“The market will tell you your hero. You can’t decide it.”
How do you build a brand after you've seen the inside of 30 others?
Connor Rolain and Cody Plofker sit down with Ari Murray, Chief Digital Officer at Salt & Stone, who spent four and a half years as Chief Growth Officer at Sharma Brands before going in-house. They dig into what it takes to lead growth for a single brand after years of running it for dozens at once.
You’ll learn when to hire an agency versus build in-house, and why the answer changes as a brand matures. Ari shares how Salt & Stone approaches acquisition without discounting, why discovery sets are central to their DTC funnel, and how she thinks about first-order AOV in a scent-driven category where customers can't smell the product before they buy.
They also discuss session growth as a daily obsession, the real cost of dabbling in new channels without enough commitment, and why the line between brand and performance is too often drawn in the wrong place.
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Prescient AI
https://www.prescientai.com/operators
Richpanel
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