E-commerce in B2B is no longer e-shop: Matěj Mrázek & Josef Berger (#186)
- Martin Hurych
- 1. 4.
- Minut čtení: 24
E-commerce in B2B? Most people think of something between Alsa and a catalogue. But the reality is much, much deeper.
It starts with product data, continues through ERP, CRM, quotes, pricing, to AI that can not only help salespeople, but search and make purchasing decisions itself.
And it ends? A complete transformation of the sales department. Not the web. Not an "e-shop". But a digital business machine that saves time, reduces costs and accelerates growth.
That's what today's Ignition is all about. I've invited two people who live B2B digital. And who understand technology as well as they understand business.
Matěj Mrázek and Josef Berger from Emorfiq build digital solutions for technical, manufacturing and industrial companies that want to finally have order, scalability and a head start in their business.
And it is with them that we break down...
🔸 What is B2B e-commerce today?
🔸 How to give the customer the same care through e-commerce?
🔸 Is EDI and VMI also e-commerce?
🔸 How to imagine a virtual sales department?
🔸 What will e-commerce look like in the age of AI?
If you this episode, you'll understand why e-commerce has long been about strategy, integration and convenience, not about the cart and the carrier. And it's one of the biggest opportunities for growth in the B2B segment.
I recommend you stick it out till the end. If you've ever wondered how to scale your business without hiring more people, this is for you.
"Don't be afraid of digital, it will move your own business forward tremendously. And most importantly.. Don't underestimate consistent data. You can't do without it."
Matěj Mrázek | Co-founder @ Emorfiq
Josef Berger | Co-founder @ Emorfiq
E-commerce in B2B is no longer an e-shop
(transcript)
Who are today's guests
Today we will try to discuss what e-commerce means in B2B business, even if you have a manufacturing company and sell or sell investment units. I've invited two guests that I've known for a bunch of years and they're some of my first ever clients after my corporate career. They're Matej Mrazek, hi.
Matěj Mrázek
Hi, Martin.
Martin Hurych
And Josef Berger, hey, guys.
Josef Berger Hi.
What are they doing to get on each other's nerves?
Martin Hurych
Both are Emorfiq funders. In preparation I found that you two have known each other for 14 years, so I was wondering what I was going to derail you with today right off bat. I was , what have you been doing to get on each other's nerves all these 14 years?
Matěj Mrázek
Pepa and I, on the other hand, have a lot of things in which we meet. Of course, there are things that we fight about all the time, probably our most frequent dispute is that Pepa is a big perfectionist and I am the one who needs to get it done. It's such a beautiful constant clash of two worlds that we know is productive, so we get really annoyed by it, but at the same time we know it's great and it's that fruitful discussion that then leads to a result.
Martin Hurych
What's bothering Mathew?
Josef Berger
It's such a relationship, in the beginning everything is ideal and gradually it shifts. I think Matěj said it very well, because I'm really a perfectionist about a lot of things, but if were always looking for the top, you would never get there.
What does Emorfiq mean?
Martin Hurych
You guys are awfully nice to each other. Emorfiq, what does that mean and how did you it?
Matěj Mrázek
Emorfiq is based on the concept of morphic architecture, a concept that we are trying to establish and introduce into the world we live in. At Emorfiq, we create things so that you can use ready-made things, but at the same time, you can morph and shift it to address those business needs. We're in the e-commerce business here, but it's pretty much true in general. Very often what's true is that you need to deliver a solution to a client that's largely uniform, that's common, that's generic, and you need to focus on detail, the things that are specific to that client.
If you boil it down to our industry, for example, it's very much about the fact that every client needs to work with pricing, with products, with cart, payment methods and carriers. But then when you go those 2 or 3 steps further, you come to the fact that each client has certain specifics that they need to focus on. A nice example would be Nekvinda, one of our clients, they sell tractor parts, quite an interesting project to get tractor parts all over the world. There are maybe some very specific things that they came up with in the beginning that they needed and that we needed to incorporate into that solution. But at the same time they needed that solution to be good, solid, tested and not have to reinvent the wheel. That's the Emorfiq, that's what we're building and that's what we're named after.
Martin Hurych
You have been on the market for 14 years as a product, 6 years as a company, how many you today?
Josef Berger
25.
Matěj Mrázek
It's growing every month.
How to understand e-commerce in B2B?
