James Critelli

A lot of start-ups fail because they don’t understand product market fit. If you too are on the prenatal stage of figuring your business out, don’t miss this PMF concept. Sarah Jenkins recently interviewed Alex Burke, a product expert from Amazon, Airbnb, and Shopify, who shared insights on PMF’s three pillars: demand, satisfaction, and scalability. Many companies excel at demand and satisfaction—customers love and use their product—but struggle with scalability, ultimately leading to failure. Brands like Juicero and Fab had demand but couldn’t scale and didn’t survive. PMF evolves through four stages: → Stage 1 Your early customers are often personal connections. Red flags here include customers not missing your product if it disappeared or inconsistent core features. The focus is on truly understanding your target market. → Stage 2 At this point, the product should drive growth, not your sales team. A churn rate above 20% or stagnant growth signals trouble. → Stage 3 (solid PMF)  If you have a significant number of customers, strong net revenue retention, and low churn rates, it indicates that your growth is on track. However, if your net revenue retention declines significantly, it may suggest retention issues that could hinder your ability to scale effectively. → Stage 4  If you have a substantial customer base, a strong sales conversion rate, and your earnings exceed your expenses, you’ve likely discovered a solid product-market fit. At every stage, remember the "4P" framework: Persona, Problem, Promise, Product. The key is continuous evolution—PMF is not static, and you need to keep fine-tuning as you scale. Anything you’d add? #ProductMarketFit #StartupSuccess #BusinessGrowth

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a lot of agencies stall at $1m-$2m in annual revenue. here's why. first, many many agencies start as just 1 person who is really good at the thing that they do. that could be building product, design, marketing, etc. they're so good that demand starts to outstrip their supply, aka their time. when that happens, they have two paths: 1. double / triple their prices or 2. build a team and teach them to do the thing that they do well. there are a few dynamics to consider here. - the person choosing path 1 will make a lot more money take home than the person choosing path 2 for years. probably until the person achieves 4x-5x in revenue scale. that's because path 2 is lower margin. you have to build out the team that does the thing. then you have to build out the ops and overhead that stitches it all together. this can be very discouraging, and it's often much easier to stop building the team and just go back to doing the thing yourself and raising prices on your time. - doing the thing is a vastly different skillset and job than building the team that does the thing. people who are really good at doing the thing, often really like doing the thing. what they don't like is incorporating a biz, building a back office, chasing down invoices, doing 1:1s, hiring, etc etc etc. a lot of people find that building an agency isn't fun and what they learn is that they'd rather do the thing that they like to do. some of these folks take the contractor-subcontractor approach where they then actively do the work and subcontract out some of the boring bits. this can work out very well and ultimately results in a setup akin to the solo contractor approach where you have high margins but your topline is capped by your time. - scaling the biz means developing a repeatable sales & marketing motion. this is where, particularly, e.g., product, design or eng agencies, get stuck because the whole basis for starting an agency came from a surplus of word of mouth biz. ie they got the biz by doing the thing well, and they don't have the skillset for scaling demand beyond that. the way i think about it is that this agency exists because it does great work. word of mouth is a proprietary channel for this agency. how do you scale complimentary proprietary, owned channels based on this agency's 'secret'. i believe that the 'mistake' that folks take when they try to scale is by going after nonproprietary channels, which turns their agency into a commodity biz. sales cycles are longer and more competitive for customers that you have to introduce yourself to. you become a hubspot agency partner and you compete just as 1 of N agencies. ultimately, what's important isn't scaling an agency beyond $X milestone, it's about building the biz you want, doing the work you want, supporting your family and all that good stuff. however, breaking out of this range makes cracking $10M+ in annual revenue a real possibility if that's what you want.

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There's a new growth strategy on the block. And I'm dubbing it "The U-Haul Playbook." It's when a founder moves to where their target market lives. Not everyone can do this. Few should. But the real takeaway is in understanding why this matters. Customer discovery is the most important activity for a startup founder who is in pre-market phase, MVP phase, or seed stage. Spoiler alert: the importance never ends, but the tactics can change as you grow. I wrote a bit about this trend and how to think about customer discovery in my latest beehiiv for Five Four!

