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