10 eCommerce Case Studies: Key Insights and Surprising Results

The eCommerce world is full of challenges, and the path to success is rarely straightforward. These eCommerce case studies uncover strategies from the coolest online brands and tips on how you can implement these winning eCommerce strategies for your brand. 

From SEO strategies to viral social campaigns, we tried to get an example of every possible strategy to grow your e-commerce brand and leave a lasting impression on your audience. 

eCommerce is all about being creative, delivering exceptional digital experiences and getting people to the click that checkout button. So without further do, let's dive in. 

[eCommerce case study #1] The Sill: 45% increase in organic traffic

Brand: The Sill

Products: Indoor plants and accessories

Learning: The Sill optimized its site for SEO in 2024, targeting long-tail keywords and boosting site speed, driving a 45% increase in organic traffic.

Takeaway: SEO is a mid-market superpower—owning organic search can scale traffic cost-effectively.

In 2024, The Sill, a mid-market eCommerce brand specializing in indoor plants and accessories, harnessed the power of SEO to supercharge its digital presence.

By optimizing its site for SEO—focusing on long-tail keywords like “best plants for low light” and improving site speed—The Sill achieved a remarkable 45% increase in organic traffic. 

This strategic move tapped into the growing trend of urban gardening, drawing plant enthusiasts to their carefully curated offerings without relying on hefty ad budgets. 

How to implement this SEO strategy for your brand: 

Identify Long-Tail Keywords Relevant to Your Niche: 

Research specific, low-competition phrases your target audience searches for (e.g., “durable hiking boots for beginners” if you sell outdoor gear). Use tools like Google Keyword Planner or Ahrefs to find terms with decent search volume and intent, then weave them naturally into product descriptions, blog posts, and category pages to boost discoverability.

Optimize Site Speed for User Experience and Rankings

Audit your site’s loading time using Google PageSpeed Insights or GTmetrix. Compress images, enable browser caching, and minimize CSS/JavaScript files to achieve a load time under 2 seconds. Faster sites rank higher on Google and keep visitors engaged, reducing bounce rates.

Create Evergreen Content to Attract Organic Visitors

Develop blog posts or guides tied to your products that answer customer questions (e.g., “How to Care for Succulents in Winter” for a plant shop). Update these regularly to stay relevant, and interlink them with product pages to drive traffic deeper into your sales funnel.

Leverage Technical SEO for Platform Efficiency

On your platform, ensure clean URL structures, mobile responsiveness, and proper meta tags (titles, descriptions). Submit an updated XML sitemap to Google Search Console after optimizations to help search engines crawl your site more effectively, mirroring The Sill’s 45% traffic boost.

[eCommerce case study #2] Tentree - eCommerce influencer strategy

Brand: tentree
Products: Sustainable clothing and accessories
Learning: tentree scaled its influencer marketing program from 20 to 80 creators in 2024 using GRIN, driving  800+ conversions and achieving a 13x ROI.
Takeaway: Scaling the right creator partnerships can deliver major returns—especially when your brand mission resonates.

tentree,the eco-conscious apparel brand known for planting trees with every purchase, leveled up its influencer marketing strategywith help from GRIN’s creator management platform.

By expanding its roster from 20 to 80 carefully selected creators, tentree generated over 800 conversions and realized a 13x return on investment. This approach turned brand advocates into revenue drivers—without relying on traditional ad spend.

How to implement this influencer strategy for your brand:

Start with Authentic, Values-Aligned Creators 

Prioritize micro and mid-tier influencers who genuinely align with your mission and audience. Use platforms like GRIN to vet creators based on engagement rates, content style, and audience demographics.

Build Relationships—Not Just Campaigns 

Turn one-off posts into long-term partnerships. Provide creators with early access, exclusive bundles, or even co-branded content to deepen the relationship and increase authenticity.

Track ROI with Conversion-Linked Campaigns 

Assign custom codes or trackable links to measure how each creator contributes to sales. Monitor conversion volume and ROI closely, as tentree did, to optimize future outreach and budget allocation.

