Scaling a Community-Driven Clothing Brand on Amazon with Strategic Cross-Selling

261% YoY Revenue Growth

%

Ad revenue growth with strong ROAS

Overview

A niche clothing and accessories brand aimed to grow its Amazon presence by focusing on profitability, customer retention, and sustainable year-over-year (YoY) growth. The brand partnered with us to develop a cross-sell-centric strategy that could drive long-term revenue while keeping ad efficiency in check.

Challenge

1.

Scaling sales in a highly competitive category with rising CPCs

.2

Improving profitability while significantly growing topline revenue

3.

Engaging existing customers with relevant products to boost repeat purchase rates

.4

Acquiring new-to-brand customers efficiently without overspending

Our Strategy

Cross-Selling as a Revenue Driver

Designed campaigns targeting the brand’s own complementary products to increase average order value and customer retention.

Cross-Campaign Targeting

Linked product categories through targeting to re-engage past buyers with related offerings, increasing conversion opportunities.

Remarketing + Similar Audience Segments

Deployed remarketing ads and similar audience targeting to reach high-intent users and new potential buyers efficiently.

Performance-Focused Optimization

Maintained strong ROAS and controlled ACOS through keyword segmentation, performance-tiered bidding, and creative testing.

Results (YoY Performance)

261% increase in total revenue YoY

341% increase in organic revenue, showing improved brand awareness and discoverability

1210%+ growth in ad-attributed revenue, with only a marginal ACOS increase (from 23% to 26.3%)

Maintained ROAS around £3.8–£3.9, despite a 13x+ increase in ad spend

54% of sales remained organic, even at higher ad volume — a strong signal of sustainable brand demand

Conclusion

By centering the campaign strategy around cross-selling and audience retargeting, the brand not only scaled revenue by over 260% year-over-year but also did so profitably and sustainably. With more than half of total sales still coming from organic sources, the long-term impact of the campaigns extended beyond paid media — driving deeper engagement and higher retention among both existing and new customers.