Scaling New Customer Acquisition on Amazon
How Acosta Group Won New Buyers and Grew Subscriptions with One Seamless Strategy
How We Did It
A leading plant-based nutrition brand partnered with us to accelerate growth on Amazon. Their goals were clear:
- Welcome more new customers to the brand
- Increase subscriptions
At the same time, they were transitioning to Amazon’s first-party (1P) model—where Amazon buys and resells their inventory. That shift introduced new challenges, including logistical hurdles and unexpected deductions that slowed momentum.
Our Amazon experts stepped in to solve both operational and growth issues by:
- Launching a full-funnel advertising strategy using a smart mix of Sponsored Ads and Amazon’s demand-side platform (DSP). This approach boosted brand visibility, brought in new customers, and helped convert interest into purchases.
- Offering deep discounts on top-performing products to serve as easy entry points. These deals drove growth during major sales events, helping the brand lead in its category.
- Refining the ad mix by using Sponsored Ads to support upper-funnel discovery, while reserving DSP for strategic retargeting. This kept outreach efficient and on-message at every stage.
- Using Amazon Marketing Cloud (AMC) to reveal what’s driving subscriptions. Custom queries uncovered which products were converting new shoppers into subscribers.
Together, these efforts delivered standout results. We didn’t just hit the 59% YoY growth target—we beat it. The brand saw a 33.8% increase in new customers and a 72% lift in subscriptions, proving the strategy delivered both reach and retention.
As the brand continues to scale, our Connected Commerce team is refining the strategy, tracking performance, and setting the stage for healthy, long-term growth.
Need help scaling your brand on Amazon? Let’s chat.
