ABOUT

A pioneer in insole technology, VKTRY Gear offers customized insoles made from aero-grade carbon fiber. Its insoles are proven to help athletes run faster and jump higher — while also helping reduce injuries. Athletes love the brand, which counts over 120 NCAA and professional sports teams among its customers.

THE CHALLENGE

VKTRY hoped to make more informed financial decisions with fewer spreadsheets

After tripling sales in a single year, VKTRY’s Controller, Kevin Radziewicz realized the brand needed a more strategic approach to its increasingly complex finances. With sales pouring in from multiple channels, including Amazon and Shopify, Kevin and the rest of the team were drowning in spreadsheets. 

The heavy volume of data also hindered communications. With financial data spread across so many different documents, VKTRY’s leadership, marketing, and finance teams lacked an easy way to establish a cohesive vision for their financial future. 

Kevin quickly realized they needed a solution that could: 

• Put all of their data in one place and eliminate reliance on spreadsheets
• Easily share predictions with other stakeholders and build out their budget
• Plan for continued growth with complete confidence in forecasts

When Kevin heard about Drivepoint’s strategic finance platform for forecasting and FP&A, he knew he had to give it a go.

“With a growing team of decision makers, Drivepoint is our single source of truth. Its huge database puts everything in one place, allowing our team to set KPIs and align on shared goals.”

THE SOLUTION

Drivepoint uncovered potent insights about VKTRY’s customer retention

Kevin says Drivepoint delivered immense value from day one by helping VKTRY:

• Consolidate historical data – Because Drivepoint is built on Excel, the platform could be seamlessly integrated into the brand’s existing tech stack. Plus, version control ensured that VKTRY was always working with the most recent data.
• Eliminate spreadsheet burnout – No longer up to their ears in spreadsheets, Kevin and the rest of the VKTRY team could also start making financial forecasts and determining how to allocate funds. VKTRY’s first order of business was to dial in on its contribution margin: When the team was deciding whether or not to invest in a new product or sales channel, prioritizing contribution margin helped them predict which decisions would see returns. It became their north star metric.
• Make more accurate financial predictions – Using Drivepoint’s retention prediction model, VKTRY discovered that most customers make their second purchase within 30 days of their first. This insight inspired the team to take decisive action. If VKTRY wanted to increase its retention rate, its team should send out email flows and direct mail to customers much sooner. 

• Align on KPIs – In addition to shaping VKTRY’s approach to customer retention, Drivepoint’s insights have also helped the brand align on KPIs and build out its budget in a way that reflects cross-functional interests. Now that they have the data to back up every expense, Kevin and the rest of the VKTRY team can plan ahead as a united front.

The added bonus? Drivepoint’s bespoke services ensure that VKTRY is always making the most of the platform. Monthly review meetings with Drivepoint clarify key metrics and help Kevin and the rest of the finance team communicate the platform’s insights in terms that everyone can understand.

“When our sales tripled last year, we were suddenly overwhelmed with data from Shopify and Amazon. We would have 20 spreadsheets open at once and have to make everything match up. Without a system in place, it was hard to make informed decisions.” 

THE RESULTS

Empowered by Drivepoint’s 95% prediction accuracy, VKTRY confidently invests in the future 

Thanks to Drivepoint’s financial modeling and streamlined analysis services, the VKTRY team has seen immediate increases in revenue and customer retention — with plenty of hours saved on FP&A.

Here’s what VKTRY accomplished at a glance: 

• 10% increase in 30-day retention
• 1% increase in incremental revenue
• 95% prediction accuracy for 30-day retention
• ~5 hours saved per week

With spreadsheet fatigue in the rearview, VKTRY is eager to expand to more complex marketing strategies and experiment with Drivepoint’s scenario planning. 

“Drivepoint isn’t just software — what you’re getting is a full-fledged FP&A team. Having them to bounce ideas off of has been invaluable.” ­