Data-Driven Ecommerce for Non-Geeks

Adam Landsman Chief Revenue Officer

Jirafe adam.landsman@jirafe.com

Meet Our Presenter: Adam Landsman

Adam Landsman is the Chief Revenue Officer of Jirafe, Inc., and has more than 15 years of experience working with early-stage technology companies. He helped grow Seamless (an online food ordering and delivery company) where he used data to identify and generate multiple revenue streams.

At Jirafe, he is responsible for leading the global sales team and developing new markets. Adam has also held senior positions at Thuzio, a sports marketing platform and Friend MTS, a provider of anti-piracy solutions.

Adam is co-founder of the ReMission Foundation, a non-profit organization raising awareness in finding a cure for cancer. He is a graduate of the University of Wisconsin and holds an MBA from New York University.

How Helpful Is Your Data?

• How easily can you get answers to questions about your store’s performance?

• How quickly can you take advantage of revenue opportunities for your store?

OR

Is Your Customer Targeting A Guessing Game?

84% of merchants find it important to understand their commerce data in order to continue to grow their revenue.

HOWEVER

More than 56% of merchants find it difficult to target specific customer segments because they don’t have the right data.

Competing for Market Share is Hard

Case Studies: Using Data to Drive Action

Diamond Candles

Challenges:

• Improve on site merchandising

• Determine which products were subject to seasonality, and adjust pricing based on demand

• Improve segmentation to ensure that customers are getting targeted based on their buying behavior

• Attract and retain more high value customers

Increase in revenue, customers and orders

How They Use Jirafe To Make Data-Driven Decisions

300%

90%

275%

Growth of average order value

Increase in returning customers

• Merchandise products based on performance, for example they feature best sellers on their homepage.

• Price products based on demand, for example they discount non-sellers and cold products.

• Segment their customer database based on customer purchase behavior.• View customer lifetime value so that they can attract and retain more customers

like their most valuable ones.

Results

Dolls Kill

Challenges:

• Increasing turn over rates for merchandise.

• On site merchandising to increase conversion rates for new customers.

• Understanding which marketing channels convert customers with the highest lifetime value for their brand.

Increase in revenue

How They Use Jirafe To Make Data-Driven Decisions

50%

70%

40%

Increase in orders

Increase in conversion rate

• Discount non-selling items and cold products to turn over inventory faster.• Focus their social media efforts in Facebook and Instagram. • Feature their best performing products on the home page of their site and on

landing pages.

Results

68% Increase in customers

Nasty Gal

Challenges:

• Needed to optimize conversion rates to ensure company was hitting growth targets.

• Wanted to optimize pricing and marketing strategies to move inventory that was not selling.

• Wanted better customer segmentation so that they could deepen relationships with existing customers, and develop profiles for customer acquisition strategies.

How They Use Jirafe To Make Data-Driven Decisions

• Merchandise best sellers prominently on site, and show non-sellers or sale products in retargeting and social campaigns.

• Show related products on each of the product pages to increase average order value.

• Discount non-sellers and cold products after a set time period to ensure that merchandise turns over rapidly.

• Email best customers about new arrivals and complimentary products and low AOV customers with information about sales or products that compliment purchases.

Results

Increase in revenue 17%

10%

13%

Increase in average order value

Increase in average selling price

Who Needs Answers?

How Do We Help Executives?

What Does Marketing Need Answers About?

What Do Merchandisers Need?

How Can Category Manager Make a Difference With Better Data?

Why Does Customer Support Thrive With Better Data?

6 Tips on Selecting a Better Analytics Platform

● Does your team need to understand querying languages, scripting languages, statistical languages, be Excel savvy, or employ a team of analysts so you can respond to what’s trending in your business right now?

How Easily Can You Analyze Your Store’s Data?

Does Your Data Look Like This? Or This?

● Your analytics solution should present your data in the form of answers, without the need to create reports, algorithms, or queries.

● It should also help you uncover what actions to take next.

How Quickly Can You Make A Decision?

Has Your Team Ever Misinterpreted Data?

● Has anyone on your team ever misinterpreted your store’s performance because they were looking at the wrong data?

● In addition to the challenges of getting data, once you have it often the story that data tells is unclear and can lead to bad decisions.

● Many analytics solutions only track page views, and make it difficult to tie customer actions to revenue opportunities.

● It is important to know what your customers are doing and how that translates into revenue opportunity for your brand.

● Brands like Diamond Candles look at which products their customers love, and deepen their relationship by helping them uncover new items over time.

Can You Tie Actions to Revenue?

● Most analytics solutions don’t give users access to reports out of the box that tell them things like what products achieve a higher sell through rate or which channels convert better.

● You shouldn’t have to wade through a sea of excel sheets, or wait on an analyst to give you the information you need to take action.

Data is Not For Everyone, BUT Answers Should Be

We tell you what your customers want to buy so you can feature those products in your email campaigns.

● Most analytics tools are made for people whose passion in life is to live in excel, and work in pivot tables.

● Your team needs user friendly data to help your business compete against brands large and small in noisy, crowded marketplaces.

● The best solution is one that works for everyone on your team.

What Would Apple Do?

About Jirafe

More than 80,000 merchants use Jirafe data daily to grow their online revenue.

Jirafe Turns Your Ecommerce Data Into Answers On Demand

We can help you sell more products, by enabling you to make better decisions about your marketing, merchandising and customer information.

We’ve done this by:

• Analyzing 425 million shopping experiences

• Crunching the data on 65 million customer records

Our merchants have experienced a 20% increase in revenue in as little as 30 days.

Just A Few Of Our Customers . . .

Visit jirafe.com to learn more.

Questions?