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Les relations rapides, c’est quelque selected qui fait trs 21e sicle. Et il n’y a pas que les relations amoureuses qui sont rapides. Je pense mme aux artistes. For example, a Gomez account representative and engineer paid Dee a visit post-acquisition, which had never happened before.
They went out and started to be more proactive in their communication, Dee says. Now, with Compuware it has money to invest and fuel growth in a way that it hasnt been able to before. Whats more, he says, e-retailers that engage IBMs e-commerce serviceswhich now include the assets of Coremetrics, Unica, Netezza and Sterling Commerce will be able to respond more quickly to changes in consumer behavior and competitor moves because IBM will be managing the technology and investing for the future.
You will not outgrow us, Stelzer says. At oce and business supply e-retailer ReStockIt. He says Stone Edge founder and president Barney Stone called him shortly after the acquisition to discuss it with him, and that kind of service is what makes him stay with the vendor. We chose Stone Edge for a reason, and the opportunity for them to do even more is exciting, but that has to come with a checklist, Redlich says.
They have to keep their identity and their culture. Is Barney still there? If a company you have an existing relationship with comes to you with something that is relevant, you want to hear it. Gomez has more money now to invest in customer service because the company, which made no secret before the Compuware deal that it planned to go public, no longer has to prioritize painting an attractive prot picture for Wall Street, says Eric Schurr, who joined Gomez prior to its acquisition and is now senior vice president of marketing for Compuware Gomez.
Gomez was a lean and mean company that was headed for an IPO, Schurr says. It was managing every penny to optimize for growth and www. We have the agility to respond to, keep up with and get ahead of whats happening, and thats limited in the vendor marketplace. Selection and service Nor does all the acquisition activity involve vendors to Top e-retailers.
Firms that sell primarily to smaller and midsized e-retailers also are consolidating, and some e-retailers say they expect to benet from those mergers.
Alvarez says he expects more smaller vendors to either go public, giving them. The answer, in this case, is yes. Redlich says he hasnt gotten a sales call from Monsoon Commerce, which helps retailers sell on online marketplaces, about oering those services to ReStockIt.
Most customers would be anxious for that call because everyone is looking for an advantage to grow, he says. Internet Retailer 9. Cohen believes eBays nancial backing will help Magento develop more advanced tools that might otherwise be out of its nancial reach.
If done right, it will be a coup for Adobe representative locally, but a dierent, non-local Adobe rep manages the Omniture account, and that representative changes frequently because of employee turnover. Since Adobe acquired Omniture after Gaiam inked its contract for Scene7, Allen hopes to use Gaiams position as a customer for two Adobe services as leverage to negotiate a better deal when her Scene7 contract is up for renewal in But she isnt condent that will work because Gaiam already gets a good rate on Omniture that MarketLive negotiates on its behalf based on MarketLives client portfolio of more a little concerned that they wont support the software at all or will want us to upgrade.
Allen says Gaiam is weighing whether to seek bids from other software vendors or look more closely at an upgrade with Escalate. Not knowing if Escalate will continue to support our existing software brings up the urgency quite a bit, she says. RedPrairie did not respond to a request for comment on its support plans for Escalate Retail products.
Communication with clients about mergers and technology plans is often hit or miss, Alvarez says. Vendors communication to. EBays bigger pockets should give Magento the resources to move some more innovation forward. EBay could make it more aordable because of its larger scale and bring some resources to Magento that Magento wouldnt have on its own.
But not all e-retailers are as condent about their vendors becoming part of much bigger companies. Gaiam has a direct contract with Adobe to use its Scene7 imaging and design toolsScene7 itself was a Adobe acquisitionand an indirect contract for Adobes Omniture analytics tools that is managed by Gaiams e-commerce services vendor, MarketLive Inc.
She says her Scene7 account is managed by an 10 Internet Retailer. Gaiam uses Escalate Retail for order management and fulllment, and Allen describes account support as mediocre, which she partly ascribes to the e-retailer using the older Ecometry version of Escalates software.
Allen notes that Escalate did reach out by e-mail and phone to alert Gaiam to its acquisition by RedPrairie, although it wasnt made clear if the combined companies would support the software version Gaiam uses. Overall, our communication isnt super strong, Allen says.
