A/B testing

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79% more leads without more traffic: Here’s how we did it

In this case study, we’ll show how we used research-driven CRO (conversion rate optimization) techniques to increase lead conversion rate by 79% for China Expat Health, a lead generation company.

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In the image below, the mobile site view on the left, labeled “before,” is the control ( “A” version) while that on the right, labeled “after,” is the optimized page (“B” version). We conducted a split test aka A/B test, directing half of the traffic to each version, and the result attained 95% statistical significance. Read on for a description of the key changes made.

Before-and-after screenshots of the mobile version of ChinaExpatHealth after a marketing test.

Image Credits: Jasper Kuria

Used a headline with a more compelling value proposition

The headline on the control version is “Health Insurance in China.” If I am an expat looking for health insurance in China, at least I know I am in the right place but I don’t immediately have a reason to choose you. I have to scroll and infer this from multiple elements.

For revenue-generating landing pages it is best to always follow the Bauhaus design aesthetic (from architecture). Form follows function, ornament is evil!

The winning version instantly conveys a compelling value proposition: “Save Up to 32% on Your Health Insurance in China,” accompanied by “evidentials” to support this claim — the number of past customers and a relevant testimonial with a 4.5 star rating (by the way, it is better to use a default static testimonial rather than a moving carousel).

As the famed old-school direct response marketer John Caples taught us, “The reader’s attention is yours only for a single instant. They will not spend their valuable time trying to figure out what you mean.” What was true in Caples’ 1920s heyday is doubly so in the mobile age, when attention spans are shorter than a fruit fly’s!

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Benchmark-backed Optimizely confirms it has laid off 15% of staff

Optimizely, a San Francisco-based startup that popularized the concept of A/B testing, has laid off 15% of its staff, the company confirmed in a statement to TechCrunch. The layoff impacts around 60 people, and those laid off were given varied levels of severance. Each employee was given six months of COBRA and was allowed to keep their laptops.

“As with so many other businesses globally, Optimizely has been impacted by COVID-19. Today, we have had to make a heartbreaking decision to reduce the size of our workforce,” Erin Flynn, chief people office, wrote in a statement to TechCrunch, adding that “today’s difficult decision sets up our business for continued success.”

The startup was founded in 2009 by Dan Siroker and Pete Koomen on the idea that it helps to have customers experience different versions of the website, also known as A/B testing, to see what iteration sticks best. A year after founding, the startup went through Y Combinator and in 2013 it signed a lease for a 56,000-square-foot office in San Francisco.

Optimizely last raised $50 million in Series D financing from Goldman Sachs, bringing its total venture capital secured to date to $200 million. Other investors include Index Ventures, Andreessen Horowitz and GV.

In June, Optimizely said it handles more than 6 billion events a day. Customers include Visa, BBC, IBM, The Wall Street Journal, Gap, StubHub and Metromile.

Optimizely was not listed as applying for a PPP loan, a program created by the government to help businesses avoid laying off staff. The loans were met with controversy in Silicon Valley, as some thought venture-backed businesses should turn to investors, instead of the government, for extra capital.

Optimizely’s layoffs are somewhat surprising, given recent earnings reports that show that enterprise SaaS companies have broadly benefited from the coronavirus pandemic. In an online work world, infrastructure and software services become more vital by the day. Box, for example, helps people manage content in the cloud and it beat expectations on adjusted profit and revenue. So why is Optimizely struggling?

There are a ton of reasons for layoffs beyond what the market thinks about a business. Optimzely’s customers are a mix of heavy-hitters in enterprise, but also include businesses that have struggled during this pandemic, including StubHub and Metromile — both of which had layoffs.

While the pace of layoffs is slowing down, cuts themselves aren’t disappearing. As the stocks show us, it’s a volatile time and businesses are looking for ways to stay financially safe.

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Optimizely acquires Experiment Engine to offer more collaboration tools for big companies

Dan Siroker While Optimizely has bought other startups before, co-founder and CEO Dan Siroker said today is the first time it’s acquiring a startup built on Optimizely’s developer platform — namely, Experiment Engine. Experiment Engine describes itself as “the most comprehensive, easy-to-use conversion optimization platform,” which might make it sound similar to… Read More

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Optimizely targets developers with its new testing platform, Optimizely X

Optimizely X mobile Optimizely has helped to popularize A/B testing — the idea of trying out different versions of a website or mobile app to see which one performs better.
However, co-founder and CEO Dan Siroker said the practice has largely been limited to marketers testing relatively superficial changes, such as the text or the layout of a page. So today, at its Opticon user conference, the company… Read More

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Mobile A/B Testing Service Taplytics Adds Analytics And Android Support

Taplytics Home Page Taplytics, a Y Combinator-backed A/B testing service for mobile apps, is announcing two big additions today — support for Android apps and an analytics product called Taplytics Insights. Service like Taplytics allow developers to test variations of their app interface and code, and to make those changes without going through the App Store approval and update process. There are a number… Read More

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Mixpanel Adds Mobile A/B Testing To Its Analytics Platform

mixpanel-ab-testing Mixpanel, the analytics startup incubated at Y Combinator and backed by Andreessen Horowitz, is launching a new feature today for mobile developers who want to test out different variations of their app.
We’ve written about several startups that are focused on mobile A/B testing, such as Taplytics. Optimizely, the big player in desktop A/B testing, recently moved into mobile. Read More

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