Martin Hurych
I indicated at the beginning that today it would be about B2B, ideally with a long or longer sales cycle, so more expensive stuff. I indicated that we're going to talk about B2B e-commerce. For a lot of my people e-commerce is a big shortcut towards Alza, Corner or any other e-commerce store. What is my understanding of e-commerce in B2B?
Josef Berger
That's a good question, because a lot of clients think of it as B2B = B2C e-shop where we add some price lists, but of course that's not the case. Because when our client does that, they always say they have a small turnover, usually those clients who do it this way get maybe in the order of some units of percent of their entire turnover. That's where their distrust comes from, because if you have 5%, 10% online, investing in something that is relatively expensive looks very disadvantageous at the beginning. We always try to open their eyes, open their horizons that B2B is not about copying B2C e-commerce. If you that, those customers will never get there and it will still be at that 10%. We're trying to show them what it takes and we're looking for a way to get those customers there. It's about the fact that ultimately the B2B customer is even more demanding than the B2C customer because the B2C customer is often after price and after shipping, whereas the B2B customer wants convenience. He's used to getting
the merchant, he's used to having some care from the company and you have to transfer that care from the merchant to the online to make it work.
At the same time, it's not just about the e-shop, it's about the whole process, because one level is that we're trying to get as many customers as possible online, which fortunately we're mostly successful at. We have examples where maybe customers had some 50% and now they've got 80%, 90%. Most of our customers have 90% of their B2B business online, which I think is great. It's a big shift, but if that company wants to operate today, B2B is really not just about the e-commerce, it's about that company transforming itself overall. That company is not only addressing the online one, but it's addressing the whole business process with it. I think everybody knows that the cost of the business and the cost of the back office is relatively high today and we don't just address that part when we go into a business, we address the whole overhead with that client.
We will look into the different parts of the company, we will look at how the whole business works from the beginning, when some offers are made, the first communication with the customer. Then we'll see how that can be implemented into that online environment of ours, where we can save money, and then at the end it's about that care again. We also need to give those marketers the tools to simplify their lives and, most importantly, save . Because you can either have a big army of merchants or you can have good tools that will make that army bigger or smaller in number.
Martin Hurych
Am I in understanding that in B2B e-commerce should be understood as the computerization of the sales department?
Josef Berger
I think that's a good idea, because that outdated idea is exactly a copy of the B2C e-shop. Today, it's about you want to get your sales department up to speed, you've got a good team and you want to free their hands to work even harder, so you give them good tools to do that that can get all that customer data ideally in one place. Give them good marketing tools towards those customers and give them the tools to nurture those customers as well. When I pull back against that nurturing, such a good example today is the digitization of business offers. A lot of manufacturing companies are solving that with some Excel or they're solving that by having somebody prepare some kind of quote and exporting it to PDF. Then somebody translates it again from that business and it takes a lot of time.
Let's say you're assembling structures, assembling furniture, it's a relatively complex business. Imagine you have a CRM or an ERP where a salesperson creates a quote that then goes into production, you just click and it gets passed on to that customer. It's transferred to you visually, it's transferred to you in all languages, so if you're supplying to Skoda, for example, suddenly you've got Czechs there, you've got Germans there, you've got English there. The salesman clicks once and an email is sent to all those people in that language.
At the same time, when you get it into that electronic form, you can look at it on your mobile phone, you can click through it, you can see the details, you can see your salesperson, and it's a whole different representation of that company.
Matěj Mrázek
Now Pepa went a lot for those specific examples and those specific applications, but I perceived the question a little bit more broadly, what is the B2B shop. I have this thought construct for myself that if we're a business, part of it is selling offline, part of it is selling online, and that online sales is exactly everything that happens online. It's making it all work , making those systems connect well so you have data, B2B is extremely about data. Then of course there's the things that my colleague has already mentioned in part, that the mall needs a super powerful tool to do more of the acquisition than having to rekey some Excels with customer orders. So it's also that process of some shift, some incremental improvement, it's a lot about finding those avenues, finding those weak spots and finding where that online can bring something extra or where it can save money. That's what drives you forward and evolutionarily you're able to work your way up in a couple of years to somewhere completely different than where you maybe started.
What to prepare before considering e-commerce?
Martin Hurych
Yesterday I was with a potential customer who complained that due to imperfect processes or slight chaos in the data, he often doesn't even have time to issue an offer. Now, what should people we've got excited about who want to digitise their sales department prepare before they contact you or anyone else and start thinking about it in any serious way?
