E040: How Product Positioning and Post-Purchase Upsells Supercharge CRO with Shane Rostad

It’s a full house today, and we’re joined by Shane Rostad to talk CRO. Shane’s recently launched his own brand as co-founder of Cheeky, a new creator-led brand that smashed its launch with 10k orders in its first month. In today’s ep we’re talking about brand positioning and messaging, how to drive LTV and boost AOV with strategic post-purchase upsells and CRO tactics to unlock sustainable growth. If you’re scaling a DTC or ecom brand an are looking for strategies to position your brand more effectively, convert more customers and keep them coming back for more, this one’s for you. If you have a question for the MOperators Hotline, click the link to be in with a chance of it being discussed on the show: https://forms.gle/1W7nKoNK5Zakm1Xv6 00:00 Introduction 02:16 Transitioning to Brand Side: Shane's New Journey 04:46 Launching Cheeky: The New Brand Experience 07:40 Growth Strategies: Leveraging Creator Partnerships 11:01 Understanding Customer Lifetime Value (LTV) 12:58 Product Offerings: Subscription vs. One-Time Purchases 18:07 UI/UX Design: Crafting the Customer Experience 22:18 Product Positioning: Standing Out in a Crowded Market 29:44 CRO Insights: High-Level Strategies for Growth 35:18 Expanding Demographics: Reaching Younger Audiences 36:44 Navigating Customer Journeys and Personalization 48:14 CRO Strategies for DTC Brands 01:06:38 Post-Purchase Optimization and Revenue Strategies Operators Exclusive Slack: https://join.slack.com/t/9operators/shared_invite/zt-2tdfu426r-TepSHJP~evAyDfR29U2qUw Powered by: Motion. ⁠⁠⁠https://motionapp.com/pricing?utm_source=marketing-operators-podcast&utm_medium=paidsponsor&utm_campaign=march-2024-ad-reads⁠⁠⁠ Prescient AI.⁠⁠⁠ https://www.prescientai.com/operators Richpanel.⁠⁠⁠ https://www.richpanel.com/?utm_source=MO&utm_medium=podcast&utm_campaign=ytdesc Subscribe to the 9 Operators Podcast here:https://www.youtube.com/@Operators9 Sign up to the 9 Operators newsletter here: https://9operators.com/ Zach Stuck episode: Spotify: https://open.spotify.com/episode/35i3FjPEar8dRdVPUGBfah?si=c992d2f87287454b YouTube: https://youtu.be/M4xn2aISEbg

Today we are joined by Dan McCormick, co-founder and CEO of Create Wellness. Create went from zero to $20M+ in revenue in just two years with only six-full time employees, and today he’s sharing what those roles are and how he went about building his high-leverage DTC business. We discuss the power of positioning, agency vs. in-house teams, the future of supplement brands, team structure, retention strategies, and what makes a modern brand scalable. If you have a question for the MOperators Hotline, click the link to be in with a chance of it being discussed on the show: https://forms.gle/1W7nKoNK5Zakm1Xv6 00:00 Introduction 02:13 Growth Strategies and Creative Testing 04:31 Dan McCormick and Create Wellness Overview 07:19 Identifying Market Opportunities in Creatine 10:44 Team Management and Organizational Structure 13:51 Revenue Growth and Headcount Dynamics 20:04 In-House vs. Outsourcing Strategies 26:32 Marketing Operations and Team Responsibilities 32:21 Future Growth Projections and Business Scalability 37:18 Market Trends and Challenges in the Supplement Industry 39:12 Navigating the Supplement Industry's Challenges 42:57 The Evolution of DTC Brands 46:20 Building High-Leverage Teams 56:21 Leveraging AI and Technology in Marketing 01:01:34 Capitalizing on Seasonal Trends 01:03:01 Product Expansion Strategies 01:09:19 The Power of Influencer Marketing Operators Exclusive Slack: https://join.slack.com/t/9operators/shared_invite/zt-2tdfu426r-TepSHJP~evAyDfR29U2qUw Powered by: Motion. ⁠⁠⁠https://motionapp.com/pricing?utm_source=marketing-operators-podcast&utm_medium=paidsponsor&utm_campaign=march-2024-ad-reads⁠⁠⁠ Prescient AI.⁠⁠⁠ https://www.prescientai.com/operators Richpanel.⁠⁠⁠ https://www.richpanel.com/?utm_source=MO&utm_medium=podcast&utm_campaign=ytdesc Haus. http://Haus.io/operators Subscribe to the 9 Operators Podcast here:https://www.youtube.com/@Operators9 Sign up to the 9 Operators newsletter here: https://9operators.com/

