drawing of a man scaling a large hill as a metaphor for the challenges of subscription marketing

It’s a battle royale out there. The subscription economy is booming, but the competition? Brutal. For every subscriber you gain, there’s a competitor lurking in their inbox, app, or social feed, ready to poach them with a better deal, a shinier perk, or a more personalized experience.

So, how do you survive—and thrive—in the Subscription Hunger Games? At Moontide, we’ve helped brands like Centr, AAA, and PatientFi dominate the arena with bold strategies and a relentless focus on retention. In this article, we’ll break down the rules of engagement, with expert insights from some of Moontide’s leadership team: Warren Schaffer, Eric Stablow, and Charles Simmons.

Rule 1: Know Your Tributes (aka Your Subscribers)

“You can’t win if you don’t know who you’re fighting for,” says Moontide President Warren Schaffer.

In the world of subscriptions, your audience isn’t just a vague demographic—they’re your lifeline. Understanding their motivations, behaviors, and preferences is the difference between a fleeting sign-up and a lifelong member.

Moontide’s approach combines:

  • Data Insights: Eric Stablow, VP of Business Intelligence & Growth Insights, emphasizes the importance of segmentation: “Different audiences join for different reasons. Maybe it’s convenience, exclusivity, or cost savings. Your strategy needs to reflect those nuances.”
  • Emotional Connections: Build campaigns that resonate. For Centr, we leaned into the emotional appeal of Chris Hemsworth’s holistic wellness philosophy, ensuring the messaging felt deeply personal and aspirational.

Rule 2: The Arena Is Everywhere—Be Omnipresent

“Omnichannel doesn’t mean being everywhere—it means being everywhere that matters,” explains Charles Simmons, Moontide SVP of Tech.

Subscriptions thrive when brands meet audiences where they already are. This means a seamless experience across platforms:

  • Website: Optimize the UX for conversions. “Your site should guide users effortlessly from exploration to sign-up. If it’s clunky or confusing, you’re losing people before the game even begins,” Simmons advises.
  • Email: Smart campaigns are key. Eric Stablow notes, “Emails are both your engagement and re-engagement MVP. Make them count with personalization, exclusivity, and clear CTAs.”
  • SMS: Text isn’t just for reminders anymore—it’s a direct line to your audience’s most personal space. When used thoughtfully, SMS can boost urgency, highlight offers, and increase conversions.
  • Social Media: From Instagram Reels to YouTube Shorts, tailor content to each platform. For OrangeTwist, we used visually striking before-and-afters to stop scrollers mid-swipe.

Rule 3: Incentives Are the Weapons of Choice

“Your best asset isn’t just your product—it’s the perks you build around it,” says Schaffer.

Incentives keep members loyal and engaged. The right perks aren’t just about discounts—they’re about exclusivity, early access, and unique opportunities that make subscribers feel like insiders.

Examples from Moontide’s arsenal:

  • PatientFi: Exclusive financial tools and personalized payment plans turned passive members into advocates.
  • AAA: We helped launch limited-edition membership cards co-branded with hometown pro sports teams—complete with merch and ticket discounts. Members didn’t just get perks; they got a badge of identity.
  • Centr: Special challenges, giveaways, and member-only content gamified the experience and drove deeper engagement.

The key? Make perks feel personal, special, and unavailable anywhere else. That’s how loyalty becomes identity.

Rule 4: Retention Is the Real Game

“Acquisition is a sprint. Retention is the marathon,” explains Eric Stablow.

Winning the subscription game isn’t just about adding members—it’s about keeping them. Here’s how Moontide does it:

  • Onboarding Journeys: A seamless start builds trust, anticipation and, ideally, habit formation.
  • Engagement Triggers: Use behavioral data to send nudges at the right time. Think reminders for unused credits or expiring rewards.
  • Churn Reduction: Stablow emphasizes predictive analytics: “If you can identify churn risk before it happens, you can proactively intervene.”

Retention isn’t a one-and-done strategy. It’s an evolving system built on listening, learning, and adapting.

Rule 5: The Odds Are in Your Data’s Favor

“Data is your greatest ally—if you know how to use it,” says Simmons.

At Moontide, we’re data fanatics. We dig deep into analytics to uncover patterns, predict behavior, and optimize every touchpoint.

  • Predictive Modeling: Charles Simmons highlights the value of AI-powered insights: “AI doesn’t just tell you what happened—it tells you what’s next.”
  • Testing and Iteration: Every campaign, from paid media to email, is an opportunity to learn and refine.

Smart brands don’t guess—they know. And they’re never done optimizing.

The Endgame: Become a Category Leader

“Winning doesn’t mean playing the same game better—it means redefining the game entirely,” says Schaffer.

Brands that win the subscription economy don’t just compete—they dominate. They evolve faster, learn more, and show up where others don’t. They offer unmatched value, build seamless experiences, and create loyalty that can’t be bought.

They’re not afraid to pivot, test, or experiment. Because staying ahead of the competition means always being willing to change the game—even if you were the one who set the rules in the first place.

At Moontide, we believe the best subscription brands never stop evolving. And neither do we.