Inside a $3M Amazon Launch

Launching a new pet food brand on Amazon requires a disciplined, data-driven approach that prioritizes customer acquisition over immediate profitability. By dedicating the first 90 days to market research and price point analysis, brands can establish a foundation that scales effectively. A successful strategy involves segmenting advertising campaigns by funnel stage—ranking, acquisition, remarketing, and efficiency—to maintain agility and transparency. This approach enabled a brand to grow from $0 to $3 million in revenue within one year, doubling its conversion rate from 10% to 22%. Leveraging tentpole events like Prime Day further accelerated growth, particularly in subscriber acquisition. As the brand matured, incorporating advanced tools like Amazon Marketing Cloud and the Demand Side Platform allowed for sophisticated, full-funnel targeting, ultimately securing a nomination for the Most Effective Commerce Media Campaign at the Drum Awards.