reach the hyper-connected consumer -...
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Reach the Hyper-Connected Consumer
August 19, 20152:00PM EST / 11:00AM PST
Meeting the expectations of the hyper-connected shopper
with mobile and social personalization
FitForCommerce Webinar Series: Let’s Get Personal – Omnichannel Personalization in a Hyper-Connected World
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Bernardine Wu
FitForCommerceFounder & CEO
Meet Today’s Speakers
Ken Burke
MarketLiveFounder & CEO
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• Survey of 100+ key decision-
makers
• Interviews with retailers and
brand executives
• Input from technology and
service providers
• First-hand FitForCommerce
experience
Setting the Stage
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What We’ll Cover Today
• The Hyper-Connected Consumer
• The Mobile Factor
• The Social Factor
• Takeaways
• Q&A
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FitForCommerceA boutique consultancy founded to help online businesses ‘figure out what they need and how/where to find it’
eCommerce Diligence™A philosophy and methodology based on diligent preparation and decision-making to ensure success
RecruitingFor strategic and senior talent that aligns with e-strategy
eCommerceKnowHow.comThe first ecommerce knowledge base: Best practices, expert advice and info on 100s of features, functions and topics, 100s of provider and solution comparative info
FFC BenchmarkingStructured detailed benchmark studies
Client Sampling
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MarketLive – Complete Omni-Channel
Solution
• Complete Omni-Channel Platform
• Scalable and Extensible Technology
• Fully Responsive
• Hosted in Amazon Cloud (AWS)
• 100’s of Technology Partners
PLATFORM
• Pre Launch Implementation Services
• Post Launch Enhancements
• Dedicated Support
• Managed Services
• Upgrades
SERVICES
• eCommerce Strategy and Insights
• Seasoned Retail Experts
• eCommerce Best Practices
• Pre and Post Launch
• MarketLive Community
PARTNERSHIP
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MarketLive Selected Clients
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85% of online shoppers start shopping on one device and finish on
another
A Couple of Things You Should Know
Sources: Google, Nielsen Shopping Report
20% of all retail sales are influenced by mobile in some way.
of internet users consult social media when making a purchase decision46%
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Let’s do a Poll
What channels are you
leveraging to personalize the
shopping experience?
- Web
- Mobile
- Social
- In-store
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Top Channels for Personalization
We asked what channels
retailers and brands use
to personalize the
customer experience…
#3 Mobile
#5 Social
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Is Mobile the New Norm?
60% of consumers state
that they use mobile as their
primary or only source for
accessing the Internet
Source: InMobi 2014 Mobile Media Consumption Report
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Millennials, Mobile & Shopping
“My phone is my most
valuable shopping tool when
I am in the store.”
Source: 2015 Digital Marketing Survey, Razorfish
56% of millennials
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How Did We Ever Survive Before Mobile?
We use mobile to: • Stay in touch
• Share experiences
• For entertainment
• Find inspiration
• Research products
• Find nearby stores
• Buy & pay
• Check on deliveries
• Redeem loyalty points
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Mobile + Personalization
Mobile plays a pivotal role throughout the entire shopping journey and is a
powerful tool for personalizing experiences
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It Always Starts with Data
• Track usage across all devices – Encourage users to login across multiple devices
– Consider the form factor – make it easy
• Aggregate data across all devices– Use data to personalize the entire shopping experience
• Leverage native mobile functionality – Location, push notifications
Understand how consumers use mobile and how it impacts their
shopping behaviors
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Native Mobile Features Not Priority
Thinking about personalization, retailers were asked what their plans are for offering the
following as personalized shopping features:
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Focus on Relevancy, Convenience & Utility
• Understand customer needs and
wants across the entire shopping
journey
• Constantly improve and fine-tune
content and messaging based on
usage, profiles and user feedback
How can you make the experience relevant, useful and
convenient?
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Be Relevant, Not Creepy
• Fine line between delivering relevancy
and being intrusive
• Allow users to control • Opt-in
• type of messages
• frequency of messages
Intrude on her privacy and you may lose her forever
• I.e. Target limits the number of alerts shoppers receive to two per visit so as
not to overwhelm users
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That Personal Touch - Clienteling
• Equip sales associates with tablets
• Provide easy access to all customer
and product data
• Create personalized offers in real-
time based on past behaviors
• Order products not available in store
• Handle the checkout process
Empower sales associates to provide a personal, one-on-one
experience in the store environment
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Taking the Desktop to the Store &
the Store in the Pocket
Turn the threat of “showrooming” into an
advantage
• Turn in-store mobile activity into personalized
experiences that increase sales
• Encourage customers to use mobile to deliver
personalized experiences
• Encourage sales associates to engage with customers
searching on phone
• Gain insight into what customers search for while in
store
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Pocket-Sized Personal Shopping Assistant
• In-store wifi
• Scan in store to create personal
shopping lists
• Targeted content to guide the
buying process
• Order history
• Loyalty program – look up points &
get exclusive offers
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Location, Location, Location
• Use location to personalize shopping
experiences
• Reach consumers when they are
most present and engaged
• Create highly-targeted, personalized
messaging and offers based on
location
$8 billion global market for
location-based services in 2014
$40 billion market projection by
2019
Source: MicroMarketMonitor: Global Location-based Services
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Timely, Contextual & Personalized
The more personalized the experience, the more complex, but also
the more effective
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Beacons – The Next Big Thing or Buzz
• Micro-location tracking to target consumers with a
greater accuracy
• Combine personalization strategies and beacon
technology
• Engage with consumers – near or in the store,
while they shop or at checkout
• Capture real-time consumer behavior – e.g.