Matěj Mrázek
I would maybe look at it the other way around, because often those clients have the idea that unless they have a terribly broad set of things, it's not worth going to a partner. But then the practice shows us that it's exactly the opposite. When somebody comes in saying they're in a situation and they want to take it somewhere, it's much easier to have that discussion, it's much easier to have that conversation they know their business. They're experts in their business, they know it really well, they understand it, they know the specifics, but they don't know how to do it online, for example, and they don't know what the technical possibilities are.
It's very important to connect the dots there, and it's usually very effective to do it at the beginning. Pepa mentioned exactly the model that he wants to create online offers, so that customers find out an offer online.
What we often see that a customer comes in with a very specific brief, that they want to generate a PDF that is going to be sent in some complicated way. We then tell him if he'd rather not do it any other way and break down the idea for him, because it can save him a lot of time. It must be said that we are not business consultants, nor do we try to fit into that role, and we have partners who can help in that role. We're strong in the technology, in the architecture, in helping him put that solution together to meet those goals. That's what we've been doing with these clients since
first contact, so that they take away a lot of aha moments from those first meetings and don't burn doing extensive specs that we then shoot down.
What is B2B e-commerce today?
Martin Hurych
I see another level there, where both I don't know what's possible and I can't imagine it happening at my company, so I don't even call anyone because I feel like it's not for my company. Come tell me what is realistically possible for a manufacturing company to digitize in the store today and how that can work so that they can offer their services to some B2B partner or customer network.
Josef Berger
There are so many areas and not many people realise it. Few people can even calculate the cost of what it them, because it is ultimately a hidden cost of people, it is the cost of some other technology. What very few people realize is that it's not just the software, it's the fact that you have to have somebody on the back office that's taking care of the data because the systems don't communicate with each other.
I just had a lovely meeting where the client said they go into the warehouse with paper, they have to transfer it from the ERP to the cash registers via Excel and I was just wondering how much money they are missing. There's an awful lot of those areas and that's why we say B2B is not just about the e-commerce. We actually offer three products because it's about complete digital. It starts with product data in general because that's the alpha and omega of most companies.
Every company struggles with this because they have some ERP, we probably all know how ERP works and you want to get that data from that EPR to that online. Nowadays it's not just about having one e-store, but nowadays you've got a lot of channels, you've got business partners that you want to provide data to, you've got stores, you've got some kiosks where you want to visualize it, you've got an internal team that needs to work with it somehow. It's place that, when you're bringing it into all these systems, it costs an incredible amount of money. When we go into a company, we go after all the areas, so you can now very well and efficiently optimize the finance department in general. Few people can that today AI will process your documents and what was handled by, say, an accountant with some success, today you come in, you click away, you don't handle it, and if you're a company that has thousands of documents, again, that's a hidden cost.
Martin Hurych
Going back to the trading, we have product data, we see the e-shop externally, we talked about offers. What else can I offer within the business?
Matěj Mrázek
I would also say that these are often things that are not magically complex, but by simplifying and streamlining the processes, there are magical savings. A nice example of that is CRM, working with CRM, where that salesperson needs that data in one place. When you have that data in ERP, something in CRM, something in the shop, it's hard to get it there and you need to integrate it somehow. It's not about any like extreme scale of data, it's about making sure that that mall guy is informed, that he can find it easily in one place, that he doesn't have to hunt for it somewhere and he doesn't have to do hours of preparation in the morning.
Then there are also things that are a bit hidden, again, the client may not be fully aware of them at first. I remember an experience from one of our clients when we were in their company and they were guiding us. They opened one of the doors and said there were 8 people sitting there dealing with customer queries and dealing with the fact that the current e-shop wasn't working properly. That e-store will do their job when it's technologically working and doing what it's supposed to do, when the data flows as it's supposed to and it's not happening that customers are ordering things that are out of stock or shouldn't be ordered. Those are such relatively basic things, but you have no chance of building something big and moving somewhere, automating something without that quality data and that quality foundation.
Once you've got the basics figured out, the opportunities start jumping out at you. A job that takes 2 days could take 30 minutes and then you find 20 of those opportunities and suddenly you find out that you didn't get a return on that e-commerce investment in 3 years, you got a return in 2 months. Because you've completely changed the way the inner workings of it work, and it has the positive effect that you don't have people doing the monkey work that a lot of people get annoyed with. They get the space to function better, they've got that foundation and they can already deal with those things, they can already focus on how to maybe just do the business better and how to expand it somewhere else.
Josef Berger
It then has the other effect that you can thin the team as a result, and even though it's an unpopular topic, it will be.
