When Storytelling (Not More Emails) Drives Scalable & Sustainable Growth
Solstice Medicine Company: A RevOps Case Study
Project Overview
134%
Increase in Total Email Revenue
88%
Increase in Revenue per Email
90%
Increase in Email-driven Orders
| Website | https://solsticemed.com/ |
| Industry | Health & wellness, Traditional Chinese Medicine (TCM) |
| Value Provided | Increase in revenue, value enhancement via brand-led approach |
Project Overview
In a world saturated with information, prioritizing quality over quantity can serve as your brand’s most advantageous strategy.
For the Traditional Chinese Medicine company Solstice Medicine Company, this meant leveraging thematic, story-driven campaigns instead of relying simply on promotional emails.
Solstice maintained a loyal and niche audience through monthly emails, but performance had plateaued. This necessitated adding a layer of brand-focused marketing to Solstice’s strategy to build stronger relevance and connections with its subscribers.
With the help of Big Leap, we paired two key growth levers: RevOps and brand-led performance marketing.
This strategy ultimately helped our client achieve scalable and sustainable results. In just five months, Solstice increased email-driven revenue by 134% among other powerful wins.
Our Strategy
The Strategy: Leading with Intentional Messaging
Solstice didn’t need to send more emails—they needed emails that mattered.
This meant sharpening their narrative, timing messages to real wellness cycles, and making every touchpoint work harder through precise, journey-aware storytelling.
1. Stronger, Seasonal Stories at the Forefront
We replaced generic promotions with campaigns grounded in real-time customer needs and cultural moments.
Themes included:
- Cold & Flu Season
- Father’s Day
- Self-Care Month
- Back to School
- Tariff News
Every send-connected product benefits everyday wellness needs, making Solstice feel relevant, accessible, and timely.
2. Engaging Non-Openers
Instead of sending more emails, we made each one work harder.
- Sent 4 – 5 core campaigns per month
- Resent top performers with fresh subject lines and subtle content tweaks
- Only sent resends to non-openers
This doubled reach without doubling workload—and had a huge impact on revenue.
3. Reliable Send Cadence & Structure
We implemented a predictable, value-first format that subscribers could rely on:
- Value-first intro
- A focused product benefit
- Clear, singular CTA
Over time, this consistency built trust, which in turn improved both open and click rates.
4. Hero Product Focus
Rather than spreading attention thin, we consistently spotlighted the highest performers:
- Po Sum On Balm
- Ryukakusan Herbal Drops
- Yunnan Baiyao
Each was framed in a wellness theme that created urgency and emotional resonance.
Working with the Solstice team has been incredibly rewarding. Even without overhauling segmentation or increasing content volume, we saw impressive results by focusing on consistency, storytelling, and strategic resends. It’s been exciting to watch their audience re-engage and their revenue grow, all while staying true to their mission of blending traditional remedies with modern wellness.
Erica Pounder
Revenue Operations Specialist at Big Leap
Results
The Results
When every email carries more meaning, every metric moves.
Here’s what happened when Solstice shifted from quantity to quality.
Before vs. After Performance
- 134% increase in total email revenue
- 88% increase in revenue per email
- 90% increase in email-driven orders
Turn Storytelling and Smart Distribution into Measurable Growth
Solstice demonstrates the importance of relevance, timing, and emotional resonance. This, paired with smart distribution via RevOps, enables you to build impactful ROI.
If you’re ready to transform your strategy into a high-impact, revenue-driving engine, connect with our team to uncover the growth levers that matter most for your business.
Here’s the thing about our PPC agency: We prefer long-term partnerships that are deeply rooted in trust. Before we dive right into this, we’d like to get to know you better, get a feel for your current situation, and talk about your marketing goals and expectations.
You can call us now, or we can meet over lunch. Either way, we’re excited to meet you.
