This episode tackles the real reasons manufacturers and distributors stay stuck: old systems, patchwork processes, and business habits that don’t change overnight. Jason Greenwood and Aaron Sheehan dig into what goes wrong in B2B projects, how leaders can spot roadblocks early, and why honest internal conversations matter more than buying the latest software. Key Highlights 5:00 Why B2B companies still run on spreadsheets and ancient ERPs9:00 Shadow IT in B2B operations11:03 Field reps aging out, digital-native buyers moving in – how it’s reshaping expectations13:05 The real question companies ask: Should we replace the ERP or launch eCommerce first?15:23 Customers force the issue: “We’ll switch suppliers if you don’t make it easier”17:05 How Jason breaks the customer base into three digital adoption buckets19:16 Manual ordering habits (screenshots, PDFs)23:20 When eCommerce is dismissed as ‘just for small customers’ and why that’s wrong32:00 How eCommerce automation solves pain points beyond the transactional workflow Resources Mentioned&nbsp; <ul><li>Digital Services Layer (DSL): Jason’s concept for all the non-transactional digital capabilities customers expect.</li><li>OroCommerce's AI SmartOrder: An AI-powered tool for processing unstructured purchase orders and enabling digital self-service.</li><li>Upcoming Movie: A Big Bold Beautiful Journey</li><li>Top Gun: Maverick</li><li>B2B eCommerce World 2025 in Scottsdale, AZ</li></ul>

<description>&lt;p&gt;&lt;span style="background-color: transparent;"&gt;This episode tackles the real reasons manufacturers and distributors stay stuck: old systems, patchwork processes, and business habits that don’t change overnight. Jason Greenwood and Aaron Sheehan dig into what goes wrong in B2B projects, how leaders can spot roadblocks early, and why honest internal conversations matter more than buying the latest software.&lt;/span&gt;&lt;/p&gt;&lt;p&gt;&lt;br&gt;&lt;/p&gt;&lt;p&gt;&lt;strong style="background-color: transparent;"&gt;Key Highlights&lt;/strong&gt;&lt;/p&gt;&lt;p&gt;&lt;br&gt;&lt;/p&gt;&lt;p&gt;&lt;span style="background-color: transparent;"&gt;5:00 Why B2B companies still run on spreadsheets and ancient ERPs&lt;/span&gt;&lt;/p&gt;&lt;p&gt;&lt;span style="background-color: transparent;"&gt;9:00 Shadow IT in B2B operations&lt;/span&gt;&lt;/p&gt;&lt;p&gt;&lt;span style="background-color: transparent;"&gt;11:03 Field reps aging out, digital-native buyers moving in – how it’s reshaping expectations&lt;/span&gt;&lt;/p&gt;&lt;p&gt;&lt;span style="background-color: transparent;"&gt;13:05 The real question companies ask: Should we replace the ERP or launch eCommerce first?&lt;/span&gt;&lt;/p&gt;&lt;p&gt;&lt;span style="background-color: transparent;"&gt;15:23 Customers force the issue: “We’ll switch suppliers if you don’t make it easier”&lt;/span&gt;&lt;/p&gt;&lt;p&gt;&lt;span style="background-color: transparent;"&gt;17:05 How Jason breaks the customer base into three digital adoption buckets&lt;/span&gt;&lt;/p&gt;&lt;p&gt;&lt;span style="background-color: transparent;"&gt;19:16 Manual ordering habits (screenshots, PDFs)&lt;/span&gt;&lt;/p&gt;&lt;p&gt;&lt;span style="background-color: transparent;"&gt;23:20 When eCommerce is dismissed as ‘just for small customers’ and why that’s wrong&lt;/span&gt;&lt;/p&gt;&lt;p&gt;&lt;span style="background-color: transparent;"&gt;32:00 How eCommerce automation solves pain points beyond the transactional workflow&lt;/span&gt;&lt;/p&gt;&lt;p&gt;&lt;br&gt;&lt;/p&gt;&lt;p&gt;&lt;strong style="background-color: transparent;"&gt;Resources Mentioned&amp;nbsp;&lt;/strong&gt;&lt;/p&gt;&lt;p&gt;&lt;br&gt;&lt;/p&gt;&lt;ul&gt;&lt;li&gt;&lt;span style="background-color: transparent;"&gt;Digital Services Layer (DSL): Jason’s concept for all the non-transactional digital capabilities customers expect.&lt;/span&gt;&lt;/li&gt;&lt;li&gt;&lt;span style="background-color: transparent;"&gt;OroCommerce's AI SmartOrder: An AI-powered tool for processing unstructured purchase orders and enabling digital self-service.&lt;/span&gt;&lt;/li&gt;&lt;li&gt;&lt;span style="background-color: transparent;"&gt;Upcoming Movie: &lt;/span&gt;&lt;span style="color: rgb(0, 29, 53);"&gt;A Big Bold Beautiful Journey&lt;/span&gt;&lt;/li&gt;&lt;li&gt;&lt;span style="background-color: transparent;"&gt;Top Gun: Maverick&lt;/span&gt;&lt;/li&gt;&lt;li&gt;&lt;span style="background-color: transparent;"&gt;B2B eCommerce World 2025 in Scottsdale, AZ&lt;/span&gt;&lt;/li&gt;&lt;/ul&gt;</description>

This episode tackles the real reasons manufacturers and distributors stay stuck: old systems, patchwork processes, and business habits that don’t change overnight. Jason Greenwood and Aaron Sheehan dig into what goes wrong in B2B projects, how lead...

B2B Commerce UnCut Podcast: The Unvarnished Truth About B2B eCommerce

Not Just Sales: The True Value of eCommerce for B2B Brands with Jason Greenwood

Not Just Sales: The True Value of eCommerce for B2B Brands with Jason Greenwood

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