Identifying Hidden Customer Segments

That Drive Revenue

Presented By:

+

WEBINAR SPEAKERS

Thom O’Leary Alex GoldmanPresident,

FIXER Group

Consulting

Project Manager,

Oro, Inc.

Thom O’Leary of Fixer Group Consulting

advises successful online stores to help

them double their revenue year over year.

He helps successful online stores that are

outgrowing their current tools find the right

e-commerce platform.

www.fixergroup.com

Alex Goldman is a Project Manager and

Solutions Engineer at Oro Inc. where he has

scoped and implemented dozens of

OroCRM and OroCommerce applications.

www.oroinc.com

AGENDA

IDENTIFYING SHOPPER

SEGMENTS

IDENTIFYING RECIPIENTS

DRIVING SALES

Q & A

GIFTING OCCASIONS

ORO’S PHILOSOPHY

DEMO OF OROCRM

GIFTING OCCASIONS

Importance Varies by Products:

Valentine’s Day,

Mother’s/Father’s Day,

Christmas

TYPICAL HOLIDAY GIFT OCCASIONS

Recurring:

Birthdays, Anniversaries,

Work Anniversaries

ANNUAL PERSONAL GIFT OCCASIONS

Some Seasonal, Some

Unpredictable:

PERSONAL EVENT GIFT OCCASIONS

Graduations, Babies,

Weddings, Thank You Gifts

GIFTING OCCASIONS

IDENTIFYING SHOPPER

SEGMENTS

IDENTIFYING SHOPPER SEGMENTS: GIFT GIVERS

It’s not always obvious:

Look for hard evidence & subtle

clues

THINK LIKE AN INVESTIGATOR

Definite Gift Givers:

Gift card senders, gift notes,

gift wrap/box, personalization,

asked for gift help

COLLECT THE EVIDENCE

Possible Gift Givers:

PIECE TOGETHER THE CLUES

Gender-specific gifts, different

sizes, different addresses

IDENTIFYING

RECIPIENTS

IDENTIFYING RECIPIENTS

Identify and Modify:

Learn the buying and product

patterns of your gift givers, then

encourage higher ROI items

LTV and AOV of GIFT GIVERS

Examine Gift Messages:

Export and review most

commonly used gift messages

WHO IS THE LUCKY RECIPIENT?

Mother or Mom?:

WORDING MATTERS

Phrasing can tell you a lot

about your customers and how

to speak to them

DRIVING SALES

DRIVING SALES

Create email segments

and social audiences

Target these segments around

known holidays

Substitute missing info with info

you do have

Tune your CRM to track customer

occasions

Use follow-up messages for

momentum of goodwill

Create physical mailer segments

1

2

3

4

5

6

Include something in the package

for the giver, too

Gather gift-specific testimonials

and UGC

7

8

EVERYONE GIVES GIFTS!

ORO’S PHILOSOPHY

Oro Revolutionizes Commerce

The Oro Team

Yoav KutnerCEO

Jary CarterCRO

Dima SorokaCTO

Michael BessolovVP, Engineering

Motti DaninoCOO

Roy RubinAdvisor

Oro’s Philosophy

Flexibility

Modularity Ecosyste

m

TCO

Open Source

DEMO OF OROCRM

Some of Our Customers

Global Partners Network

RECAP

IDENTIFYING SHOPPER

SEGMENTS

IDENTIFYING RECIPIENTS

DRIVING SALES

GIFTING OCCASIONS

THE RIGHT TOOL FOR THE

TASK

QUESTIONS?

Be sure to download our actionable PDF guide

in the handouts section after today’s session