How Skio Helped Gratsi More Than Double Active Subscriptions in Less Than One Year

CHALLENGE

Gratsi is zero sugar wine that is sustainably packaged – in a box! This is definitely not the boxed wine you drank in college. Gratsi migrated from Recharge to Skio seeking a more flexible subscription solution. At the time, their product offering was simple—one-pack, two-pack and three-pack wine boxes—but the company needed a platform to handle more complex configurations (like combining a box of red and a box of rosé) as they scaled. They were also experiencing less than stellar communication from Recharge and with increasing demands, they knew a switch would be important to growth. 

“No problems are a good thing right? I don’t remember any problems during the migration. It was seamless.” - Achilleas Petris, Marketing Director, Gratsi

After a successful and smooth migration, Gratsi started implementing some key features immediately. They were eager to set up Volume Discounts and Surprise and Delight Campaigns.

SOLUTION

It was clear from the start that Volume Discounts and Smart Upsell were going to be features that contributed to Gratsi’s explosive growth. By incentivizing customers to subscribe to multiple boxes of wine and encouraging easy product exploration, the average order value (AOV) grew significantly within months of implementation. 

“The AOV has been getting higher and higher and it feels great to see that big difference within such a short period of time.” - Achilleas Petris, Marketing Director, Gratsi

Besides offering significant discounts to their most loyal customers, Skio’s Surprise and Delight campaigns proved to resonate creating an emotional connection to the brand. Subscribers were encouraged to stay subscribed to earn things like a tote bag. 

“Every feature you launch, we’re taking advantage of them. The surprise and delight is really helping. We have customers tell us that they love this gift and how much they appreciate the gesture. We know that people are spending more money because it’s not just about the wine but the experience of being a subscriber.”- Achilleas Petris, Marketing Director, Gratsi

Payment recovery was another critical part of Gratsi’s success. With Skio’s in-house dunning tool, Gratsi recovered 65-70% of failed payments. Dunning starts when a subscription fails to renew due to an invalid payment and ends when the subscription successfully renews or is cancelled. With our payment recovery tool, you can build out an adaptive campaign with multiple retry phases - each configured with a unique number of billing retries and intervals between retries are attempted. You can also include discount codes that apply automatically to billing attempts in specific retry phases improving the chance of success by incentivizing the subscriber.

RESULTS

• At its peak subscription revenue grew to more than two-thirds of total revenue in less than one year 

• Customer retention metrics exceeded industry standard with a quarter of subscribers reaching the 7th order

• Recovered 65-70% of all failed payments through Skio’s in-house dunning 

Beyond the metrics, Skio's dedicated support team proved invaluable in maintaining operational excellence. As Achilleas Petris, Marketing Director of Gratsi emphasized, "even though we might have some issues every once in a while, it doesn't matter because you guys are there to fix it and it feels great that we actually have a person we know behind the screen."