This document discusses Intelligent Cross-Sell, a solution that automates and optimizes cross-selling and up-selling recommendations. It does this by (1) targeting recommendations based on product attributes, browsing behavior, purchase history and business rules; (2) providing explanations for recommendations; and (3) optimizing suggestive selling at checkout. The solution increases sales by recommending additional products to buyers. It handles millions of possible product combinations and allows merchants to customize targeting strategies and measure results.

1. converting shoppers into buyers
Intelligent Cross-Sell™
Automate and optimize cross-selling and up-selling
• Capitalize on targeting product You may also want...
recommendations by product attributes, Recommendations
browsing behavior, buying behavior, and Printer
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providing “Why to Buy” guidance
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• Optimize suggestive selling at the Protect your portable computing investment Add to cart
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point of sale
Overview
Recommending the right cross-sells and up-sells is critical to increasing order sizes and enhancing the
customer experience, yet even the largest online businesses lack the resources to be anywhere near
complete, current, and compelling with their recommendations.
“Intelligent Cross-Sell surpassed our expectations. It had a successful trial,
and since full deployment has sustained a high level of performance. We are
pleased to be rolling it out to other EMEA sites.”
Marc Brunel-Walker, Beyond the Box Merchandising Manager, Dell EMEA
Intelligent Cross-Sell addresses this challenge by automating recommendations, covering even the largest
catalogs, while keeping merchants in control of targeting. Intelligent Cross-Sell’s recommendation engine
allows targeting by product attributes, browsing behavior, buying behavior, and business rules. It can
also automatically generate explanations of cross-sells and upsellsup-sells, such as, “Take advantage of
this Lenovo notebook’s Bluetooth feature to set your mouse free with the Kensington PocketMouse Pro
Bluetooth wireless mouse.”
“The Intelligent Cross-Sell solution enabled Office Depot to quickly optimize
cross-sell opportunities throughout the Web site and in-turn provides more
relevant product suggestions to our customers.”
Noah Maffitt, director of e-commerce

2. Intelligent Cross-Sell
With a Web-based interface, merchants can choose different targeting strategies at any level of their
product catalogs. They can then measure results and easily make changes themselves without burdening
IT departments. Intelligent Cross-Sell handles the heavy lifting of executing the targeting across millions
of possible product combinations and automatically updating recommendations
“A survey of CE customers by Consumer Electronics Association Market
Research found that customers are two times more likely to purchase an
accessory when a salesperson suggests the accessory.”
Source: Consumer Electronics Association [linked to http://www.ce.org]
Features
• Automated cross-sell and up-sell • Compatibility checking — Leverage the
management — Eliminate spreadsheets compatibility data and other attributes of
and low-level grunt work with a purpose-built our DataSource™ database of more than
Web-based interface. 3 million technology and consumer
electronics products.
• Behavioral and product-attribute
targeting, together — Target based on product • Compatibility checking — Leverage the
characteristics, such as a key selling feature, compatibility data and other attributes of our
and behavioral attributes, such as popularity DataSource™ database of more than 3 million
or “people who did this also did that.” technology and consumer electronics products.
Benefits
• Increase average order size
• Make cross-selling and upselling measurable
• Eliminate inefficient manual processes
• Provide a better user experience
• Minimal IT burden
CNET Content Solutions (www.cnetcontentsolutions.com), a division of CBS Interactive, is the world’s leading independent source of product information. With detailed content on more than 5
million technology products in 15 languages, CNET Content Solutions converts shoppers into buyers by providing product information and creating solutions that empower businesses to improve
their customer experience and bottom line. Customers include CDW, Computacenter, Dabs.com, Dell, Hewlett-Packard, Insight, Microsoft, OfficeMax, PC World Business, Tech Data, and Yahoo.
Phone Americas + 1.877.276.5560 or + 1.949.399.8722 Web www.cnetcontentsolutions.com
Asia Pacific + 1.949.399.8722 sales@cnetcontentsolutions.com
Europe + 41(0)21.943.03.77
CNET Content Solutions, DataSource, ChannelOnline, Intelligent Cross-Sell, and PartnerAccess are trademarks of CBS Interactive Inc.
All other company and product names may be trademarks of their respective owners. Copyright © 2009 CBS Interactive Inc. All rights reserved.