PayPal 'Pay in 30 days' plus Express Checkout: +2.2% RPU
Test run byDRIP AgencyCRO agency
Commentary byLiftArchiveOur analysis, not theirsAdding a PayPal pay-in-30-days message near the product price, plus PayPal Express Checkout on the contact step, lifted BLACKROLL's revenue per user by 2.2%.
DRIP Agency ran this test and published it in its own case study.
Both changes shipped together, so the lift can't be split between them.
- Revenue per user: +2.2%.
- Extra revenue during the test: about EUR 35.0K, counted over the runtime only.
- This was a bundled change, so the result belongs to the pair, not to either part alone.
- Significance, sample size and test length were not shared.
The change
PayPal Express added on the contact step; a pay-later note also went on the product page.
Simplified mockup drawn by LiftArchive from the shared screenshots.
Control
Shoppers saw the standard payment path. No pay-later message appeared on the product page, and there was no PayPal Express option on the contact-information step.
Variant
A PayPal "Pay in 30 days" message sat near the price on the product page. The contact-information step of checkout also offered PayPal Express Checkout.
Why it likely won
Our reading of the result, not the practitioner's claim.
- Paying later lowers the pain of a premium purchase at the moment of decision.
- Express Checkout skips form-filling for shoppers who already use PayPal, which matters on mobile.
- PayPal is a widely used payment method in Germany, so the message likely felt familiar and safe.
Caveats: Bundled test: the product-page message and the express checkout launched together. Vendor-reported, with revenue for the runtime only and no significance, sample size or duration stated.
Who ran it
DRIP Agency ran this test for BLACKROLL and published the results (DRIP Agency case study). The numbers are theirs; the summary and commentary on this page are ours.
Read the original case study on DRIP Agency →
How to run this test on your store
- Hypothesis
- If we tell shoppers they can pay later and let them check out with PayPal Express, then revenue per user will rise because payment feels easier and less risky.
- Primary metric
- Revenue per user
- Guardrails
- Checkout completion rate
- Payment fees as a share of revenue
- Unpaid or failed pay-later orders
- Who should test it
- Stores with mid- to high-priced items in markets where PayPal is popular. To learn which part works, test the product-page message and express checkout separately.
Questions
Does showing buy now, pay later on product pages help?
It can, because it lowers the felt cost of buying today.
In this test it was paired with express checkout, so its own effect is unknown.
Where should express checkout buttons go?
Early in checkout, before the long forms, so shoppers can skip them. Here it appeared on the contact-information step.
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