[eCommerce case study#3] Huckberry: AI-personalization

Brand: Huckberry
Products: Men’s apparel, gear, and outdoor essentials
Learning: Huckberry integrated Algolia’s AI personalization engine, resulting in a 9.4% increase in revenue from personalized user profiles.
Takeaway: AI-driven personalization turns browsing into buying—boosting revenue through relevant, real-time experiences.

Huckberry, the lifestyle brand for adventurous men, leveled up its eCommerce experience by integrating Algolia’s AI personalization engine.

This strategic enhancement offered shoppers tailored product recommendations based on individual browsing behavior and preferences—resulting in a 9.4% boost in revenue from personalized profiles. By making every visit feel curated, Huckberry increased customer engagement and conversions without lifting its ad budget.

How to implement this personalization strategy for your brand:

Choose a Personalization Tool That Fits Your Tech Stack 

Look for tools like Algolia, Nosto, or Dynamic Yield that offer plug-and-play integrations with your eCommerce platform. Make sure they support real-time data and behavioral targeting. 

Feed the Engine with Quality Signals 

Use user data like clicks, searches, add-to-cart actions, and past purchases to inform recommendations. The richer the behavioral dataset, the smarter your AI engine becomes. 

Personalize Key Touchpoints in the Customer Journey 

Apply personalized recommendations on homepage carousels, PDPs, and checkout pages. For returning visitors, show “picked for you” sections that reflect their most recent behavior. 

A/B Test for Lift in Conversions 

Run experiments comparing personalized vs. non-personalized experiences. Measure impact on revenue per user, conversion rate, and bounce rate—just as Huckberry did to validate its 9.4% revenue uplift.

[eCommerce case study #4] Sugarfina: Build your own box

Brand: Sugarfina
Products: Luxury candies and confections
Learning: Sugarfina introduced the "Design Your Own Candy Bento Box®" feature, leading to a 15% year-over-year increase in Black Friday sales.
Takeaway: Offering customizable products enhances customer engagement and drives significant sales growth.

Sugarfina, renowned for its upscale confections, launched the "Design Your Own Candy Bento Box®" on their eCommerce platform. 

This feature allowed customers to curate personalized candy boxes, selecting from a variety of gourmet sweets to create bespoke assortments. 

The initiative not only elevated the online shopping experience but also resulted in a 15% year-over-year increase in Black Friday sales.

How to implement this customization strategy for your brand:

Develop an Intuitive Customization Interface 

Create a user-friendly platform that enables customers to personalize products effortlessly. Ensure the interface is responsive and visually appealing to enhance the user experience.

Offer a Diverse Range of Customizable Options

Provide a variety of choices that cater to different customer preferences. This could include product types, colors, sizes, or flavors, depending on your product line.

Highlight Customization in Marketing Campaigns

Promote the customization feature through targeted marketing efforts, emphasizing the uniqueness and personal touch customers can achieve. Utilize email marketing, social media, and on-site banners to showcase this offering.

Monitor Customer Feedback and Engagement

Collect and analyze customer feedback to understand their experience with the customization feature. Use this data to make continuous improvements and tailor offerings to meet customer desires effectively.

[eCommerce case study #5] Yeti: mobile-first eCommerce

Brand: YETI
Products: Premium outdoor gear and drinkware
Learning: YETI revamped its eCommerce platform to enhance mobile-first user experience, resulting in a 63% year-over-year increase in mobile conversion rates.
Takeaway: Investing in a seamless, immersive mobile shopping experience can significantly boost conversion rates and customer engagement.

YETI, known for its high-quality outdoor products, reengineered its eCommerce platform with a focus on mobile user experience. 

By incorporating design features like background videos and unique scrolling elements, YETI created an immersive browsing experience that did not compromise page load times. This strategic overhaul led to a 63% year-over-year increase in mobile conversion rates.

