Pocket FM
Audio subscription app · India, US, Europe
Rising acquisition costs and flat retention at 100M+ users
The problem: As spend scaled across three regions, the cost of acquiring each user kept rising, while average retention stayed flat. More budget was buying more installs, not more paying listeners.
What I did
- Moved $11M+ a year of Meta, Google and affiliate spend from cost per install to cost per paying user and cohort payback
- Built lifecycle cohorts (new, active, lapsing, churned, high-value) with a journey for each across push, email and in-app
- Ran pricing, paywall, offer and bundle tests to lift paid conversion from the users already acquired
- Added telecom, OEM and fintech distribution partnerships as acquisition channels beyond paid media
Result
- Budget decisions based on which users pay and stay, not on install volume
- Retention journeys for every stage of the user lifecycle
- Partner channels adding users alongside paid media