Case Study: Soft Surroundings achieves 31% increase in revenue with Measured's incrementality-driven media measurement

Incrementality measurement leads to 31% increase in revenue

Soft Surroundings, a women’s lifestyle brand operating a catalog, e‑commerce site and 43 stores, faced difficulty driving net‑new customer acquisition and growing top‑line revenue because vendor‑reported, last‑touch attribution hid true incremental performance. They engaged Measured to provide cross‑channel media measurement and an experimentation framework to identify which channels truly drove profitable new customers.

Measured ran incrementality experiments — including a retargeting test and a Facebook Scale Test — to right‑size retargeting and validate prospecting opportunities. Measured’s testing uncovered over‑investment in retargeting, enabled a shift of spend into Facebook and other upper‑funnel tactics, and helped Soft Surroundings profitably scale into five new digital tactics. The work produced major impact (headline 31% revenue increase), with topline results such as a 17% month‑over‑month lift, 12% year‑over‑year sales growth from new customers, and a 30x increase in validated Facebook prospecting spend.

Soft Surroundings

Gail Buffington

Vice President of Marketing & Analytics