The B2B Club

In the latest episode of The B2B Club, we are joined by the founders and co-founders of some of Europe’s most dynamic B2B marketplaces. Listen to discover the strategies that some of Europe's top marketplaces have employed to reach the top – and the mistakes they’ve learned from along the way. The recording is from a webinar that was hosted in June 2024, and features the following star-studded panel: Ilias Sousis, CEO & Co-founder, Wikifarmer Karolina Ling-Vannerus, Founder & CEO, Circulate Ciro Di Lanno, Co-founder, Mirta Louis Carbonnier, Co-founder & President, Hokodo Martin-Pierre Gaultier, CCO & CMO, Lemonway

Do you know what B2B E-commerce buyers really want? No? Well listen now to find out! In this episode, Hokodo's co-founder and President Louis Carbonnier is joined by B2B E-commerce experts Jason Greenwood, Chris Gee and Aaron Sheehan to take a deep-dive into the key findings of our recent report, The Definitive Guide to B2B E-commerce Buyer Demands in 2024. The report is based on a survey of more than 500 B2B E-commerce buyers across Europe, which we use to uncover the expectations and requirements of B2B E-commerce in 2024. We hope you enjoy the episode! Find out more about our guest speakers below. ⁠Louis Carbonnier⁠ - Louis is the co-founder and President of Hokodo where he leads the product strategy of the company’s payment terms solutions. ⁠Christopher Gee⁠ - Chris is the UK Chapter Lead at B2B eCommerce Association, the leading professional network and resource for companies and merchants who want to succeed in B2B eCommerce and digital transformation. ⁠Aaron Sheehan⁠ - Aaron is the Director of Product Marketing at OroCommerce, the leading eCommerce platform for B2B that helps distributors, manufacturers, wholesalers, and large retailers perform online transactions between businesses. ⁠Jason Greenwood⁠ - Jason has more than 23 years working in eCommerce, and currently helps mid/large wholesale brands sort out their people, process, tech, ops and data challenges so they can execute on the huge opportunity that is eCommerce.

In the final episode of this series of The B2B Club, we are joined by Hokodo’s Director of Data Science & Fraud Nicolas Rabinovitch and Oscar Wislby, the co-founder of Open Banking provider FUSE, as we aim to delve deeper into Open Banking and how it is increasingly being applied in the world of B2B trade. Listen to the episode now to find out: The different use cases of Open Banking How Open Banking can be used to minimise credit and fraud risk What can be done to increase the adoption of Open Banking

In this month's episode, Hokodo's Head of Legal and Compliance Nathalie Hoon helps us to learn about what the European Commission's new payments proposal - including PSD3 and PSR - will mean for B2B. Join us as we take a look at how PSD3 has evolved from existing legislation (PSD2), and how it should continue to encourage greater payments security for businesses and consumers. We also discuss how the proposed changes could help to promote further competition and innovation in the industry, especially in relation to Open Banking and account-to-account payments.

In this episode of The B2B Club, Hokodo's Senior Engineering Manager Tom Evans is joined by B2B E-commerce expert Michael Vax. Over the last 20+ years, Michael has amassed vast knowledge and experience of digital commerce, leading the development of E-commerce platforms at Hybris (SAP), Spryker and Elasticpath. Currently, Michael is running Commerce is Digital which helps businesses to take their E-commerce operations to the next level with a range of in-depth training courses. One of these courses, Mastering Customer Experience in B2B E-commerce, forms the basis of this month’s episode as we take a holistic view of the B2B customer journey and how it can be optimised to maximise conversion rates and customer satisfaction.  Listen now to discover… How to personalise for different buyer personasGuidance on how to sell complex products onlineHow to introduce merchandising and searchandising to upsell and cross-sell products As a special offer for The B2B Club listeners, Michael is offering a limited time 20% discount on all Commerce is Digital courses. To redeem the offer and take your E-commerce skills to the next level, just enter the discount code HOKODO20 at checkout. Use the discount code now. Michael's new book has also recently been released: AI-Powered Ecommerce - Elevating Customer Experiences, Optimizing Operations. Get your copy today.

One of the biggest challenges for new B2B marketplaces emerging onto the scene is generating awareness and attracting both buyers and sellers onto their platform. In this episode, we look at how marketplace operators can construct and implement a content strategy to overcome these problems and start generating traction on their platform.  In this episode, Colin Lewis draws on his marketing expertise and experience in B2B E-commerce and marketplaces to answer the following questions: What types of content work best to attract buyers and sellers to the platform? Why is educational content so important to gain trust and credibility for your marketplace? How can different pieces of content be used to increase stickiness and prevent leakage on the platform? Speakers: Colin Lewis Colin is a speaker and consultant with over 25 years experience in both B2B and B2C E-commerce and marketplaces. Colin has experience from across the globe, having worked in the UK, Australia, China, Japan and Indonesia for major international brands such as 118-118, Thomas Cook and Bmi-British Midland.‍ Lucy Heavens‍ With more than 20 years’ experience in FinTech, Lucy leads global marketing at Hokodo. Previously, Lucy held senior marketing positions at both international technology giants and high-growth scale-up firms, including IBM, Fiserv, SimCorp, Equipos, Wealth Dynamix, Qumram and CUBE, where she was instrumental in growing visibility and creating fully-integrated sales and marketing functions. Her marketing expertise ranges from product and partner marketing through to digital marketing, demand generation and communications.

