Operators
Four ecommerce titans, known as the 'Operators,' share the secrets from an exclusive text group that supposedly holds the keys to immense success in the industry. The group was previously rumored to require nine figures in revenue for entry. The podcast leaks these insights to help a broader audience achieve similar success.
Episodes
100% Growth for 8 Years: IQBAR’s Will Nitze & Jess Greenwood
Operators Titans is brought to you by AppLovin. Get access to the Operators channel expansion playbook, online masterclass, and up to $5k in ad credits here: https://www.9operators.com/paid-growth Or, skip the waitlist and launch your AppLovin ads today with our Operators-exclusive link: https://9ops.co/applovin-referral“You are not trying if you’re not getting sued.” How did IQBAR go from a $90k
Opening Retail Stores vs. Going Wholesale: What the Numbers Say
Should you open your own stores, or let the big retailers do the heavy lifting? Curtis Matsko (CEO, Portland Leather Goods), Matt Bertulli (CEO, Pela Case & Lomi), and Mike Beckham (CEO, Simple Modern) go head to head on one of the biggest channel decisions a consumer brand will face. Curtis went from a spite-signed lease to 16 owned stores, while Mike turned a $9 million Sam’s Club bet into 1
Our 2026 Ecommerce Audit: Wins, Mistakes, Lessons & What’s Next
“Whoever can spend the most money is going to win.” Sean Frank (CEO, Ridge), Matt Bertulli (CEO, Pela Case & Lomi), Jason Panzer (President, HexClad), and Mike Beckham (CEO, Simple Modern) audit the first half of 2026. The focus is a sound ecommerce growth strategy for Q3 and Q4. No guests, no fluff. Just what worked, what blew up, and where they’re placing their bets. Amazon leads the conver
How a $1.5B Pet Brand Wins at Ecommerce Marketing: Whisker’s CEO
Operators Titans is brought to you by AppLovin. Get access to the Operators channel expansion playbook, online masterclass, and up to $5k in ad credits here: https://www.9operators.com/paid-growth Or, skip the waitlist and launch your AppLovin ads today with our Operators-exclusive link: https://applovin.com/9operators “We built our iPhone before we built our Apple.” How do you scale a hardware br
How Ridge’s Annual Revenue Hit +$250M & Sean Became a Dad
What does Ridge’s annual revenue growth 2025–2026 look like when you launch three new categories at once? Sean Frank (CEO, Ridge) joins Matt Bertulli (CEO, Pela Case & Lomi) and Mike Beckham (CEO, Simple Modern) to get into what it looks like when a founder goes all-in on ecommerce product expansion while navigating new fatherhood, a tough M&A market, and a company that had to reinvent its
How to Pick a 3PL Without Getting Burned: Red Flags, Green Flags
Is owning your own warehouse worth the headache? Or is it a siren song that will slow your growth? Matt Bertulli (CEO, Pela Case and Lomi), Mike Beckham (CEO, Simple Modern), and Curtis Matsko (CEO, Portland Leather Goods) dig into two of the most expensive decisions in ecommerce. Should you own your warehouse or outsource fulfillment to a 3PL? Can a founder ever truly step back from the company t
From $10K Losses a Day to an L Catterton Deal: Zach Stuck’s Full Story
Operators Titans is brought to you by AppLovin. Get access to the Operators channel expansion playbook, online masterclass, and up to $5k in ad credits here: https://www.9operators.com/paid-growth Or, skip the waitlist and launch your AppLovin ads today with our Operators-exclusive link: https://axon.ai/en/9operators “We’ve never had anyone do four deals in 60 days.” How do you build two nine-figu
How Incrementality Cuts Waste + What and Where to Test in Ecommerce
Is your incrementality testing giving you accurate data or are you burning budget on a broken signal? Austin Harrison (CEO, Northbeam) joins Sean Frank (CEO, Ridge) and Katy Mimari (CEO, Caden Lane) to challenge the most repeated advice in ecommerce measurement: that longer tests are always better, holdouts are interchangeable, and incrementality alone is enough to make media decisions. They break
How Ecommerce CEOs Actually Pay Themselves (Real Answers)
“The obtaining of money is a lot easier than stewarding that money well.” Sean Frank (CEO, Ridge), Mike Beckham (CEO, Simple Modern), and Matt Bertulli (CEO, Pela Case & Lomi) dig into one of the most-requested topics from listeners: how do owner-operators pay themselves? And what should they be aiming for? The hosts walkthrough salary benchmarks, distribution strategies, and the honest math b
How Tim Doyle Built Eucalyptus to $450M in ARR & Sold It for $1.15B
