Quartile helps Sensalou grow new-to-brand customers by 64% with a full-funnel Amazon Ads strategy

Goals

Sensalou, a mid-size healthcare and pharmacy brand, had built a loyal customer base in the United States with strong Subscribe & Save adoption and consistent repeat purchases. Their growth had been fueled by lower-funnel Sponsored Products campaigns focused on existing shoppers. While this approach delivered solid returns, it left opportunities untapped including unlocking the full potential of Amazon DSP, incorporating external channels into the mix, and building a structured upper-funnel approach to reach new audiences. Total advertising cost of sales (TACOS) fluctuated as spend increased, signaling that additional investment wasn’t generating incremental growth.

The brand recognized that without a scalable engine for reaching new-to-brand (NTB) shoppers, growth would remain capped even with strong retention. Sensalou set three ambitious goals: grow NTB customers by 25% year over year, increase total sales by 20% YoY, and lift organic sales by 12% YoY.

Approach

To achieve this, Sensalou turned to Quartile, an Amazon Ads Advanced Partner specializing in AI-powered ad management and analytics, to architect a full-funnel strategy that could unlock the next phase of growth. Quartile helped rebuild Sensalou’s advertising approach from the ground up, transforming a lower-funnel-only model into a fully integrated, full-funnel acquisition system.

At the upper funnel, Amazon DSP became the primary growth engine. Quartile deployed Performance+ campaigns structured across three segments—acquisition, remarketing, and retention—to engage new audiences at scale. Because Sensalou operates in a healthcare category with condition-based restrictions, Quartile leveraged Amazon’s native audience signals and contextual reach to connect with high-propensity shoppers while remaining compliant. Insights from Amazon Marketing Cloud (AMC) helped identify untapped audience segments and informed how the campaign layered audiences across the funnel.

At the mid-funnel, Quartile activated an external channel source through Amazon Attribution, capturing high-intent shoppers who were already researching incontinence products outside of Amazon and directing them to Sensalou’s Amazon listings. This extended the brand’s reach beyond Amazon and onto the open internet.

At the lower funnel, sponsored ads were optimized to convert and retain the new demand generated upstream. Rather than operating in isolation, these campaigns worked in coordination with Amazon DSP and external sources—creating a unified, connected system that continuously drove new customer inflow while efficiently converting them into repeat purchasers.

Results

Quartile’s full-funnel strategy helped Sensalou exceed all three of their stated goals by significant margins.

New-to-brand customers grew 64% YoY, more than doubling the 25% goal.¹ This surge validated the shift to upper-funnel investment through Amazon DSP Performance+ and demonstrated that the brand could scale beyond their existing customer base.

Total sales increased 38% YoY, nearly doubling the 20% goal.² The coordinated approach across Amazon DSP, Amazon Attribution, and sponsored ads ensured that new demand translated into measurable revenue growth across the business.

Organic sales grew 25% YoY—more than twice the 12% goal.³ This indicated that the demand expansion went beyond paid media influence, reflecting genuine brand-building and sustainable momentum in the Amazon store.

By unlocking previously untapped audience segments and extending reach across both Amazon and the open internet, Quartile helped Sensalou establish a scalable, sustainable acquisition engine positioned for long-term growth.

Sources

^1-3 Sensalou, US, 2026.