Shows
SAAS OperatorsE32: Behind the Scenes at KnoIn this episode of the SaaS Operators Podcast, we sat down with Bar Bruhis, Kno’s General Manager, to look at how actual operators today are stepping in when a founder stops running the day to day but stays in the driver's seat. We talk about how accountability increases when the founder steps back, how and why Bar specifically is pushing execution while Jeremiah maintains the long-term vision.Bar breaks down why innovation slowed at Kno, how shiny-object syndrome sneaks into robust SaaS products, and how being part of a public company portfolio creates a completely different in...
2025-11-1751 min
Don't VLOOKUP#27 - Wyatt Lowe, VP of Growth @MaryRuth OrganicsWyatt Lowe, VP of Growth at MaryRuth Organics, unpacks how to build a high-output, omni-channel growth engine. From revamping media mix models to measuring the halo effect of TikTok and Meta on retail, Wyatt shares the data-first tactics fueling their nine-figure brand.
2025-08-0141 minDon't VLOOKUP#26 - Kristin Swarek, CFO/COO @ Caden LaneKristin Swarek, CFO and COO of Caden Lane, shares how she bridges finance, operations, and marketing to build a profitable and scalable DTC brand. From leveraging contribution margin to inform marketing decisions to ensuring operational efficiency at scale, Kristin offers a unique perspective on running a nine-figure eCommerce business.
2025-02-1237 minDon't VLOOKUP#25 - Steph Liu , CEO @ Levitate FoundrySteph Liu, founder and CEO of Levitate Foundry, shares how she built the largest female-founded Shopify Plus agency in North America. She breaks down performance marketing trends, TikTok Shop strategies, and why profitability is the most critical North Star for brands today.
2025-02-0528 minDon't VLOOKUP#24 - Ankur Goyal, VP Growth @ CoterieAnkur Goyal, VP of Growth at Coterie, discusses scaling a high-retention subscription business, optimizing customer acquisition through data-driven insights, and refining messaging to drive brand awareness and long-term customer value.
2025-02-0535 minDon't VLOOKUP#23 - Christina Oyler, VP eCommerce @ Hero BreadChristina Blaisdell Oyler, GM of DTC and VP of eCommerce at Hero Bread, shares insights on scaling a CPG brand, navigating direct-to-consumer growth, and using data to refine branding, pricing, and retail expansion strategies
2025-02-0533 minDon't VLOOKUP#22 - Ovadia Labaton, Co-Founder @The Perfect JeanOvadia tells the truth, the whole truth, and nothing but the truth on how to run a profitable DTC business from the get go. From a clever working capital setup with their suppliers to free up operating cash to setting ROAS targets through well calculated unit economics down to contribution margin, Ovadia and team have been able to scale TPJ to a much larger opportunity than they even expected. All the while keeping the brand lighthearted and staying away from mass opinions in the DTC twitter fray.
2024-07-1443 minDon't VLOOKUP#21 - Taylor Straley, VP of eCommerce at DECKEDTaylor talks to Bar and Will about how she went from healthcare to selling truck beds, AI's role in Walled Garden advertising, how to excel in eComm without sales or discounting, and so much more...
2024-07-0437 minDon't VLOOKUP#20 - Calvin Lammers, SVP Digital, NecessaireBefore CommerceNext week, Teddy talks to Calvin Lammers about organizing omnichannel data, the role of creators in the personal care space, and how KPIs evolve as you invest in retail.
2024-06-1823 minDon't VLOOKUP#19 - Sarah Carusona, former Director of eCommerce, OluKaiSarah sat down with Will and Teddy to talk about how DTC brands can build confidence in testing TV, how to measure media mix without a tool, and more.
2024-06-0632 minDon't VLOOKUP#18 - David Baker, Chief Digital Officer @ Beekman 1802David Baker sits down with us to talk about how his start in politics led him down the path of the digital ecosystem, the differences in maturity for enterprise omnichannel brands vs. DTC brands, and how the 2024 election year impacts the ads market.
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2024-05-2734 minDon't VLOOKUP#17 - Sam Coxe CEO @ FlausWe sit down with first-time founder, Sam Cox to chat through her journey from pre-launch, to raising capital and most recently being featured on Shark Tanks Season 15 finale. Some highlights:
7:05 - Bulletproof de-risk launch strategy so you don't lose all your money
17:07 price testing and how to use psychology to drive higher pricing.
19:49 how to drive higher subscription rates by decreasing the subscription quantity
22:17 how to leverage surveys to learn from your customers and drive product adoption
...