How to implement this mobile optimization strategy for your brand:

Design for Mobile-First Experience:

Prioritize mobile-friendly design elements that enhance user engagement without sacrificing performance. Utilize responsive design techniques to ensure consistency across devices.

Incorporate Engaging Visuals:

Use high-quality images and videos to create an immersive experience. Ensure that these elements are optimized to prevent slow load times.

Simplify Navigation:

Implement intuitive navigation structures that allow users to find products effortlessly. Consider features like sticky menus or simplified category structures.

Optimize Page Load Speed:

Regularly test and optimize your website's load times on mobile devices. Compress images, leverage browser caching, and minimize code to enhance performance.

By focusing on mobile user experience, as YETI did, brands can significantly improve their eCommerce performance and customer satisfaction

[eCommerce case study #6] Universal Yums - Subscription model

Brand: Universal Yums
Products: International snack subscription boxes
Learning: Universal Yums optimized its subscription renewal process, achieving a processing rate of up to 20,000 renewals per hour, ensuring seamless customer experiences during peak periods.
Takeaway: Efficient subscription management is crucial for scaling eCommerce operations and maintaining customer satisfaction.

Universal Yums, a company delivering international snack experiences, faced the challenge of managing a high volume of monthly subscription renewals.

By enhancing their subscription processing system, they achieved a rate of 10,000 to 20,000 renewals per hour. This improvement ensured timely order processing and contributed to maintaining a positive customer experience during peak renewal times.

How to implement this subscription management strategy for your brand:

Optimize Hosting Infrastructure

Invest in robust hosting solutions capable of handling high traffic and transaction volumes, especially during peak periods.

Enhance Backend Processes

Streamline backend operations to efficiently manage large-scale subscription renewals and reduce processing times.

Monitor System Performance

Regularly assess system performance to identify and address potential bottlenecks, ensuring smooth operations during high-demand periods.

Communicate with Subscribers

Keep customers informed about their subscription status and any updates, fostering trust and transparency.

By focusing on efficient subscription management, as Universal Yums did, brands can enhance operational efficiency and provide a seamless experience for subscribers.

[eCommerce case study #7] Dagne Dover - SMS Marketing

Brand: Dagne Dover
Products: Bags and accessories
Learning: Dagne Dover implemented Klaviyo's SMS marketing platform, achieving a 12,000% ROI in their first year and growing their subscriber list to over 100,000.
Takeaway: Integrating SMS marketing can significantly enhance customer engagement and drive substantial returns.

In response to rising digital advertising costs and evolving data privacy regulations, Dagne Dover expanded its owned marketing channels by incorporating SMS through Klaviyo. This strategic move allowed them to connect directly with customers, leading to a remarkable 12,000% return on investment within the first year and an SMS subscriber base exceeding 100,000.

How to implement this SMS marketing strategy for your brand:

Choose a Comprehensive Platform:

Select a marketing platform that seamlessly integrates SMS and email, providing a unified view of customer interactions.

Build and Segment Your Subscriber List:

Encourage customers to opt-in for SMS communications and segment the list based on behaviors and preferences for targeted messaging.

Craft Personalized and Timely Messages: 

Develop SMS campaigns that offer value, such as exclusive promotions or timely updates, ensuring content resonates with recipients.

Monitor Performance and Optimize: 

Regularly analyze key metrics like open rates and conversions to refine SMS strategies and enhance effectiveness. By adopting SMS marketing, as Dagne Dover did, brands can foster direct customer relationships, leading to increased engagement and impressive returns.

[eCommerce case study #8] Liquid Death - Viral social campaign

Brand: Liquid Death
Products: Canned mountain water
Learning: Liquid Death's unconventional marketing strategies, including edgy branding and viral social media campaigns, contributed to a 26% revenue increase in 2024, reaching $333 million.
Takeaway: Bold and unconventional marketing can differentiate a brand in a saturated market, leading to significant revenue growth.

