DTC Podcast Ep 546: How Pilothouse’s Strategy Team Transformed Ad Accounts & Grew Audiences
Sep 26, 2025
Uncover the secrets to DTC brand growth as Abby and Henry share how to shift strategy from simple optimizations to deeper audience understanding. Learn why knowing customer lifetime value can redefine your approach and help abandon ineffective tactics. Discover how to build persona-driven top-of-funnel creative and the importance of integrating insights across channels. They emphasize that effective strategy demands thorough audience research, moving beyond past wins to meet today’s challenges.
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2020 Was Easy Mode, Now Strategy Matters
- The DTC growth environment shifted from "easy mode" in 2020 to "hard mode" now, requiring smarter strategy over raw velocity.
- Pilothouse strategists allocate limited resources to high-impact opportunities instead of repeating past winners.
Own Strategy And Execution End‑To‑End
- Integrate strategy across channels and own the execution, not just hand off to media buyers or account managers.
- Analyze the full e-commerce funnel from ads to email to find growth or profitability levers.
Shifting From 65+ To Young Moms
- A client’s Meta placements skewed to ages 65+ due to pixel optimization, but the product fit younger moms better.
- Pilothouse refocused creative and targeting to 35–44, boosting Q4 revenue and shifting highest spend away from 65+.