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~50% more BFCM email revenue just by recognizing returning shoppers. DTC operators: picture this nightmare: → It’s 10am on Black Friday Morning → $600k sales goal for the day, and you’re behind → 1500 active users on your site → 250 of them are already in your Klaviyo → Your site only recognizes 125 → So you only send half the abandoned carts you should It sounds insane, but you could throw away ~50% of your email flow revenue this BFCM simply because you tech stack doesn’t know who is shopping on your website. Here’s how to solve this problem, plus 2 additional ways to squeeze more revenue out of email & SMS this year 👇 1. Recognize returning shoppers to trigger more abandonment flows 💥 Impact: 50% more abandonment revenue from email 💡 How its done: → Don't let cookie deprecation throw away revenue → Instead, identify 100% of returning visitors on your site with 1st party data → By doing so, you’ll send more AC and browse abandonment emails 2. Personalize your email capture, build your lists 💥 Impact: 3x your opt-in rate in the weeks leading to BFCM 💡How its done: → Build your email & SMS lists faster b/c your overlays know each individual person → Deliver a second overlay to high-intent shoppers 3. Optimize your repurchase experience 💥 Impact: 15% increase in repeat purchase rates 💡How its done: → Identify existing customers in your Klaviyo account who need a hint to buy again → Send personalized cross-sell emails based on past purchase behavior → Actually send subscription & replenishment reminders at the right time --- During BFCM 2023, 47% of all purchases were repeat purchasers. Can’t stress enough how critical it is to make sure your tech stack: - Knows who your customers are - Knows who is on your site

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A $50M DTC brand just imploded!! 🧨🔥 Here's why: Many DTC brands are imploding because they pushed for scale before they were ready. The more they grew their revenue, the higher the losses. This means they didn't understand their LTV:CAC ratio If you try to scale before your 12-month LTV:CAC ratio is positive, you will dig a hole, and the faster you try to grow, the deeper the hole. The only exception for considering a longer than 12-month lifetime is being VC-backed. BTW, in DTC businesses, we use lifetime gross profit instead of lifetime net revenue. That would be 12mo customer revenue minus cogs and shipping. BTW #2, you can get the lifetime net revenue data for free using the cohort analysis report on Shopify.

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I just spotted a CRO issue on River Island's product page: (& it's potentially costing them 2.1% in revenue) The problem? Multiple product images with no easy way to navigate between them. 😱 (based on similar A/B tests from our database) Here's how River Island can solve this: → Add an image slider below the main image → Include thumbnails for quick preview and navigation By implementing these changes, River Island can: ✅ Allow customers to preview all images at once ✅ Enable faster and more thorough product exploration ✅ Make every product image easily accessible The result? A more user-friendly product page that could recover that 2.1% in lost revenue. 📈 The easier it is for customers to see all angles of your product, the more likely they are to make a purchase. Don't let this opportunity slip away, River Island! -- Save this post to implement for your brand Follow Samuel Hess for more quick CRO tips like this one! 🚀

