Optimize The Path To Conversion Discovery Tactics That Maximize Relevant Product Findability. Meyar Sheik, CEO, Certona

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1 Optimize The Path To Conversion Discovery Tactics That Maximize Relevant Product Findability Meyar Sheik, CEO, Certona

2 Discovery Tactics Every Retailer Should Be Doing But Most Aren t!

6B Generated Revenue for Clients in 2015 Delivering Over One Billion

3 Industry Leader in Personalization TOP PERSONALIZATION LEADER TOP 500 GUIDE 7YEARS IN A ROW 500+ ecommerce Sites $35B Top Online Revenue $3.6B Generated Revenue for Clients in 2015 Delivering Over One Billion Personalized Experiences Every Day in Real-Time, Across 97 Countries

4 Certona Personalization Platform

5 Why Product Discovery? 76% of shoppers have abandoned a retailer s website because they could not easily find what they want. Source: Statista 2016

6 Why Product Discovery? I can find what I m looking for, see product recommendations and buy when and how I want! 81% of shoppers say they want their online experience to be easy Source: Retail Touchpoints Closing the Gap Between People s Expectations & Retail Realities Oct 5, 2015

7 It s All About Customer Experience % of retailers expect to compete mostly on the basis of customer experience Customer experience will overtake price and product as the key brand differentiator 2020 Source: Gartner Gartner Surveys Confirm Customer Experience is the New Battlefield Source: Walkerinfo.com Customer 2020 Report

8 Value of Discovery Tactics Improve product findability Increase conversion rates Reduce bounce & abandonment Enhance customer experience HOW ARE YOU SIMPLIFYING PRODUCT DISCOVERY?

9 Discovery Tactics Every Retailer Should Be Doing But Most Aren t!

merchandising strategies to deliver popular products for

10 Visual Navigation Add a category drop down or slider menu with a recommendations area Use different merchandising strategies to deliver popular products for each category, such as: Top Rated Best Seller Top Rated Best Sellers

11 Why Visual Navigation? LIFT REVENUE UP TO 7% ELEVATE SITE PERFORMANCE OF INFORMATION PROCESSED 90% BY THE BRAIN IS VISUAL VISUAL TRANSMISSION IS 60,000X FASTER THAN TEXT YET 80% OF IR TOP 100 RETAILERS ARE NOT DOING Metrics are based on aggregate performance data of certain Certona clients and not tied to a specific Certona client. Visuals source Zabisco and 3M

12 Visual Search Translate keystrokes into search terms to predict and deliver: Suggested products related to search term Profile and behavioral based recommendations

13 Why Visual Search? $ Up to28% INCREASE IN CONVERSION RATE FROM SEARCH YET LESS THAN 22% OF IR TOP 100 ARE DOING Metrics are based on aggregate performance data of certain Certona clients and not tied to a specific Certona client.

14 Paid & Organic Search Discovery Customize landing pages with recommendations at top for Paid Search Terms Organic Search Identified URLs for search engines, affiliates

15 Why Paid & Organic Search Discovery? REDUCES BOUNCE RATES 20% UP TO BOOST PURCHASES FROM PRODUCT RECOMMENDATIONS UP TO 109% YET LESS THAN 10% OF IR TOP 100 ARE DOING Metrics are based on aggregate performance data of certain Certona clients and not tied to a specific Certona client.

16 Auto Discovery Add a recommendations area to no search results pages Use different merchandising strategies to deliver recommendations such as: Best Sellers Top Rated Best Sellers Top Rated

17 Why Alternate Discovery? REDUCE EXIT RATE CLICKTHROUGH CONVERSION KEEP SHOPPERS ENGAGED UP TO11% CONVERT OTHERWISE LOST OPPORTUNITIES UP TO2X AVG SITE CONVERSION YET 61% OF IR TOP 100 RETAILERS ARE NOT DOING Metrics are based on aggregate performance data of certain Certona clients and not tied to a specific Certona client.

Featured Discovery Add recommendations area

18 Featured Discovery Add recommendations area at top of category pages Use different merchandising strategies to deliver recommendations from onsite or offsite search Use a tabbed strategy to deliver recommendations within the product category, such as: Top Rated Most Popular

19 Why Featured Discovery? CLICK THROUGH RATE SIMILAR TO PRODUCT PAGE BUT. CLICK THROUGH CONVERSION GREATER THAN PRODUCT PAGE UP TO 240% YET LESS THAN 20% OF IR TOP 100 ARE DOING Metrics are based on aggregate performance data of certain Certona clients and not tied to a specific Certona client.

20 Advanced Tactics for Maximizing Discovery Performance

21 Auto Discovery Predict the most relevant order of products on category and subcategory pages based on in-session activity, interaction with faceted elements and shopper history up to 70% Click-through increase when product sought is on 1st page

22 Product Finder Engage customers with interactive questions that uncover shopper insights Synthesize answers with behavioral modeling to guide relevant discovery 2% ONLY BOUNCE RATE COMPARED TO 55% SITE AVG. SESSION DURATION 255% LONGER THAN AVG. PAGE Performance based on Joe s Jeans Style Finder results

23 Product Finder 66,000 Clicks to Quiz in First Month 87% Completed Quiz 40% Higher Conversion than Product Page

and behavior: JUST FOR YOU TRENDING IN MIDWEST Imagery 20%

24 Content & Offers Deliver content and offers within any discovery tactic, targeted to customer profile insights and behavior: JUST FOR YOU TRENDING IN MIDWEST Imagery 20% OFF SUMMER DRESSES Offers Videos, Articles, Advice SUMMER LOOKBOOK

25 Optimize the Path to Conversion with Smarter Personalization Questions? Visit Certona at BOOTH 700

Ecommerce Site Search. A Guide to Evaluating Site Search Solutions

Ecommerce Site Search. A Guide to Evaluating Site Search Solutions Ecommerce Site Search A Guide to Evaluating Site Search Solutions Contents 03 / Introduction 13 / CHAPTER 4: Tips for a Successful Selection Process 04 / CHAPTER 1: The Value of Site Search 16 / Conclusion