We found a ton of success with the likely-to-buy group. Withholding the coupon allowed more people to come through—better margins, better sales. Instead of training customers to expect discounts, we shifted behavior and drove better results.
Rick Egan
VP of Performance Marketing at Beyond
Meet Beyond, Inc.
Beyond, Inc. is a leader in ecommerce, dedicated to connecting consumers with products and services that unlock their homes’ potential. The company owns Overstock, Bed Bath & Beyond, Zulily, and buybuy BABY — trusted brands known for delivering quality, value, and convenience across home, lifestyle, and family essentials. Its suite of online shopping brands features millions of products for various life stages that millions of customers visit each month.
Key results
+37%
Margin improvement during the test period
Margin improvement during the test period
+15%
Avg CVR lift for on-the-fence segment
Avg CVR lift for on-the-fence segment
Thinking about the customer journey—and if we view it through the click model—it’s about touching customers at different points. If you think of Session AI as a communication tool, it’s a way to engage with customers throughout their journey. It doesn’t always have to be a coupon. If you have a store credit card or a loyalty program, there’s a point in the journey where you can introduce that. There’s so much you can do with the technology, and I’m excited to continue working and growing with you guys.
Rick Egan
VP of Performance Marketing at Beyond
This video features select insights from a 20-minute case study presentation at eTail Palm Springs, titled “How Beyond is reimagining its promo strategy with behavioral AI.”
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