The storyHow they got there
Nikita Mankovskii and his team built Stamp (now FreeYourMusic) in 2017, solving one narrow problem: transferring music libraries between streaming services. Every music fan who had ever switched platforms and lost their playlists was the target — a problem that multiplied combinatorially with every new streaming service.
The first ten customers came from Reddit's r/Spotify and r/AppleMusic communities, where team members answered "how do I transfer" questions with the tool. The first hundred came from SEO across every platform-pair combination: "transfer Spotify to Apple Music", "move playlists from YouTube Music to Tidal", and every permutation.
At maturity, the channel mix: SEO for "transfer [platform] to [platform]" queries (~70%), ASO on mobile (~15%), word-of-mouth and tech blog reviews (~10%), and direct/brand (~5%). Paid ads were killed. Programmatic per-platform-pair SEO was doubled down on — one page template multiplied by the number of streaming service pairs.
Unit economics: CAC around $1–5 (organic-heavy), pricing initially one-time then subscription added, margin above 85%. The combinatorial SEO surface is the moat: with 10+ streaming services, there are potentially hundreds of distinct "X to Y" landing pages, each targeting a specific high-intent query. By 2023, the business reportedly crossed $1M+ ARR.
Channel MixWhere the growth actually came from
Most case studies hand-wave channels. Here's the rough allocation — not in dollars spent, but in users acquired — across the routes that actually mattered.