Smart Home Solutions from Beijing: A $28M Success Story Through Scenario-Based Bundling

Client Background

Industry: Consumer Electronics (Smart Cameras, Doorbells, Smart Locks)
Identity: Beijing-based smart home brand specializing in low-power, wireless IoT security systems.

Client Goals

  • Build brand recognition and trust in a highly competitive smart home market.
  • Solve customer pain points around device compatibility and installation complexity.
  • Upgrade from selling single products to offering complete home security solutions and increase average order value.

Key Challenges

  • Market dominated by international giants like Ring and Arlo, limiting visibility.
  • Consumers worry that devices from different brands won’t integrate seamlessly within one app.
  • Heavy price competition among single-product sellers leads to shrinking profit margins.

Operational Strategy

1. Smart Bundling with “No-Hassle Sets”

Created product bundles such as the “Front Door Security Kit” (doorbell + smart lock) and the “Full Home Security Kit” (doorbell + multiple cameras). Each bundle included a special set discount and was positioned as a complete security solution.

2. Unified Brand Message

All marketing materials centered on the theme “One App, Total Security”, emphasizing the seamless connection of all devices within the brand’s proprietary app — providing users with a unified, convenient experience.

3. Immersive Brand Store Experience

The Amazon Brand Store showcased direct comparisons between the “DIY single-product setup” and the “plug-and-play security kits,” highlighting the convenience and integration advantages of bundled solutions.

4. Scenario-Based Keyword Targeting

SEO and ad campaigns focused on solution-oriented keywords like “home security kit”, “wireless security system”, and “smart home bundle” to attract high-intent buyers seeking all-in-one solutions.

Key Results

✅ Achieved $28M annual sales, with bundled kits contributing over 60% of total revenue.
✅ Bundled kits reached an average order value 2.8× higher than single items.
✅ “Easy to install and set up” became a top-rated keyword in customer reviews.
✅ Ranked Top 3 for Amazon search terms like “smart home kit,” establishing a leading position in the niche.

Client Testimonial

“The 1981 team redefined how we present our products — we no longer just sell hardware; we deliver a complete, worry-free smart home experience. This approach helped us carve out a unique space, even in a market dominated by giants.”
— Company CEO

Key Takeaways

1. Bundled Solutions Drive Differentiation:
Offering pre-integrated, easy-to-install product sets helps smaller brands stand out from major competitors while boosting profit margins.

2. Sell the Experience, Not the Specs:
For smart home products, the true value lies in seamless integration and peace of mind, not in individual technical features.

3. Target High-Intent Solution Searchers:
Optimizing for keywords like “bundle” and “system” attracts buyers who want a ready-made solution rather than piecing together devices themselves.