CASE STUDY: “Money, Money, Money: Cross Sells and One Clicks”

http://blog.vendoservices.com/vendo-blog/2017/11/29/case-study-money-money-money-cross-sells-and-one-clicks

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(This is a business case study. It will be used to guide discussions during the session: “Money, Money, Money: How the Paysite Pros do Billing – Cross Sales and One Clicks” with co-hosts Mitch and Thierry of Vendo at the Paysite Meetup.)

 

“There’s got to be a better way!” Max said (or shouted) to Sara. They were looking at cross sale numbers 9 months in the making. And the numbers were not looking good.

Together they reviewed how they’d gotten to this point. First, Max had thought he could make more money selling his cross sale spot. He already had a deal in place. It was ok. But he’d heard that people were paying more and they were using that extra revenue to pay more for traffic. He had to make more money on cross sales just to be competitive.

So he worked on getting a new deal. It wasn’t easy. He had found someone he thought would pay more. They emailed for months. Then a meeting at a tradeshow that got rescheduled three times. In the end, he met the guy at five in the morning in the bathroom at a club. They did the deal. They washed their hands and fist bumped.

But it wasn’t over. Not even close. Then they had to get their teams to set up the deal. It should have been simple. Max sent emails and got…nothing…crickets. Finally, the deal was set up and then the waiting really began. Did he make more? Was the other guy going to try to lower the payout?

Max didn’t like the numbers he was seeing. Would he have to start all over again? Did he have the willpower?

3 Questions

  1. How much of your revenue comes from Cross Sales and One Clicks?
  2. How much of your profit?
  3. How have you tried to optimize it?

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