Martin Hurych
Are the traders gonna have something to eat because of you two?
Josef Berger
Absolutely, saves good traders time and only helps them.
How to give the customer the same care through e-commerce?
Martin Hurych
Internally, what Mathew says is understandable. You need to make the B2B e-commerce in such a way that it adequately takes care of the customer. I can see that for a lot of owners, it's often a big question mark when LinkedIn says the merchant has to ask, the merchant has to nurture, the merchant has to figure out value add and some incentives. Now all of a sudden you come in and say instead of a salesperson, there's going to be an e-shop. How do you make sure that that customer gets the same care, if not better, from the merchant?
Josef Berger
I think it's some synergy between the merchant and the e-shop. You don't always have time, you get to something in the evening and calling someone at 10pm to place an order is difficult. So, the first comfort to even think about it is you give the customer the choice of whether they want to order at 1 in the morning or 12 at night after work, because they're working all day and they're running errands somewhere, so they can. Again, it varies by company, what industry you're in, and obviously every customer wants different care. If you're in an industry where there's some medicine, you've got doctors there, you've got some pre-orders for them, you've got to see the specific things that they're ordering in general, you've got the ability to assign like rights in there, because it's usually the nurses that are ordering it.
Again, if you're in a technical field, a lot of times the bigger companies have a hierarchy in that you need to split your purchases, then someone approves it, you need to have specific pricing. That's usually a big issue that your salesperson has negotiated something with that customer and rarely is there any thought when you move to a new solution, if the new solution can even replicate the way your business works, that convenience and that pricing. Just from the last meeting I had, the customer was addressing the fact that they have customers coming in, they can buy something, but they can't buy the rest because they can't replicate that pricing.
Those are the exact reasons why 5% of people shop there, because if you go there and you can't complete your order, why would you go there? Then of course it's the convenience things most larger companies need to have access for accountants. Today a lot of customers are dealing with orders in their own ERP, so either they've got online communication through EDI or most of those systems can export that. Again, those buyers like to go into that e-store, one-click import from that ERP, maybe add something else, see what's new and complete that order. It's really about that search as well for that particular type of e-store, but I think if you don't have those tools there, that's exactly why those customers perceive the online negatively.
Is EDI and VMI also e-commerce?
Martin Hurych
You did hint at one interesting level there, you said EDI. My experience back in the corporate world is that some sort of virtual storefront for B2B was a great moment for us for smaller or medium sized companies. But the big ones have always told us why they should leave their own ERP system and have
to go somewhere to import something when they're already consolidated on their side and now we're asking them to tear down existing processes. This to me with large companies is also e-commerce, where once the contract is signed the merchant is the custodian of the relationship, but that contract only runs electronically. Am I imagining this correctly, things like EDI or virtual stock management and those things, is that part of what a virtual sales department should have in it today?
Josef Berger
I'm sure it's part of it. Of course, there are bigger companies that won't shop on that e-store, they have internal processes, they only want to communicate electronically because it impacts them and you're never going to get those customers to the e-store. On the other hand, there's a lot of companies here, there's a lot of specific product range. EDI is basically very much downloaded for that kind of repetitive range, that you're selling chemicals to a petrol station and MOL will charge you via EDI because why would they deal with that on your e-shop? Same thing with Makro.
They'll always buy the same thing from you, the dealers will negotiate the price of course, they nurture that relationship, but they have no reason to. But then there's a lot of others like Globus and Pill, which are e-shops that also buy on those B2B portals of ours. They may be giants, but their employees are used to using it. They see what's new, they want to check it , they have some benefits, they can buy promotional material there. What are we going to say, you can't do that through EDI most of the time. I think that in general the B2B e-shop can also improve the relationship even more, for example with the promotional materials. It's pretty common that you want to boost sales with your customers, so you put some sort of loyalty program in there that they can charge some sort of boost to that sale through.
Matěj Mrázek
You say EDI, we talk a lot about e-commerce and those are the good moments that define what e-commerce is or what online sales are. We, when we come to a customer, it's typically that he's got 4 customers through EDI, then he's got some range of customers that are there and he's got individual pricing to them, but they're going through maybe a merchant supported e-store. The merchant gets in there, helps them prep and then maybe gives them some more discounts.
Then there is a third group of smaller ones, 80% them but 20% of the turnover. They are still B2B partners, they still have their place in B2B, but the level of attention they get is less.
