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Case Study

Turning email into the primary driver of revenue growth

Impact

In a competitive e-commerce market, Revco needed new levers to sustain growth and maximize the value of its existing customer base.

We repositioned email from a tactical channel to a true revenue driver. By analyzing customer data, structuring segmentation and deploying automated journeys aligned with the buying cycle, we enabled the right messages to reach the right customers at the right time.

Result email drove a 10.5x increase in revenue, contributed to 42% of total growth and increased conversion rates by 15%. Proof that a well executed CRM strategy can become a core driver of e-commerce performance.

Client Objectives

Your growth Your profitability

Services and Technologies

CRM & Relationship Marketing CRM Email Marketing Marketing Automation and AI Data and Technology Customer Intelligence Marketing Performance Measurement

Industry

Retail

The Mandate

Revco is one of the largest online retailers of motorsports equipment and accessories in Canada. Since its inception, the company’s mission has been to offer the widest selection of specialized parts at the best value.

To support its growth objectives, Revco partnered with adviso to define email marketing strategies aimed at increasing both customer engagement and retention.

Revco wanted to identify high-value email activation opportunities across the customer journey in order to build and sustain new revenue streams while reinforcing its expert positioning in the market.

x10,5

revenue growth from email marketing

Challenges

Acquire and retain in a competitive market

Attract new customers while strengthening relationships with existing ones 

Maximize journey touchpoints

Activate key moments across the customer lifecycle 

 

Email growth opportunities lie in unactivated moments across the customer journey.

The Strategy

 

Our relationship marketing team began with a comprehensive audit of the email channel. 

This analysis enabled the development of a tailored relationship marketing strategy, including progressive segmentation, a campaign calendar based on seasonality and customer needs, and key automated scenarios within the customer journey.

Platform configuration

Understand setup, parameters, and how the tool is being used 

Initiative performance

Evaluate business results and engagement from existing campaigns 

Available customer data

Identify opportunities for segmentation and personalization 

Market best practices

Benchmark current practices against industry standards 

+15 %

conversion rate attributed to email

Implementation

 

Analyze data and initiatives

Review behavioral and transactional data, existing email initiatives, customer segments, and market best practices 

Audit Klaviyo platform

Assess configuration, parameters, and data integrations for activation and reporting needs 

Map the customer journey

Identify lifecycle stages and email activation opportunities 

Plan campaigns

Define a phased campaign calendar tailored to segments and required effort levels 

Structure content

Define automated email content and campaign template structures 

Set up performance tracking

Build a custom tool to analyze email channel performance

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