• Go to the Source of Customers is a customer-centric marketing strategy. 
  • Understanding customer needs helps in building successful brand perception. 

The core of the “Go to the Source of Customers” marketing strategy is the guiding principles that emphasize acquiring a deeper understanding of customers. The strategy might not outline concrete action plans like effective marketing strategies, but it focuses on identifying a customer base and reaching out to them effectively.

It’s more of a customer-centric approach in marketing where brands focus on developing customer personas, including their detailed profiles with demographics, needs, behaviors, etc., leveraging this data to understand their preferences and tailor messaging accordingly. 

Marketers must use various channels for omnichannel marketing and be consistent with relevant content. They should track the touchpoints customers have with the brand; this allows them to optimize the customer experience and engagement throughout the process. If used properly, omnichannel marketing can be a more effective marketing approach with multi-pronged benefits. 

How Did Dollar Shave Club Successfully Use The “Go To The Source of Customers” Marketing Strategy? 

Dollar Shave Club’s meteoric rise to success can be attributed to its masterful execution of the “Go to the Source of Customers” marketing strategy. They worked to understand customer pain points and meet customers where they were with compelling communication, eventually building a community around the brand.

Understanding the Customer Pain Points

Dollar Shave Club extensively worked on identifying a significant pain point: men were growing tired of expensive razors from established brands like Gillette as they relied on multiple blades and fancy packaging to justify the cost of the product. Furthermore, they tried to address the traditional method of buying razors at grocery stores or pharmacies and offered direct selling options through their website and application. 

They skillfully conducted surveys or focus groups with targeted demographics (men who shave) to understand their frustration with razor prices, brand dominance, and inconvenient shopping experiences. DSC jabbed at industry trends of adding unnecessary features like multiple blades and fancy packaging. The brand addressed these pain points through its direct-to-consumer model, subscription service, and humorous marketing. 

Meeting the Customers Where they Are

Dollar Shave Club bypassed the traditional retail channels and sold its products directly to consumers through its website. This D2C approach allowed the brand to offer lower prices by cutting the middleman. Furthermore, it provided subscription models where razors would be delivered directly to customers’ doorsteps. 

This approach mitigated the need for frequent trips to the store and ensured that the customer had a steady supply of Dollar Shave Club razors. To achieve this, they capitalized on the growing dominance of online shopping and skipped the traditional retail route. 

Understanding the Competition

Dollar Shave Club intelligently compared the cost of their competitor’s razors with the perceived value they offered while highlighting the high markup value. They understood the industry trends of adding unnecessary features like multiple blades and fancy packaging. 

Although these additional features justified the higher prices, they failed to improve the consumer’s shaving and buying experience. Hence, they incorporated the direct-to-consumer marketing and subscription model to surpass the competition. It helped the brand facilitate customer engagement, brand awareness, and loyalty. 

Eventually, Dollar Shave Club identified the critical pain points of higher razor prices, limited choice and inconvenient repurchasing. Men felt that traditional razors were overpriced and offered diminishing returns with each additional blade. Also, grocery stores and pharmacies offered limited choices and running out of razors meant a trip to the store leading to frustration. Eventually, the brand positioned itself as a solution to these common problems. 

What is the “Go to the Source of Customers” Marketing Strategy? 

Although “Go to the Source of Customers” might not be a specific marketing strategy, it successfully captures the essence of customer-centric marketing.

Understanding the Customers

The core of this strategy is understanding customer needs and desires and using it as the foundation for building the marketing strategy around attracting, engaging and retaining the ideal customers. Marketers must work on conducting market research through surveys, focus groups and social listening to gain a deeper understanding of target audiences’ demographics, behaviors and pain points. 

Furthermore, brands must focus on tracking every touchpoint a customer has with the brand, from initial awareness to purchase and beyond. These metrics help tailor the messaging throughout the buying process and retain customers even after that. 

Capitalizing on Customer Insights

After acquiring all the necessary details, marketers must focus on capitalizing on these insights. It helps them in targeted communications by crafting the messaging that resonates with the target audience. They can use customer feedback to improve existing products and develop new ones that address their pain points. 

They can also add personalization, and these marketing campaigns connect with the audience based on customer data to provide relevant experiences. Using this strategy, marketers could build strong customer relationships by providing excellent service and loyalty programs and fostering a deep sense of community.

Pros and Cons of “Go to the Source of Customers” Marketing Strategy

Like every other marketing strategy, the “Go to the Source of Customers” strategy comes with its pros and cons, as discussed below. 


Incorporating the strategy allows increased relevancy, as the marketing messages directly target customers’ needs and wants. This leads to higher engagement and conversion rates. As resources are focused on attracting the right customers, it significantly reduces wasted efforts on those who wouldn’t benefit from the product.

Furthermore, understanding the customers helps foster trust and loyalty, which allows repeat business and promotes positive word-of-mouth marketing, leading to stronger customer relationships. Customer insights can guide product development and ensure these offerings meet evolving needs. 

A deep understanding of customer needs helps the brand differentiate itself from the competition. It provides a competitive advantage as they tend to take a personalized and targeted approach. When customers feel valued, and their needs are taken care of, they are more likely to become loyal customers and brand advocates.


Research and data analysis is required to understand that customer needs might be time-consuming and resource-intensive and may require an initial investment. Gathering and utilizing customer data effectively requires additional infrastructure and tools for data management.

Moving from a product-centric approach to a customer-centric approach requires a paradigm cultural shift within the organization. This shift of focus can hinder day-to-day operations, and staff might need additional training. Also, customer needs evolve over time, so the strategy needs to be continuously monitored and adapted. Balancing personalization with customer privacy is an added concern. In conclusion, the “Go to the Source of Customers” marketing strategy can be a powerful tool leveraging the prowess of customer-centric approach. This strategy facilitates long-term competitive advantage, builds strong customer relationships and ensures that the product or service offerings remain relevant for a longer in the dynamic market.