AllTrails · B2C · hiking trail app
Rank first in Google for every trail and keep the subscription cheap
Host believes very low acquisition cost and strong retention; no numbers
Unknownseopricingpositioning-niche
What they did
Pages for trails worldwide rank as the first search result, so much of the traffic is organic. Annual subscription priced around $30/year with frequent promotions and a generous free tier. Host speculates this yields low blended CAC and industry-leading retention despite a likely bottom-quartile trial start rate.
What happened
Host's inference, not data: low CAC from SEO and strong retention at a low price.
In their words
Sub Club by RevenueCat · How’s Your App Really Doing? The State of Subscription Apps 2023“But on the front end of that business, they also have really low customer acquisition costs because so much of their traffic comes from SEO, and they're just amazing at You search any trail in the world, and they're like the first result.”
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- RevenueCat: Publish a yearly benchmark report built from your customers' anonymized data