Case Study: Digital Go-to-Market
90 Days, $1.2 Million:
Popsmith’s Go-to-Market Launch
In the dynamic world of DTC launches, speed and precision can make or break a brand’s first impression.
Too often, new products hit the market without a clear acquisition engine—burning budget before they’ve built the audience or momentum to sustain growth.
That was the risk facing Popsmith in 2023, a founder-led kitchenware brand debuting its modern stovetop popcorn maker in a crowded category with ambitious goals: $1M+ in revenue in its first 90 days.
Here’s how the Rapid Growth Project methodology engineered a full go-to-market plan from scratch—and exceeded launch targets by 20%, generating $1.2M in just three months.
The Project
Popsmith launched in 2023 with a mission to reinvent at-home snacking through a modern stovetop popcorn maker and chef-driven flavor kits.
As a founder-led start-up entering a competitive kitchenware market, they needed to hit the ground running with a full-scale customer acquisition plan—fast.
Their goal: drive $1M+ in revenue in the first 90 days while building the foundations for a loyal, repeat customer base.
The Insights
The opportunity—and the challenge—lay in building both awareness and loyalty in parallel.
Paid media alone wouldn’t deliver sustainable growth; Popsmith needed an omni-channel go-to-market strategy that could capture cold traffic, convert it efficiently, and nurture customers into repeat buyers. Using the Rapid Growth Framework, I identified three non-negotiables:
High-converting ecommerce funnels to turn interest into sales with minimal friction.
An “always-on” acquisition flywheel blending paid, organic, and partner channels for scalable reach.
Retention-first thinking—because in CPG, profitable growth comes from turning first-time buyers into fans who come back.
The Execution
As Go-To-Market Director, I deployed my “Kitchen Sink” approach—a coordinated 90-day launch plan covering every revenue lever:
We built conversion-focused landing pages with clear offers, sharp messaging, and seamless UX.
Streamlined checkout with unique discount codes, transparent pricing, and value-driven positioning to eliminate purchase hesitation.
Activated multiple acquisition channels at once—Paid Search & Social, Affiliate, SEO, Influencer, Strategic Partnerships—each optimized for efficiency and scale.
The Results
From day one, we established a scalable, “always-on” acquisition and retention engine still in use today.
$1.2MM+ revenue in 90 days (20% above target)
5.5x ROAS from Affiliate
22x ROAS from Email & SMS
40% repeat purchase rate within the first 3 months
Structure creates scale. With a strong foundation, Popsmith didn’t just launch—they soared.
Popsmith's story is a testament to the power of a well-defined marketing strategy and iron-clad customer retention funnel, proving that even the scrappiest start-ups can achieve big dreams with the right guidance.
“A freaking masterclass. Top, middle, bottom, and back.”
— Aaron O. (Thanks, Aaron!)