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Figma didn’t generate any revenue from 2012 to 2016. Now they’re hitting $600M in ARR with an NDR > 150%. Despite their $20Bn deal with Adobe falling through, their growth trajectory remains strong. How? They have a solid GTM strategy 👇 🔸 𝗟𝗲𝘀𝘀𝗼𝗻 𝟭: 𝗗𝗼𝗻'𝘁 𝘁𝗿𝘆 𝘁𝗼 𝗯𝗲 𝗲𝘃𝗲𝗿𝘆𝘁𝗵𝗶𝗻𝗴 𝗳𝗼𝗿 𝗲𝘃𝗲𝗿𝘆𝗼𝗻𝗲 𝗳𝗿𝗼𝗺 𝘁𝗵𝗲 𝘀𝘁𝗮𝗿𝘁. Figma focused on a niche segment – designers. Building their product around common problems like lack of collaboration and accessibility. They made design accessible for everyone without software and made real-time collaboration possible. 🔸 𝗟𝗲𝘀𝘀𝗼𝗻 𝟮: 𝗦𝗼𝗹𝘃𝗲 𝗼𝗻𝗲 𝗽𝗿𝗼𝗯𝗹𝗲𝗺 𝘄𝗲𝗹𝗹, 𝘁𝗵𝗲𝗻 𝗲𝘅𝗽𝗮𝗻𝗱. Figma focused on one critical problem first – design collaboration. They drilled down on creating the best solution in the market, then expanded to adjacent problems. 🔸 𝐋𝐞𝐬𝐬𝐨𝐧 𝟑: 𝐈𝐧𝐭𝐞𝐠𝐫𝐚𝐭𝐞 𝐰𝐢𝐭𝐡 𝐭𝐨𝐨𝐥𝐬 𝐲𝐨𝐮𝐫 𝐭𝐚𝐫𝐠𝐞𝐭 𝐚𝐮𝐝𝐢𝐞𝐧𝐜𝐞 𝐚𝐥𝐫𝐞𝐚𝐝𝐲 𝐥𝐨𝐯𝐞𝐬. Figma knew their market well; they knew that most of their users were using platforms like Slack for communication. By integrating with Slack, they made it even easier to collaborate, adopt, and incorporate Figma into their workflow, accelerating growth and stickiness. 🔸 𝗟𝗲𝘀𝘀𝗼𝗻 𝟰: 𝗘𝗺𝗯𝗿𝗮𝗰𝗲 𝗽𝗿𝗼𝗱𝘂𝗰𝘁-𝗹𝗲𝗱 𝗴𝗿𝗼𝘄𝘁𝗵 (𝗣𝗟𝗚). To build the best product, everyone has to be involved in customer support. This enabled them to get feedback and iterate quickly, creating a powerful feedback loop. They also nailed pricing; they offered different products at each tier, drilling down on the needs of each segment. 🔸 𝗟𝗲𝘀𝘀𝗼𝗻 𝟱: 𝗕𝘂𝗶𝗹𝗱 𝗮 𝗺𝗼𝗮𝘁. Don't just build a tool; build an ecosystem. They don't want to be known just as a design tool; they want to be known as "all things design," so they expanded their focus from just designers to the whole team. As more people used it, it created a self-reinforcing loop of adoption. They're also expanding their functionalities by acquiring companies like Dynaboard to expand their ecosystem. Takeaway? You can run 5 years without revenue... Your major deal might fall through... But if you have a solid strategy, you’ll be fine. Just take it from Figma. Jaryd Hermann and Aakash Gupta have great case studies about this! Want to scale your startup? Let's plan it ➡️ bit.ly/4aTjptW #Startups #Innovation #Strategy #Success

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Hot take: marketers often get worse over time Everyone in crypto is looking for a mid-level marketer right now Honestly they're probably just being stingy with budget, but there's actually a compelling case for why this is a good strategy As you get more senior, your knowledge of marketing worsens. That's because senior leaders often move out of operator roles and start managing in-house teams or agencies. They have deep experience with the fundamentals, a track record of great success stories, and can manage a sophisticated growth engine. But when you're not operating, you're no longer practicing the craft of marketing. Gary Vaynerchuk explains it best: "the second you take your hand off the wheel, you become a worse driver" It's those daily iterations, experiments, and new channels that drive the best marketers and creators to succeed against the odds. That's how you become and remain a fantastic marketer. So when it comes to hiring, particularly for early stage, 0 to 1 crypto projects. You want someone whose hand is ON THE WHEEL. 24/7. That tends to be junior and mid-level marketers. Look no further than "intern" accounts. The entire meta is shaped around the idea of a young person creating the type of content that they'd want to share with their friends. Unhinged. Unfiltered. Controversial. Whatever drives views. They have no preconceptions of "how things should be done" & instead base their marketing assumptions on what they see working today. Mid-levels are the perfect synthesis of an unhinged junior and a senior marketer that's had success but is no longer playing the game. They've been developing their craft for a few years and still practicing it. So if you're further along the bell curve, don't worry, just take this as a reminder to seize every opportunity and never stop practicing the craft!

