How Overtime lifts revenue by 150% with Fondue

“Fondue is a really simple, straightforward platform for CashBack, and it drives legit results. Our new SMS and email signups have more than doubled in terms of week-over-week and month-over-month growth. Using the tool has been great.” - Alec Bieber, Lifecycle Marketing Manager at Overtime

About

Overtime builds disruptive new sports leagues aimed globally for the next generation of sports fans and athletes. Since its launch in 2016, this sports media company has amassed over 70 million followers across seven platforms and garners 2 billion monthly views. Overtime is backed by names like a16z, Blackstone, Bezos Expeditions, Alexis Ohanian, Drake, Quavo, and 40+ NBA and NFL stars including Carmelo Anthony and Kevin Durant. 

Challenge

‍Coupons can harm the perceived value of brands and their products

As the Lifecycle Marketing Manager at Overtime, Alec Bieber emphasizes that success in his role comes down to two things: list growth and revenue. 

SMS and email have long been Overtime’s top-performing revenue channels for its eCommerce division. But, unlike most brands, Overtime rarely offers promotions or sales to encourage signups for these channels — for two reasons: 

1. Coupons only eat into profit margins. 
2. Coupons can misrepresent product quality and diminish perceived value of the brand. 

Instead, Overtime leaned on free shipping to incentivize SMS and email opt-ins. While this strategy got the job done, Alec continued to look for new ways to drive list growth without diminishing the value perception of Overtime’s brand and products. That's when he discovered Fondue's CashBack solution, which nails both needs. 

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Solution

‍The data says it all: Shoppers prefer CashBack over free shipping

After Overtime's Director of eCommerce recommended Fondue as a marketing incentive, Alec hopped on a call with our team. He remembers being blown away by the simplicity of the implementation, campaign management, data analytics, and more — as well as the promised results. 

So, Overtime ran an A/B test on offering CashBack vs. its free-shipping incentive. The overwhelming uptick in list opt-ins spoke for itself, leading the team to test additional copy and graphics around CashBack. From there, Alec explains: 

"CashBack in our SMS welcome sequence has performed amazingly. It's the first text users see, and it has easily been one of our best as far as click-throughs. Thanks to Fondue, this welcome sequence is by far the best shopper journey we've offered to date." 

In addition, Alec highlights how easy it is to segment valuable customer data through Fondue. Each CashBack offer leverages a UTM to track click-throughs and attribute revenue. 

Within the Fondue platform, the Overtime team can seamlessly export audiences based on their purchase history, whether they jumped at CashBack, and, if so, whether they opted for cash or an Overtime gift card. "This makes it really easy to differentiate, segment, and organize the data in one go," Alec says. 

Results

Fondue is Overtime’s go-to for reliable list and revenue growth

Since onboarding with Fondue, Overtime has seen notable lifts thanks to CashBack. Here's a snapshot of the results since Alec launched the company's first A/B tests three months ago: 

• 100% increase in SMS list growth
• 40% increase in welcome series CVR
• 150% increase in welcome series revenue
• 6% increase in profit margin per conversion

With these impressive numbers, the Overtime team looks forward to amplifying CashBack through their paid media messaging. Alec anticipates this will drive even more signups and sales during Overtime's seasonal rushes, like back-to-school shopping and the upcoming Q4 holidays. 

Whatever the occasion, the Overtime team knows they can rely on CashBack through Fondue to drive continual list and revenue growth. 

“Looking ahead to Q4 holiday shopping, we anticipate more and more visitors hitting the site, and this partnership with Fondue is something great to have going when that happens. We know that if we bring the traffic, those people will sign up and enter our sales funnel, which is awesome.”