The Phantom Capabilities of B2B Tech with Slava Kravchuk

Guest: Slava Kravchuk, CEO of Atwix Host: Jason Hein In this episode of the B2B eCommerce Show, Jason Hein speaks with Slava Kravchuk, CEO of Atwix, about the legacy system every B2B company knows it should replace and keeps finding reasons not to, until a vendor forces the decision for them. Slava makes the case that most B2B companies don't migrate because the technology finally convinced them. They migrate because a payment provider drops support, an ERP integration breaks, or the one person who understood how the whole thing was wired leaves. He walks through why that avoidance is so understandable (if it's working, why touch it) and why the real cost isn't the migration itself, it's the compounding risk of staying on something nobody fully understands anymore. The conversation moves into what actually separates a good implementation partner from a bad one: not just platform certifications, but whether they understand your specific business, your product, your customers, and the wider ecosystem of tools beyond whatever platform they happen to sell. Slava borrows a framework from EOS (Get it, Want it, Capable of) to explain why the "want it" part, whether a partner has real goodwill for a multi-year relationship, matters as much as technical skill. He and Jason also dig into why so many B2B websites fail on the basics (speed, search, mobile, ERP sync) while companies chase flashy AI features, and why the fix is almost always to nail the fundamentals first and prove value with a small release before scaling up. Key topics include: Why B2B companies avoid touching systems that technically "still work" The real risks of legacy platforms: vendor support, integrations, and the bus factor of one key person Four things to evaluate in an implementation partner: business, product, customer, and ecosystem knowledge The EOS "Get it, Want it, Capable of" framework applied to vendor selection Why basics like site speed, search, and mobile experience matter more than AI features How to verify a partner's claims: references, certifications, and platform contribution history Why B2B companies already have a data advantage over B2C, if they actually use it