Most brands turn on subscriptions and stop there. In this episode, Matthew Holman talks with Arthur Falcone (Tandem Growth, Arlo) about how they took one wellness brand from 10% subscription revenue to north of 40% in about three months.
What we cover:
- Why activating subscriptions is only step one, and how underused features quietly cap your revenue - Mapping SKUs by cadence, so daily-use products push subscription while topical products get flexible skip options - How adding a skip and suppress option cut churn and extended time between orders (and why that is a win, not a loss) - Reducing one-time purchase visibility on products that make no sense to buy once - Building a milestone rewards ladder, with discounts, full-size upsells, and free merch every few orders - Creating an elite tier after order eight to extend LTV well past the 12-month mark - Using onboarding and cancellation flows to manage expectations for products that take 45 days to work - Why the how, not just the what, is what most founders and platforms miss
Bias is real. Even great consultants default to their hammer and nail. We talk through why building trust first matters, why worrying about why people do not stay beats worrying about why they leave, and how an analysis layer can surface the exact recharge features to fix and estimate the revenue lift.
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