Im not sure that the acquisition will do us any favors. We are. Either they have to get in front of their customers or their customers are going to turn to others. Given the pace of change they face, e-retailers can ill aord any such uncertainty, Alvarez says, pointing to how quickly online social networks and mobile commerce are reshaping retailing.
Web retailers must move quickly in areas like that, he says, and if that means relying on vendors that provide pre-integrated services, it makes sense to go that route. Hayneedles Dee concurs. We want to focus on how we allow our customers to nd the product that is right for them, he says.
Were not integrators. We lose some competitive advantage when we have to focus dierently. Visit the IBM Interactive Marketing Resource Center to get the latest news, discover upcoming events and nd expert advice to help you move along the path to Interactive Marketing success. To learn more visit: www.
Engage your audience in cross-channel dialogs that build on behavior. Make the move to cross-channel customer communications. Make targeted email and mobile messages a part of your strategy. Increase the value of every inbound customer interaction. Unlock the real power of the digital life cycle. Measure the return on your investment in social media. Treat mobile marketing as another valued marketing channel. Learn from 1, CMOs what you need to know to thrive in this era of continuous change.
Read the report at: www. A current list of IBM trademarks is available on the Web at Copyright and trademark information at ibm. In particular web merchants will invest in better applications that will strengthen their core e-commerce infrastructure and integrate their e-commerce platforms more eectively with other information management systems.
The survey shows that many web merchants are in a mood to invest in more e-commerce systems and services.
In , Among that group, Online is the channel where the growth is coming from, so thats where more retailers are going to keep on investing the most technology dollars, says Brian Walker, vice president and principal analyst for e-business and channel strategy at Forrester Research Inc.
Some multichannel retailers plan to close 12 Internet Retailer. Topping the list What are your top e-commerce technology budget priorities? Chain Catalog Web Manufacturer For most merchants the single biggest priority is purchasing a better e-commerce platform, followed by making a bigger investment in mobile commerce and social media. The survey results, which include a response from 70 web-only merchants, 15 chain retailers, 14 catalog companies and 14 consumer brand manufacturers, reveal that a new e-commerce platform is the top spending priority for Respondents could choose more than one answer.
Where retailers are going to spend the most money next year is on those tools and programs that make it easier and faster for consumers to shop, research and make a purchase from their smartphone or tablet, and share the experience with their family and friends on Facebook and elsewhere, says Walker.
Theres a sense of urgency on the part of many retailers that mobile and social technologies are www. E-Commerce Technology Spending What is your primary business? Chain retailer Catalog Web-only merchant Consumer brand manufacturer What is the size of your annual e-commerce budget? Check all that apply Attract new customers Generate more sales from repeat customers Generate more web trafc Increase conversion rate Increase ticket size By what amount will you increase your spending?
Less than 6 months 6 months to 1 year 1 year to 2 years More than 2 years No plans to replace What type of e-commerce platform are you planning to deploy? Internal design and implementation Move to e-commerce platform hosted by a vendor, managed in-house Move to e-commerce platform hosted and managed by a vendor Off-the-shelf application from a vendor Software-as-a-service from a vendor Will you increase your spending on e-commerce technology and services next year?
Yes No Will you invest in mobile commerce, either in-house or via a vendor, in ? Yes No How much will you invest in mobile commerce in ? What are the main challenges you face implementing better e-commerce technology?
Check all that apply Lack of funds Not enough experienced staff Too many older systems to integrate Getting managements consensus with too many options to choose among Other By what amount will you decrease spending? To keep pace with their customers, merchants tell us they have to keep investing in better technology.
Which of these e-commerce applications do you expect to add or replace in the next 12 months? For Market America Inc. The online retailers biggest priority is migrating to a universal e-commerce platform that features more than 30 million products, faster site search, an enhanced shopping cart that lets consumers purchase merchandise from participating retailers directly on the Shop. When work on the fully integrated platform is complete sometime in the rst quarter of , Market America shoppers also will be able to use their customer loyalty perks to make purchases on Shop.