Operators Titans is brought to you by AppLovin. Get access to the Operators channel expansion playbook, online masterclass, and up to $5k in ad credits here: https://www.9operators.com/paid-growth Or, skip the waitlist and launch your AppLovin ads today with our Operators-exclusive link: https://applovin.com/9operators How do you build a DTC telehealth platform from scratch and play the long game
How to Hire the 5 Ecommerce Roles That Will Make or Break Your Brand
“The right person does nothing but print money.” Sean Frank, Matt Bertulli, Curtis Matsko, and Katy Mimari get into a heated debate on the hardest roles to hire in ecommerce. Nobody agrees. And that’s exactly the point. The conversation tears through five make-or-break positions: (1) head of product, (2) head of growth, (3) head of Amazon, (4) creative strategist, and (5) head of influencer. Along
Trends Shaping Health & Wellness in Ecommerce: GLP-1s & Beyond
What happens in ecommerce when obesity is cured? Sean Frank (CEO of Ridge) and Matt Bertulli (CEO of Pela Case x Lomi) dig into one of the biggest health-and-wellness trends they’ve seen in their careers: the GLP-1 wave and how it’s rewiring consumers. They cover who’s about to get crushed and who’s sitting on a gold mine. From the collapse of plus-size apparel and the slow death of junk food to
Ecommerce Founder’s Guide to Owning Your Manufacturing & Factory
Could one bad supplier decision bring your entire ecommerce brand down? Curtis Matsko (CEO, Portland Leather Goods) joins hosts Matt Bertulli (CEO, Pela Case & Lomi) and Mike Beckham (CEO, Simple Modern) to pull back the curtain on one of the most misunderstood decisions in consumer goods: vertical integration. Curtis built North America’s largest leather bag manufacturer in Mexico not by gran
New Product Launch Playbook Behind 9-Figure Ecommerce Brands
“Marketing’s job gets a lot easier when they have new products to sell.” Curtis Matsko (CEO, Portland Leather Goods) and Katy Mimari (CEO, Caden Lane) join Matt Bertulli (CEO, Pela Case and Lomi) to tackle one of our most requested topics. How to create and launch new ecommerce products. Each host brings a unique perspective. Curtis runs a 280k square-foot production facility and releases fresh pr
How Ecommerce Brands Can Fund Growth: Winning DTC Math
What happens when your bank promises you $20 million, strings you along for a year, and then rips it all away the same week you need it most? Sean Frank (CEO, Ridge) and Matt Bertulli (CEO, Pela Case & Lomi) sit down with Curtis Matsko (CEO, Portland Leather Goods) for a raw conversation about how ecommerce brands fund growth. Curtis shares one of the most gut-punch founder stories in Operat
Mike’s Story, From Yeti Knockoff to Building New Brands
What do you do when you’ve already won, and still can’t stop building? Sean Frank and Matthew Bertulli sit down with Mike Beckham, (CEO of Simple Modern and Simple Ventures), to unpack what happens after you climb the mountain. Mike shares how Simple Modern grew from a bootstrapped “Yeti knockoff” to nearly $200M in annual revenue, paid off all its debt, and suddenly found itself generating more
Billions in Ecommerce Deals & How to Build a Brand Worth Buying
Special episode on what billions in recent ecommerce exits, raises, and M&A mean for your brand. Curtis Matsko (CEO, Portland Leather Goods) joins hosts Matt Bertulli (CEO, Pela Case & Lomi) and Mike Beckham (CEO, Simple Modern) to dig into the wave of consumer deals. They debate whether strategic buyers and PE firms are truly back, why physical consumer brands are suddenly looking like th
Marketer to President: Posh Peanuts’ Jenna Habayeb on Growth & Data
“If you become really good at harnessing that data, AI can let you not only predict the future, but create it.” Jenna Habayeb (President of Posh Peanut) sits down with Jason Panzer (President of HexClad) and honorary Operator’s co-host Cherene Aubert. Together, they unpack what modern ecommerce leadership looks like at every stage. Jenna brings a rare arc — from Ogilvy to Chief Brand Officer at Ip
“It Was So Hard”: Operationalizing Scale With Spot & Tango’s Founder
“We had no cash, no supply chain, high product market fit, and low CAC. There was this giant button flashing: hyper growth.” What does it take to build a profitable pet brand from a studio apartment to a nine-figure business with its own factory? Russell Breuer (Co-Founder and CEO, Spot & Tango) joins hosts Sean Frank (CEO, Ridge) and Mike Beckham (CEO, Simple Modern) to trace the full arc o
How The Woobles Built a Cult Brand: Product, Not Marketing
