The data is clear at this point... one must have access to their eCommerce transactional history (ie, eCommerce "Big Data") if they are going be effective in retention marketing and customer loyalty.
Our data demonstrates that fully 55% of revenue for our retailers is coming from repeat buyers (click here for the 2013 Retention Marketing Report)
Adobe demonstrates a similar outsized contribution in their Adobe Loyal Shoppers Report released in April of this year, with 41% of online retail revenue being attributed to existing, loyal customers.
If you are using ecommerce self service platforms like Magento, Shopify, BigCommerce, 3dCart or Yahoo! Stores, or full service platforms like DemandWare, ATG, Hybris, or MarketLive, you owe it to yourself to immediately work to get this data available to your marketing team and get them to start pushing this forward because the rewards are significant.
We routinely see clients achieving 6% conversion rates through automated retention marketing programs such as post purchase thank you series, automated win back campaigns, triggered best customer rewards and the like. You can find a wealth of case study information on our Results page to think this through and review what your peers are accomplishing by using eCommerce big data to achieve outstanding customer loyalty through retention automation.