iCrossing UK

iCrossing is a digital marketing agency that works with businesses to create a real step-change.

Brighton, United Kingdom
Founded: 1997
Staff: 640
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Skills
Paid Search
Social Media
Search Engine Optimization
Digital Marketing
Display
Paid Social
Paid Media
Digital Strategy.
Technical Consultancy
Content

and 6 more

Clients
Barclays
Visit Wales
White Stuff
LG Electronics
L'Oreal
Bridgestone
PepsiCo
Virgin
Hearst
aldi

and 19 more

Sector Experience

Automotive
FMCG
Retail
Travel
Pharmaceutical
Finance
Luxury
b2b
sports and technology
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Sofa.com - Optimising conversion rates

by Emma Potter

Investigating barriers in the Sofa.com customer journey to increase conversion rates by 45% year on year.

The challenge: Deliver a better customer experience

We needed to dig deep into the customer journey to identify barriers in the path to purchase and highlight potential improvements to digital marketing activity. The aim? To deliver a better customer experience and increase sales.

What we did: Fostering a culture of experimentation - to succeed, learn and fail fast

We helped leading furniture retailer Sofa.com rapidly increase sales by embedding an agile growth team and taking an experimental approach to digital marketing tactics. First up, we held a discovery workshop and rapid data analysis. And within two weeks, we were running experiment sprints to test our hypothesis. Moreover, by making off and on-site content shoppable, we successfully moved customers through the funnel, increasing product views, sample orders and sales.

To aid future planning we developed a cross-platform attribution model to guide marketing investment and identified a clear roadmap for the site.

Rapid results, long-term gains

With a 45% year-on-year increase in conversion rate and 40% increase in monthly revenue, this project smashed initial targets. Content marketing optimisation and performance optimisation paid dividends, delivering an 85% increase in conversion rate from paid search.

40% increase in monthly revenue, and increase in product page interaction from social

150% increase in assisted conversion from social

71% reduction in cost per acquisition (CPA) from search and social

Client testimonial:

"From strategy and analytics to creative and reporting, iCrossing added value at every stage. They felt like a true extension of our team and were always an absolute pleasure to work with."

~Brand Director Sofa.com

Tags

conversion rate optimisation
CRO

Clients

Sofa.com