Company wants to widen consumer base and product lines after its blockbuster growth among thirsty women
3 min
Stanley has spent the past few years turning a vacuum-insulated, 40-ounce water bottle into one of the most-desired womenswear accessories on the planet. Now it is widening its focus to include the customer it was first designed for more than 110 years ago—men.
The company, which is owned by Chicago-based HAVI, next year plans to release new products geared toward guys beyond its current male audience of outdoor enthusiasts.
The new Stanley man might not require a steel canteen to take into the wilderness, but he might want a sleek water bottle to take from the office to the gym to date night in a wine bar, according to Jenn Reeves, Stanley’s vice president of global brand marketing.
“He’s not a fashionista, but he cares about how he’s put together. He’s into grooming and how he looks, and into sports,” Reeves said. That hypothetical male customer wants water bottles that are a little sleeker and subtler than the brightly colored giant flasks coveted by Stanley’s female audience, she said.
The bid for diversification comes as Stanley looks to hold on to the brand equity it has accrued in a remarkably short time.
Stanley’s annual revenue jumped to around $750 million in 2023 from $73 million in 2019, and scores of articles and think pieces have in the past year been written to explain how a company originally targeting construction workers became one of the trendiest brands of the moment. Much of the success comes down to the recent rise of the brand’s 40-ounce Quencher, which it introduced in 2016. The $45 metal cup with a straw and a handle has become a status symbol among women and tweens, caused new-product frenzies in stores, and generated a “Saturday Night Live” skit lampooning women who drink out of comically “big dumb cups.”
Imitators and competitors for thirsty consumers are hot on Stanley’s heels. They include cooler-maker Yeti , which last year introduced a 42-ounce straw mug similar in design to the Quencher.
Stanley’s latest release is a collection of cooler bags and a carryall holder for its 40-ounce Quencher bottle, slated for release in April. The wearable coolers were developed in response to women’s complaints that the market’s existing offerings were too heavy, too clunky and too ugly, and the crossbody was designed to ease the burden of carrying a water bottle and a purse around all day.
The Stanley customer only became known internally as a “she” in 2020, when Terence Reilly, the former chief marketing officer of Crocs , joined as president. Reilly, who liked to say his team had turned Crocs’ divisive shoes “from a meme to a dream,” learned that the Quencher was becoming popular among a group of women in Utah, a few of whom ran a shopping blog called the Buy Guide , according to one of the blog’s co-founders.
The group, along with a female Stanley sales account manager, suggested that the company start selling its cups in colors outside of black, white and its signature hammertone green, and it did. Sales lifted, while the company began to lean more on real women to spread the word about its products.
The Stanley marketing team has grown slowly since Reilly’s arrival but is still tiny by industry standards: only seven full-time staff members across advertising, brand, marketing, media and social media, said Reeves, who joined in 2022. The company spends money on traditional direct marketing, such as email campaigns, but its biggest focus is social media and working with real women and influencers who promote Stanley to their followers.
Stanley got a big, unexpected break in November, when a TikTok user named Danielle Lettering posted a video claiming that the only item to survive her car fire was her Stanley Quencher. The clip went viral, and Stanley bought her a new car and covered related costs including taxes.
Many of Stanley’s male consumers are already Quencher fans, Stanley said, and guys sometimes feature in its ads. The company heading into 2025 has to translate its social-media momentum among women into a marketing strategy designed to attract more men with the planned sleeker range.
The typical male consumer is also swayed by the recommendations of influencers, but he often spends time on different platforms than his female counterpart, said Chris Anthony, the chief revenue officer of media company Gallery Media Group, which works with social-media content creators. He is likely to track interests, teams and channels, as opposed to following specific influencers across all platforms the way some women do, he said.
“Guys rely more on their feed versus the people,” Anthony said. “And letting the influencers tell their stories, and not being so prescriptive, will especially resonate with guys in the right way.”
Some of those influencers might be Stanley’s current best customers, Reeves said. “We have the women, and they love us,” she said.
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CIOs can take steps now to reduce risks associated with today’s IT landscape
3 min
As tech leaders race to bring Windows systems back online after Friday’s software update by cybersecurity company CrowdStrike crashed around 8.5 million machines worldwide, experts share with CIO Journal their takeaways for preparing for the next major information technology outage.
IT leaders should hold vendors deeply integrated within IT systems, such as CrowdStrike , to a “very high standard” of development, release quality and assurance, said Neil MacDonald , a Gartner vice president.
“Any security vendor has a responsibility to do extensive regression testing on all versions of Windows before an update is rolled out,” he said.
That involves asking existing vendors to explain how they write software, what testing they do and whether customers may choose how quickly to roll out an update.
“Incidents like this remind all of us in the CIO community of the importance of ensuring availability, reliability and security by prioritizing guardrails such as deployment and testing procedures and practices,” said Amy Farrow, chief information officer of IT automation and security company Infoblox.
While automatically accepting software updates has become the norm—and a recommended security practice—the CrowdStrike outage is a reminder to take a pause, some CIOs said.
“We still should be doing the full testing of packages and upgrades and new features,” said Paul Davis, a field chief information security officer at software development platform maker JFrog . undefined undefined Though it’s not feasible to test every update, especially for as many as hundreds of software vendors, Davis said he makes it a priority to test software patches according to their potential severity and size.
Automation, and maybe even artificial intelligence-based IT tools, can help.
“Humans are not very good at catching errors in thousands of lines of code,” said Jack Hidary, chief executive of AI and quantum company SandboxAQ. “We need AI trained to look for the interdependence of new software updates with the existing stack of software.”
An incident rendering Windows computers unusable is similar to a natural disaster with systems knocked offline, said Gartner’s MacDonald. That’s why businesses should consider natural disaster recovery plans for maintaining the resiliency of their operations.
One way to do that is to set up a “clean room,” or an environment isolated from other systems, to use to bring critical systems back online, according to Chirag Mehta, a cybersecurity analyst at Constellation Research.
Businesses should also hold tabletop exercises to simulate risk scenarios, including IT outages and potential cyber threats, Mehta said.
Companies that back up data regularly were likely less impacted by the CrowdStrike outage, according to Victor Zyamzin, chief business officer of security company Qrator Labs. “Another suggestion for companies, and we’ve been saying that again and again for decades, is that you should have some backup procedure applied, running and regularly tested,” he said.
For any vendor with a significant impact on company operations , MacDonald said companies can review their contracts and look for clauses indicating the vendors must provide reliable and stable software.
“That’s where you may have an advantage to say, if an update causes an outage, is there a clause in the contract that would cover that?” he said.
If it doesn’t, tech leaders can aim to negotiate a discount serving as a form of compensation at renewal time, MacDonald added.
The outage also highlights the importance of insurance in providing companies with bottom-line protection against cyber risks, said Peter Halprin, a partner with law firm Haynes Boone focused on cyber insurance.
This coverage can include protection against business income losses, such as those associated with an outage, whether caused by the insured company or a service provider, Halprin said.
The CrowdStrike update affected only devices running Microsoft Windows-based systems , prompting fresh questions over whether enterprises should rely on Windows computers.
CrowdStrike runs on Windows devices through access to the kernel, the part of an operating system containing a computer’s core functions. That’s not the same for Apple ’s Mac operating system and Linux, which don’t allow the same level of access, said Mehta.
Some businesses have converted to Chromebooks , simple laptops developed by Alphabet -owned Google that run on the Chrome operating system . “Not all of them require deeper access to things,” Mehta said. “What are you doing on your laptop that actually requires Windows?”