amount of time a customer spends in each area
of a store and how they navigate through the
space
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Leveraging Beacons Through 3rd Party Apps
Retailers have embraced beacons over the past couple
of years, often by integrating with a third-party shopping
or coupon apps
• Partner with third-party shopping apps to provide
hyper-local experience
• Low-risk point of entry before investing in more
comprehensive mobile development
• Tap into existing mobile shopping apps such as
Shopkick to test hyper-local programs
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Target Going Hyper-Local
• Alerts shoppers to hyper-local content accessible via a
newsfeed-like stream
• Target Run - find content based on their location
• Lists and maps the most popular features
• Product recommendations related to the department they
are located in
Save guests time and money by helping them find what they’re looking for,
discover new products and receive offers and services that are relevant and
timely
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Personalized Shopping via Mobile & Social
• Leverages social media to make beacon
alerts relevant
• Interior designer tool for college-bound
shoppers, that links with their social
media profiles to provide a personalized
and interactive selection of merchandise
Target puts guests first as they increasingly look for – and expect – a more
personalized shopping experience
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Are We There Yet?
• Still fairly new and unproven
approach
• Slow consumer adoption rate
• Riskier investment than other
mobile personalization tactics
More consumers will expect brands and retailers to deliver the targeted
personalized mobile experiences that beacons can offer, but…
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Wearables & Personalization
• Add deeper layer to customer
data
• Personalize based on tracked
behaviors
• Layered with shopping based
on activities
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Don’t Forget About Email
66% of all emails
are opened on a
mobile device
Source US Consumer Device Preference Report. MovableInk
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Getting Started with Mobile Personalization
• Understand customer behavior and needs
• Online and offline channels and customer expectations should dictate the mobile
personalization strategy
• Leverage localization and beacon technology to create hyper- local personalized
experiences and integrate mobile POS to interact with customers at the store level
• Test use cases and get feedback from customers via surveys, reporting, store
associate feedback and, ultimately, measurable ROI, to define the direction
• Start speaking with providers now about their current capabilities in mobile
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To Social or not to Social
of online adults consult social networking
sites before making a purchase
the number of sources shoppers check
before making a purchase
of overall ecommerce sales will come
from Social Networks in 2015
Sources: Google Research, Bazaarvoice, shopsocially
74%
8
5%
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Social Personalization is on the Radar
Thinking about personalization, retailers were asked about their plans for offering the
following personalized shopping features:
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Social Media & Shopping
Social media is inherently personal in nature and is typically a
consumer-driven channel
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Push and Pull
Social is both a push and a pull opportunity
Push offers and
content based on
customer personas
to social media
networks
Pull valuable data
about customers –
their interests,
activities etc.
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Know Thy Customer
• Leverage social attributes and self-
identified characteristics for a more
complete customer view
• Engage the shopper with content,
products, and offers targeted specifically to
their interests and intent
Use social media to inform your personalization
strategies across all touchpoints
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The Power of the Social Login
Source: Gigiya, Blue Research- Social Login and Personalization
60% of consumers find
suggested products & promos based
on their social profiles useful
44% expect that using social
login will improve their site
experience
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Sharing is Caring… and Personal
• By sharing, consumers show their peers
(and brand) who they are, or who they
aspire to be
• Sharing feels personal and relevant
because it comes from a reliable source - a
personal recommendation from someone
they trust
Source: Nielsen: - How Connectivity Influences Global Shopping
46% of internet users consult social
media when making a purchase
decision
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“Shoppers look at user-generated photos,
identify with them and therefore the
experience feels more personal.”
Mark Friedman, President Ecommerce, Steve Madden
“Personalizing” with UGC
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Getting Started with Social Personalization
• Know what social channels your customers use and how
• Start with the obvious - social channels that have the highest audience
engagement
• Make it easy to share content - make it as easy as possible for users to
share content
• Encourage customers to share with rewards and incentives
• Incorporate social login – familiar and expected by users.
• Leverage user profile data to personalize onsite experiences and deliver
targeted messaging through other channels
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Q&A
#LetsGetPersonalFFC
Bernardine Wu, Founder & CEO
Download the Report
http://www.fitforcommerce.com/items/annual-
report-personalization/
Ken Burke, Founder & CEO