Post on 17-Jul-2015
Learn to Love Your Data & Grow Your E-commerce
Revenue in 30 Days
Amit Shah
Chief Executive Officer
Jirafe
amit.shah@jirafe.com
Meet Our Presenter: Amit Shah
Amit Shah is CEO of Jirafe, Inc., and has more
than 15 years of experience in the e-
commerce space.
As a venture capitalist early in his career, he
invested in petstore.com, and then went on to
serve as both an executive and founder at several
successful e-commerce technology companies.
He founded Jirafe with the belief that e-
commerce providers needed insight into their
businesses in a way that drives action. Prior
to Jirafe he helped start OpenX, and ran sales and
business development worldwide for Magento.
How Do You Feel About Your Data?
• How easily can you find out if customers from Pinterest or Adwords spend the most
over the lifetime of their engagement with your brand?
• Can you find out what products create that need it, want it, have to buy it mentality
with your customers without wasting time creating reports or running queries?
OR
Is Your Customer Targeting A Guessing Game?
Can you find out in less than 60 seconds what your customers are up to?
Which ones should join your loyalty program, and which ones should be part of a win back campaign?
??
? ??
of merchants say it's difficult to make decisions that impact
their revenue based on their current e-commerce data (Jirafe Poll)
of your company’s revenue will come from 20% of your current
customers (Gartner Group).
existing customers are 14x more likely to buy as the result of a
marketing campaign than new customers. (Referral Candy)
of Amazon’s sales are repeat purchases - they optimize for
returning visitors, but the industry average is 7 percent. (ClickZ)
Competing for Market Share is Hard . . . Data Can Make It Easier If You Have the Right Tools
>50%
80%
14x
66%
● They use existing customer purchase behavior to nurture new
customers.
How Are Successful Brands Using Their Data to Increase On Site Conversions?
Example: Blue Nile Shares Trending Products to Inspire New Customers
● They are make data-driven merchandising decisions to drive traffic to
various products and categories.
How do successful merchants turn Browsers Into Buyers?
Example: Diamond Candles places best sellers on their homepage
How Are successful brands growing their customer relationships?
● They look at which products their customers love, and deepen their
relationship by helping them uncover new items over time.
Example: Nasty Gal makes product suggestions based on items purchased together
Win More Customers, and Keep The Ones You Have
Happy
● Knowing which marketing channels bring the highest value customers can
help you find more great customers like the ones you already have.
Win New Customers
Example: Anthropologie Uses Facebook Retargeting To Encourage First Time Buyers To Convert
Keep Your Big Spenders Motivated
● Pinpoint your best full-price customers and send them e-mails with
exclusive offers.
Example: Sephora keeps their best customers coming back with loyalty programs
● When was the last time some of your valuable customers made a
purchase?
Know what your customers are up to
Example: Crocs uses e-mail campaigns to win back inactive customers
● Give them exclusive access to new products, or include them in friends
and family promotions.
Stay Top-of-Mind With Existing Customers
Example: Saks Fifth Avenue Sends Special Offer Emails to Existing Customers
Master Your Merchandising: Turn Your Store Into An
Irresistible Shopping Destination
Make Room For What Sells
● The easiest way to free up space on your site for products that aren’t selling,
or are out of season, is to discount them.
Example: Carter’s Runs Flash Sales To Make Room For New Products On Their Site
Look For Hidden Gems
● Are there promising products in your current product catalog that can
help you boost revenue?
Example: Old Navy Leads Email Campaigns To Existing Customers With Emerging Products
● Push cold products by running product focused promotions in order to
reignite interest.
How Do You Manage Products That Once Sold, But Aren’t Selling Now?
Example: Gap Has Spotlight Sales To Encourage Their Customers To Purchase Specific Products
● Drive up the average order value for new customers by leading with products that
are associated with highest first order. These products may be purchased in
bundles, or frequently purchased alongside complimentary items.
How Can You Increase The First Time Order Value Of A New Customer?
Example: Ann Taylor Promotes Products That Can Easily Be Purchased With Multiple Items
● Improve your product conversion rates by A/B testing price, changing product
descriptions, or optimizing images on your site.
You Have Products That Get A Lot of Visits, But Don’t Convert Well
Example: Reshooting The Way A Product Displays on Your Site Could Increase Conversions
About Jirafe
More than 80,000 merchants use Jirafe data daily
to grow their online revenue.
Jirafe Turns Your E-commerce Data Into Answers On Demand
Jirafe delivers data to everyone on
your team in just a few mouse clicks so
your business can:
• Reach more customers & keep them loyal
• Sell more stuff your customers want
• Promote the right products to the right
customers
• Personalize your marketing
Just A Few Of Our Customers . . .
Visit jirafe.com to learn more,
or start a trial!
Questions?