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👩‍🔬 Ayble Health is building an end-to-end care platform for digestive health, utilizing technology like predictive AI to help more than 70M Americans who live with gut discomfort. 👨‍🔬 It's W6 / Q2 / 2024 & this week in our MGMT Boston startup series we’ve got Ayble Health, a Seed stage healthtech startup building a platform for digestive health, increasing access to nutrition and behavioral therapy for millions who live with gut discomfort to make care better, faster, and more personalized. Sam Jactel had a problem. He had lived with IBD (Inflammatory Bowel Disease) for 10 years. It even runs in his family. Lucky enough to have the privilege of incredible access to care, he was treated at Harvard training hospitals like Brigham & Women’s. But Sam never got the help he needed to use nutrition and psychology as tools to tackle his condition. He would go to the doctor, take drugs, and was still sick. In and out of the hospital with flare ups frustrated by this Grand Canyon wide gap in care. Who was treating the whole patient? And where? There are not enough GI dieticians or psychologists to treat patients. Up to 40% of Americans' daily lives are being disrupted by digestive troubles and some 70M Americans suffer from GI diseases. There are 150 licensed GI psychologists nationwide... By comparison, it would be harder to get into ANY Ivy League university than see a GI psychologist. Like, 1000x harder to see a GI psychologist than get into Harvard statistically speaking. Are you starting to see the problem? What started as an Excel spreadsheet has now been transformed into an end-to-end care platform built to scale access to specialized nutrition and psychology therapy and make GI therapy better, faster, and more personalized. Using advanced nutrition techniques, powered by AI, their team helps patients find and remove trigger foods to live better lives. Their core differentiator? This stuff works. After years doing research backed by 14 clinical studies, they’re going commercial. The proof is in the 💩 , I mean pudding. 2023 was a critical year of validation as their first year “out in the wild”. They’re already working with multiple large state based health plans, 75% of the Top 10 academic medical centers in the country, and several F500 type employers. Next year they hope to widen access to 10s of millions. Sam & the team are hiring across the board, investing in core platform differentiators and wanting to be in every conversation related to GI with the patient at the center. Operators to Know: -Susan Aman, Director of Engineering -Lance Laughlin, Senior Software Engineer -Stefania Patinella, M.A., NBC-HWC, Founding Health Coach -Jessica Russo, Director of Customer Success & Partnerships If you're interested in learning more, including the key roles Ayble is hiring for, the full post is linked in the comments! And sign up for the newsletter to see who we bring you next week, will you?? #bostontech #startups #healthtech

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I might get torched for this...but brands making < $1M should NEVER work with agencies. Let’s assume you’re hitting these numbers: - $60,000 / month in revenue - $15,000 / month in paid media That’s a MER of 25%, which is pretty good. Now, what if you pay an agency $7,500 / month to manage the paid media? Your MER immediately goes from 25% to 38%. I don’t care how good the agency is. They won’t be able to make up the difference with that level of spend. And you won't actually learn how to sell your product (most important skill). If you’re a 6-figure DTC brand, I beg you. DON'T HIRE AN AGENCY. Instead, take these 3 critical steps to grow from 6 to 7 figures in 2024: 1. Work with a consultant for ~$1,500 / month This person needs to have climbed the mountain before. They should help in these ways: - Run a co-brainstorm to generate a roadmap with 100+ ideas - Recommend a specific account structure - Provide growth support with 1x - 2x calls / month 2. Get a growth toolkit The consultant should be able to provide a toolkit, with things like: - Script templates - Creative research templates - Creative framework library - Concept library + Foreplay boards - Hook library - Landing page & advertorial library - Figma templates - AI Creative Strategist 3. Onboard talent & platforms A good consultant should be able to: - Intro you to the 5 best creators for your brand - Pre-negotiate the price with those creators - Intro you to 1 offshore video editor - Intro you to 1 offshore designer - Get you set up with access to publisher sites to write your own advertorials - Provide whitelisting access to creators and publisher pages The tools within DTC have gotten so much better over the last 2 years. I run an agency, but I don’t see the value of an agency providing execution for a brand making less than $1M / year. Or even $2.5M / year, honestly. TLDR: 1. Work with a consultant, not an agency 2. Get your growth toolkit 3. Onboard talent & platforms Then hustle your way to 7-figures. You'll grow much faster than outsourcing the hustle to an agency.

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Want to know if a dev agency is truly on your side? See if they push back. A lot of agencies just chase billable hours, agreeing to every tech need without question. But the best agencies focus on building something meaningful— products that people love and client partnerships they’re proud of. They don’t just say “yes” to every feature request. They ask tough questions, challenge assumptions, and keep the dialogue going. They want clients to win because successful clients become their best sales reps.