It's important to have that debate with those clients about who their customers are, but I don't mean now those personas like a mother of 35 with two kids in a small town. I need to know who the real customers are. Plus in that B2B they usually already exist, they're already there, so it's not primarily about acquiring, it's more about the tool for the salesperson to help them. 's helping him primarily to manage and process that data well, to help them buy repeatedly and to be able to give each of those groups what's relevant to them. For example, there are customers who oversell and it's extremely important for them to have data feeds with their own pricing and be able to stretch that somewhere. There are customers who take it for themselves, they don't care about that at all, they need other things again.
But then there are customers who have a structure where they have 10 stores, each store has a team of eight people, each team member has some rights, and there's an administrator above that who holds it all together. Those people are relatively rotated in there because when you've got 80 people on your team, you're going to have a turnover every month or two and you need to have over that. So then again, part of that B2B solution is the HR management that you need to cover so you can tell who can even work with the tool and what they can see there. For example, some users just suggest orders, somebody then authorizes it or they have some limitations. So you need to work with the whole range of those customers in B2B and offer a little something different to each of them. You need to segment it, you need to offer them those solutions, here it's going to be EDI, here it's going to be e-commerce with merchant support, here it's going to be maybe more automated e-commerce, here it's going to be some data feeds.
How to imagine a virtual sales department?
Martin Hurych
I've been thinking about a company that flashed before my eyes all the time here that deals in oils from the gas stations to the big corporate manufacturing companies where they lubricate the machines. That's where it occurred to me that the e-commerce, that internal virtual sales department is the de facto support for the merchant, it's an e-commerce store for some segment of customers because there are some recurring medium purchases in addition to the small ones. For the big ones it's data exchange and EDI and some virtual warehouse management on the other side. What else have we forgotten, aside from the modules that can keep it all running?
Matěj Mrázek
I think that the list could be even longer, but then it might be up to those particular companies. Often it's some kind of fulfillment solutions or other things that you need to incorporate into the whole thing somehow to make it work as the solution that you need.
What will e-commerce look like in the age of AI?
Martin Hurych
We're talking about the current state of technology, although probably not the current state of the market the way I watch it. So can have all of this in your companies today if you're watching and listening to us. I'm interested in how you're tracking trends and adapting that product of yours going forward, where B2B e-commerce is going. What do I need to prepare for in the AI era in a year, two, three?
Matěj Mrázek
That is an excellent question. I think there will definitely be a growing pressure to make it simple for the customer and to give the customer specific information. That AI is absolutely amazing in that it gives you a wide range of how to work with it from some data enrichment to give that customer relevant information. When you're picking out a specifically technical product range, you need to be very specific that it needs to be compatible with what you need. So that information is very crucial there, so that you can see that component A is compatible with my machine. I think that market is going to get pretty rough in this, and those who are not afraid of that can be leaders in their markets. It's not at all like the size of the company is directly proportional to the quality of the workmanship. On the contrary, we see very often, and we're glad to have such examples among our clients, that a company that is, say, 100 million, 200 million in turnover is much further ahead than something we see in the big companies.
Martin Hurych
There is probably not the commercial pressure to improve those processes.
Matěj Mrázek
I don't really believe it, I think the pressure is there, but maybe it's more about the fact that it's also very dependent on people and the will. Of course, it's again a generational conflict of saying we used to do it this way and now we're being told to do it another way. But we need to look for those ways and not completely resist it, rather try three things, two of them turn out to be mediocre or we throw them away, but one of them puts us a mile ahead and suddenly we're number one in the . The opportunities are there, the AI is such steroids for me because it doesn't do anything on its own, but the person who can use it can run their business. It can be used to maybe just enrich that product data or tie into some other accessory. That's maybe a huge topic in e-commerce, how to offer related products to make them really relevant. You can't click that manually because it's too much data, so you have different tools to do that and then you have some automation tools to help you figure it out for you and you just kind of tweak it to make it fit.
Martin Hurych
Deploying AI to do some cross-sell and upsell of your own stuff or to know your own data is great. I was recently at an AI summit hosted purely online and after some discussion on LinkedIn, I found out that those who are ahead of the game are already deploying this for their clients here. The information is that there are shopping AI bots that scour the internet looking for what you said, those relevant items. How do you grapple with that information within that internal virtualized sales department and what are you missing in that? I actually read an interesting idea that websites as we know them will disappear in a few months or years and we'll go back to texting because that's something that AI reads best. What are you missing in what we've listed here that would make you well read by AI bots?
