📶 How to Stop Losing B2B Buyers Before They Find You: Glebs Vrevsky on Product Data, Digital Customer Adoption & AI | E735

Deets & Links

Guest: Glebs Vrevsky, Executive Board Member at ScandiwebWebsite: https://scandiweb.com

Episode Overview

In this episode of THE ECOMMERCE EDGE Podcast, host Jason Greenwood sits down with Glebs Vrevsky, former CEO & current Executive Board Member at Scandiweb.

Glebs reflects on his 14-year journey with Scandiweb, scaling the agency from its Latvia roots to over 500 digital specialists serving enterprise B2B manufacturers, distributors & omnichannel retailers.

Together, Jason and Glebs explore why B2B eCommerce failure is rarely a technology problem but rather an issue of customer adoption, organizational alignment and incomplete product data.

Glebs shares how European digital product passport mandates are forcing data transparency, how Scandiweb automates admin tasks with AI without losing human relationship trust and why agencies must establish strict quality filters to prevent AI slop.

They also discuss vibe coding Magento stores, the rise of agentic procurement and how B2B leaders can centralize operational data to prepare for the future!

Timestamps

[0:00:00] - Welcome Glebs Vrevsky and the Georgia vineyard story[0:01:25] - The scale of Scandiweb: 500+ employees and 14 years of enterprise eCommerce[0:02:46] - Why B2B digital success fails on adoption and demand, not technology[0:05:44] - The gated catalog trap: Why hiding product data kills digital customer acquisition[0:06:19] - European digital product passport mandates and AI-ready data structures[0:10:28] - The 80% silver tsunami: Digitizing tribal knowledge before senior reps retire[0:13:31] - Eliminating rep admin friction: Automating PDF quote reconciliations with AI[0:17:31] - Why B2B requires specialized platforms over generic retail stacks[0:21:58] - Portal adoption vs meeting buyers where they are on WhatsApp, Slack, and Teams[0:24:52] - Pushing digital adoption: Forcing self-service models for sub-$100k accounts[0:28:09] - Building custom opera layers: Filling back-office gaps between ERP, CRM, and PIM[0:32:06] - Data as the new oil: Why small enterprises can now leverage low-cost data lakes[0:36:03] - Is agentic procurement becoming EDI 2.0?[0:39:26] - AI inside Scandiweb: Building Ari to vibe-code Magento Adobe Commerce stores[0:45:10] - Build vs buy: How AI shifts the math on custom B2B app development[0:47:35] - Stopping AI slop: Establishing internal human quality filters for AI outputs[0:49:37] - Scandiweb roadmap: Opera layers, B2B operational deep dives, and hospitality culture[0:52:48] - Off the clock: Playing Padel and European house plans[0:55:12] - Flipping the script: Glebs asks Jason how B2B leaders will find new customers in 2028

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