2024-05-0738 minDon't VLOOKUP#16 - Simon Wool, Fractional CMO @ Wool VenturesSimon Wool sits down with us LIVE at DTSki Aspen to talk about his experience as a Fractional CMO for eCommerce brands.
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2024-04-2531 minDon't VLOOKUP#15 - Connor Dault VP of Growth @ CarawayConnor Dault sits down with us to talk about how Caraway’s growth team is leaning in to (or moving around) the latest trends in the industry.
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2024-04-1029 minDon't VLOOKUP#14 - Joe Falcao, former CFO @ThrasioWe sit down with Joe to chat about how the finance functions helps to build operational efficiency and scale within organizations ranging from $50M - $2 billion in sales.
Subscribe to https://dontvlookup.beehiiv.com/ to read more about our featured guests.
2024-04-0233 minDon't VLOOKUP#13 - Audrey Cao, Head of Marketing @ The WooblesHow many former management consultants do you know went to business school (many actually), but then ended up at a hyper-growth crochet kits for beginners eComm brand (rare, very rare).
24/7 finance and consulting people this one is a treat as Audrey Cao, Head of Marketing @ The Woobles, highlights the freedoms of working in a startup culture that can also still be extremely growth and data-driven.
Yet Audrey hasn’t lost her consulting roots as she provides some very tactical advice around survey design that directly leads to customer actions and tangible ROI.
2024-03-1433 minDon't VLOOKUP#12 - Jon Snow - CEO of Snow AgencyWe sit down with Jon to chat about all things TikTok Shops, how practicing medicine and e-commerce are actually very similar and common pitfalls he sees amongst brands
2024-03-0729 minDon't VLOOKUP#11 - Cherene Aubert, VP Digital & eComm @ ILIA BeautyWill and Teddy sat down with Cherene to discuss how her past career stops have informed her current leadership approach at ILIA Beauty, as well as the skills and traits she looks for in great eComm operators.
2024-02-2929 minDon't VLOOKUP#10- Celina Wong, CEO @ Data CultureCelina Wong is the current CEO of data consultancy Data Culture, and previously the Head of Data for 3 consumer startups, 2 of which were acquired, including TULA Skincare by P&G. She discusses how to build high-performing data teams & cultures, including breaking down the barriers between various functions.
2024-02-2036 minDon't VLOOKUP#9 - Connor Rolain, Growth @ HexcladWe dive into the exact financial framework and reporting Connor uses to scale Hexclad into a 9-figure buisness.
2024-02-1524 minDon't VLOOKUP#8 - Mike De Santis | Canopy & Doris DevMike tells us how the Canopy team's mastery of quantitative and qualitative data analysis led to "not just another" humidifier, and chats through putting data at the heart of product design
2024-02-0848 minDon't VLOOKUPDon Pawlowski, VP of Engineering & Digital Product @ Sundays for DogsDon Pawlowski is the VP of Engineering & Digital Product for Sundays for Dogs, a hyper-growth human-grade dog food business. In this edition of Don't V*LOOKUP, he tells us how an agile digital product team serves as a competitive advantage.
2024-01-2533 minDon't VLOOKUPBen Dutter, CSO @Power Digital MarketingBen sat down with us to chat about how marketers can team up with P&L-minded peers to better optimize their marketing efforts, and so much more.
2024-01-2226 minDon't VLOOKUPKyle Turadek, Growth @ BYLT BasicsKyle joins the Don't V*LOOKUP crew to discuss a range of alternative channels that have been critical to BYLT Basics' top-of-funnel growth and pathway to new, high-LTV customers.
2024-01-2221 minDon't VLOOKUPZoe Kahn, CX & Retention @ChompsHow SMS became a core channel for @Chomps and tips from Zoe Kahn on overcoming data literacy hurdles.
2024-01-2227 minDon't VLOOKUPHans Harris, Growth @BruMateHow Brumate leverages Meta's GeoLift tool to test the effectiveness of frequency and reach campaigns across online and offline sales channels.
2024-01-2226 minDon't VLOOKUPMike Mallazzo of Forum Brands & BrandableWhat is a Wall Street word doing in eComm? Mike Mallazzo of Forum Brands tells us how it may be a DTC operator's next unlock.
2024-01-2236 min
Don't VLOOKUPStephen Racano @ GeologieStephen Racano is the Head of Growth at Geologie, a personalized skin, hair & body care brand. In this edition of Don't V*LOOKUP, he tells us why data accuracy and integrity is at the heart of making good decisions to grow an eComm business.
2024-01-0435 min