Internet Retailer How many e-commerce technology workers will you add? What are your top technology hiring priorities? Which of these e-commerce services do you expect to add or replace in the next 12 months? Check all that apply E-mail marketing Site design Afliate marketing management Social media Search engine marketing management Web site performance monitoring Payments processor Web hosting Security certication Fulllment How big is your current full-time e-commerce technology staff?
Our vendors perform all services www. Who is the top e-commerce technology decision maker in your company? What is the annual sales range of your online retail business? Market America wont be adding any new applications to its updated e-commerce platformMarket America acquired Shop.
With a better e-commerce infrastructure in place, Market Americas next e-commerce spending priorities are to add on mobile commerce and expand further into social media. When the platform is fully operational our shoppers will be able to shop both MarketAmerica. But in order to completely integrate Shop. Were looking to add at least a dozen people, says Brady. Great expectations Which of these e-commerce applications do you expect to add or replace in the next 12 months?
Help wanted Hiring more e-commerce employees is a budgeting priority for other online retailers as well. The survey, which Internet Retailer conducted in October with readers of its IRNewsLink newsletter and in conjunction with marketing and survey technology provider Vovici Corp. Of those, Most online retailers taking part in the survey operate their e-commerce program with a small sta But regardless of their size most web merchants are looking to hire specialists, especially programmers.
The top e-commerce decisionmaker at But hiring more seasoned e-commerce professionals or bringing in talented newcomers that can be trained on the job is just one item on a big list of technology spending decisions the top e-retailing manager will make in E-commerce executives will also be deciding how best to expand mobile commerce, fully integrate their e-commerce infrastructure and deploy a new platform.
The survey nds With online retail sales expected to once again grow by double digits in and more consumers permanently shifting a bigger portion of their shopping from stores and catalogs to online, web merchants will be ramping up their spending on better e-commerce systems and services for at least the foreseeable future, says Michael Griswold, a research vice president and e-commerce technology analyst with Gartner Inc.
The pace of e-commerce technology development will do nothing but accelerate going forward and the retailers that want to keep bringing the best customers to their e-commerce, mobile and social media sites will keep on investing in better systems, says Griswold.
For retailers that keep on making timely and well thought out decisions about future investments in their e-commerce infrastructure, better technology will give them a big competitive advantage. These days its more likely to be the latter, as retailers seek to make sense of data streaming in from e-commerce sites, bricks-and-mortar stores, contact centers, e-mail, mobile devices and social networks. Its one of the toughest jobs in retailing, but if done well it can produce big rewards by attracting customers ready to buy whats oered them.
The key to success, says David Zucker, chief marketing ocer of trendy ash-sale retailer Gilt Groupe Inc. Take on too much data, too soon, and merchants and marketers can get overwhelmed.
Getting acclimated with data is step one, Zucker says. Otherwise, peoples eyes glaze over and their heads explode. Merchandising people who arent accustomed to looking www.
As Gilt and other retailers and analytics experts have learned, however, the tools and services for accessing and using analytics data are becoming both more sophisticated and easier to use.
One of the challenges I had for years as a retailer was managing the massive amount of data about customers from web analytics, call centers, e-mail marketing, and our own segmentation of customers, says Eric Tobias, a former co-owner of Batteries. It was dicult to bring all that information together and get a single view of a customer.
To be sure, accessing and using multiple sources of customer data remains a signicant challenge for many retailers. But today, Tobias and others say, new technology and more sophisticated outside services make it more possible for retailers to gather and use data from multiple data sources. With the right mix of technology and expertise, retailers of dierent types and sizes are nding they Internet Retailer Rosetta Stone also has found that it can improve conversion rates and sales by placing more videos as well as customer testimonials on other pages of its web site.
And its gleaned some surprising insights about how its customers shop and respond to online content. The data shows, for example, that of-sale systems along with online data to get a singular, cross-channel look at customers to build more eective online content, says Tobias of iGoDigital, which compiles multichannel shopping data for hhgregg to support its e-commerce strategy. Web site analytics alone wasnt really providing the necessary insight to properly merchandise products on the web site, he says.
So we worked with them to get a more singular view of customers across channels. IGoDigitals software uses a unique identier for each tracked customer, usually an e-mail address the customer provides when making an online or oine purchase.