Liquid Death, known for its irreverent branding and marketing tactics, has successfully disrupted the bottled water industry.By adopting a heavy metal aesthetic and engaging in viral campaigns, the company has captured consumer attention and loyalty. This approach led to a 26% increase in revenue in 2024, totaling $333 million. 

How to implement this unconventional marketing strategy for your brand:

Develop a Distinctive Brand Identity: 

Craft a brand persona that stands out from competitors, utilizing unique visuals and messaging that resonate with your target audience.

Engage in Creative Content Marketing:

Produce content that entertains and engages, encouraging social sharing and increasing brand visibility.

Leverage Social Media Platforms: 

Utilize social media to disseminate your content, interact with consumers, and build a community around your brand.

Monitor and Adapt to Consumer Feedback:

Pay attention to audience reactions and be willing to adjust strategies to maintain relevance and appeal.

By embracing bold and unconventional marketing tactics, as Liquid Death did, brands can effectively differentiate themselves and achieve substantial growth in competitive markets.

[eCommerce case study #9] Brooklinen - Increase AOV with landing pages

Brand: Brooklinen
Products: Luxury bedding and home goods
Learning: Brooklinen deployed targeted landing pages and product bundling strategies, leading to increased average order value (AOV) and lower customer acquisition costs (CAC).
Takeaway: Smart bundling + intent-driven landing pages = eCommerce gold. 

Brooklinen, the DTC darling for high-quality home essentials, doubled down on performance marketing by pairing intent-based landing pages with curated product bundles. Shoppers coming from specific ads (e.g., “bedding for hot sleepers”) landed on tailored pages showcasing relevant products with bundled savings. These targeted flows not only simplified the shopping experience but encouraged higher spend per order, while reducing the cost to acquire those customers. 

How to implement this strategy for your brand

Create Landing Pages Based on Purchase Intent 

Segment your ad campaigns by audience pain points or needs—then build unique landing pages that speak directly to those intents. Tools like Unbounce, Replo, or Shogun make this scalable. 

Bundle Products That Naturally Go Together 

Use customer behavior data to identify product pairings that make sense (e.g., sheets + pillow s). Highlight bundle savings clearly to incentivize larger orders. 

Test Messaging and Offers Per Audience Segment 

Run A/B tests to identify which hooks—comfort, sustainability, pricing—convert best for each segment. Adjust landing page copy and bundle configurations accordingly. 

Track Impact on AOV and CAC 

Use post-purchase surveys and attribution tools to track which landing pages and bundles drive the best return. Aim to continuously optimize based on real data.

[eCommerce case study #10] Haus - scarcity as a sales tactic

Brand: Haus
Products: Low-ABV apéritifs
Learning: Haus launched with a pre-release email campaign that used teasers, founder storytelling, and referral incentives to capture 10,000+ email sign-ups before launch.
Takeaway: Pre-launch momentum can fuel explosive growth when you nail the messaging.

Before even shipping a single bottle, Haus built buzz through a savvy pre-launch campaign that prioritized list-building and brand storytelling. The founders shared the “why” behind the brand—clean ingredients, low-ABV for modern social drinking—and encouraged early fans to sign up and share. Referral rewards and exclusive early access added a layer of urgency, helping Haus rack up more than 10,000 email subscribers before its launch day.

How to implement this strategy for your brand

Craft a Story That Resonates

Go beyond product features—share your mission, vision, and what makes your brand culturally relevant. People buy into why, not just what.

Build an Email Waitlist with Value-Driven Teasers

Create a landing page with a compelling CTA (e.g., “Be first to try it”). Share sneak peeks of product design, benefits, and launch day perks to keep people engaged.

Incentivize Referrals with Tiered Rewards

Use tools like Viral Loops or KickoffLabs to encourage sharing. Offer escalating rewards (discounts, exclusive access, swag) for each referral milestone.

Keep Momentum Alive Until Launch

Send countdown emails, behind-the-scenes content, and testimonials leading up to launch. Build anticipation while warming up your list to convert fast when you go live.