Operators Titans is brought to you by AppLovin. Get access to the Operators channel expansion playbook, online masterclass, and up to $5k in ad credits here: https://www.9operators.com/paid-growth Or, skip the waitlist and launch your AppLovin ads today with our Operators-exclusive link: https://applovin.com/9operators Can you build a beloved consumer brand around the joy of making something with
Why This CEO Is Building His Own SaaS Killer: Amit RG (RichPanel)
What happens when the founder of a software company admits his own product is a sinking ship — and doubles down anyway? Sean Frank (CEO, Ridge) and Matt Bertulli (CEO, Pela Case & Lomi) sit down with Amit RG (CEO, RichPanel) for a conversation about AI agents, the death of traditional SaaS, and what it means for ecommerce operators building teams right now. Amit doesn’t sugarcoat it. He’s walk
How Matt Orlić Lost It All, Built a Skincare Empire & Found Meaning
“The difference between authentic money and inauthentic money is that it has some kind of inherent meaning to it.” Sean Frank (CEO of Ridge) and Matt Bertulli (CEO of Pela Case and Lomi) sit down with Matt Orlić — Co-Founder of Qure Skincare and founder of Ecomm Architects. Together, they trace one of the most unconventional paths in ecommerce. From losing 80% of his net worth at 25 to reverse-en
Your $175B Tariff Refund Checklist With Ryan Petersen, Flexport CEO
Ryan Petersen, CEO of Flexport, joins Mike Beckham and Sean Frank for an emergency briefing on the tariff landscape after the Supreme Court’s landmark ruling. Specifically, what ecommerce owners need to do right now.They break down how to file for tariff refunds before entries hit liquidation, including the secondary market where brands are selling claims for cents on the dollar. Then the conversa
How Hudson Leogrande Is Building Comfrt Into a $1B Brand
Operators Titans is brought to you by AppLovin. Get access to the Operators channel expansion playbook, online masterclass, and up to $5k in ad credits here: https://www.9operators.com/paid-growth Or, skip the waitlist and launch your AppLovin ads today with our Operators-exclusive link: https://applovin.com/9operators What does it take to create a billion-dollar brand from scratch — homeless at 1
From Spreadsheets to AI Agents: The Ecommerce Data Playbook
Are you running your ecommerce brand on gut instinct while your competitors build AI-powered data machines? Sean Frank (CEO of Ridge) and Jason Panzer (President of HexClad) sit down with Krishna Poda, the CEO of Saras Analytics, to unpack why a clean data foundation isn’t optional. And what you can build on top of it with AI right now. They cover the rise of agentic workflows and what it means to
How to Make AI Work for Your Brand With Two (Enterprise) Insiders
“95% of AI pilots fail. I lived that, full stop.” Craig Foldes (Founder of ChatWalrus, fmr. Global Head of AI at Crocs) and Matt Kruer (CIO at Bissell) join host Sean Frank to explore the state of AI within enterprise versus DTC brands. The conversation covers how to find + celebrate the 10% of employees who are AI power users, what it looks like when adoption works, and why this is “for the rebel
8 Failed Businesses Before Kitsch’s Beauty Empire
How did a married couple with $30k in savings and no business plan build one of the biggest beauty and accessories brands in America? Cassandra Thurswell (Founder & CEO of Kitsch) and Jeremy Thurswell (COO), join hosts Mike Beckham and Matt Bertulli for their first-ever joint podcast interview. Together, they unpack the full story of building a bootstrapped empire from a living room apartment
Kat Cole: From Hostess to AG1’s CEO With +$500M in Revenue
Brought to you by Applovin. Get access to the Operators channel expansion playbook, online masterclass, and up to $5k in ad credits. https://www.9operators.com/paid-growth Or, skip the waitlist and launch your AppLovin ads today with our Operators-exclusive link: https://applovin.com/9operators Matt Bertulli, CEO of Pela Case and Lomi, and Mike Beckham, CEO of Simple Modern, sit down with Kat Cole
Practical Tips on AI, Brand & Growth With Taylor Holiday
Is your brand built to survive the next five years or just the next quarter? Sean Frank, CEO of Ridge, and co-host Katy Mimari, Founder and CEO of Caden Lane, sit down with Taylor Holiday, CEO of Common Thread Collective, to reflect on the wild ride from 2020 to 2025 and what it means for the road ahead. Together, they unpack what worked, what failed, and what they'd do differently as operator
Mastering Leadership Is Mostly Saying No (And Living With It)
Leadership isn’t about being liked. It’s about making hard decisions, living with the consequences, and still winning. Mike Beckham, Matt Bertulli, and Jason Panzer sit down to talk honestly about what leadership really costs when the stakes are high. They dig into hiring and firing decisions, culture trade-offs, growth versus profitability, and the personal pressure that comes with running large,
