Case Study: Subscription Marketing Company increases retention and lifetime value with Alliant

Subscription Marketer Increases Lifetime Value of New Enrollees

Subscription Marketing Company worked with Alliant to improve the performance of its continuity and membership offers. The customer wanted to reduce the cost and risk of response-driving tactics such as low introductory rates and “bill me later” promotions, which were contributing to attrition and bad debt.

Alliant implemented a custom payment score that segmented prospects into three tiers and delivered offer recommendations in real time across website and call-center conversions. High-probability prospects received “bill me later,” middle-tier customers were offered an up-front payment premium, and lower-score groups were required to pay by credit card with free shipping and handling. Alliant’s solution increased retention, improved introductory payment rates, and significantly reduced intro-cancellation and bad debt; the free shipping incentive was later adopted as a standard retention practice.