Case Study: Paperstone achieves 16.85% increase in revenue with VWO

How Paperstone Tested Discount Offers To Boost Revenue Using A/B Testing

Paperstone, a UK online office-supplies retailer, faced wafer-thin margins in a highly price-competitive market while customers expected bulk discounts. Paperstone used VWO to optimize its website and set out to test whether offering selective bulk discounts would raise average order value enough to cover margin losses.

Using VWO’s A/B testing and revenue-tracking, Paperstone ran a site-wide experiment, learned from an initial failed variation, redesigned the price presentation to better emphasize bulk pricing, and retested the hypothesis. The winning variation (tested on more than 10,000 visitors) increased average order value by 18.94% (bulk-offer AOV +5%) and delivered a 16.85% increase in revenue.

Paperstone