Today we are getting into the hottest new ad channel in ecommerce right now - AppLovin. We discuss how we’ve been using it within our brands, the pros and the cons of this emerging channel, and whether it's a scalable alternative to Meta Ads. Cody shares results from his team's recent holdout test, breaking down AppLovin's impact on incremental sales, new vs. repeat customers, and CPAs. We also unpack broader strategies for driving growth across paid media, creative campaigns, and channel diversification. If you have a question for the MOperators Hotline, click the link to be in with a chance of it being discussed on the show: https://forms.gle/1W7nKoNK5Zakm1Xv6 00:00 Celebrating Milestones and Sales Success 02:47 Scaling Paid Social: Creative Testing Strategies 05:49 Exploring AppLovin: The New Ad Channel 18:11 Understanding AppLovin's User Base and Growth 23:49 Measuring Incrementality: The AppLovin Test Results 29:46 Reactivating Customers: The Cost-Benefit Analysis 33:40 Customer Reactivation Challenges 36:01 Understanding Incrementality and Profitability 39:14 Analyzing New Customer Acquisition 46:07 Exploring the Limitations of Customer Exclusions 51:04 Innovative TV Campaign Strategies 56:24 Measuring TV Campaign Effectiveness Operators Exclusive Slack: https://join.slack.com/t/9operators/shared_invite/zt-2tdfu426r-TepSHJP~evAyDfR29U2qUw Powered by: Motion. ⁠⁠⁠https://motionapp.com/pricing?utm_source=marketing-operators-podcast&utm_medium=paidsponsor&utm_campaign=march-2024-ad-reads⁠⁠⁠ Prescient AI.⁠⁠⁠ https://www.prescientai.com/operators Richpanel.⁠⁠⁠ https://www.richpanel.com/?utm_source=MO&utm_medium=podcast&utm_campaign=ytdesc Subscribe to the 9 Operators Podcast here:https://www.youtube.com/@Operators9 Sign up to the 9 Operators newsletter here: https://9operators.com/

With Black Friday and Cyber Monday behind us, we’re unpacking our results and looking at what went right, what went wrong and what lessons we learnt for this time next year. We talk about trends we’re seeing this holiday shopping season, meta performance, navigating inventory challenges, tactical pivots to clear inventory and boost sales, and how we’re transitioning into our holiday sales. Whether you crushed it or felt the pressure this BFCM, this debrief is here to help you refine your DTC marketing strategy for next year’s Q4 and beyond. If you have a question for the MOperators Hotline, click the link to be in with a chance of it being discussed on the show: https://forms.gle/1W7nKoNK5Zakm1Xv6 00:00 Coping Mechanisms During BFCM 06:26 Insights from Black Friday to Cyber Monday 12:54 Consumer Behavior and Sales Trends 20:12 Evaluating Marketing Strategies and Performance 30:07 Testing and Adapting Offers for Future Success 33:37 Meta Advertising Strategies and Optimization 40:01 Inventory Management and Demand Generation 52:26 Holiday Sales Strategy and Funnel Clearing 01:00:28 Testing and UX Improvements for Sales Pages Operators Exclusive Slack: https://join.slack.com/t/9operators/shared_invite/zt-2tdfu426r-TepSHJP~evAyDfR29U2qUw Powered by: Motion. ⁠⁠⁠https://motionapp.com/pricing?utm_source=marketing-operators-podcast&utm_medium=paidsponsor&utm_campaign=march-2024-ad-reads⁠⁠⁠ Prescient AI.⁠⁠⁠ https://www.prescientai.com/operators Richpanel.⁠⁠⁠ https://www.richpanel.com/?utm_source=MO&utm_medium=podcast&utm_campaign=ytdesc Haus. http://Haus.io/operators Subscribe to the 9 Operators Podcast here:https://www.youtube.com/@Operators9 Sign up to the 9 Operators newsletter here: https://9operators.com/

