3 Ways to Drive Revenue Amid Economic Uncertainty with Consumer Insights - Klaviyo
2026-03-10 23:40 Diff
https://www.klaviyo.com/uk/blog/3-ways-to-drive-revenue-amid-economic-uncertainty

With on-going inflation and consumer spending habits shifting, understanding your customers has never been more critical.

The good news? Your customer data contains the insights you need to navigate uncertainty—if you know how to leverage it.

For those using Klaviyo, you have a platform that helps you directly communicate with segments of your audience to address price sensitivity, inventory issues, and more based on their behavioural data.

The economic reality for marketers

Economic uncertainty impacts both businesses and consumers. To continue capturing wallet share amid macroeconomic pressures, you need marketing strategies that demonstrate value and build trust with customers.

Whether it’s using predictive data to anticipate and respond to shifts in consumer behaviour, optimising messaging to reinforce value beyond price (or to transparently explain pricing changes), or doubling down on customer retention and loyalty programs, investing in the right solutions to foster long-term relationships will position your brand to adapt and thrive.

The world around us will always change—but brands that understand and respond to customer needs with precision will have an advantage.

What your customers are telling you

Our future of consumer marketing report revealed some surprising truths about what today’s shoppers value:

  • Consistent pricing matters more than discounts: One-third of consumers (33%) cite inconsistent pricing across channels as their biggest frustration, yet only 12% abandoned carts because they were waiting for a discount.
  • Product quality equals price in importance: For first-time purchases, customer reviews, pricing, and accurate product descriptions all carry equal weight (25% each) in decision-making.
  • Personalisation drives loyalty for high-value customers: Consumers who spend over $100 per typical purchase are 10% more likely to value feeling “understood” by brands compared to lower spenders.
  • Organic social remains powerful: Nearly one-third (29%) of consumers discover new retail and ecommerce brands through organic social media, making it a critical channel for acquisition.

Using this data to guide us, let’s look at three strategies and case studies to earn a larger share of wallet right now.

Three strategies to thrive during economic uncertainty

1. Don’t cut—consolidate your tech stack

Reducing operating expenses is smart business. But rather than making across-the-board cuts, consider consolidation for better total cost of ownership.

When you consolidate from disparate tech solutions to a B2C CRM, for instance, you can put marketing tactics in place that just weren’t possible before and increase your revenue per recipient.. For example, with customer data flowing into a single source of truth, you can better segment your audience and therefore your messaging to make sure price sensitive customers versus loyal customers are getting the right information for them.

Of course, you can also save on tech costs. When Simba Sleep switched from a fragmented tech stack to a consolidated approach with Klaviyo and Shopify, they freed their data team from constant troubleshooting and guesstimated performance attribution. Their marketing effectiveness went up too, with a 57.6% increase in returning customers in the final quarter of 2024 vs. Q3.

“Having all of this data flow into Klaviyo made it easy to improve segmentation and personalisation,” says Alex Cale, CRM Manager at Simba Sleep. “Klaviyo is like a new toy for our data team.”

Consolidate your tech stack across marketing automation, customer service, analytics, and your data platform.

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2. Target precisely with first-party data

When acquisition costs rise, retention becomes even more valuable. And what existing customers say they value most, according to Klaviyo’s consumer research, are personalised discounts and offers.

Ruffwear, an outdoor dog gear brand, uses Klaviyo’s Marketing Analytics to identify which disengaged customers are most likely to return, then focuses their retention efforts accordingly.

“Getting the right discounts to the right people at the right time gives us better margins,” explains Ernie Kucera, Digital Marketing Manager at Ruffwear.

The results speak for themselves: Ruffwear’s discount rate dropped 10% year-over-year while overall revenue grew 9%. Their targeted approach to discounting improved margins without sacrificing growth.

You don’t need to use an additional Klaviyo product to bring this to life, though. With tools like dynamic content blocks, segmentation, AI-optimised forms and in-app mobile marketing, and Customer Hub, you can easily make sure the right offers and loyalty points show up for the right customer at the right time––every time.

3. Leverage AI for efficiency, not replacement

AI isn’t about replacing team members—it’s about multiplying their impact. Harney & Sons, a family-owned tea business, uses Klaviyo’s AI-powered Marketing Analytics to identify “air leaks” in their retention strategy and automatically trigger personalised re-engagement flows.

When they sent a targeted re-engagement campaign to “At risk” and “Needs attention” segments, the average order value was 21% higher than their overall AOV. Their RFM-triggered sunset flow significantly outperforms their previous time-based approach.

“Klaviyo’s Marketing Analytics has allowed us to grow,” says Emeric Harney, Marketing Director. “It recommends new flows that can close little air leaks in our retention, which has been really helpful.”

Klaviyo’s built-in AI tools can help you, too. From email subject line generator and segments AI to review sentiment AI, you always have AI help built into the platform, learning from your store’s data, to make recommendations that make the most impact for you right now.