Matěj Mrázek
It sounds magical to have an AI bot read it well, but at the end of the day, it's about doing it right, having the right structured data, feeding that data correctly. It's not just about the AI bots, it's a thing that's about those solid foundations so that you can build on those foundations. There are AI bots and they
they need to read. They're going to try to read, they're going to try to do that, but if you have mixed information on the website and it's not clear what the description is, what the specs are, the photos don't have descriptions, they don't know what manufacturer it's from, how the customers rated it, they're not going to prefer you. It's a lot about that product data. We very often talk about a problem and now you're looking for the root cause and you end up with the product data and this is an awful lot about that. In B2B, I think it's going to take a little bit longer, but probably still a little bit because I'm sure it's going to get there as well. A lot of times those portals there are non-public, those offerings are non-public, but it's an opportunity for those who are going to be more predatory about it to get out there earlier. He's just one step away from that, having a non-public e-store and making it a public catalog, if you have a meaningful architecture, it's not that difficult.
Martin Hurych
I can see you're thinking about it. I've had a cheeky discussion topic here that doesn't help you much, whether B2B e-stores in a year, two, three will even be needed when what will be needed just well-built data for an AI bot to buy it without the e-store.
Matěj Mrázek
The thing to remember here is that you're still going to need that data, and in that case you're already in some sort of online sales and you need that solution and you need that data. The B2B e-commerce is really just some one component that actually solves something for you, but very comparatively important can be the management of those people and some rights. The shop is something that sells you, but it's also something that's supposed to transmit data to you, and it's supposed to manage people, and it's supposed to send the data somewhere, distribute it somewhere, bend it for different channels. The AI bots are going to read it somehow, but the issue is not going to go away. The issue of you needing to sell because you're going to want to sell, and more so you're going to sell online, that's not going to go away, that's still going to be there.
Josef Berger
We're pulling back on the B2B thing, but that's where the B2C issue comes in. It's been solved for a long time for automotive as well, you go in the car, you don't want to buy, so you say you want rolls, bread and ham and you leave it up to the customer whether they take it from one or the other. Why would you go through 50 websites when you want to buy a good pair of running shoes, you want the cheapest of course, he knows your size, you don't want anything else, so why not leave it to the bot?
Martin Hurych
I don't think this is going to arrive across the board, but you can see that big corporations and maybe the automotive industry in particular are pushing this a lot. To turn this around for the positive, to me B2B e-commerce at the is crystallizing over some idea of individual modules to service either customers or internal people. It's about individual modules that I turn on and off depending on what the external market wants and it all revolves around some business data. Am I understanding this correctly?
Matěj Mrázek
I think you see it very much like we do, that really the data is the foundation and then other things wrap around that and that's where you look for those motivations, that's where you look for those pathways. The thing that hasn't quite come up yet, we've talked about different pricing, different pricing, but maybe some loyalty programs are again something that you can use to grab that customer loyalty more. He knows that if he's going to buy repeatedly, maybe he's going to achieve a turnover, achieve some additional milestones or get some additional exits.
Josef Berger
For example, topics that are often completely unknown in B2B, direct mail, personalized mailing in general, personalizing e-shop content to sell better and have higher margins. A lot of companies don't do that at all.
B2B e-commerce summary
Martin Hurych
We'd have to do a 12-part series to cover it all. But if this episode of Ignition were to remain 3-5 sentences set in stone, what would you think?
Josef Berger
I always have to make up my mind, but my first thought is, don't be afraid of digital because it can move the business forward incredibly.
Matěj Mrázek
Don't underestimate the data and don't underestimate how it all works together. Here I would respond to what you mentioned, that it's about the components, to a large extent yes, but don't forget that it has to make sense as a whole and that the whole thing has to hold and carry that value. That's why you do it, after all, to make money.
Martin Hurych
Thanks, I couldn't have done a better job. I wish you and your clients well on this digital journey and may you grow.
Josef Berger Thanks.
Matěj Mrázek
Thank you very much and thank you for inviting us.
Martin Hurych
You're welcome. If we've sketched out a slightly more comprehensive picture of how B2B e-commerce can work, we've done our job well. If that's the case, I'm going to ask you to like, share, subscribe to this episode depending on where you're watching or listening to us right now. I'll repeat my request from the , if you're willing subscribe to this kind of information on a regular basis and you don't feel like searching for it somewhere, consider joining the 1,300 owners and CEOs of engineering, technology and manufacturing companies. I have nothing to do but keep my fingers crossed and wish you success not only in the digital business, thanks.