In today’s episode of Marketing Operators, we’re getting real about our biggest mistakes from the past year, and the lessons learnt from these. We cover why forecasting isn’t always straightforward, the importance of adjusting tactics quickly, the tricky balance of optimism versus realism in decision-making, and what it takes to scale sustainably in a tightening market. Tune in for a deep dive into what worked, what didn’t, and how we’re sharpening our growth strategies for the future. If you have a question for the MOperators Hotline, click the link to be in with a chance of it being discussed on the show: https://forms.gle/1W7nKoNK5Zakm1Xv6 00:00 Introduction 05:52 Navigating Black Friday Predictions 16:01 Learning from Mistakes: Agency Expectations 21:01 Projections and Lessons Learned 30:04 Inputs vs. Outputs in Revenue Projections 35:17 Navigating Challenges in DTC Business 44:48 Facing Reality: Leadership and Accountability 52:36 Lessons from Past Failures 55:25 Rapid Decision-Making and Opportunity 01:00:36 Building a Strong Internal Team 01:05:15 Testing Pricing Strategies for Sales Operators Exclusive Slack: https://join.slack.com/t/9operators/shared_invite/zt-2tdfu426r-TepSHJP~evAyDfR29U2qUw Powered by: Motion. ⁠⁠⁠https://motionapp.com/pricing?utm_source=marketing-operators-podcast&utm_medium=paidsponsor&utm_campaign=march-2024-ad-reads⁠⁠⁠ Prescient AI.⁠⁠⁠ https://www.prescientai.com/operators Richpanel.⁠⁠⁠ https://www.richpanel.com/?utm_source=MO&utm_medium=podcast&utm_campaign=ytdesc Subscribe to the 9 Operators Podcast here:https://www.youtube.com/@Operators9 Sign up to the 9 Operators newsletter here: https://9operators.com/

Happy Black Friday week everyone! In today’s episode we are diving in on the day-to-day tactics and operations our teams will be using this weekend to optimize performance during one of the most crucial sales periods of the year - Black Friday and Cyber Monday. We’re discuss the shift from pre-sale planning to sale operations, covering our real-time data analysis plans, ad spend and budget allocation, our marketing mix during this time, the cadence of our BFCM newsletters, handling inventory challenges, how we react if things don’t go as planned and much more. If you have a question for the MOperators Hotline, click the link to be in with a chance of it being discussed on the show: https://forms.gle/1W7nKoNK5Zakm1Xv6 00:00 Introduction 03:01 Navigating Black Friday Sales 08:55 Intra-Sale Operations and Strategies 14:59 Budget Adjustments and Inventory Management 18:14 Evaluating Ad Spend Efficiency 21:08 Incrementality Measurement in Marketing 23:50 Channel Mix and Budget Allocation 27:01 Upper Funnel Strategies and Influencer Marketing 39:22 The Importance of Cross-Channel Measurement 40:29 Team Operations During Peak Seasons 43:47 Email and SMS Strategies for Cyber Weekend 48:28 Adapting Tactics During BFCM 56:23 Adjusting Offers and Inventory Management 01:01:55 Learning from Misses and Failures Operators Exclusive Slack: https://join.slack.com/t/9operators/shared_invite/zt-2tdfu426r-TepSHJP~evAyDfR29U2qUw Related episode: E024: Resident's EVP Jared Brody on Attribution Tooling, Analytics Teams & Data-Driven Marketing https://open.spotify.com/episode/4JMC1QszKyrnKkOT9PHk1E?si=434d203eba3f4d02 Powered by: Motion. ⁠⁠⁠https://motionapp.com/pricing?utm_source=marketing-operators-podcast&utm_medium=paidsponsor&utm_campaign=march-2024-ad-reads⁠⁠⁠ Prescient AI.⁠⁠⁠ https://www.prescientai.com/operators Richpanel.⁠⁠⁠ https://www.richpanel.com/?utm_source=MO&utm_medium=podcast&utm_campaign=ytdesc Haus. http://Haus.io/operators Subscribe to the 9 Operators Podcast here:https://www.youtube.com/@Operators9 Sign up to the 9 Operators newsletter here: https://9operators.com/