The Next $100B “Switch”: Inside COMFRT’s Affiliate Playbook
How does a bootstrapped brand go from $0 to $600 million in three years — without raising a single dollar? Sean Frank, CEO of Ridge, and Matt Bertulli, CEO of Pela Case, break down the explosive rise of COMFRT, the anti-anxiety travel brand founded by Hudson Leogrande that has shattered every assumption about what’s possible in ecommerce. They unpack the tactics, the mindset, and the cashflow mech
Thrasio Bought It, Ben Bought It Back: A Founder Who Lived It Tells All
More than the incredible (true) story of one founder’s journey to turn around the company he created, this is a public coaching session on what it takes to win as a 6–7 figure brand. Sean Frank and Matt Bertulli sit down with Ben Leonard, founder of Beast Gear, a strength and conditioning brand he built from scratch in Scotland, sold to Thrasio in 2019, and bought back after watching it decline fo
Execution Monsters: True Classic’s Ryan Bartlett & Ben Diamond
Brought to you by Applovin. Get access to the Operators channel expansion playbook, online masterclass, and up to $5k in ad credits. https://www.9operators.com/applovin Or, skip the waitlist and launch your AppLovin ads today with our Operators-exclusive link: https://applovin.com/9operators What does it take to build a ~$300M apparel brand from scratch? Matt Bertulli and Mike Beckham sit down wit
“Fame Is Not a Business Model”: Celebrity Brands Exposed
What separates billion-dollar celebrity brands from total flopsSean, Matt, and Katy Mimari (CEO of Caden Lane) break down why some partnerships become massive exits like Rhode and Skims, while others like The Honest Company and Kylie Cosmetics struggle to survive. They dive deep into deal structures, red flags to watch for, and the real math behind putting famous names into your brand.The crew deb
8 Practical Money-Making Tips for 2026 (Part 2)
What’s the one thing holding your business back?Sean Frank, Jason Panzer, Mike Beckham, and Matt Bertulli reunite for part two of their 2026 predictions to deliver actionable money-making tips for ecommerce brands.The full squad shares why entrepreneurs have more opportunity than ever, then dives into tactics you can implement today: a corporate gifting platform generating thousands in daily passi
Danny Yeung, CEO of IM8 & Prenetics: Operators Titans E009
What does it take to go from high-school dropout to building a $100M+ brand with David Beckham?Brought to you by AppLovin. Get access to the Operators channel expansion playbook, online masterclass, and up to $5k in ad credits (terms apply). https://9operators.com/applovin Or, skip the waitlist and launch your AppLovin ads today with our Operators-exclusive link: https://applovin.com/9operatorsMat
2025 Ecommerce Data Exposed: DTC Spend, Revenue & Platform Trends
What do the real numbers from 1,000+ DTC brands reveal about who actually won? Find out by downloading the full report.https://www.northbeam.io/ebook/2025-year-in-review-data-reportSean Frank and Mike Beckham sit down with Austin Harrison, CEO of Northbeam, and Andrew Kaszuba, Northbeam’s media strategist, to break down exclusive 2025 ecommerce data that nobody else has access to.Spend trends, rev
2026 Part 1: Macro Ecommerce Predictions & Big Bets
Sean, Mike, Matt, and Jason share their bull and bear cases for 2026, debating the economic shifts reshaping ecommerce — from a potential AI bubble to the frozen housing market to consumer pullback in a hidden recession.Discover why this moment might be the most pivotal in history for small businesses while threatening large institutions. The hosts cover the deflationary power of AI, macro trends
Operators Titans E008: DUDE Wipes (with Sean Riley)
“I’m building memories, not sales.” What if everything you thought you knew about creating a consumer brand was wrong?Matt Bertulli and Sean Frank sit down with Sean Riley, Co-Founder and Chief DUDE (CEO) of DUDE Wipes, to discuss how he and his co-founders grew to hundreds of millions in revenue — without relying on traditional ads.From going viral through gorilla marketing to landing a deal with
From Grand Slams to Flatlines: Inside the Operator Playbook for Surviving Stalled Growth
“What do you do when you stop winning?”In this episode, Sean and Matt drop the highlight reel and talk candidly about what it actually feels like when a once high-flying brand stalls, hits flat revenue, or even starts shrinking.They unpack why every business has a “natural size,” why top-line obsession is the laziest definition of winning, and how to think more clearly about margin compression, mo
