Xsolla
Simplified Xsolla sales and increased conversions
Web Shop is a platform for creating and managing online stores where game developers can sell in-game items, currency, and other digital goods directly to their users via a web channel. It allows you to quickly integrate the store with the game and customize its appearance using a proprietary website builder. Web Shop is aimed at both developers (B2B audience) and end users (B2C audience), providing them with a convenient interface for purchasing and customizing in-game content. Since its inception, the platform has become one of the company's key products: more than 500 stores have been launched, and the total revenue of partners using Web Shop has exceeded $1.5 billion.
Task and objectives
The key problem was that partners (game publishers) often did not understand the real financial benefits of Web Shop. Negotiations required complex explanations, and potential customers were not always able to quickly assess how much this tool would increase their profits. Additionally, at trade shows (where Xsolla actively attracts new partners), there was a lack of an interactive tool that could instantly demonstrate the benefits of Web Shop and convert interested visitors into customers.
There was a hypothesis that an interactive Web Shop profitability calculator would help increase conversion rates for site registration and speed up decision-making by partners. The main task was to develop and implement an interactive Web Shop profitability calculator on the site.
This tool should:
Enable publishers to quickly calculate how much their net profit will increase after integrating with Web Shop.
Become a key element at exhibitions – help Xsolla BD managers argue the value of the product.
Increase conversion from the Xsolla website to registration on the platform.
Simplify the negotiation stage and shorten the decision-making cycle.
In addition, it was necessary to consider the design and UX of the calculator so that it would be convenient to use both at the stand and independently by partners.
Work process
The project was developed from concept to implementation, including several key stages:
Research and validation of the hypothesis
Conducted interviews with BD managers and partners to understand which arguments are most important when selling Web Shop
Based on the collected data, formed key calculator metrics and calculation mechanics
Calculator design and development
Developed the UX logic of the calculator so that users can easily enter source data (annual income, percentage of transferred users, etc.).
Prepared interactive wireframes and conducted testing on BD managers to ensure usability.
Visually designed the interface
MVP development and testing
Developed a prototype with real calculations, which was tested internally within the company.
Organized a test launch of the tool for a limited audience (selected a small group of respondents and tested it)
Received feedback, made changes to the calculation logic and interface.
Conclusion
The results of the project confirmed the hypothesis that the calculator helps to better demonstrate the value of the Web Shop and influences business metrics:
The conversion rate from exhibition contacts to registrations increased thanks to the fact that the tool quickly answered the key question of partners: "How much will I earn?"
Exhibition sales have become more effective – BD managers have been given a ready-made argumentation tool that has simplified the negotiation process and accelerated decision-making.
The increase in the number of registered projects – the tool has added new partners to the Web Shop ecosystem, as confirmed by the analytics of links used in the calculator.
Flexibility for further use – the tool can be adapted to different sales scenarios and used in online presentations, not just at trade shows.
