According to industry analysts, two-thirds of internet sales transactions are abandoned before completion. This is critical in terms of revenue, as customers frequently don’t go back to the first web site.
BT has signed up with Selectica to enhance the profitability of sales channels by improving the look-to-buy ratio, particularly in the banking, insurance and hi-tech manufacturing markets.
Selectica’s internet Selling System (ISS) will be a key component of BT’s e-Business solutions. It enables companies to conduct complex product and service transactions online and across multiple sales channels. ISS also helps sales teams to standardise complex processes, reducing cost of sales.
Syncordia will provide business consultancy, design and configuration skills, and help organisations integrate ISS into their e-Business infrastructure. Selectica will train and certify Syncordia Solutions staff on the software and integration technology.
Paul Higgins, general manager, BT Syncordia Solutions, said: “With intense competition in the on-line marketplace, there is a compelling need to incorporate best selling practices into the sales process, thus refining the choice of products and services to those that precisely meet the customer’s needs.”
“High non-completion rates on customer transactions are leading organisations towards more customer-centric approaches to their internet-based sales channels,” said Chris Helm, European alliances manager at Selectica.
The agreement will enable Syncordia and Selectica to develop joint incremental business across Europe. Selectica’s customers include Cisco Systems, Highmark Blue Cross Blue Shield, BMW, Dell and Loan Market, and Syncordia Solutions’ customers include Abbey National, Lloyds TSB and Barclays.
Selectica is headquartered in San Jose, California with European offices in the UK, France, Germany and Sweden.
Syncordia Solutions is the e-Business and communications solutions unit of BT that helps its clients optimise customer value in an IP-enabled world. It provides consultancy, e-Business, e-CRM and network-centric applications, which it delivers and manages on behalf of many of the world’s largest organisations.
With revenues of more than £1billion, Syncordia is the largest provider of managed and outsourced network and IT solutions in the UK. It has more than 27,000 customers in 92 countries across the globe.