Case Study
Food Tech Company
In this case study, a venture-backed, food-tech company was looking for a growth marketing strategy to roll out high-quality food products to their customers all over the country.
$360k
Revenue from email (5 mo)
$250k
Revenue from SMS (5 mo)
186%
Increase in customer Lifetime Value
The Situation
When the pandemic hit in early 2020, the company saw a tremendous opportunity for delivering high-quality products during a time food shortage swept the nation. With a tremendous growth in sales due to the foot shortage, the company was faced with developing a growth marketing strategy to increase customer reorder rate and customer lifetime value (LTV).
To achieve these goals, we launched a growth strategy called the “Deal of the Day”, which offered a unique deal on best-selling products only available for 24 hours.
The Work
- Special discounts on a daily products (i.e. 20% off, $10 off orders over $75, BOGO, discounted collections, and much more)
- Daily SMS
- Daily e-mails
- Promotional calendar
- Copy and creative for daily emails (with A/B testing)
- Copy for daily SMS (with A/B testing)
- Cart abandonment optimization (email and SMS)
- Tech Stack: Shopify, Klaviyo (email), Attentive (SMS)
The Results
- $360,000 revenue through email from existing customers… in 5 months
- $250,000 revenue through SMS from existing customers… in 5 months
- Increased customer re-purchase rate from 20% to 45%
- Increased LTV from $130 to $280 (186% increase)
The Takeaway
Company growth can be found in your existing customers. Many e-commerce companies are focused on new customer acquisition, but a tremendous amount of untapped revenue sits with your current customers.
If you have access to your customer list, plus a great product, you can increase the LTV of your customer simply by increasing your offer frequency.