The path forward: smarter marketing, not just more marketing

The fastest-growing brands won’t be those who spend the most, but those who market most efficiently and use their existing tools most effectively. To help you do that, Klaviyo has analyzed what the fastest growing brands on the platform are doing to help you hit similar benchmarks.

Send at least 1 campaign per week.

The fastest-growing brands on Klaviyo are sending weekly campaigns in Klaviyo. And for the top 10% of brands, they are seeing nearly 55% open rates, 5% click rates, 0.4% placed order rates, and $0.97 revenue per recipient for email campaigns. For SMS campaigns, the top 10% of brands are seeing 15% click rates, .65% order rates, and $0.81 revenue per recipient.

How can you get up to speed with sending more campaigns? Easy: segmentation and a campaign calendar.

Klaviyo’s year-long holiday campaign calendar features more than 150 dates in 2025 you can use for campaigns. Some of the biggest non-BFCM campaign dates include Memorial day, Mother’s day, the 4th of July, and the back-to-school period. But you should be sending campaigns weekly to segments of your audience that your campaign message will most resonate with.

Segment your campaigns based on a customer’s average order value, predicted lifetime value, or their stage in the customer journey (subscriber vs. one-time purchaser vs. repeat purchaser).

Use quizzes or post-purchase surveys throughout the year to gather additional first-party preference data you can segment on, too. For instance, if you sell cookware, segment your list based on a customer’s stated preferred type of cookware––stainless steel versus cast iron––or based on their favorite types of recipes––salty v. sweet, breakfast, lunch or dinner.

Have at least 3 automated flows set up.

Entrepreneur and small businesses growing the fastest on Klaviyo have at least 3 automated flows set up. For mid-market brands, they have at least 7. Automated flows include welcome series, browse abandonment series, abandoned cart emails, post-purchase messages, and more.

The top 10% of automated flows see $16.15 in revenue per recipient, with the abandoned cart flow leading that pack at $27.12 revenue per recipient.

Segment at least 66% of your sends.

The fastest-growing brands on Klaviyo are sending 66% of their email and SMS sends across at least six segments. This coincides well with our benchmark data. The brands seeing the top 10% of engagement for their email and SMS messages are segmenting those messages to the right audience.

Not sure how to increase your segmentation? Here are Klaviyios recommended segments for past-purchasers (i.e. people who have made at least one purchase with your brand):

  • High rollers: Recent, frequent customers who spend more than the AOV.
  • Potential high rollers: Recent purchaser that spends above AOV, but not a frequent customer.
  • Brand enthusiasts: Recent, frequent customers that spend average or below AOV.
  • Waiting for wows: Recent, infrequent customers that are purchasing below AOV.
  • Former RFM loyal customers: Customers who are currently At Risk or Needs Attention but were previously Loyal
  • People who live near your store: Send emails and texts to subscribers who live nearby your storefront for in-store events, sales, and more.
  • People who have bought a certain item: Use purchase history to cross-sell or upsell to customers based on items they already have.
  • Holiday shoppers: Segment customers if they first bought from your brand during BFCM.
  • Discount shoppers: Segment shoppers who only buy from the sale collection.
  • People who are expected to buy soon: Use predictive analytics to identify shoppers who are likely about to buy
  • People who are expected to churn: Send a special offer to customers who are at risk of churning to entice them to make another purchase.

Hit a 2.75% conversion rate on your forms.

Brands growing the fastest on Klaviyo see at least a 2.75% conversion rate on their forms. If you aren’t seeing something similar, try using Klaviyo AI to optimise your forms.

Form conversion rate is critical to growing your list and reducing long-term acquisition costs. This is a conversion rate to keep a close eye on it. When it drops below 2.25%, you need to audit your current form messaging and targeting strategy to see where you are missing, and A/B test to find what works.

By focusing on these areas, you can not only weather economic uncertainty but emerge stronger, with deeper customer relationships and more efficient operations.

Consolidate your channels.

Using point solutions for omnichannel marketing is no longer a feasible option for high-growth brands. When you centralise customer data and marketing channels, you can expect:

  • Understanding of engagement across channels
  • More revenue from using cross-channel data to determine who gets a follow-up message
  • Segmentation and personalisation that makes sense
  • Accurate reporting and channel attribution
  • Seamless integration with social media advertising platforms for improved targeting and ROAS
  • More reviews from happy customers
  • Optimised list growth

Each of these benefits improves your marketing impact and ROI, giving you more visibility into your customer journey and the ability to create better customer experiences.

Your action plan for today

  1. Audit your tech stack: Identify opportunities to consolidate tools and reduce costs without sacrificing capabilities.
  2. Make sure you are using the full power of Klaviyo: Send weekly campaigns, use automated flows, segment your audience, and make sure you are growing your lists effectively.
  3. Personalise your approach: Tailor your messaging and offers based on customer spending patterns and preferences. And use empathetic messaging and marketing to meet your customers where they are at.
  4. Test and optimise: Use A/B testing to refine your messaging, creative, and targeting as consumer preferences shift.

Economic uncertainty doesn’t mean marketing stagnation. By leveraging your consumer insights and focusing on efficiency and personalisation, you can continue to grow.