ABBYY - World Leader in OCR and PDF

Avangate Increases Online Sales For ABBYY North America By More Than 30%

Angel Brown Director, Product Marketing, OCR & PDF Products, ABBYY North America

 

"ABBYY North America went through a significant business transformation in terms of our go-to-market strategy, with a huge emphasis towards the online channel and electronic software distribution. Avangate has been instrumental in helping us build our online business, enabling us to take some major leaps forward regarding business optimization, integration with 3rd party applications, new online sales channels and improving commerce KPIs to support our growth and essentially improve customer experience through frictionless selling", Angel Brown, Director, Product Marketing, OCR & PDF Products, ABBYY North America.

About ABBYY

ABBYY is a global leader in the development of document recognition, content capture and language-based technologies and solutions that integrate across the information lifecycle.

ABBYY solutions are relied on to optimize business processes, mitigate risk, accelerate decision making and drive revenue. ABBYY technologies are used and licensed by some of the largest international enterprises and government organizations, as well as SMBs and individuals. The company maintains offices in Australia, Canada, Cyprus, France, Germany, Japan, Russia, Spain, Taiwan, UAE, the UK, Ukraine, and the United States.

Learn more on www.abbyy.com.

Success Story: Business Transformation

ABBYY’s B2C and B2B Go-to-market Transformation & Frictionless Selling Enabled by Avangate’s Commerce Platform and Partner Ecosystem

Download ABBYY's Business Transformation
Success Story

Context

ABBYY is selling its solutions to a variety of industries and client sizes, from large enterprises to SMBs, home offices and personal use, employing both direct and indirect sales channels. Affiliate marketing, as a distribution channel for Consumers and SMBs was not yet explored by ABBYY in the USA.

Objectives

• Deliver an online shopping destination that is scalable and flexible to serve regional markets, currencies and languages
• Improve integration with existing business processes to deliver measureable and actionable business intelligence for decision-making and support growth through process automation
• Enhance programs and services to deliver exceptional shopping experience
• Increase revenue contribution from B2B customers while maintaining predictable revenue from B2C targets
• Continually upgrade offering through collaboration and partnering with eco-system multipliers

Solution

Following a thorough investigation, Avangate was selected as the exclusive digital commerce provider for ABBYY’s FineReader LoB products & solutions.

"We selected Avangate as our Digital Commerce provider for several reasons: we liked that Avangate had a strong software market focus, with Avangate’s client base including multiple market leaders and recognizable global brands. Avangate’s state of the art Digital Commerce platform was flexible, scalable, innovative, with an impressive growth record. Very importantly, Avangate understood ABBYY’s challenges and market opportunities. In addition, the provider was service oriented, with a consultative approach to partnering, delivering e-commerce knowledge and expertise from day one. Avangate also brought along partnership opportunities to drive further growth and optimization, with companies such as iAffiliateManagement, Upsellit, SheerID."

Benefits & Results

• Scalability, go-to-market speed, agility and flexibility for both B2B & B2C sales; Frictionless selling
• Revenue increase from additional sales channels: Affiliate network contributes to 30% of online sales
• Integration with existing business processes and 3rd party applications to support growth through process automation: HubSpot, SheerID, Salesforce
• Improvement in ecommerce KPIs: 34% increase in cart conversion rate

Deborah Bates Senior Product Manager and Business Analyst, ABBYY USA

 

"Avangate is more than just another business that we deal with. It’s more of a family, because it works with us, it grows with us, they integrate with our ideas and marketing plan and then take that to the shopping cart. We are really happy with all of the benefits that come from Avangate," Deborah Bates, Senior Product Manager and Business Analyst at ABBYY NAHQ.

Success Story: New Online Channel - Affiliate Marketing

ABBYY USA Grows Affiliate Driven Sales by 197% with Avangate

Context

ABBYY is selling its solutions to a variety of industries and client sizes, from large enterprises to SMBs, home offices and personal use, employing both direct and indirect sales channels. Affiliate marketing, as a distribution channel for Consumers and SMBs was not yet explored by ABBYY in the USA.

Objectives

• Launch an Affiliate Program for North America
• Leverage the Avangate Affiliate Network to benefit from a new sales channel
• Grow Affiliate revenues to a significant mix in the company's overall revenue

Challenges

• Affiliate channel was new and unproven in North America markets for ABBYY
• Needed to show value of the affiliate channel internally by maintaining a positive ROI
• Lack of in-house expertise in affiliate marketing

Solution

ABBYY worked with Avangate (Managed Affiliate Services) and iAffiliate Management, a leading outsourced affiliate program management partner. Together they helped ABBYY launch the affiliate program, create a comprehensive affiliate marketing plan, pro-actively managing day-to-day operations to ensure partner compliance, deliver comprehensive reports to monitor program KPIs, and execute on a communication plan to improve partner engagement as the program scaled.

Understanding ABBYY’s growth objectives for the business, iAffiliate Management spent the first two quarters - Q2 & Q3 2013 - building the right publisher mix to maximize future revenue and ensure a strong position for the affiliate channel.

Results

• The affiliate contribution to ABBYY’s total online revenue in North America increased from 6% to 11% over the same period (Q3 2013 vs Q3 2014)
• ABBYY leveraged affiliates to boost sales prior to new product releases to increase upgrade and cross-sell opportunities
• ABBYY extended the program by launching a secondary campaign: seeing early success working with affiliates ABBYY expanded the program with a 3rd party affiliate network, which integrated seamlessly into the Avangate ecosystem

Read more Avangate client success stories.