Retain your customers in your own ecosystem! Get recurring revenue!

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!

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