Case Studies

IBM-The North Face

The North Face produces performance apparel, equipment, and footwear for serious athletes. The challenge the company was facing was that they wanted to launch a Web site so they could begin selling their popular merchandise directly to customers.

Vendor: IBM (NYSE: IBM)
Channel Partner: Zobrist Consulting Group, Inc. www.zobristinc.com 

Customer: The North Face www.thenorthface.com    
Vertical Markets: Consumer Products


Technology Used: IBM WebSphere Commerce Enterprise, IBM Lotus Web Content Management, IBM OmniFind Discovery Edition, IBM WebSphere Commerce Sales Center


Solution
: The North Face produces performance apparel, equipment, and footwear for serious athletes. For many expert climbers, mountaineers, and extreme skiers, whether a product bears The North Face name is one of the most important considerations while shopping for a new winter coat or a pair of sturdy hiking boots.

 

The challenge the company was facing was that they wanted to launch a Web site so they could begin selling their popular merchandise directly to customers. The North Face didn’t want just a basic site, however. Instead, they desired an attractive Web site incorporating imagery, text, and media that would be consistent with the company’s image and also help them provide publicity for the dozens of athletes sponsored by the company.

 

To meet their site needs, The North Face worked with IBM Business Partner Zobrist Consulting Group. Together, they leveraged IBM WebSphere Software and implemented a Web site architecture based on IBM WebSphere Commerce Enterprise software, IBM OmniFind Discovery Edition software, and IBM Lotus Web Content Management software. This permitted brand content and sophisticated imagery to be incorporated into the design of the site. The North Face also deployed Web 2.0 technology to implement additional site features, including ratings and reviews, RSS feed, and videos.

 

IBM WebSphere Commerce Sales Center software was deployed to manage customer care and provide the best possible experience for those who visited the site to purchase The North Face's products.

 

The North Face’s new site has proven to be a wise investment for the company. It can handle more than one million page views each day, which is beneficial in terms of helping the company meet its sales targets. Marketing, merchandising, and sales staff have gained greater autonomy because they can manage the content of the site without consulting the company’s IT staff. Because of effective cross-sells and up-sells, the site aids in increasing the typical order size. Finally, the process of developing international sites featuring multiple languages, currencies, and text will be much easier thanks to the IBM technologies The North Face decided to deploy in order to begin selling its goods online.  

 

Further details: ftp://ftp.software.ibm.com/common/ssi/pm/ab/n/wsc14092usen/WSC14092USEN.PDF




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