How HLRBO Scaled Subscriptions 347% and Reduced CAC 60% in 90 days

The Situation

‍HLRBO is the leading online hunting lease marketplace, connecting landowners and hunters nationwide. Landowners can monetize unused hunting land directly, eliminating brokers and retaining full control while hunters gain transparent, easy access to private land.

‍After early growth, HLRBO faced the challenge of scaling subscriber acquisition while reducing CAC ahead of hunting season.

‍Its incumbent agency struggled to increase spend without exceeding target CACs and took a passive approach to growth. HLRBO brought in H Street to run a 90-day sprint to prove it could lower CAC and scale spend better than the incumbent.

The H Street Approach

Attribution & Optimization

1. Shifted subscriber count and CAC reporting from inaccurate pixel and platform-based reporting to a single source of truth using payment processor data and UTM tracking.
2. Optimized campaigns exclusively for verified subscription events with server-to-server tracking enhancements and set as the primary optimization goal in ad platforms.

Media Buying

1. Built more efficient Meta campaign structures -shifting from siloed ABOs to consolidated CBO setups with broader targeting, high creative variety, and minimal restrictions, which maximized Meta's machine-learning ability to find incremental subscribers at scale.
2. Activated Bing as a highly efficient incremental channel for subscriptions, mirroring Google's campaign structure but delivering 20% lower CACs through less competitive auction dynamics and more precise audience targeting.

Creative

1. Tested over three times more creatives than the incumbent agency, enabling faster identification of winning concepts and delivering more stable performance at higher spend levels-directly reducing CAC and unlocking greater scalability.
2. Developed a testing framework to rapidly scale spend behind high-performing boosted organic posts, while creating an iterative process to refine and optimize top static assets for sustained performance.

Conclusion

In just 90 days, H Street grew subscriptions 347%, cut CAC by 60%, and scaled spend 238% without sacrificing efficiency. This proved digital advertising could be a scalable acquisition engine for HLRBO, positioning the brand for aggressive seasonal growth.

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