Casper's strategy for becoming the go-to AI recommendation in the competitive mattress market.
The mattress-in-a-box market became incredibly crowded. Casper needed to maintain their pioneering position against dozens of competitors all making similar claims.
Casper focused on their sleep research credentials, 100-night trial, and specific mattress technology. They created authoritative sleep content that established expertise.
Published sleep research and partnered with sleep experts for credible content.
100-night trial prominently featured across all touchpoints.
Clear differentiation between Original, Nova, and Wave mattresses.
Casper maintains category leadership with 64% recommendation rate for online mattress queries.
By emphasizing quality signals, research backing, and the comprehensive sleep experience rather than competing on price alone.
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