1. Simon@barilliance.com

2. of in-house marketers agree that website personalisation is critical to current and future success of marketers invest in website personalisation and use behaviour-based data 94% 29% BUT ONLY Source: Econsultancy, ExactTarget !? ONLY 20% of companies that are practicing some form of personalisation are doing so IN REAL-TIME

3. CUSTOMER TYPES Just browsingResearchingReady to buyPrice Sensitive

4. Facilitating the customer journey Website Personalisation Triggered emails Social Proof Product Recommendations

5. JUST BROWSING Frequent visits Starts to navigate from the “New products” section Browses multiple categories Sorts by “new arrivals”

6. Personalising “New Arrivals”

7. Best Sellers 1 st visit Best Sellers 2nd visit

9. Include personalised product recommendations in email blasts +400% CTR +30% Sales Conversions

10. Abandonment. Bizrate Insights asked 60,000 online shoppers who randomly browsed over 5000 sites without making a purchase Which of the following best describes the conclusion of your visit at this retailer’s website ? Visit Abandoned 50% 32% Checkout Abandoned 18% Cart Abandoned

11. Engage anonymous visitors Suggest to send a Visit Summary if you see that they’re about to abandon

12. Send “known” visitors browse abandonment emails

13. RESEARCHING Arrives from search engines and lands on product/category pages Browses within the a single category Sorts by reviews

14. Paid-search message reinforcement Only Recommendations with North Face Jackets

15. Use Social Proof in recommendations to help customers reach a buying decision

16. If others are buying this product, it’s probably the right product for me 69 people bought this product in the last 24 hours

17. Only 6M size outfits that are in stock are recommended Facilitate Research

18. PRICE SENSITIVE Uses “on sale” etc. keywords in search terms Arrives from a Shopping comparison engine Visits the “sale”/clearance sections Sorts listing pages by low to high price

19. Search Terms

20. Price Preference Recommendations

21. Price Match

22. “Price Drop” Notifications

23. Entice “about to abandon” visitors to continue shopping

24. READY TO BUY Arrived from a cart abandonment email Adds items to the cart Started Checkout

25. Cart abandonment email with auto- applied voucher

26. Reinforce the message on site and add a sense of urgency

27. Create Urgency!

28. Limited Stock

29. Simon@barilliance.com E C OMMERCE P ERSONALISATION D OES IT R EALLY W ORK ?

30. According to a recent survey … Our stats are based on real conversions! On real eCommerce sites (over 500 brands) In 26 countries

31. Simon@barilliance.com

32. So what do our stats say :

35. Cart abandonment emails work!

36. Show me the (recovered) money!

37. Simon@barilliance.com "After demonstrating the Barilliance suite of personalization tools, we were impressed at how easy they were to manage and implement via the web control panel” Chris Davies One static tag used for all products 3 Simple Steps Product feed is optional No need for IT resources

38. Personalisation “By 2018, organizations that have fully invested in all types of online personalisation will outsell companies that have not by more than 30% ”* *Source Gartner Market Guide for Digital Personalisation Engines, April 2015

39. Thank You! Simon@Barilliance.com