Casper Growth Playbook
The best bed for better sleep.
Box
Bed
Strategy
Unboxing
The Spark
The mattress industry was a cartel of high-pressure showrooms and confusing sales tactics. Casper wanted to make sleep 'Friendly'.
The Growth Engine
The 'Magic-Unboxing' Viral Loop: Casper tacticaly successfully turned a 'Lazy' purchase into a digital event. Their growth engine was the 'Compressed-Box' technology—making a king-size mattress shippable via UPS. The 'Expanding Foam' moment became a viral sensation on YouTube and Instagram, turning customers into content creators. By investing heavily in 'Podcast-Performance' advertising and a '100-Night-Guarantee,' they removed the friction of the 'Big Ticket' purchase, effectively building the 'Bed-in-a-Box' category through sheer brand-voice dominance.