Increasing Existing Customer Revenue - Voyage SMS
Voyage SMS, an SMS marketing platform for eCommerce, struggled to grow their existing customer revenue. Their in-product flows were not optimized and the communication to their existing customers failed to drive results. The company needed a clear strategy roadmap and AB tests to measure improvements on ARPA.
Key Results
10x
SMS volume increase
1.2M to 16M messages
+$5M
monthly recurring revenue
MRR growth
+2
Product Management hires
team expansion
Challenges
- One time campaigns did not have a recurring component
- Some customers were not sending seasonal campaigns for Black Friday, Cyber Monday, etc. These seasonal campaigns were the largest drivers of revenue for Voyage
- Most one time campaigns did not have a follow up
- Limited optimization of in-product flows
- Communication to existing customers failed to drive meaningful results
Solutions Implemented
- Launched Automations product line, an SMS campaign tool based on triggers that runs in the background
- Improved lifecycle marketing to existing customers through email and SMS targeted around getting ahead on scheduling seasonal campaigns
- 2 click follow up campaign module after a customer sets up a campaign
- An A/B testing framework for continuous optimization
- Delivered a quarterly strategy blueprint to drive results
- Set up the Product management function and recruited key individuals
"Antoine is not only a highly intelligent contributor with strong product intuition, but also a team player with sharp EQ and communication skills. He has been pivotal in both driving our product roadmap forward and turning strategic client accounts from purely users to evangelists. He is not afraid to offer his opinions to management, leveraging data and evidence where available to support his case."
— CEO, Voyage SMS