Visible · B2C · wearable for pacing chronic illness
Test each member video with a small ad budget; scale only the winners
Only 1-2 videos a week ever get scaled spend
Workedpaid-socialexperimentation
What they did
Every usable member video goes into Meta on a very small budget to find signal; the one or two a week that perform get scaled. Considering having members post freely on organic TikTok too, since ~1 in 100 might go viral.
What happened
One or two videos per week earn scaled spend.
- Stage
- growth
In their words
Sub Club by RevenueCat · $10M ARR Without Ever Testing A Paywall — Luke Martin-Fuller, Visible“I think what we do is we get those videos and we'll test them on paid, very small budgets and see where the signal is and we'll scale up the one that seems to be working.”
“Truly only one or two maybe in a week will ever get any scaled spend.”
Related topics
Get tactics like this every Monday
New tactics from the week's founder interviews, each linked to where it was said.
More from this episode
- Visible: Put up a site with a 3D mock-up and a waitlist before building anything5,000 waitlist signups in about a week
- Visible: Start with a free app and 100 waitlist users in a Facebook groupFree app grew to ~50K users by word of mouth before any wearable
- Visible: Send 100 free wearables to users and iterate before charging anyoneCharged only after over a year; then $1M to $10M ARR in two years
- Visible: Let users opt in to share anonymized data with university researchersPapers in Nature and with Mount Sinai; builds trust when buyers research; no revenue number
- Visible: Buy Polar's heart-rate sensors retail, then wholesale, then co-design a custom bandReal-time data other wearables couldn't give; guest calls it a productive partnership
- Visible: Sell the band at cost (~$80) and charge $20 a month for the appLowers the barrier to buy; host thought $80 looked too cheap to be good
- Visible: Run only Meta ads with customer videos, and earn back each dollar the same day$1M to $10M ARR in two years, cash-flow positive; ~50% of customers from paid
- Visible: Recruit members to film ad videos; pay a flat cash fee per video usedMain source of Meta ad creative; run by a team of two
- Visible: Hire a chronic-illness creator you paid for a video as social media managerKickstarted outreach to the right creators; founder says it helped, no numbers
- Visible: Use a web quiz that tells poor-fit visitors the product isn't for themSame quiz since launch; guest says it protects retention; untested
- Visible: Sell on the web so buyers can pay with HSA or FSA moneyAdds payment options, better ad signals and no 30% app store fee
- Visible: Offer a free app without the wearable so people can try before buyingA big chunk of acquisition, all word of mouth; barely promoted
- Visible: Move the web funnel off a flaky no-code tool so you can test itGuest's biggest win of the year; test results still to come
- Visible: Launch an AI feature that explains your health data in plain languageEarly-access users hated it; back to the drawing board
- Visible: Test new features with an early-access group, then explain changes with resultsKept a failed feature away from most users; eases resistance to change
- Visible: Stay cash-flow positive to $7M revenue, then raise a small, quiet Series ARaised at ~$7M revenue from an aligned investor; funds data science and product