Sign up for our newsletter to get access to our template for AI prompts and the payback model template from last weeks episode.
In this packed episode, Richie and Joe interview subscription expert Matt Holman about what's actually working in subscription ecommerce right now. Matt breaks down why the standard "subscribe and save 10%" model is the "bane of his existence" and reveals the strategies top brands are using instead. You'll learn why bulk options (30/60/90 day supplies) are driving higher AOVs AND better retention, why free gifts convert better than deeper discounts, and how smarter product page design can dramatically increase subscription take rates. Matt shares real examples from brands like Pretty Boy skincare and Jolie, explaining exactly how they've optimized their offers. Plus, get tactical insights on measuring subscription cohorts, analyzing LTV by offer type, and making smart decisions even with imperfect data. Whether you're just starting with subscriptions or looking to optimize your existing program, this episode delivers actionable strategies you can implement today.
TIMESTAMPS
(02:46) Introduction and Guest Welcome
(05:32) Subscription Offers: The Basics
(08:11) Optimizing Subscription Offers
(12:45) Case Study: Pretty Boy Skincare
(17:56) Incentivizing with Gifts
(23:20) First-Order Profitability vs Long-Term LTV
(26:30) Exploring Subscription Offers
(28:29) Try Before You Buy
(31:10) Designing Subscription Components
(34:49) Data-Driven Decisions
(40:26) Conclusion and Next Steps
Thank you to our sponsors
Follow Richie (X | LinkedIn) and Joe (X | LinkedIn) for more e-commerce insights and to join the conversation.
Popular Podcasts
Stuff You Should Know
If you've ever wanted to know about champagne, satanism, the Stonewall Uprising, chaos theory, LSD, El Nino, true crime and Rosa Parks, then look no further. Josh and Chuck have you covered.
Dateline NBC
Current and classic episodes, featuring compelling true-crime mysteries, powerful documentaries and in-depth investigations. Follow now to get the latest episodes of Dateline NBC completely free, or subscribe to Dateline Premium for ad-free listening and exclusive bonus content: DatelinePremium.com
CrimeLess: Hillbilly Heist
It’s 1996 in rural North Carolina, and an oddball crew makes history when they pull off America’s third largest cash heist. But it’s all downhill from there. Join host Johnny Knoxville as he unspools a wild and woolly tale about a group of regular ‘ol folks who risked it all for a chance at a better life. CrimeLess: Hillbilly Heist answers the question: what would you do with 17.3 million dollars? The answer includes diamond rings, mansions, velvet Elvis paintings, plus a run for the border, murder-for-hire-plots, and FBI busts.