Many Ecommerce brands believe their customer journey is optimized, but are they leaving significant revenue and trust on the table without even knowing it? From a clunky checkout to hidden technical debt, seemingly small issues can quietly erode profits and customer loyalty.


In this episode of Deal Closers, we chat with Sarah Gallagher, CEO and Head of Strategy at Gamma Waves. Sarah has helped major brands like Nike and Airbnb, as well as fast-growing startups, build smarter Ecommerce foundations. She dives into how to create strategic checkout experiences, identify and eliminate hidden tech debt, and build scalable Ecommerce systems that drive growth.


You’ll learn:

  • Why a "good enough" checkout experience is actually a major revenue leak
  • How to leverage the checkout process to build trust with new customers
  • Practical strategies for "smarter upsells" that feel valuable, not "icky"
  • What "technical debt" is and how it can silently sabotage your site's performance
  • A real-world case study of a 37% conversion rate increase by simply cleaning up backend code
  • Why AB testing is critically underutilized in Ecommerce and where to start
  • The growing importance of "circular commerce" and how brands are owning the resale market
  • How to get your hands around your data to unlock powerful insights


Timestamps:

  • 00:00:00 – The critical importance of understanding your data
  • 00:00:30 – Introduction to Sarah Gallagher: The unsung hero of the customer journey
  • 00:01:30 – Sarah's journey into digital commerce: From early 2000s to Gamma Waves
  • 00:02:00 – Building the first Shaq Ecommerce site and Sony Latin America
  • 00:04:00 – The evolving nature of Ecommerce and why customer experience always wins
  • 00:05:00 – Why your checkout experience is a major revenue opportunity
  • 00:06:00 – Building trust signals at checkout for new customers
  • 00:07:00 – Case studies: Optimizing checkout for Flight Club and Supergoop
  • 00:08:00 – Using AB testing to uncover hidden opportunities (and biases)
  • 00:11:00 – The surprising results of an AB test: Percent vs. Dollar savings
  • 00:12:00 – Implementing "smarter upsells" that genuinely add value
  • 00:15:00 – Understanding and eliminating technical debt in your Ecommerce site
  • 00:17:00 – The 37% conversion rate increase from a simple backend cleanup
  • 00:19:00 – Why site audits are often neglected and their hidden value
  • 00:20:00 – Long-term strategic planning and the concept of "circular commerce"
  • 00:24:00 – The biggest "money leaks" in Ecommerce: Tech debt and lack of AB testing
  • 00:25:00 – Where to start with AB testing for maximum impact
  • 00:27:00 – What's next for Ecommerce brands: Getting a handle on their data
  • 00:29:00 – How AI can help pull insights from clean data
  • 00:30:00 – Connecting with Sarah Gallagher and Gamma Waves


Connect with Sarah Gallagher:


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