Case Study
Agency of record across DTC, Amazon, and Retail
Meet the agency that is setting the growth strategy and managing the channels for Blistex, Rent the Runway, Cipriani, Levain Bakery, Ergobaby, and more.
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Media channels managed
YoY DTC Subscriber growth
YoY Amazon revenue growth
The Client
Case Study
Industry
Health & Wellness Nutrition
DTC
Amazon & Retail
The Challenge
- Drive revenue growth for an established DTC nutrition brand following a COVID e-commerce boom and facing headwinds from increased competition, rising CPMs, and copycat brands.
- Expand to Amazon and retail, while understanding shifts in attribution and user behavior.
- Develop and implement media strategies that drive efficient customer acquisition across all sales channels, accounting for relative differences in LTV across channels
- Maintain significant creative volume to fuel high performing Paid Social channels, in the face of rapid ad fatigue and heavy competition.
- Test into and establish channel diversity to grow awareness, reach new audiences, and reduce reliance on core channels (Meta and Google)
- Partner with a very lean internal marketing team, and have a seat at the table to help drive budget, product, sales channel expansion, and website decisions.
The Strategy
- Maximize performance via advanced attribution implementation—worked with partners to implement customized MTA, as well as homegrown geo lift testing
- Managed monthly budgets (in the millions) effectively across all paid channels. Responsible for sales channel and total business performance, as well as healthy efficiency metrics, i.e. CAC and TACoS.
- Focus on sustained Meta, Search, and YouTube DTC customer acquisition performance by owning a comprehensive creative, offer, and site/landing page test roadmap.
- In late 2023, seamlessly expanded to new sales channels (Amazon, Target, and Instacart) while maintaining DTC channels (Meta, Search, TikTok, Affiliate, YouTube, DSPs and Native).
- Led Brand and Influencer Programs that produced a steady stream of on-brand, high-converting assets to drive all paid social and video channels.
- Supported Retail Launches at Target, Whole Foods, & More (E-comm and In-Store)
- Modeled customer LTV and CAC payback windows to create bottoms-up channel goals based on projected future returns, cashflow requirements, and advertising as a % of total revenue.
- Expanded to vertical-specific channel opportunities, including building a rockstar affiliate program
The Results
- Managed 8-figure annual media budget for a 9-figure D2C Store
- Grew new customers and subscribers +20% YoY, while beating CAC goals
- Black Friday/Cyber Monday campaigns exceeded volume and efficiency targets for 3 consecutive years
- Grew influencer program to over 50% of their total ad content
- Improved creative success rate from 15% to nearly 60% through a deliberate testing program that consistently feeds back performance insights and iterates on learnings
- Affiliate program grew, in 2 years, to driving nearly 12% of DTC new customers
- Scaled Amazon from $0 to $20M ARR in under 24 months
- After launching Amazon in September 2023, we quickly scaled the channel 1,227% new customers/month from September to January, paralleled by a drastic 1,350% increase in revenue throughout the same period.
- Amazon revenue has grown to ~10% of the total revenue in first 6 months, while beating efficiency marks
- Early retail success at Target has opened doors at nearly all other major retailers
What We Did
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The Deodato Team didn't just track and measure our success by CAC. We built custom reports—using search trends, total brand traffic (all sales channels), social monitoring tools, and more—to track true awareness. On the other end, we worked with the internal Ka'Chava team to understand LTV by time period, marketing channel, and even creative, to optimize for ROI long term.
Our growth team built and led a process with Deodato designers, Ka'Chava's creative team, and external creative partners, to scale and power testing across Meta, TikTok, YouTube, Programmatic, CTV, and more. From the technicalities of setting and reporting on A/B test results, to the ingenuity behind new ads and talented creators, we were able to make an impact, alongside our partners
We delivered consistent results and industry-knowledge across all marketplaces—a daily approach that secured efficiency, and pushed back on the constant competition.
Channel- Customized Solutions
The Deodato Team didn't just track and measure our success by CAC. We built custom reports—using search trends, total brand traffic (all sales channels), social monitoring tools, and more—to track true awareness. On the other end, we worked with the internal Ka'Chava team to understand LTV by time period, marketing channel, and even creative, to optimize for ROI long term.
Our growth team built and led a process with Deodato designers, Ka'Chava's creative team, and external creative partners, to scale and power testing across Meta, TikTok, YouTube, Programmatic, CTV, and more. From the technicalities of setting and reporting on A/B test results, to the ingenuity behind new ads and talented creators, we were able to make an impact, alongside our partners
We delivered consistent results and industry-knowledge across all marketplaces—a daily approach that secured efficiency, and pushed back on the constant competition.
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Let’s Achieve Real Results Together
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Deodato treats us like a true partner, ensuring consistent expertise and support from start to finish. Their team stays deeply involved and committed, delivering on every promise, and never passing us off.