Today it’s the three of us back together! We’re talking about our approaches and playbooks for launching new marketing channels and our insights on what it takes to scale effectively. We cover strategies for choosing the right channels, establishing measurement frameworks, and how to determine when to invest heavily versus cautiously testing. 00:00 Introduction 05:46 Consumer Spending Expectations and Market Trends 11:54 Preparing for Q4: Strategies and Anxieties 20:49 Launching New Marketing Channels: Strategies and Considerations 32:54 Exploring Newsletter Advertising Effectiveness 35:51 Challenges of Incrementality Testing for Larger Brands 39:09 Strategizing Scalable Marketing Channels 41:28 Launching New Channels: Best Practices 45:11 Balancing Measurement and Marketing Creativity 49:01 The Role of Out-of-Home Advertising 55:21 Testing Site Speed and Its Impact on Conversion Rates If you have a question for the MOperators Hotline, click the link to be in with a chance of it being discussed on the show: https://forms.gle/1W7nKoNK5Zakm1Xv6 Operators Exclusive Slack: https://join.slack.com/t/9operators/shared_invite/zt-2tdfu426r-TepSHJP~evAyDfR29U2qUw Related episode: E024: Resident's EVP Jared Brody on Attribution Tooling, Analytics Teams & Data-Driven Marketing https://open.spotify.com/episode/4JMC1QszKyrnKkOT9PHk1E?si=434d203eba3f4d02 Powered by: Motion. ⁠⁠⁠https://motionapp.com/pricing?utm_source=marketing-operators-podcast&utm_medium=paidsponsor&utm_campaign=march-2024-ad-reads⁠⁠⁠ Prescient AI.⁠⁠⁠ https://www.prescientai.com/operators Richpanel.⁠⁠⁠ https://www.richpanel.com/?utm_source=MO&utm_medium=podcast&utm_campaign=ytdesc Subscribe to the 9 Operators Podcast here:https://www.youtube.com/@Operators9 Sign up to the 9 Operators newsletter here: https://9operators.com/

Today we are joined by Zach Stuck, founder of the growth marketing agency Homestead. He shares his insights on acquiring and launching brands, how to identify market trends, when's the right time to diversify into different ad channels, running a lean team, and he shares his advice on the key tactics for driving growth at each revenue band. One not to miss. 00:00 Introduction 06:04 Transitioning from Agency to Brand Ownership 12:12 Identifying Trends and Market Opportunities 18:06 The Importance of Product Development and Marketing Alignment 24:07 Navigating Financial Challenges in E-commerce 29:59 Future Trends and Innovations in E-commerce 34:06 Understanding Financial Growth in DTC Brands 39:50 Revenue Bands: Strategies for Scaling Brands 50:02 Channel Diversification and Its Impact on Growth 59:55 Building a Lean and Effective Team for Growth If you have a question for the MOperators Hotline, click the link to be in with a chance of it being discussed on the show: https://forms.gle/1W7nKoNK5Zakm1Xv6 Operators Exclusive Slack: https://join.slack.com/t/9operators/shared_invite/zt-2tdfu426r-TepSHJP~evAyDfR29U2qUw Powered by: Motion. ⁠⁠⁠https://motionapp.com/pricing?utm_source=marketing-operators-podcast&utm_medium=paidsponsor&utm_campaign=march-2024-ad-reads⁠⁠⁠ Prescient AI.⁠⁠⁠ https://www.prescientai.com/operators Richpanel.⁠⁠⁠ https://www.richpanel.com/?utm_source=MO&utm_medium=podcast&utm_campaign=ytdesc Haus. http://Haus.io/operators Subscribe to the 9 Operators Podcast here:https://www.youtube.com/@Operators9 Sign up to the 9 Operators newsletter here: https://9operators.com/

