A founder told me: “Hitting $10M ARR should feel like a win. Instead, it felt like hitting a wall.”

He said they were doing everything “right”:

→ ROAS was solid across channels
→ Creative was testing well
→ Team was executing flawlessly

But growth flatlined for 6 months.

So in we came with an audit to help find the real friction.

The breakthrough came from an unexpected place: retention data.

New customers were converting well, but 60-day repeat purchase rates had dropped 15% without anyone noticing.

They were optimizing for first purchase, not customer value.

So how did we help get things moving again?

→ Rebuilt email flows around retention, not just acquisition
→ Shifted 30% of ad spend to retargeting high-value segments
→ Added subscription options to improve LTV

Result: Same acquisition spend, 40% higher customer lifetime value.
Sometimes the answer isn’t spending more on ads. It’s making the customers you have more valuable.

What was your biggest “aha moment” in scaling a brand? Would love to hear some unexpected insights.