Traditional A/B testing starts with an off-the-cuff hypothesis: “By using a bigger call-to-action button here, we should get more leads.“ Here's why this approach fails:
- Not fixing bottlenecks. The style or the copy of your buttons is hardly your biggest concern. While doing your experiment, your site is probably leaking tons of people that could be captured with some simple fix. You should really be fixing your bottlenecks — that's where you make the biggest wins with the lowest possible efforts.
- Not shooting for maximum traction “More leads on this time period” is hardly your best goal. What you really want is to collect maximum traction during the entire lifetime of the visitors — maximum amount of prospects, suspects, leads, customers, and virality.
You make the biggest wins by starting from your bottlenecks and by striving for maximum visitor lifetime value.
Many businesses would be better off if they didn’t run A/B tests at all.
Author of “Design for Hackers”
Only one way to optimize
Traditional A/B testing is relatively trivial: you are encouraged to make small changes on a single page, and see how they impact one metric on the current time range. However, there is so much more you can do to your growth that is not possible with this method.
- Market discovery — optimizing for a better audience that wants your product more than than the other segments
- Page optimization — optimizing for a more engaging experience. In the vast majority of cases, the purpose of a page is not to convert but rather raise interest in the product.
- Site optimization — optimizing for maximum traction with global design changes, new product launches, brand refreshing, or with new information architecture.
In traditional A/B testing, the results take too long to develop.
It's not unusual to wait for several months before you can trust the results. A rule of thumb is to collect 250-400 conversions per variation before the results are statistically significant. *
For example, let's assume you have a reasonably popular site with 10,000 monthly visitors, and your lead conversion rate is 3%. That generates a charming 10 leads every day (1). Then we start the above A/B test with a more prominent call-to-action button: A is the original button, B is the bigger one.
Perhaps the biggest problem in traditional A/B testing is that you are not expected to make any updates on the site while the experiment is running. You must make sure that the button is making the impact and not anything else.
And every time you run a test, you are likely leaking tons of visitors somewhere on the top of your funnel. You could have fixed those and made a bunch of other optimizations while waiting for the button experiment to end.
That is not acceptable for a startup because you want to be continually improving and “pivoting.“ You want to make big content- and functional changes to your website and you want to find new and better audiences that generate more traction.
When a traditional A/B test is over, all the experimentation data is no longer usable. You only know which variant performed better in the past couple of weeks.
Instead of just learning one thing, you could have collected new insights about your landing pages, referring domains and visitors, and then reuse this information on the next experiment.
Unfortunately, your next test starts again with a “heuristic analysis” or based on some external data.
User experience damage
Traditional A/B testing software causes following distractions for your visitors just by having it included on your pages:
- Flash of original content. Visual A/B testing tools can cause an off-putting
FOOCeffect, where the original content is briefly displayed before the alternate (B variant) kicks in. This makes a flaky experience, and savvy people know they are just part of a marketing experiment.
A bad first impression makes people want to leave the site before they even bother to find out what the product is.