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Monkeys on pedestals! 🐒🔥 One of my favorite frameworks for quickly assessing the viability of any project - whether it’s launching a new product, starting a company, or testing a go-to-market motion - is Monkeys on Pedestals. I first came across it through Annie Duke, who learned it from Astro Teller (CEO of X, Google’s innovation hub), and it’s a concept I regularly share with founders I work with. Here’s how it works: Imagine you’re trying to teach a monkey to juggle flaming torches while standing on a pedestal in the town square. Two tasks compete for your time and resources: 1️⃣ Training the monkey. 2️⃣ Building the pedestal. Now ask yourself, what’s the hard part? Spoiler: it’s not the pedestal. The bottleneck - the critical challenge - is getting the monkey to juggle. Building the pedestal might feel like progress, but it’s irrelevant if you can’t solve the monkey problem first. This framework tells us to tackle the hardest, most uncertain task first. If the monkey can’t juggle, the project stops there, saving you time, money, and effort. It’s the opposite of the “low-hanging fruit” mindset. Tackling low-hanging fruit often feels good - it’s familiar and easy - but it offers the illusion of progress, not actual results. Pedestal building is just busywork if you can’t solve for the monkey. So next time you’re evaluating an idea or project, remember: Always tackle the monkey first! 🐒 😉 #monkeyfirst #startups #gtm #annieduke

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"We turned $5k into $1M in ad revenue in just 30 days!" ...said no legitimate agency, ever. We've fielded several conversations lately from DTC startups with massive growth expectations and disproportionately low budgets. We've had to have "the talk" about why that's a recipe for disappointment. First, paid media shouldn't be the initial focus for new brands. It's a powerful growth lever, but it's most effective when you've already laid the appropriate foundation with email, automations, etc., and have some organic momentum. Second, building brand awareness and driving immediate ROAS are not the same thing. These are different goals with distinct campaign strategies, creative executions... and budgets. In many categories like apparel, you can't skip the first step and race to the bottom. Third, you need to budget for sustained ad spend to get the flywheel spinning. You can't realistically expect this month's sales to fuel next month's campaigns. It takes time and budget to build up data for both humans and machines to optimize. If you're trying to bootstrap with just a few thousand dollars a month, PPC might not be the best use of your resources. Instead, explore digital PR, content marketing, social media, or affiliate programs. Here's the hard truth: building a brand takes time and sustained investment. There's no magic bullet that will guarantee you'll go viral or 10x your revenue in 30 days. Anyone promising that is selling snake oil. If you're a newer brand considering initial paid media investment and need a realistic conversation about what it really takes, reach out to me and I can help. #MediaStrategy #DigitalMarketing #DigitalAdvertising #MediaBuying

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The reason most $1M DTC agencies are stuck isn’t their SOPs, their teams or even their client base. And it’s not because founders are buried in the day-to-day. It's because they aren’t thinking strategically enough or pushing aggressively toward the kind of growth that breaks past the $1M plateau. It's not the SOPs or the ability to read P&L that’ll solve your growth problems. It's vision and more importantly, the balls to actually go after it without playing it safe. Incremental growth feels comfortable and that’s where many founders get stuck. They think growth has to be some steady, predictable process. In fact, it’s often messy, bold and requires big, uncomfortable moves. Here’s what keeps you back mentally: - Failed growth attempts - Partnerships that didn’t pan out - Cash flow challenges - Team turnover But I bet if you sat down with someone and actually analysed them, you’d find those "failures" are really untapped opportunities disguised as setbacks. The problem isn’t that these things happened. It’s that you’re letting them dictate your next move, instead of leveraging them to go after what you really want. The $1M bottleneck is both psychological and operational. It’s the difference between leading your business versus running it.

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🔮 What's the future of developer platforms? ☠ Or the death knell for open core companies? Get the answers (and more) from Ethan Kurzweil; longtime partner at Bessemer Venture Partners and soon-to-be founder of a new, early stage venture firm. In his time at Bessemer Ethan invested in Launchdarkly, Twilio, PagerDuty, Intercom, Twitch, SendGrid, HashiCorp and npm. He's seen it all, you won't want to miss his takes on what's next and what isn't going to work. I'm sharing our closing lightning round questions here, but the full interview (which is much juicer) can be found at calyx.substack.com. ⚡Lightning round questions!⚡ *What's the developer platform that you respect most?* 🔶 Zapier. It's the ultimate democratizer of development for 4,000 different esoteric use cases and some not so esoteric use cases. And they built it in a way to allow anyone to use it. *Who is a developer GTM leader you respect?* 👨 Adam FitzGerald at HashiCorp. Disclaimer - he’s a Bessemer operating advisor. He is the best thinker to help companies structure developer evangelism programs at scale. *Unpopular opinion re: dev tools?*  💼 That a lot of dev tools shouldn't be businesses. Many should be free or part of a larger developer platform offering. The difference between tool and platform can make a big difference as to whether you have a sustainable business. *How do you feel like you’re able to uniquely work with developer-first companies?* ⚾ I’ll keep it to one for the lightning round: I’ve gotten lots of experience with false signals. If you’re a founder working on a startup sometimes you’ll respond to a false signal and it’s hard to go back and unwind those choices—we have lots of experience with developer platforms and can help founders avoid those pitfalls. Disclaimer: Ethan would never use emojis like this. He actually...doesn't use emojis!? I've just added them in an attempt to improve readability on LinkedIn... enjoy!

