DTC Podcast Ep 566: What to Fix First: Growth Metrics Every 7-Figure Brand Needs to Track with Sarah Carusona
Dec 8, 2025
In this episode, Sarah Carusona, founder of BA Commerce and a growth operator, shares insights on scaling ecommerce brands. She discusses the limitations of fractional CMOs and introduces her unique growth operator model. Key metrics like contribution margin and LTV are highlighted as crucial for brand evaluations. Sarah also reveals her tiered influencer program that ties pay to performance, emphasizing the importance of organic content in driving growth. Tune in for fresh strategies to streamline your brand's growth journey!
AI Snips
Chapters
Transcript
Episode notes
Deploy Operators Not Titles
- Insert trained growth operators into brands to own strategy and execution day-to-day.
- Design org charts, manage teams, and offer 30-day opt-outs to reduce hiring risk and enable transitions.
Work Back From Contribution Margin
- Start by auditing the P&L to set acquisition spend limits from contribution margin and LTV.
- Work backward to channel ROAS and spend targets based on AMER and cohort LTVs.
Bigger Creative Swings Win
- Creative diversity trumps micro-iterations; many small variations waste budget.
- Make bolder persona swings to reach net-new audiences instead of tiny A/B tweaks.