# Logos, testimonials and split paths on home page: +5% demo page visits

- Outcome: Won
- Page type: Homepage (SaaS)
- Elements: Trust logos, Testimonials, Segmentation
- Date shared: 2018
- Test run by: [POSist](https://liftarchive.com/practitioners/posist/)
- Commentary by: LiftArchive (our analysis, not theirs)
- Original source: https://wingify.com/success-stories/posist-restroworks/
- Page: https://liftarchive.com/test/posist-homepage-logos-testimonials-segment-paths/

Adding customer logos, testimonials, a 'Why POSist?' section and separate paths for switchers and first-time buyers lifted home page visits to the Contact Us page by about 5%. The marketing team at POSist (now Restroworks), a restaurant POS software company, ran this test, and it was published as a VWO case study. Several changes shipped together, so the lift belongs to the package, not to any single element.

## Result

**+5% demo page visits**

- Visits from the home page to the Contact Us page: up about 5%. This was the goal the team tracked.
- The test ran for one week, and POSist made the new version its live home page.
- Demo sign-ups themselves were not the metric here, so the effect on leads from this test alone is not shared.

## Control

The winning home page from POSist's previous test, without prominent customer logos, testimonials or a section explaining why to choose POSist.

## Variant

The same page with customer logos, testimonials and a 'Why POSist?' section added. Visitors were also split into two paths: those switching from another POS system and those buying one for the first time.

## Why it likely won (our reading)

- Logos and testimonials from known restaurants may have made a niche software vendor feel safer to contact.
- Most prospects were switching from existing software, so a path built for switchers likely spoke to their main worry.
- A 'Why POSist?' section gave comparison shoppers a quick answer before they had to talk to sales.

## Caveats

This was a bundled change, so no single element can take the credit. It ran for only one week, sample size and confidence were not shared, and the data dates from around 2018.

## How to run this test

- Hypothesis: If we add customer logos, testimonials and separate paths for switchers and first-time buyers to the home page, then more visitors will go on to the contact page because the page will feel more credible and more relevant to their situation.
- Primary metric: Home page to contact or demo page click-through rate
- Guardrail: Demo request completions
- Guardrail: Lead quality (sales-qualified rate)
- Guardrail: Home page bounce rate
- Who should test it: B2B SaaS companies selling to a niche industry where many buyers are replacing an incumbent tool. It probably matters less if you already show strong social proof or if almost all buyers are first-time users.

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Credit: POSist ran this test and owns the result. Summary and commentary by LiftArchive (https://liftarchive.com/test/posist-homepage-logos-testimonials-segment-paths/).
Usage: Free to use, quote and build on, with credit and a link: name the practitioner or organization that ran the test and link to its LiftArchive page. The results belong to the practitioners who ran and shared them; the summaries and commentary are LiftArchive's.