Case Study: Obvi Increases Conversion Rate 13% Without Sacrificing Average Order Value with Monocle
Obvi implemented a personalized engagement strategy that enhanced conversions and net sales per user while maintaining average order value.
13%
lift in conversion rate
13.7%
increase in net sales per user
<1%
average discount increase
about
Obvi was founded in 2019 by Ronak Shah, Ashvin Melwani, and Ankit Patel, all of whom had extensive experience in ecommerce. With a background in the health industry, they set out to revolutionize the collagen supplement market. Initially, Obvi focused on creating high-quality, well-researched products for a younger audience, but they soon realized their products were helping people of all ages embrace a youthful mindset. After amassing over 40,000 active members in the Obvi Facebook community and more than 25 million uses of their products in under two years, Obvi has become a source of support and empowerment for its customers.
The Challenge
Obvi faced challenges in optimizing customer re-engagement strategies for cart abandonment without sacrificing revenue.
Over the years, Obvi built a strong online presence, but they faced a familiar E-commerce challenge: high cart and checkout abandonment rates. Obvi recognized the need to enhance their recovery email strategies with personalized engagements but lacked the data to confidently optimize the interaction level.
Like many other brands, they resorted to offering a one-size-fits-all discount code to customers who didn’t complete their purchase. The team was unsure if the discount was too generous or not enough—and specifically, which customers would complete their transaction anyway?
With an inability to determine if they were leaving revenue on the table, Obvi decided to seek a solution that would optimize discounting while increasing conversion rates, all without sacrificing average order value.
The Solution
Monocle’s AI personalized customer interactions for Obvi, optimizing engagements based on individual customer behavior
To help Obvi unlock revenue opportunities, Monocle launched an A/B test to assess the impact of various personalized engagements. But this was just the beginning. Armed with data on how each brand chosen discount performed, Monocle’s AI driven platform analyzed key customer touchpoints. This included past purchases, time spent on site, and engagement with specific pages, not just in the abandonment flow. The result was a more effective strategy tailored to each customer.
Monocle then deployed its personalization platform to analyze customer signals in real-time and choose the most relevant engagement based on individual behavior. This fully automated system applied the optimal discount via personalized abandonment emails through Sendlane, ensuring Obvi delivered the right offer to the right customer at the right time.
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The Results
13%
lift in conversion rate
13.7%
increase in net sales per user
<1%
average discount increase
The Results
Monocle boosted Obvi's conversions and net sales without reducing margins.
Obvi’s goal was to find a solution that optimized conversion rates through offers while protecting their average order value. With Monocle, they achieved exactly that:
- 13% lift in conversion rate
- 13.7% increase in net sales per user
- < 1% average discount increase
Monocle’s AI-powered solution delivered impressive results for Obvi by tailoring interactions to each customer's behavior and optimizing the timing of engagements. This personalized approach resulted in a significant increase in conversion rates while keeping average order value at the same levels, proving that a data-driven strategy can drive significant impact without sacrificing profit margins. By fine-tuning their offer strategy, Obvi saw an overall boost in net sales per user, leading to significant annualized revenue lift.
Monocle’s innovative platform not only maximized conversions and helped Obvi capture untapped revenue opportunities, but it also optimized their customer engagement strategy, driving higher sales and unlocking a path to sustained revenue growth, ultimately boosting their bottom line.
What’s next? In the next few months, Obvi will focus on reducing churn and enticing customers who have previously purchased to continue to come back to the brand. In order to achieve those goals, they plan to expand their partnership with Monocle to optimize offers in retention and winback automations.
