eRetailer saved over $1 Billion to boost sales and reduced staff time with automated product recommendations.

1. IBM Software Retail
Case Study
eRetailer increases
cross sell conversions
by 51 percent
The eCommerce site for over 560 retail stores in the US with annual
Overview sales of over one billion dollars boosts sales and frees-up staff time with
automated product recommendations.
Business challenge
• Constrained resources and lack of data
prevented the company from The challenge
expanding its cross sell Cross sell recommendations were being generated manually by a
recommendations to maximize sales leading retailer’s online copy writers, using a home-grown tool. A
Solution limited number of products had associated cross sells, and they were
• Coremetrics Intelligent Offer developed based on common sense groupings such as dishes from the same
relevant offers, scaling the pattern, or a matching blouse and skirt that created an outfit.
offer-generation process while
measuring and improving performance
Constrained resources and lack of data prevented the company from
expanding its cross sell recommendations to maximize sales.
Benefits
• Cross sell conversion increases
• Trusted data drives decisions The solution
The eCommerce team partnered with IBM® Coremetrics® largely
because of IBM Coremetrics Intelligent Offer, an automated, highly
configurable cross selling application. Coremetrics Intelligent Offer
develops relevant offers, scaling the offer-generation process while
measuring and improving performance. The company’s eCommerce
manager said, “We were able to implement Coremetrics Intelligent
Offer right out of the box. We put our rules in and then just let it run.
I don’t ever worry about it—it just produces sales.”

2. IBM Software Retail
Case Study
Cross sell conversion increases
Upon implementing IBM Coremetrics, online sales increased almost
“It’s easy to pick the immediately, demonstrating a rapid, positive return on investment. A
low-hanging fruit with Coremetrics Intelligent Offer session converts at a rate that is
IBM Coremetrics. We’re 51percent higher than the site average. The eCommerce team also
experienced intangible results, such as time savings for the staff that had
making decisions quicker been manually generating cross sell offers. Additional product exposure
than ever before, and is also proving to pay benefits.
we’re making them based
Trusted data drives decisions
on data we can rely on.” This eRetailer did not stop with its cross sell success. The eCommerce
team had lacked confidence in its prior online analytics, but with
—Manager of eCommerce for Merchandisng accurate Coremetrics data available, the team turned its focus to paid
and Analytics
search and site navigation. The result was a significant and immediate
sales increase. The company’s paid keywords expanded by nearly 10,000
within a year and the company has new insight into which page real
estate drives the most conversions.
Because the eCommerce team trusts the data it receives, this eRetailer
is making high impact decisions and reaping the rewards.

3. IBM Software Retail
Case Study
For more information
Solution components To learn more about IBM Coremetrics please contact your IBM
marketing representative or IBM Business Partner, or visit the
Software
following website: ibm.com/software/marketing-solutions
• IBM® Coremetrics® Web Analytics
• IBM® Coremetrics® Intelligent Offer

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IBM Corporation
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November 2011
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