For many B2B merchants, having an E-commerce channel is no longer seen as a 'nice to have' but an essential part of a successful B2B sales strategy. Meanwhile, B2B buyers have come to expect the same slick B2C-like ordering experience they are used to in their personal lives. But how do you deal with this when you factor in the added complexity of B2B ordering, where you have to contend with higher order values, customer-specific pricing and different payment options? In this episode we try to tackle this question and are joined by B2B E-commerce experts Chris Mattingly and Rhys Laval, co-founders of Sparklayer, a specialist B2B E-commerce solution for Shopify stores. Join us as we discuss: The key differences between B2C and B2B E-commerceHow to deal with complex B2B pricing structuresDealing with multiple buyer personasBest practices for combining B2C and B2B channels

In this episode of The B2B Club we are joined by marketing expert Colin Lewis, who has extensive experience in the world of B2B E-commerce and marketplaces. Join us as he shares his top tips for developing a winning B2B marketing strategy, looking at: The seven key stages of a marketing strategyThe differences between strategy and tacticsExamples of best practice in the industry Speakers: Colin Lewis Colin is a speaker and consultant with over 25 years experience in both B2B and B2C Ecommerce and marketplaces. Colin has experience from across the globe, having worked in the UK, Australia, China, Japan and Indonesia for major international brands such as 118-118, Thomas Cook and Bmi-British Midland. Lucy Heavens With more than 20 years’ experience in FinTech, Lucy leads global marketing at Hokodo. Previously, Lucy held senior marketing positions at both international technology giants and high-growth scale-up firms, including IBM, Fiserv, SimCorp, Equipos, Wealth Dynamix, Qumram and CUBE, where she was instrumental in growing visibility and creating fully-integrated sales and marketing functions. Her marketing expertise ranges from product and partner marketing through to digital marketing, demand generation and communications.

Why can combating fraudsters feel like trying to save a penalty against Lionel Messi in the World Cup final? And how do fraudsters act in a similar way to the Velociraptors in Jurassic Park?  These are just a couple of the topics we look at in our latest episode of The B2B Club which explores the world of fraud in B2B payments. Listen to the episode now to find out: Which payment methods are being targeted by fraudsters? How is fraud different in the B2B sector? How can B2B businesses work together to prevent fraud? Speakers Steve Goddard Steve currently works as a Fraud Subject Matter Expert at FeatureSpace. He has worked within the fraud and payments industry for over 18 years, in the banking, travel and retail space. He has worked closely with merchants advising on fraud strategies as well as running operations teams. He has worked with Banks and PSPs globally in product management roles, leading major development initiatives to deliver solutions to external customers. Nicolas Rabinovitch Nicolas leads the Data Science and Fraud team at Hokodo, responsible for developing credit risk models and fraud detection capabilities across all geographies. Prior to joining Hokodo, Nicolas led Klarna’s Fraud Detection & Analytics globally. He has spent over 12 years in the payment industry and risk analytics working for leading players such as PayPal, Lloyds Banking Group and Intuit. Conor Bracken Conor works with Nicolas in Hokodo’s Fraud team as a Fraud Analyst, working to detect and prevent fraud across key European markets. He has worked in the world of fraud for 6 years, having previously worked for The ai Corporation.

What is Customer Success? How did it become so popular, and why do so many B2B businesses see it as a critical function? This is what we explore in the first episode of the B2B club as the globally recognised Customer Success expert Dan Steinman joins our host Blair Abrahams. In the episode they take a deep dive into the world of Customer Success and discuss the following topics: What is the key definition of Customer Success? Why the first 90 days of onboarding are so crucial How Customer Success can work with other business functions The future of customer success - what role will A.I play? Guests ⁠Blair Abrahams⁠ Blair is the Director of Customer Success at Hokodo, a leading European B2B Buy Now, Pay Later provider. Blair has been working in the world of Customer Success for 8 years and has extensive experience in the world of Ecommerce, having previously worked at Idio, Anatwine, and most recently as Head of Customer Success at Taggstar. Dan Steinman Dan is a Customer Success expert and Chief Evangelist at Gainsight, a leading Customer Success SaaS platform. He is a globally recognised thought leader, author, and speaker in the Customer Success space, who co-authored the seminal, best selling book, ‘Customer Success: How Innovative Companies Are Reducing Churn and Growing Recurring Revenue’.