March 2026·6 min read
5 Takeaways from eTail West 2026: A 30-Year Veteran’s Take on the "Era of Dynamic Utility"
Loading...
This post contains affiliate links.
Walking the halls of the JW Marriott Desert Springs for eTail West 2026, I found myself doing what I’ve done for three decades: filtering the signal from the noise. In thirty years of badges, lanyards, and keynotes, one develops a “hype radar” that can spot a passing fad from a mile away.
Here are five takeaways, trends, and realities from the desert:
From the outset, it seemed obvious that AI was not the next NFT – a lot of speculation with very little to show for it on a P&L. It may seem self-evident given all the news cycle hype, but the consensus in 2026 is that this isn’t a false start; it’s become a fundamental rewiring of business logic.
We’ve moved into an era of true integration of AI; what one might label as its “Dynamic Utility”. A brilliant case study I saw involved field reps managing their accounts via in-person store visits (yes, in-person visits still exist!). Instead of squinting at a clunky CRM on a phone at the stoplights or studying on Sunday night prior, this brand used tools like Microsoft Copilot to synthesize data into Podcasts. Copilot reviews the upcoming daily visitation schedule, and Reps can then listen to their “daily briefing Podcast” on the commute to the stores—blending digital intel with physical execution. That’s not a buzzword; that’s a force multiplier.
A decade ago, “Enterprise” meant “Complex and Clunky.” We’re close to slaying that dragon, at least in terms of interfaces (but not entirely with backend integrations!). Many of the players who hitched their fortunes to the Shopify ethos – clean, intuitive, pluggable, and fast – are eating the lunch of legacy vendors who refused to innovate their admin experience.
AfterShip is one example I ran across. Their outsized presence at eTail was a reality check for me – they’ve focused their ICP on Shopify-based customers (while still supporting everyone else). By inking deals to handle tracking for global titans while blending 1st-to-market features like Shopify POS extension-based returns, they’ve proven that the back-office worker deserves a consumer-grade experience just as much as the shopper. Don’t take my word for it, however; I’m sure AfterShip will be glad to show you.* (Affiliate link)
I use this only as an example amongst MANY. This is an awesome trend. I saw this pattern in shipping, tracking, returns, reviews, loyalty, and customer service, to name a few. If your vendor’s admin panel still looks like it’s from 2005, they are grossly behind. It might be time to start shopping for their competition.
For decades, the industry represented customers to their service teams as “Ticket #ABC1234.” That era is over. The “ticketed” view is being replaced by a human timeline.
Players like Gladly and Klaviyo (with their foray into service) are leading a sea change. They’ve moved to a non-ticketed view that shows a streamlined timeline of every engagement and interest. It’s a ledger of a person’s journey, not just a transaction record or a “trouble ticket”. It seems like a small UI shift, but it’s a massive psychological win for an industry finally putting the “person” back into personalisation and the “customer” back into customer service.
We are seeing a massive overlap in vendor capabilities. Your search provider is now providing assisted selling through chatbots; your email provider has a view of your catalogue and is also eyeing assisted selling and service; your customer service platform is now handling cross-selling outside of chats and phone call enablement directly on-site, which competes with all of the above and even crashes into the realm of CMS providers. Ka-pow!
Why is this happening? Everyone is playing everywhere thanks to AI scraping the data it has access to: customer data, order data, search data, catalogue data, and metadata. Previously, data was the lead weight that dragged us down – nobody could parse enough of it. Suddenly, it’s the great equalizer that LLMs can crawl in a heartbeat to unearth new functionality. I’m not sure we’re there yet for insightful analytics, but that field is progressing as well.
In the meantime, this first step is good news for retailers. It offers the chance for more leverage out of a single suite. Over the next 12 to 18 months, watch your core solution providers closely – there is a major opportunity coming to consolidate, save money, and simplify your stack as the sandboxes converge into an AI-powered playground of customer-centric goodness.
I’ve been around long enough to remember when Google wasn’t even in the picture. Early search was AltaVista, Yahoo, GoTo, and a variety of other niche players. It was the days of “unadulterated” search: SEO basics, a little keyword packing, and no NASA-level configuration tools, just simple submission engines. Most importantly, the results weren’t yet clogged with the most experienced corrupting layer of all: paid advertisement.
That is the beauty of where we are today with AI engines. The big players are all vying for space, and while paid ads are coming, we currently remain in an age of innocence. Perhaps blissfully so, if you watch Terminator. Money hasn’t corrupted the output yet, and no one has won the battle.
Things will move faster than in the search engine era for sure. However, the applications and the users dictating success are still run by humans (until SkyNet takes over). My eTail conversations often tilted toward simple and cool, very human use cases – like someone using an LLM to figure out how to cure a disease on the lime tree in their backyard. Real, approachable daily challenges are made easier one by one. Just like Altavista killed off the need for the Yellow Pages – it’s upside for this brief moment in time. We’re in the fun part. For those who don’t remember a pre-Google world, enjoy this phase. It won’t last.
The Bottom Line: Retail isn’t getting easier, but the tools are finally getting smarter.
Gary Penn is a lifelong technologist and eCommerce leader. He focuses his consulting practice on unlocking technology to solve business problems in eCommerce.
At Chameleon Collective, we believe in navigating these shifts with a practitioner’s eye. We are partners with many of the dynamic and growing applications mentioned above and would be happy to show you how those or others could benefit your business.
*Chameleon Collective may receive a commission when qualifying services are purchased through the affiliate link.
Newsletter
Perspectives on transformation, leadership, and growth from 280+ senior operators. No fluff, no spam.
