Grew Revenue and Subscriber Count by Focusing on Best-in-Class SMS
Industry: Skincare & Wellness
Platform: Shopify Plus
Products Used: Onsite Opt-In, SMS Campaigns, SMS Automations, Infinity Testing, SMS Sales, Cashback
Results: 50% YoY list growth, 2x segmentation depth, SMS now a core revenue driver
A partner powered by focus, not quotas
When David Baker joined Beekman 1802 as Chief Digital Officer, their SMS program was stuck in neutral. He also joined at a time when the broader ecommerce landscape was bleak: post-iOS 14, marketers were struggling with digital performance and stagnant revenue numbers. But today, Beekman 1802’s SMS program is surging, helping to fuel business growth. Their list grew from flat to 50%+ growth. SMS revenue is becoming a core growth engine. And AI is streamlining their workflows and boosting performance.
All of that, David says, is thanks to a partner who "doesn’t think about us as a quota."
“Our SMS program is thriving because we have a partner who's so laser focused on SMS as their hero product.”
David Baker
Chief Digital Officer
From all-in-one to all-in on SMS
David stepped into a tough challenge: rebuild the digital channel post-iOS 14. At the time, Beekman 1802 was using Klaviyo for email and Attentive for SMS. Facing stagnant SMS performance and team changes, David made a pragmatic call to consolidate tools.
“I was less than five months in, someone had left, we were hiring a new CRM person, and I didn’t know their full capabilities — so I went all-in-one to minimize friction.”
They moved SMS into Klaviyo, aiming for simplicity. But SMS didn’t grow. “Our net SMS subscribers stayed almost exactly the same” despite strong growth in both the website and email channels.
With a stronger team and a clearer view of performance gaps, David reevaluated. He had now evaluated all three major players, Attentive, Klaviyo, and Postscript. The takeaway? An all-in-one platform wasn’t the answer.
“At that point I realized, maybe we don't need the crutch of an all-in-one solution. We need two best-in-class solutions.”
With Klaviyo, SMS always felt like an afterthought. But after switching to Postscript, the support and guidance received were clearly focused on helping Beekman make SMS a core part of their revenue strategy.
From flat to 50% YoY list growth
Before Postscript, their SMS list stayed consistently flat in the high 5-figures for a couple of years. Now, it’s well over 6-figures strong, and growth has increased from 1% to 50%. That growth has driven revenue gains and smarter segmentation.
“Those gains at 50% have an outsized impact on our sales. It's such a more intimate communication. If I have 1,000 people, I'm not going to segment 12 ways. If I have 200,000 people, I am. So we can be more efficient and stronger with messaging.”
And it all started with Postscript’s Onsite Opt-In and Popup tools:
“We migrated away from legacy pop-ups with Amped into Postscript’s Onsite Opt-in and popup tool and were blown away by the increase in our capture rate!"
Expertise you can feel
David has seen it all: reps who are nice but not driving results, teams who "know and care about just email," and now, a Postscript team that "actually cares about the brand and how SMS fits in."
“We have a perfect balance of a team who is not only nice and kind, but really knowledgeable. This feels cheesy and trite, but having a true partner who knows us and doesn’t think about us as a quota to sell into is tangible and real.”
That care shows up everywhere. In the kind of recommendations that show they know the brand, and in the shorthand their CSMs understand. In the depth of AI training. In how the sales team sounds like Beekman, not a call center script.
“You get the sense that a conversation with our Postscript CSM is a conversation with someone who knows our product and brand.”
Postscript delivers for Beekman 1802
AI and Conversational Commerce
Postscript’s AI, especially Infinity Testing, has helped Beekman scale without sacrificing brand voice.
“We still have a human in the loop to review the AI copy. But that validation is going from 20% of time to 5% very quickly.”
They’ve also been able to drive incremental revenue with their SMS Sales team, who have 1:1 conversations with their subscribers to help them shop,. What started with skepticism has become a consistent way to drive more revenue and improve the customer experience on SMS, driving 4.3x incremental return on ad spend:
“It was actually a big selling point when we migrated from Klaviyo. Because this wasn’t anywhere on their roadmap.”
There’s no “I” in Beekman (or Postscript)
For Beekman, what makes Postscript different from other vendors is the partnership and trust. It’s not just tools. It’s a team that cares about their brand and goals.
“Postscript has proven time and time again they can be trusted with that bet… You only build something if it helps us both and I’m always excited to learn what you are building next ”
That’s what’s made SMS a bigger, and now a core valuable part of their strategy.
Ready to make SMS your #1 revenue channel?
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