Case Study: Wayfair achieves 7% sales growth (over $200M/year) with SiteSpect

Wayfair Increases Sales with SiteSpect's Web Site Testing and Optimization Technology

Wayfair, launched in 2002, is a fast-growing online retailer operating more than 200 specialty e-commerce sites with over one million products and about five million monthly visitors. Without brick-and-mortar stores and with many sites and categories to manage, Wayfair needed a way to learn which on-site elements guided shoppers through the purchase funnel and improve conversion rates without adding load to its technical team.

By using SiteSpect’s non-intrusive multivariate testing across 20 categories, Wayfair quickly evaluated variations (for example, larger images, sparser copy, and improved search) and pinpointed what motivated purchases while minimizing rollout risk. The program produced a 7% sales uplift—credited as more than $200 million annually—enabled rapid self-service testing without IT, and delivered actionable insights (e.g., price guarantees had little effect) to further optimize the site.

Wayfair

Eric Klose

Vice President of Marketing