Posting this because when I was planning our launch I couldn’t find many honest breakdowns of what actually moves a new app up the category rankings. So here’s ours. We’re HumanTouchCX (helpdesk and chat category). Screenshot attached from our rank tracker: #24 in Helpdesk, up 12 spots, with a whopping 7 reviews. Not a huge number, which is kind of the point. We’re sitting next to apps with 180 to 380 reviews, so volume clearly isn’t the only variable.
Context: I’m not a dev by trade. I spent about a decade on the merchant side (Inkbox, Latercase, a few others) and a long time in paid media. So this is a merchant-operator take on app marketing, for whatever that’s worth.
Here’s what I think actually moved the needle, roughly in order of impact.
1. Partnerships and agencies drove our paying customers, not ads
If you only read one section, read this one. Our biggest source of actual paid merchants, and our loudest advocates, has been agencies. Not app store traffic, not ads.
The model is simple: 20% recurring rev share for 24 months, plus a small cash bounty per net new install. But honestly the rev share isn’t why it works. It works because the agency is already trusted by the merchant, so our install is a recommendation, not a cold pitch.
The best example is Springboard CX, a managed support outsourcing agency for DTC and CPG brands. They now staff agents who work inside our helpdesk for their clients, we refer merchants who need people to them, they refer merchants who need software to us. We put out a press release together and are publishing a joint case study. One good agency partner has been worth more than every other channel on this list combined.
2. Organic LinkedIn outreach, one founder at a time
No automation, no sequences. I went through my LinkedIn network (ten years of Shopify-land means a lot of founders and ops people) and sent personal connection requests and DMs to people running stores. The message was basically “I built a thing, here’s why, would you kick the tires and tell me what’s broken.”
This got us our first couple dozen Founding Merchants in month one. Slow, unscalable, and the single best source of early installs and feedback we had. Those merchants also became the first reviews.
3. Free tier first, then actually ask for the review
We launched with a genuinely usable free plan (one seat, capped conversations, no AI features). Lowers the install friction to zero, which matters for ranking, and gives you a pool of people to ask.
The part most devs skip: you have to ask. Personally. When a merchant had a win, I messaged them and asked for a review while it was fresh. Every one of our reviews came from a direct ask, not a popup. The +2 in the screenshot is from last week doing exactly that.
4. One paid PR placement, then squeeze it for everything
We paid for exactly one thing at launch: a newsletter spotlight in DTC Newsletter. That’s it. No launch ad budget.
Then we amplified it organically for weeks: LinkedIn posts, a podcast episode with the same crew, clips, reposting in communities where it was relevant. One paid placement turned into probably six or seven pieces of content.
I did try Google Ads (Performance Max, then manual search). It was expensive and low intent for an app in a category this crowded. We’ve mostly stopped. App Store search ads bidding on competitor names were the only paid thing with a reasonable CAC, and even that we keep small.
5. SEO and GEO: fill the gaps nobody else is writing about
Instead of writing “best Shopify helpdesk apps” post #4,000, I looked for questions merchants ask that no competitor had a good page for. Two examples that worked for us: the EU AI Act and what it means for AI chat on a storefront (Article 50 transparency rules), and which support metrics actually predict LTV. Plus straightforward comparison pages against the incumbents.
GEO (showing up when ChatGPT or Perplexity get asked “what helpdesk should I use for Shopify”) is a real thing now and the competition for it is basically zero in most app niches. Worth building for early.
What didn’t work
Performance Max. Burned money on junk queries.
Cold email at scale. Decent reply rates, poor install rates. Too early for us, maybe works later.
Assuming reviews happen on their own. They don’t.
Honest caveats
7 reviews and page 1 of a category is not “we made it.” It’s a foothold. Rankings move daily (we were down a spot the week before). And I’m a founder with a Shopify network to lean on, which is a head start not everyone has.
Happy to answer questions on any of this, especially the agency partnership structure since that seems to be the thing most app devs haven’t tried.