Product leader for a B2B commerce platform serving $4B+ in annual digital sales and 50,000 dealer accounts.
I pull threads to find the gaps other people summarize away.
How I Think
Reporting explains what happened. I focus on what is hiding underneath the average.
Aggregate view
The platform-wide adoption rate looked stable.
Behavior view
Some accounts were fully digital. Some never used the platform. The middle was smaller than the average implied.
An adoption average can hide customers who are either fully digital or not digital at all. The average describes almost nobody.
Cart revisits may not mean abandonment. They may mean the cart is being used as a calculator.
Search behavior, order source, and support fallback need to be read together.
Selected Work
Where the reported number and the real behavior came apart.
Rebuilding the Platform 50,000 Businesses Order Through
Taking years of platform experience, stakeholder input, and turning it into a path forward.
Read more →Case StudyThe Average That Hid the Business
One number stood in for the whole platform. It was real, and it was about something else.
Read more →Case StudyMeasuring an Industry That Had Never Been Measured
Building the instrument was the work. The finding was what the instrument was for.
Read more →ApproachThe Shape Under the Average
How I interrogate institutional metrics before they become strategy.
Read more →Research
The Last Mile Is Where Demand Changes Hands
A measurement of dealer-layer mobile performance in the flooring, tile, cabinet, and countertop trades. We expected to find a tail of bad sites. We found the median.
The same measurement can be run on any dealer or distributor channel. Flooring and its adjacent trades were the first dataset.
Get in touch
If you want to talk about B2B commerce or anything on this site, send a note. You can also reach me on LinkedIn or by email.