By combining data on daily store sales with web browsing data, hhgregg learned, for example, how some customers purchased TVs or other items in stores, including the specic model and the price, after having researched similar products on hhgregg. Knowing which price points and model a customer nally purchased in the store, he adds, has enabled the retailer to sharpen its online merchandising to capture more sales online, Tobias says. Rosetta Stone lifts conversions One retailer taking advantage of updated analytics software is Rosetta Stone Inc.
Using the Online Marketing Suite, which makes use of the analytics technology that Adobe acquired in when it bought Omniture Inc. We have tracking for each marketing channel, so we know where people came from, and we know which groups of visitors were recent demo takers versus which were purchasers, Li says. Thats important, he adds, because Rosetta Stone can then respond with the marketing oers shown to be most eective with each customer segment.
Rosetta Stone has learned, for example, that visitors to RosettaStone. Conversion rates are a lot better if we send the e-mail after they view a demo, Li says. To build on that kind of customer activity, the company now places prominently on the lead page for each language an 18 Internet Retailer.
David Zucker, chief marketing ofcer, Gilt Groupe Inc. Gilt reaches out shoppers reviewing materials for one foreign language will often switch to another language program if presented with content about it, helping to reduce cart abandonment. When shoppers search for a German program, then see an oer for French as well as German, they may switch to French, Li says. Analytics data can be especially powerful when it comes from more than one sales channel, such as bricks-and-mortar stores and a retailers web site.
Multichannel retailer hhgregg Inc. Women tend to buy stu for men, but we were under-performing, says Zucker, the chief marketing ocer.
To turn that around, Gilt worked with customer analytics data compiled by Mu Sigma, the retailers analytics service provider, to build predictive models of women shoppers most likely to respond to pitches for mens products. Mu Sigma combined such data as demographic proles of women known to purchase mens products www.
Mu Sigma then helped to identify segments of shoppers most likely to respond to particular promotions. Women within certain age and income ranges, and from particular areas of the United States, for example, might be more likely than other women to shop for gifts such as mens cuinks. Zucker adds that Gilt also knew from web site analytics data that many women shoppers do their impulse buying at noonwhich turned out to be a good time to present them with oers for mens products.
Giacomazzi relies on constant and real-time updates of online shopping activity on her site that she can view through an analytics dashboard from Spring Metrics, a company that caters to small retailers. In addition to showing which Internet search terms visitors may have used to arrive at CastCoverz. She can also see a visitors geographic location. It shows how much time spent on each page, and how the visitor went to sections on Legs, Boots, and About Us, but not to Arms.
By combining that kind of specic visitor information with broader aggregated visitor data, including conversion rates and sales, she says, CastCoverz learns about consumer interest in product mixes, and demand from dierent regions of the country. By monitoring how many visitors click the About Us section, she learns how many visitors want to know more about the company as well as its products.
The retailer also gathers customers e-mail addresses when they check out with Google Checkout, the only payment method oered on its site. That helps it track customers repeat activity. And it learns through social media and other communications with customers that many come back repeatedly to buy cast covers as gifts, such as when a friend or someone in their sons or daughters local high school suers a sports injury. By combining such information with Spring Metrics data on how visitors arrive at its site and shop for products, CastCoverz can more eectively promote product combinations on its site and through targeted marketing campaigns, Giacomazzi says.
For example, it may promote packages of products likely to sell in certain regions and during particular seasons, such as decorative and waterproof leg-cast covers promoted in winter e-mails to customers in northern areas, a customer segment that orders leg cast covers more often than consumers who live in less icy climes.
Its all about selling to customers when theyre ready to buy, Giacomazzi says. Thats what analytics can help retailers do, if theyve got the technology and expertise to bring their data to heel. CastCoverz, a small web-only retailer that sells decorative and waterproof covers for medical casts placed on broken arms and legs, has learned from its analytics applications that what it had thought of as a tiny niche is bigger than expected, and that consumers shop for these products in unanticipated ways.
When building this business I had expected it to be a lot of onetime sales, and that I wouldnt have a lot of repeat customersbut I was wrong, says Annette Giacomazzi, who launched CastCoverz. Analytics, she says, has enabled her to build customers interest in a variety of products and generate repeat orders, she says.
