Case Study: Crocs achieves 10X ROI and 2X revenue-per-user lift with Custora

Crocs realized 10X ROI and 2X lift using custora's customer segmentation and email testing

Crocs, the global maker of Croslite casual shoes with 300+ styles and rapid customer and transaction growth, faced a 2014 mandate to reduce reliance on promotions to improve profitability. The marketing team needed a way to cut discounts without increasing churn or losing revenue.

Crocs partnered with Custora to run targeted customer segmentation and automated A/B email tests on churning cohorts, experimenting with relationship-based and promotional win-back messages. They found many customers re-engaged with non-promotional messaging (2X revenue per user vs. control), identified optimal discount levels for price‑sensitive segments, and automated the winning campaigns—generating a combined 10X ROI; next, they’re building a “price-insensitive” segment to avoid sending promotions to those customers.

Crocs