Does my web site can generate revenue?

Does an enterprise-like web site design increase conversion rates or revenue?

• Why do some web services such as , , and bury pricing and make it unreasonably difficult to review features.  Complexity of the product aside, is there evidence that forcing website visitors to engage them through chat, support, or sales calls results in more revenue? This is an incredibly complex user experience issue to work through.  On one side, we have widely popular and successful companies whose online user experiences are as complex as a bureaucratic corporation.  I'd never buy any service behind such a complex wall but, clearly some do.  Is the maze of information, with no real answers, reassuring to some?  Does the forced Sales touch drive higher conversion and pricing? On the other hand, we have incredibly popular and complex, yet elegant web services such as the likes of what , , and offer. What's driving such enterprise-like design and how does it work?

• Answer:

  I think this is less about the conversion rate and more about increasing the revenue per deal.  Companies that sell just to enterprises close fewer deals and have fewer customers, so your strategy is usually to do everything you can to increase the revenue from each deal or customer. To increase revenue per deal, you want to negotiate the terms of each deal one on one, so you can get each customer to spend their maximum budget.  to do this, you want a complicated product lineup so you can configure a unique product for each customer, and/or you want confusing or non-transparent pricing so that you can negotiate the pricing of each deal individually. (BTW, the same type of thing happens at car dealerships - they have a published price but almost no one pays that price - they try to get every consumer to spend their maximum budget by negotiating a unique price for each buyer.) I want to qualify my answer by saying that the companies you list don't really make their pricing that hard to find.  (The trend towards more transparency and consumer empowerment has affected the enterprise too!)  For instance, the pricing for http://Salesforce.com is 2 clicks away from the homepage (click on "products" then click the pricing text link next to the product you want and get to a page like this):  http://www.salesforce.com/crm/editions-pricing.jsp?d=70130000000ryrr  And Marketo does publish their pricing here about 3 clicks from the homepage, though this does not list all their products (it excludes their cheapest product for ~$750/month): http://www.marketo.com/b2b-marketing-software/lead-management-pricing.php On the other hand, HubSpot is similar in some ways to http://Salesforce.com and Marketo, but we have decided to put our pricing in our main navigation one click from the homepage, with all our products are listed there: http://www.hubspot.com/pricing/  But we do have a box for "call us" for the larger enterprise deals because the truth is at the high end... it's complicated and customized!