The 3:1 Rule Behind Indigo Wild’s 35,000-Customer Growth Surge

High growth, low friction.

We partnered for fast, efficient scaling and proved that performance marketing doesn’t need layers of approvals to drive 35,000 new customers in one year.

Since being female-founded in 1996, the Indigo Wild Zum crew has been creating premium plant-packed products for body and home at the Zum Factory in Kansas City, MO. With a focus on natural bliss, there are no parabens, phthalates, or detergents found here. Instead, Zum products are infused with aromatic essential oils and natural ingredients you can say, spell, and love to smell.

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challenge

Fast support without the friction

Indigo Wild had a strong internal creative team and a beloved brand, but they needed outside support to scale customer acquisition. The stakes were high: hit aggressive growth goals, protect their brand voice, and avoid the long approval chains and bloat that often come with agency partnerships. They weren’t looking for a vendor. They needed a partner who could plug in fast, prove performance, and grow with them.

Services

Paid Search
Paid Social
Analytics

We’ve worked with this team for over five years because they deliver. They are focused on performance, not fluff, and we’re never stuck in a cycle of meaningless metrics or layers of approvals. We work directly with the people running our campaigns, and they truly feel like an extension of our internal team. That level of collaboration has been essential to our ability to scale efficiently while staying true to who we are.

Keelia Killip, Marketing Director, Indigo Wild

strategy

Proving performance, then scaling fast

Indigo Wild had historically invested in direct mail for customer acquisition, but as their goals grew, so did the need for more measurable, scalable results. Go Fish was brought in to test whether digital could outperform traditional channels on both cost and return.

We began with SEO, improving their site to make it more visible in the SERP and a better destination for customers. Then we moved into Meta, using targeted campaigns and UGC to build social proof and reach new audiences. As demand grew, we layered in paid search to capture high-intent traffic and close the loop.

Together, we set a CAC goal anchored to Indigo Wild’s 12-month customer lifetime value. This gave us a shared focus on efficient customer acquisition while leaving room to scale. By aligning on a 3:1 CLV-to-CPA ratio, we created a growth model that balanced short-term efficiency with long-term profitability.

The ask was simple: if performance was strong, we’d scale together. That’s exactly what happened. With direct access to our channel experts, collaborative workflows with their internal team, and a monthly test-and-learn cadence, Indigo Wild found a rhythm that delivered sustainable growth, every tactic tied to real business outcomes, not vanity metrics.

Execution

Launched paid media campaigns across Google and Meta.
Set CAC benchmarks tied to a 3:1 CLV-to-CPA ratio to ensure efficiency at scale.
Tied all campaign expansion to performance metrics and growth thresholds.
Collaborated closely with Indigo Wild’s in-house creative team for full brand alignment.
Introduced UGC campaigns with transparent feedback loops.
Used monthly test-and-learn cycles to optimize creative, targeting, and spend.

results

Efficient scaling

We delivered growth with a disciplined approachwithout compromise

35K

New customers acquired in one year.

Performance-driven digital campaigns scaled customer acquisition efficiently.

25%

YoY growth in total customer acquisition.

A multi-channel strategy accelerated consistent, measurable growth.

CAC

Maintained while scaling campaigns.

Growth stayed profitable with a disciplined, data-led approach.

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