Case study
Wakeup / Sleepyhead: mattress growth
01 / Approach and results
Two brands, two growth targets
Brand A: established mattress business
An established top-three online mattress brand wanted to scale towards 1,200M while reducing customer acquisition costs. Over 18 months, revenue grew 309% and conversion rate improved 56%. The engagement achieved its target channel-blended ROAS of 6×. The original case also reports 40M in sales at 12% ACOS.
Brand B: six-month-old challenger
The business had limited funding, a small team, and little room for failed experiments. Over nine months, revenue grew 700% and the target blended ROAS of 9× was achieved. These are separate clients and measurement periods.
02 / Approach and results
Meta acquisition and creative testing
Meta: build and test the acquisition playbook
Built a full-funnel strategy and repeatedly tested audiences, creative, and growth approaches on Facebook. The original case reports an average blended ROAS of 7×. Dynamic campaigns supported personalisation, average order value, revenue, and customer lifetime value.
03 / Approach and results
Marketplace expansion and channel returns
Marketplace expansion
Brand A aimed to move from the top five into the top two for category revenue while preserving ACOS during sale periods. Brand B aimed to move from the top 20 into the top five. The work also supported new-product launches and everyday Amazon sales beyond 0.6M per day.
Channel-specific results
The original marketplace results report more than 12× ROAS at 8.14% ACOS on Amazon and more than 26× ROAS on Flipkart. The programme also extended to Pepperfry, Myntra, and other marketplaces. Channel-specific results are distinct from the blended brand results above.
