Scaling from 7 figures to 8 figures in revenue isn’t about just one big secret. Over the years, we’ve worked with countless ecommerce brands, and have noticed common themes among our clients who made this leap successfully. While paid ads (our speciality at Big Flare) played a role, these clients also excelled in areas beyond their ad campaigns.
Here’s what I’ve observed:
1. Started with a Hero Product
Every successful ecommerce business I’ve seen starts with one exceptional product. Take Bellroy (a brand I admire, though not a client). They began with their iconic Slim Sleeve Wallet, which laid the foundation for their brand.
This product wasn’t just a one-hit wonder—it was meticulously crafted, marketed well, and positioned as the core offering. Bellroy’s wallet still ranks #1 in Google search for “slim sleeve wallet,” over a decade later.
Lesson: Build your foundation with a standout product. Ensure it’s exceptional and solves a clear need. Then, leverage its success to expand.
2. Innovate and Expand Your Product Line
While a hero product is a great start, no one scales to 8 figures by stopping there. The best brands release new products regularly. This does two things:
Keeps your audience engaged and excited.
Gives you more opportunities to find additional winning products.
For instance, Bellroy didn’t just stick with wallets. They branched into bags, tech accessories, travel gear, and even products tailored for women. Each product launch brought new revenue streams and more market penetration.
Lesson: Don’t rest on your laurels. Constantly innovate and test new product ideas. Your next big hit could be right around the corner.
3. Go Global
Expanding to international markets is another critical step. For example, Bellroy ships worldwide, targeting major English-speaking markets like the US, UK, Canada, Australia, and New Zealand.
You don’t need a fully translated website to get started. Focus on English-speaking regions first—many buyers in the EU shop in English. Expanding your shipping capabilities and running geo-targeted ads can open up huge revenue opportunities.
4. Build a Full-Funnel, Multi-Channel Ad Strategy
Many brands stuck at 7 figures rely on one ad channel or one part of the funnel. For example:
Google Ads often targets the lower funnel (problem-aware shoppers actively searching).
Facebook and TikTok excel at upper-funnel, awareness-driven campaigns.
The brands that scale invest in all parts of the funnel—upper, middle, and bottom—across multiple platforms. They also create a mix of video ads, search campaigns, and retargeting strategies to ensure maximum coverage.
Lesson: Expand your ad mix. Cover all stages of the customer journey and utilise platforms like Facebook, TikTok, YouTube, and Google Ads strategically.
5. Invest in Video Marketing
Video content is no longer optional — it’s a must-have. Consumers engage more with video, and platforms prioritise it in their algorithms. The high barrier to entry also means less competition, giving you an edge if you do it right.
Bellroy’s video ads are a masterclass in storytelling and branding. By showcasing product features and lifestyle benefits, they captivate their audience.
Lesson: If you’re not leveraging video, start now. High-quality video content will elevate your brand and drive conversions.
6. Build Your Brand
A strong brand is a moat around your business. Bellroy, for instance, has built a tribe of loyal customers (myself included!) who are passionate about their products.
This doesn’t happen overnight—it requires storytelling, authenticity, and consistent messaging. But once you have a brand, your business becomes much harder for competitors to challenge.
Lesson: Focus on creating a brand that resonates with your audience. Share your story, connect emotionally, and build trust.
7. Embrace the Grind
There’s no shortcut to scaling. Every client I’ve worked with who reached 8 figures put in the work — testing, iterating, and hustling relentlessly. Building a successful ecommerce business is a marathon, not a sprint.
Lesson: Success takes time, sweat, and persistence. But if you stay the course, the payoff is worth it.
Conclusion
Scaling from 7 figures to 8 figures requires a combination of great products, constant innovation, strategic ad campaigns, and hard work. If you can master these principles and consistently apply them, your ecommerce business can achieve incredible growth.