The Subscription Only Strategy Behind Scratch’s Multi-Million Dollar Brand
Scratch co-founder Mike Halligan joins Eric to break down the subscription strategy behind a dog food brand with more than $30 million in annual recurring revenue. They cover acquisition, onboarding, giving customers control over delivery dates and handling cancellations. Throughout, Mike explains the importance of staying close to customers and using cohort analysis to understand which groups of subscribers stay, which leave and why, then turning those insights into a better customer experience.