Annette Giacomazzi, owner, CastCoverz: Its all about selling to customers when theyre ready to buy. The dashboard, which she pulls up on her computer screen daily, also continually updates the number of visitors to the site and sales conversion rates. I can watch all this in real time, Giacomazzi says. Giacomazzi reads o details of a recent site visit: From Stamford, Conn. Each year, the barriers to enter the e-commerce marketplace for vendors gets signicantly lower and, therefore, so does the technology barrier to entry for retailers.
There are more vendors with more applications that are easier to use, cheaper to implement and contain more functionality than even 18 months ago. Open source software has become increasingly popular for smaller retailers. And while there is a tendency to think that open source means free, that is not the case. Nor is open source going to be an end-to-end solution to technology challenges. But open source does provide retailers with comprehensive and cost-eective options.
The challenge with open source is to be sure you either have the programming skills in-house or you choose a developer or systems integrator that can do the job. The prevalence of Software-asa-Service and cloud, or network, applications can lower or defray 20 Internet Retailer. Many options exist for retailers who want to go big by taking advantage of the capabilities of other storefronts, shopping channels or dropshippers.
Not actually owning the software or hardware is now viewed as increasingly acceptable and less risky, from senior managements perspective. It may even be viewed as the more desirable option.
Online merchants today seldom need to develop, buy or host the software, especially since almost every e-commerce technology, including complex back-end systems, can now be obtained as SaaS. More and more, smaller retailers are looking for end-to-end e-commerce systems. They are viewing their business more holistically and often, more as multichannel.
The more frontto-back functionality that an application can provide, the easier the integration and, usually, the more cost-eective. For example, e-commerce platforms with order management system capabilities are becoming standard requirements.
In other cases, retailers are looking for vendors that oer technology, fulllment and customer service in one. The market drives innovation Since the number and variety of e-commerce and multichannel businesses is also expanding, more vendors are innovating and www. Our numbers speak for themselves. Ai is committed to transactional intelligence. That means planning, designing and developing ecommerce solutions that deliver big results. Visit us online to learn more: www. One could always sell anything online, of course.
But now, more vendors have tools for retailers of specialty verticals such as subscriptions and continuity programs, sharing, and others. E-commerces rapid growth and increasing importance to the bottom line are making it cost-eective for vendors to include more and more features and functionality in their out of the box applications, making these applications available to smaller retailers within their price range.
As the needs of the big players become the norm, they become standards for smaller merchants, and that demand allows for vendors to invest in turning those features into commodities. Many aordable applications now contain the tools a small or medium-size retailer needs, right out of the boxsuch as search engine optimization capabilities, advanced search, guided navigation and rich imaging. Also available is functionality that includes more robust merchandising, promotions, and basic personalization, account management, order management and improved reporting.
Even better, retailers are taking advantage of out-of-the-box integrations with popular third-party vendors from marketplaces such as Amazon and eBay to social sites like Facebook to tools such as analytics and ratings and reviews. Exploring other alternatives Many options exist for retailers who want to go big by taking advantage of the capabilities of other storefronts, shopping channels or dropshippers.
Amazon and eBay have always been available as partners for smaller merchants. If auction sites are losing their popularity, there are more online shopping malls for retailers of all types and sizes. The dierence in the costs of doing it yourself vs. Many retailers now work with dropshippers, rather than purchasing inventory and fullling orders themselves. This gives them more product options and requires less of an investment, in part because there are no warehousing costs or pick, pack and ship sta needed.
Of course, the downside is you lose control. Finding the right partner is imperative. Having an international presence is more accessible to smaller merchants now. Before, they were limited to using the postal service. Now, as shipping internationally becomes more common, there are vendors that enable retailers to ship without having to know and deal with all the rules of international shipping, or deal with internal technical integrations. Today, there is a good deal of competitive intelligence that was www.
You cant afford to have your hardwon business collapse if your webmaster gets hit by a bus. Cross-train, communicate, dene your standard operating proceduresand have a Plan B in case Plan A zzles.
Know your competition. Dont necessarily compare yourself against Target or Saks. Find the other smaller merchants that would appeal to your customer. Dene your voice. Having a voice is an smaller merchant advantage. Task stereo matching. Task aspect-based sentiment analysis. Task drug discovery. Task 3d instance segmentation.
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