We’ve got a special guest today, David Herrmann is back, our first ever second time guest. We’re talking about what channels we’re scaling as we head into Q4, we talk about ad account builds, creating a memorable brand, we get deep into meta media buying and creative diversification and what that means for your ad account and lots more. 00:00 Introduction 06:04 Channel Diversification Strategies 11:52 Creative Approaches in Advertising 17:46 Measuring Marketing Effectiveness 24:05 Balancing Brand and Performance Marketing 34:00 Building Memorable Brands 39:07 The Challenge of DTC Marketing 44:13 Optimizing Meta Ads for Performance 51:47 Creative Diversity in Advertising 56:05 Adapting to New Platforms: Reels vs. Feed Operators Exclusive Slack: https://join.slack.com/t/9operators/shared_invite/zt-2tdfu426r-TepSHJP~evAyDfR29U2qUw David's first appearance on the podcast: YouTube - https://youtu.be/ostjzdP7y2U Spotify - https://open.spotify.com/episode/6Ep75J0weFLw8umy3hzpJ6?si=ac6a3dbd8af64018 Powered by: Motion. ⁠⁠⁠https://motionapp.com/pricing?utm_source=marketing-operators-podcast&utm_medium=paidsponsor&utm_campaign=march-2024-ad-reads⁠⁠⁠ Prescient AI. ⁠⁠⁠https://www.prescientai.com/operators Richpanel. ⁠⁠⁠https://www.richpanel.com/?utm_source=MO&utm_medium=podcast&utm_campaign=ytdesc Subscribe to the 9 Operators Podcast here:https://www.youtube.com/@Operators9 Sign up to the 9 Operators newsletter here: https://9operators.com/

First up today, we’re checking in on Cody’s recent product drop and talking about some of the tactics and thinking behind the success of the drop so far, and then we get into Q4 production and what we’re working on right now to get ready for the biggest time of the year and ensure a successful BFCM. We also get into our first MOperators Hotline question so stay tuned for that. If you’d like to submit your question or current DTC challenge for a chance for it to be discussed on the show, click this link to apply: https://forms.gle/1W7nKoNK5Zakm1Xv6 00:00 Introduction 11:27 Jones Road Beauty's New Product Launch 27:04 Preparing for BFCM: Strategies and Insights 38:31 Inventory Management and Marketing Collaboration 42:46 Product Launch Strategies and Team Dynamics 47:23 Innovative Approaches for Black Friday Campaigns 52:33 Direct Mail and Retention Strategies 56:41 Web UX and Team Collaboration 01:01:11 Service-Based Business Marketing Insights Operators Exclusive Slack: https://join.slack.com/t/9operators/shared_invite/zt-2tdfu426r-TepSHJP~evAyDfR29U2qUw Powered by: Motion. ⁠⁠⁠https://motionapp.com/pricing?utm_source=marketing-operators-podcast&utm_medium=paidsponsor&utm_campaign=march-2024-ad-reads⁠⁠⁠ Prescient AI. ⁠⁠⁠https://www.prescientai.com/operators Richpanel. ⁠⁠⁠https://www.richpanel.com/?utm_source=MO&utm_medium=podcast&utm_campaign=ytdesc Haus. http://Haus.io/operators Subscribe to the 9 Operators Podcast here:https://www.youtube.com/@Operators9 Sign up to the 9 Operators newsletter here: https://9operators.com/