How Casper Blew Its Marketing Funnel

The Marketing Funnel Podcast with Fexingo: Awareness, Interest, Decision, and Action Stages · May 21, 2026 · 10m · transcript

Lucas and Luna dissect the rise and fall of Casper, the mattress-in-a-box pioneer that built a brilliant top-of-funnel brand — then couldn't convert interest into enough repeat purchases. They walk through Casper's awareness strategy (podcast ads, subway posters, the 'sleep economy' positioning) and the decision-stage bottlenecks that led to its $100 million loss in 2019 and eventual acquisition at a fraction of its private valuation. Specific data: Casper spent $200 million on marketing in its first five years, but 60% of revenue came from one-time buyers. A focused case…