Mattress Warehouse

Case Study

Affiliate Marketing

Mattress Warehouse is a leading mattress and sleep solutions retailer committed to delivering high-quality products, exceptional value, and a convenient shopping experience across its nationwide footprint.

Summary

Mattress Warehouse approached our team after realizing their in-house affiliate efforts were no longer keeping pace with their growth goals. With a major acquisition on the horizon and limited internal bandwidth, they needed a partner who could rapidly professionalize the channel, unlock incremental revenue, and build predictable momentum during a critical transition period.

Challenge

Internally, the affiliate program lacked the time and structure needed to scale. Key challenges included:

Minimal bandwidth to engage and activate existing partners.
Inconsistent onboarding of new affiliates.
No forward-looking promotional calendar to guide partners toward timely, aligned content.
Underutilized bottom-of-funnel partners whose performance had plateaued without hands-on support.

These gaps were holding back channel growth at a moment when the brand was preparing major moves, including the acquisition of Mattress Firm and Sleep Outfitters.

Approach

We entered the engagement with a clear plan to rebuild the affiliate engine around engagement, predictability, and partner alignment. Our strategy centered on three goals:

1. Establish structured affiliate engagement

We prioritized consistent communication and planned promotions far in advance so partners could execute with confidence.

2. Grow and re-energize the affiliate base

We expanded onboarding efforts while simultaneously reviving long-standing affiliates who had grown dormant.

3. Bring bottom-of-funnel partners back to peak performance

With clear guidance and scheduled promotions, we helped high-impact partners like DealAM return to strong, steady revenue contribution.

Solutions

To bring the strategy to life, we implemented a full overhaul of the channel:

Built a 2 to 3-month promotional roadmap shared with partners through a bi-weekly newsletter.
Reactivated dormant affiliates, with DealAM serving as a standout example of renewed traction driven by our consistent communication and structured offers.
Scaled onboarding by sourcing new partners aligned with both awareness and conversion goals.
Provided ongoing optimization to ensure performance momentum carried through Q1, even after peak holiday season.

This blend of discipline, communication, and thoughtful partner management solved the client’s bandwidth challenges and created the foundation for scalable affiliate growth.