The challenge
Peak Nutrition had strong one-time purchase volume but struggled to convert buyers to subscribers. Generic “Subscribe & Save” emails sent to everyone after first purchase converted less than 4%.
The team knew subscription was the path to higher LTV — but blasting every new customer wasn’t working.
The approach
Cadence analyzed purchase patterns to identify which one-time buyers showed subscription readiness — typically after their second or third order, when they’d established a routine.
Personalized subscription upsell emails fired at that moment, with subscribe-and-save offers on products they already bought regularly.
The results
- 19% conversion from one-time buyer to subscriber (up from 4%)
- 34% growth in subscription revenue over six months
- Lower churn — subscribers acquired through timing-based upsell had 22% better retention than those acquired via generic campaigns
Key takeaway
“Not everyone is ready to subscribe on day one. Cadence knows who is — and that’s when we ask.” — Marcus Webb, Ecommerce Director