Your popup probably converts at 8%. The best Shopify brands are pulling 15 to 20% with the same traffic, and this episode is the playbook.

In this episode of Ecom Growth Insider, Shaan Arora, co-founder and CEO of Alia, breaks down the popup playbook he built into Shopify's fastest-growing popup app. Alia now powers Nike Strength, Peloton, Hot Ones, HexClad, ILIA Beauty, Milk Makeup, Skims, Toms, Aviator Nation, and 3,000+ other Shopify brands.

Shaan and his co-founders Cory Gill and Bill Wohlers bootstrapped Alia from $1M to $8M ARR in one year, then sold to Dotdigital in March 2026 for a $60M exit. No outside funding. No debt. Profitable since day one.

Shaan's popup testing priority:

Test timing first (5 seconds is the default).

Test copy second (mystery discount versus standard percent off).

Test X-button placement and exit delay.

Track on-site CVR alongside opt-in rate.

In this episode:

- Why Klaviyo's 1 to 5% "healthy" opt-in benchmark is wrong (Alia's brands hit 10 to 15%, sometimes 20%+)

- The single biggest lift on opt-in rate: copy, not design

- When mystery discounts beat standard percent-off offers (and the brand sizes where each wins)

- Why gamified popups (Plinko, slots, spin-to-win) work for some brands and kill the experience for others

- How Aviator Nation doubled their welcome flow revenue by fixing their popup

- The on-site CVR metric most popup tools don't track (and why it matters more than opt-in rate)

- How Alia captures quiz data even when a visitor doesn't submit their email

- The default 5-second trigger plus the "smart trigger" that re-shows the popup on the second pageview

- How to segment new vs returning visitors without giving away your margin twice

- The popup program differences between $1M, $10M, and $100M brands

- What Alia did differently to attract the Dotdigital acquisition

- Why Shaan would take 30% of $60M over 100% of $1M every time

Chapters:

00:00 Why most founders miss the popup growth lever

01:09 The invisible cost of a bad popup

02:15 Healthy opt-in benchmarks: Klaviyo's 1 to 5% vs Alia's 10 to 15%

04:11 What Alia's smart testing actually tests

05:05 The single biggest lift on conversion: copy

10:17 Gamified popups that convert: Plinko, slots, characters

13:05 The on-site CVR metric most popup tools ignore

14:24 Aviator Nation: how a popup fix doubled welcome flow revenue

16:47 Default timing setup and the smart-trigger second showing

19:14 New vs returning visitor segmentation

20:26 What every top popup program has in common

24:26 If you could only test one thing

25:24 Differences between $1M, $10M, and $100M brand popup programs

28:35 Building polished popups for premium brands (and when to skip the discount)

30:52 The Dotdigital acquisition: how it happened

32:56 Bootstrapped to $8M ARR in one year: what Alia did differently

34:15 The one thing Shaan would do again (and why co-founders matter)

37:19 Why sales is the best founder education

39:02 Where to find Shaan

Connect with Shaan:

Alia (book a demo): https://aliapopups.com

LinkedIn: https://www.linkedin.com/in/shaan-arora/

X: https://x.com/iamshaanarora

Ecom Growth Insider is the podcast for e-commerce founders who want to scale profitably. New episodes weekly on paid media, CRO, offer strategy, and operating systems that actually move the needle.

More episodes and newsletter: https://ecomgrowthinsider.com

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