CUSTOMER STORIES
Commerce website doubled conversion rate with off-the-shelf upsell model
After only a few hours contributed time, a retailer with multiple brands saw an effective upsell model built from raw sales and customer data.
THE RESULTS
+71%
conversion rate
increase (7% –> 12%)
100k
leads analyzed
daily
14 days
to revenue
increase
The challenge
Evolve offline, outbound methods to a data-driven approach
This company’s sales team was focused on direct phone and email outreach campaigns, targeting existing leads from a large potential customer base. The sales team have multiple KPIs they were optimizing for, including overall conversion rate as well as response rate from their target list.
The SOLUTION
Upsell model fully operational in less than 14 days
Pecan’s platform ingested all raw historical sales and customer data, and built a predictive model for Upsell Indication using Pecan’s ready-to-deploy use case library. Pecan tested, validated, and deployed a full trained model in less than two weeks and by taking just a couple of hours from the stakeholder’s schedule.
The SUCCESS
12% conversion rate and potential buyers identified
With their first model, this retailer was able to achieve a 12% conversion rate—increasing their historic conversion rate by 5 percentage points. The sales team also had over 20% increase in answer rates, and were able to identify and segment potential buyers into several categories. This likelihood analysis combined with the increase in conversion rate allowed the sales team the ability focus more on top leads that were more likely to purchase, increasing sales volume and the average order value per transaction.