The B2B Experience

The B2B Experience helps digital leaders deliver meaningful change by sharing real stories from those pioneering B2B transformation. From Biglight, Europe’s leading independent experience design agency - helping B2B organisations turn commercial ambition into measurable growth. https://biglight.co.uk/theb2bexperience

The B2B Experience is a business podcast hosted by Biglight, with 22 episodes on record and a Required Pod Score of 80.

Biglight hosts The B2B Experience, a business show with 22 episodes published.

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  Episode #24

  Creating value beyond the product.

  Sep 30, 202636 minS1

  In this episode, Ev Garde, Head of Marketing at Hilti GB, explains how the business creates value beyond the product by combining tools, software and services to solve customer problems. He shares practical B2B customer experience insights on turning customer feedback into innovation, building trust through direct relationships, and designing solutions around outcomes rather than products. The conversation explores B2B digital transformation strategies, from subscription services and IoT-enabled asset management to using AI for operational efficiency and reducing admin for customer-facing teams. Tune in for a practical discussion on customer-led innovation, service-driven growth and scaling digital transformation in B2B. https://biglight.co.uk/theb2bexperience

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  Episode #22

  Applying retail discipline to B2B growth.

  Jul 8, 202634 minS1

  Laura Sabatini has built her career at the intersection of data, customer behaviour and commercial performance. Now leading a £500m+ ecommerce and marketing function at LKQ Euro Car Parts, she’s applying retail discipline to B2B digital transformation strategies inside a complex environment where speed, trust and scale all matter. In this episode, Laura explores how B2C expectations are reshaping B2B and what B2B customers expect today, from simpler journeys to more seamless digital experiences. She shares practical B2B customer experience insights and explains how analytical thinking and customer understanding can unlock growth, even in the face of customer journey complexity and legacy systems. The conversation goes beyond theory, tackling the realities behind digital transformation ROI challenges and exploring why transformation programmes fail in practice. Tune in for a grounded look at transformation in action, with real examples and clear thinking on how to simplify, scale and bring the organisation with you. https://biglight.co.uk/theb2bexperience

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  Episode #21

  Digital in a relationship business.

  May 12, 202638 minS1

  Chris Monery entered food wholesale from the fast, unforgiving world of online retail, where technology, data and constant optimisation are the norm. What he found was an industry shaped by relationships, routines and workarounds, where businesses could operate successfully without the systems and digital discipline he took for granted. In this episode, Chris talks openly about what it means to bring a digital mindset into a traditionally low‑tech B2B environment. He reflects on the early realities of the sector, the gaps he saw immediately, and why fundamentals such as forecasting, stable platforms and clear processes became the foundation for change. He also discusses the practical work of scaling in a protected market, from building trust with suppliers to persuading independent van drivers to join him, to developing the tools he couldn’t find off the shelf. For Chris, real transformation isn’t about disruption for its own sake. It’s about seeing where a system is fragile, strengthening the parts no one else wants to fix and proving that technology, relationships and execution can work together to build something better. https://biglight.co.uk/theb2bexperience

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  Episode #21

  Digital in a relationship business.

  May 12, 202638 minS1

  <p>Chris Monery entered food wholesale from the fast, unforgiving world of online retail, where technology, data and constant optimisation are the norm. What he found was an industry shaped by relationships, routines and workarounds, where businesses could operate successfully without the systems and digital discipline he took for granted. <br> </p><p>In this episode, Chris talks openly about what it means to bring a digital mindset into a traditionally low‑tech B2B environment. He reflects on the early realities of the sector, the gaps he saw immediately, and why fundamentals such as forecasting, stable platforms and clear processes be...

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  Episode #20

  Delivering incremental innovation in FMCG

  Apr 20, 202633 minS1

  <p>John Kelly has spent over 25 years navigating the realities of FMCG and Food and Beverage, an environment defined by operational discipline, complex routes to market and a low tolerance for risk. </p><p>In this episode, John reflects on his 15‑year journey at Heineken, where he helped scale a B2B digital ecosystem from three pilot markets to more than 30 countries, generating over €2.5bn in digital revenue and fundamentally reshaping how the business goes to market. </p><p>John shares honest stories from the frontline of transformation, from failed big‑bet initiatives to the power of incremental innovation, agile ways of wor...

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