Retain your customers in your own ecosystem! Get recurring revenue!
Nexway develops APIs to manage recurrent billing and improve customer experience through software bundle subscription renewals.
FNAC is a major player in distribution of cultural, leisure and electronic products in retail & on the Internet, in France and internationally. It is the 3rd eCommerce website in France in number of visitors (according to Médiametrie / FEVAD).
Context & Challenge
Nexway has been FNAC’s trusted partner for nine years now, initially for its white label plug-and-sell online catalog which included attractive and extensive premium software and AAA games titles.
In january 2013 Microsoft launched Microsoft Office 365, a new version of its office tools suite, favored by a now annual licence rather than a lifetime licence purchase. This new business model has deeply impacted resellers like FNAC which saw recurrent customers becoming subscribers directly with the publisher.
Customers who purchased the latest version of the suite in a Fnac store became direct subscribers to Microsoft.
At the same time (2012-2014), the famous brick & mortar FNAC saw its turnover drop down. Visits to outlets (stores) had dropped and the website faced stiff competition from pure player like Amazon.
FNAC had to find a solution to retain its customers within their own ecosystem and secure their revenues! The group then decides to acquire a strong store to web strategy.
Relying on its experience and partner network, Nexway developped an antorenewal strategy tailored to FNAC’s new store to web scenario.
Nexway went behond expectations and offered a turn key solution that fits seamlessly into the FNAC digital user experience. This innovative solution offers their customers a FNAC-branded environment, an optimized and intuitive renewal tool through an immersive experience.
The FNAC Starter Pack was born!
For FNAC customers purchasing a PC or laptop, the optional Pack offers a software bundle that includes one-year subscriptions to both Microsoft Office 365 and Bitdefender Internet Security.
Whithin the Pack, Nexway developped a tailor-made Application Programming Interface (API), which allows customers to renew their software subscriptions from within the FNAC desktop ecosystem.
Directly following the purchase of a laptop or a PC, the FNAC interface is downloaded and installed on the desktop dashboard through an easy-to-follow process. It allows the customer to manage orders, subscriptions, add-on products and payment methods. Renewal notifications can be distributed either within the product or through e-mail, with payment taking place within the FNAC ecosystem.
FNAC’s renewal interface operated by Nexway allows customer data collection enabling Nexway to optimize subscription rates.
RESULTS & BENEFITS
FNAC KEY BENEFITS
- A single contact for the entire customer journey and relation with the publishers Nexway
- As merchant of record, Nexway assumes responsibility for compliance of local laws and regulations, banking relations, tax management, fraud screening, and more
- Faster decisions, controlled financial flows and management costs
- Secure transactions
- End-user centric service: FNAC’s end-users benefit from an add-on service.
- FNAC gets a direct and permanent access to its client
- Immersive solution that increases renewal rate and recurring revenues
- Omnichannel experiences that increase customer’s lifetime value
- Offer expandable to other service or products
- Customer support
PUBLISHER KEY BENEFITS
- Enable publishers to incentivize their resellers
- Provide new recurring revenue stream
“We are delighted to participate in the FNAC Starter Pack in-application desktop solution for delivery and renewal, a solution imagined jointly with FNAC and Nexway. It really is essential that our resellers have a viable, long-term solution that allows them to enhance the end-user experience within a branded digital environment and increase their subscription renewal rates.”
Aymeric Soullard, Microsoft’s Retail Sales Director at Microsoft France
- Create good relations between publishers and the indirect network of resellers.
- Develop new product associations (new bundles)
- Add a new sales channel from associated physical product
About Fnac Darty Group
Operating in nine countries, Fnac Darty is a European leader in the retail of entertainment and leisure products, consumer electronics and household appliances.
As of the end of December 2016, the Group had a multi-format network of 664 stores, including 455 in France, and is ranked France’s second most visited eCommerce site (more than 13.6 million unique visitors per month) with its two retail websites: fnac.com and darty.com. As a standard-setting omni-channel retailer, Fnac Darty posted pro-forma revenues of €7.4 billion in 2016.
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