In this episode of the B2B eCommerce Show, Justin King sits down with David Blue, Founder and CEO of Saltbox Management, to explore what he calls “Big C Commerce”, the omnichannel reality of how B2B companies actually make money.

David explains why commerce in B2B is far more than a storefront or checkout experience. For complex manufacturers and distributors, revenue flows through multiple channels, sales-assisted buying, quoting, portals, service, parts, EDI, and eCommerce, and the real challenge is stitching those experiences together without friction.

With deep expertise in the Salesforce ecosystem, David shares how enterprise organizations can unify sales, service, and commerce on a single platform, modernize customer engagement, and build self-service experiences that match how customers actually buy, not how companies wish they would.

Together, Justin and David unpack how to measure success beyond transactions, why customer job-to-be-done thinking matters more than “Amazon-like” design, and how CRM-driven commerce reduces complexity while improving adoption.

Key topics include:
• What “Big C Commerce” means in B2B
• Connecting sales-assisted and self-service buying journeys
• Measuring commerce success through customer effectiveness
• ERP vs. CRM-driven commerce architectures
• Why Salesforce-native commerce changes the integration equation
• How AI-enabled services amplify delivery and outcomes

A strategic conversation for manufacturers, distributors, and enterprise digital leaders looking to unify commerce, reduce friction, and drive meaningful digital transformation.

Guest: David Blue
Host: Justin King

In this episode of the B2B eCommerce Show, Justin King sits down with Richard Carney, Founder of MightyRep, to discuss how distributors and manufacturers can better connect with active buyers and transact orders electronically.

With more than 25 years of experience in procurement and logistics technology, Richard shares lessons from building and exiting a procurement-to-payment platform that processed $4.5B annually. He explains why many B2B organizations struggle not with demand, but with enabling efficient digital transactions.

Justin and Richard break down the operational friction caused by manual processes, disconnected systems, and poor data visibility — and why simply having an ERP or eCommerce site doesn’t guarantee growth. They also explore how AI and automation are raising the bar for transaction readiness, making structured data and electronic ordering essential for modern B2B commerce.

Key topics include:
• Why buyer-seller connectivity isn’t enough without transaction capability
• Common friction points in B2B order processing
• Lessons from scaling a multi-billion-dollar procurement platform
• How distributors can identify and activate real buyers
• Why AI increases the need for clean data and digital infrastructure

A focused episode for B2B leaders looking to modernize transactions, reduce friction, and prepare for the next phase of digital commerce.

Guest: Richard Carney
Host: Justin King

In this episode of the B2B eCommerce Show, Justin King sits down with Ty Sweet, Senior Technical Marketing Engineer at KIBO, to break down a hard truth in B2B commerce: orders are messy, and most systems weren’t built to handle that complexity in real time.

Ty explains why split shipments, backorders, contract pricing, dropship vendors, multiple warehouses, and multiple ERPs quickly turn “simple” orders into operational chaos. The conversation clarifies what an Order Management System (OMS) actually does, how it differs from an ERP, and why real-time inventory and order orchestration are critical to modern B2B fulfillment.

Justin and Ty explore how OMS acts as the brain of fulfillment—deciding where orders ship from, when they ship, whether they’re split or consolidated, and how business rules, customer preferences, and cost optimization all factor into those decisions. They also discuss why relying on batch inventory updates or overloading ERPs with real-time logic leads to broken promises, higher costs, and frustrated customers.

The episode closes with a look at how automation, AI, and agentic workflows increase the importance of strong OMS foundations, and why OMS is no longer an add-on but a core layer of the B2B commerce stack.

Key topics include:
• Why B2B orders look simple in the cart but fail behind the scenes
• What an OMS does and why ERPs aren’t built for real-time fulfillment decisions
• How order orchestration and routing actually work
• Why real-time inventory and available-to-promise matter at scale
• How to reduce ERP complexity instead of “Frankensteining” it
• Why OMS becomes more critical as automation and AI increase

A practical episode for manufacturers, distributors, and B2B commerce leaders looking to reduce order chaos and build fulfillment operations that scale.

Guest: Ty Sweet
Host: Justin King