Sometimes tangible visually represented ideas, backed by solid research, ushers change in a positive direction.
The description of the first two quarters of online enterprise sales could be kindly described as "flat". In order to come anywhere near our targets for the year, the entire team knew that we'd have to change our confusing model and purchase flow. However, the business and product teams could not agree on a solution and so as the year wore on, sales continued to suffer.
My team drove a tested change to the purchase flow for online Enterprise buyers, in partnership with our research partners, which increased ACV 200%+ in less than one quarter. By the end of the year, we'd exceeded our sales expectations by 50% and the trend continues.
It proves that design can drive incredibly meaningful change, especially when backed by good research.
Sep 18, 2018