with Jay Schneider, a leading voice in digital strategy and eCommerce transformation, to talk about one of the most frustrating challenges in B2B: picking the right platform.
And spoiler alert: Hope is not a strategy.
Why So Many Are Getting It Wrong
Jay dives straight into the uncomfortable truth. Most companies are on eCommerce platforms that don’t align with the complexity of their business. Why? Because too often, platform selection is led by guesswork, vendor persuasion, or whoever had the best demo—not by a structured, objective process rooted in real business requirements.
What happens next is all too common:
- Poor customer adoption
- Frustrated internal teams
- A replatforming project within 2-3 years
Jay calls this a “disease” in the B2B space, and the symptoms are everywhere.
The Better Way: Process + Tools
This episode doesn’t just highlight the problem it offers a better path forward.
Jay shares how his team has reengineered the selection process using technology to streamline discovery and make requirement gathering objective. Think: stakeholder surveys, a central portal for comparing platform fit, and a shift away from vendor-led pitches.
It’s about getting clear on who your customers are, what they’re doing on your platform, and what capabilities they need before anyone evaluates a single platform.
“The best experience for your customers doesn’t start with a feature checklist. It starts with understanding how they actually use your site.”
Why You Should Tune In
If you’re a manufacturer, distributor, or digital leader tasked with selecting a new platform in the next 18 months, this episode is a must-listen. You’ll hear:
- What 65% of companies are getting wrong
- Why customer experience must drive your platform choice
- How to remove bias and guesswork from your selection process
- The technology Jay’s team uses to cut down timelines and reduce risk
This isn’t a vendor pitch or a buzzword-laden trends episode. It’s a grounded, honest conversation with someone who’s been in the trenches and is trying to fix the process.