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TWO OR THREE-STEPPING TO SERIES A A lot of software founders are still trying to raise a $4-5M seed round from a pre-revenue standpoint to get to Series A. I get that we all want more buffer nowadays but it's also a harder calculus to go from pre-monetization, to early customers, to giving yourself enough sales cycle time in order to hit $1-2M ARR proxy for a strong A. Which is why inevitably, more founders end up having to raise messy extensions/bridges/Seed II or whatever you want to call them. So my advice is that IF you have the luxury of starting a company today, PLAN AHEAD. Even prior to even raising your first angel round. Break up your path to Series A into 2 or 3 tranches of mission-driven capital. Each tranche has a clear goal that you can rally your team and investors around. For example: First tranche to build the product and get early design partners. Second tranche to get to $300K of ARR. Third tranche to get to Series A. This will help support higher operating discipline and awareness. Incremental purchasing and hiring decisions will instantaneously shorten your runway in a way that a larger $5 million seed round obfuscates. And you'll be motivated to find GTM efficiency faster in the journey. Great habits for long term success. For context, Peter Walker of Carta recently sent an update on the arduous path from Seed to Series A. The survival rate is about 1/2 of what it used to be: "Something like 20-24% of startups that raised a seed round would graduate to their Series A in 24 months or less. For companies that raised their seeds in H1 2022, only 13% have made it to Series A across the 6 industries in the chart."

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We wasted $47,542 on “proven” creative concepts. The dirty little secret in DTC is that every agency and brand is operating off the same Figma board… Across 3 different ad accounts, we tested over 100 different versions of these Proven Creatives: → Us Vs. Them → Airdrop → Before / After → Quote Overlay → Ingredients Callout → iCloud Notes → 3 Reasons Why → GRWM The collective Proven Creative ROAS was ~20% worse than wildly different ideas that we tested: → Staged organic moment videos → 2-minute TikTok-style review → Founder story video → Real customer testimonial with zero edits → Midjourney-generated AI videos → Gatekeeper “they don’t want you to know about this” ads → Ugly memes → Head-to-head video challenge You know how I noticed this without wasting even more money? Aggregate creative reporting (we use Motion (Creative Analytics)). Outdated process: “This single ad is working, let’s make more like it” Instead, analyze the performance of buckets of ads in aggregate. Using naming conventions, tag each ad with the elements that contribute to its success (or failure) I typically use: → Product → Message → Creative Bucket → Creative Type → Landing Page → Offer Sample naming convention: Nike Air VaporMax — Summer Running — Proven Template — Studio Static — PDP — 15% Off — 05.07.24 Then compare the performance of different groups of ads. → Define the groups using the words from the naming convention → Use filters to ensure a level playing field (don’t compare Prospecting + ASC together) A comparison report of Creative Buckets made it obvious that Proven Templates were performing worse than Unique Ideas. --- The world of DTC is an echo chamber with minimal secrets. → People brag about their wins → Everybody starts copying each other → The “winning” strategy saturates and stops working Use this 3-step process to stay ahead: 1. Build aggregate-style reporting systems 2. Stay on the bleeding edge by only listening to experts 3. Be nimble and find creative wins before they saturate That's how you win. --- P.S. If you want to stay ahead of problems like this, highly recommend that you attend Motion's Make Ads That Convert event. → https://lnkd.in/eAKpz8dh Speaker line-up: Mirella Crespi Jess Bachman Savannah Sanchez Dara Denney I'll be there, along with my entire CS team.

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