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Britton Manasco specializes in customer-focused initiatives that build business credibility and strengthen sales growth. His articles have appeared in Harvard Business Review; The New York Times; Sales and Marketing Management; CIO Magazine; 1to1 Magazine; and many other media outlets.
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This boundary spanning Industry Insider is designed to explore and assess how enterprises are capitalizing on customer insight to build powerful, profitable and enduring relationships. Customer Intelligence reveals the compelling strategies and practices behind today’s success stories – and provides a dynamic forum where thought leaders, business innovators and customer-focused executives can identify valuable opportunities. Drawing on the perspectives and experiences of leading lights in the customer intelligence community, we demonstrate how intelligent analysis and action is setting the stage for the next economy. Also, see our launch statement.

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October 25, 2004

Tracking the Online Shopper

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Posted by Britton

Online retailing is in the midst of rapid advances as companies improve their ability to monitor customer behavior. "Web analytics allows retailers to predict what customers might want to buy next by looking at their past purchasing history, as well as data generated from other shoppers," according to a new piece in Business Week. "It also helps companies make important improvements in how easy their sites are to navigate and use."

Coremetrics and Omniture, for instance, are selling their hosted, site analysis services for fees ranging from $30,000 to $100,000 a year. Sportsline.com has used Omniture's SiteCatalyst to identify when customers "dropped out of signing up for its fantasy football league, allowing Sportsline to improve its process and increase the number of paying customers."

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