This growing CPG brand challenges its customers to rethink how they drink caffeine, but Marquis had to rethink their efforts to penetrate the DTC market.
Marquis had previously operated solely in the retail space, and found growing the DTC side of the business to be especially challenging. They faced very high customer acquisition costs, lack of data visibility, and inefficient ad spend. To get some help, they turned to agencies to manage ad spend and scale the business, but they were unable to make an impact, and left the DTC efforts lacking.
As a last resort to salvage their online business, Marquis turned to RSN8 Media - and RSN8 Media turned to Triple Whale.
The result? Marquis:
In this article, we’ll outline what Marquis does, the challenges they faced with pivoting from retail to DTC, and how RSN8 Media and Triple Whale empowered them to identify opportunities through better data visibility and attribution tracking.
Marquis was created out of necessity: the founders had a routine of downing coffee in the morning, an energy drink after lunch, and a vodka-energy cocktail every evening. They realized it wasn’t the healthiest mix of sugar and low quality caffeine, so they sought out a healthier alternative. But, like most great product innovation stories, they found that the healthier alternatives on the market fell short when it came to taste. So, they fixed that!
They call it the “clean caffeine revolution”. Each can of Marquis has zero grams of sugar, zero calories, zero carbs, and 100mg of caffeine. With the “anti-energy drink” angle, they’re targeting a specific subset of customers looking for a boost without all the added sugars, carbs, and calories in traditional energy drinks.
They occupy coveted shelf space in retailers like Erewhon and Target, but were previously unable to pivot that success to the direct to consumer space. They needed help, and RSN8 Media knew exactly what to do!
RSN8 Media is a boutique digital marketing agency that began as a passion project in 2019. Founded to fill a void in the paid media space, RSN8 leverages the collective decades of experience from industry veterans to deliver elite-caliber work at cost-effective rates. RSN8 treats each client’s money as if it were their own, ensuring dedicated time and effort are invested in every business and account performance.
They have helped brands such as Marshmello’s MelloGang, Adidas, Talentless, and Superoot achieve significant revenue growth and efficiency through custom strategies. Notably, RSN8 was nominated as a finalist for the 2024 Rookie of the Year Award with Triple Whale. Check out their previous case study with Talentless here.
Marquis faced significant challenges growing their DTC business, struggling with high customer acquisition costs, lack of data visibility, and inefficient ad spend. Previous agencies failed to hit KPIs, making RSN8 the final attempt to salvage their online business. RSN8, leveraging Triple Whale, identified opportunities through better ad positioning, efficiency metrics, and enhanced reporting transparency.
RSN8 implemented Triple Whale to gain a competitive edge, focusing on both new and existing customer orders. The Triple Whale features they implemented include:
First order of business: a fully-customized Triple Whale Summary Page. This page provides a unified view of marketing efforts across platforms, which enables strategic decisions based on comprehensive data. Marquis was able to tailor the board to their needs, and track key metrics like total revenue, COGS, Marketing Spend, customer lifetime value (CLTV), ROAS, and net profit.
Marquis customized the Summary Page and improved reporting by 80% per week. By consolidating all the metrics that matter most into one spot, it made reporting easier and more efficient.
RSN8 modeled different LTV multipliers using historical purchase cohorts and incorporated these into their custom metrics.
Marquis was able to accurately track performance using Triple Whale’s Attribution models, which gave Marquis better insight into where their sales were coming from, and which ads were specifically driving the most revenue. Using the knowledge gained from the models, RSN8 was able to identify monthly opportunities based on historical purchase behaviors, and implement sequential messaging, personalized offers, and VIP promotions for retention purposes.
Specific campaigns leveraged Triple Whale’s retention tools to optimize ad creatives and reallocate ad spend based on performance data.
On a monthly basis, Marquis was able to increase their average ROAS by 350%. Additionally, the average spend volume was raised by over 600%. Boosted paid media revenue experienced a significant bump and increased by 282% year over year in Q1 of 2024. Paid media orders were improved as well, with an increase of 414% in addition to a bump in new customer orders by 97%.
Marquis was also able to save multiple hours per week with easier reporting provided with the Summary Page. In addition, the valuable insights gleaned from the data provided the information necessary for executive decision-making.
RSN8 Media successfully transformed Marquis's DTC business, proving the potential of paid media channels. After some success in the retail environment, Marquis experienced some trouble breaking into the DTC market. With the help of RSN8 and Triple Whale, Marquis now has a clearer view of attribution, data, and how to boost their paid media campaigns successfully. The future looks bright, with continued plans to leverage Triple Whale for ongoing growth and success.
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