Operators Titans E007: Utopia Deals (With CEO Jabran Niaz)
How do you build one of the top-five Amazon businesses in the world? Matt and Mike sit down with Jabran Niaz, co-founder of Utopia Deals and Utopia Industries. From packing boxes by hand for less than $15 an hour to running a global manufacturing operation with $770M in annual revenue and +15k employees, all without outside capital or taking on debt.This is the largest brand we’ve ever had on the
E145: From Affiliate Hustler to Hydration Empire: Inside Instant Hydration’s Growth Engine
“You make your money on the customer, not the acquisition.” In this episode, Sean sits down with Jordan, the media-buyer-turned-founder behind Instant Hydration, to unpack how he went from affiliate marketer—only eating what he killed—to helping scale multiple 8‑figure CPG brands into 9‑figure powerhouses using Meta ads, tight payback models, and a true growth engine mindset. They talk about why r
E144: Do smaller teams = bigger wins?
The operators discuss the critical balance between executing a high-stakes Q4 and planning for the upcoming fiscal year. They debate structured versus unstructured planning methodologies, with Sean and Matt favoring quarterly rocks and 18-month outlooks, while Jason relies on continuous, fluid strategic discussions driven by financial models. The conversation covers the specific role of the CEO du
E143: Q4 Sales Are Wild!
In this episode the operators break down their actual results from Black Friday and Cyber Monday, analyzing why some brands experienced record growth while others saw shifts in consumer behavior between the US and Canadian markets. They debate critical holiday strategies, such as the benefits of starting sales early versus maximizing profit during high-intent windows, and explore the theory that i
E142: Hedge Your Ad Spend
The operators talk about the complexities of channel expansion, debating the strategic trade-offs between doubling down on digital ads versus pushing into physical retail. They discuss how pricing power acts as a form of marketing and why a $30 customer acquisition cost is becoming the floor for most brands. The conversation also explores the nuances of brand versus performance marketing, the hidd
E141: Cash Flow Keeps Us Rich
In this episode, the operators discuss the financial realities of scaling an e-commerce brand, discussing the discipline required to manage cash flow and the strategic decision-making behind reinvesting profits versus taking distributions. They explore the critical timeline for when a business can realistically generate free cash flow, debating the merits of allocating capital toward inventory, pr
E140: Black Friday Just Got Wild
In this episode, the operators dive deep into the current holiday shopping landscape, analyzing Black Friday Cyber Monday strategies and the shifting behavior of consumers in a soft economy. They debate the merits of starting sales early versus waiting for the "Cyber Five," discuss the complexities of inventory management, and share insights on forecasting growth for 2025 and 2026.The co
E139: The future is members only fashion brands.
Jon Buscemi joins the podcast to discuss his journey from trend forecasting at DC Shoes to founding his iconic luxury sneaker brand. He shares the inside story of selling his brand to private equity and how their strategy to create an attainable luxury diffusion line was the "kiss of death", violating the rules of luxury pricing. Buscemi argues that fashion's monoculture is dead, rep
E138: Why Winners Go Broke
Cash is king, period. In this episode, the operators get real about why cash flow matters more than your P&L, EBITDA, or vanity revenue numbers. They share their worst "cash crunch" war stories, like pushing payroll or having to choose between buying inventory and paying taxes. To prove a hard lesson: even profitable businesses go bankrupt all the time. You'll learn the backward-
Operators Titans E006: MAËLYS (With Co-Founder & CMO Yariv Citron)
Brought to you by Applovin. Get access to the Operators channel expansion playbook, online masterclass, and up to $5k in ad credits. https://9ops.co/channels Or, skip the waitlist and launch your AppLovin ads today with our Operators-exclusive link: https://applovin.com/9operators Join hosts Matt Bertulli and Jason Panzer to experience the journey of Yariv Citron, Co-Founder & CMO of MAËLYS. A
E137: Wholesale has the potential to ruin your business
In this episode, the Operators dive deep into omnichannel strategy, starting with the lingering debate: should your brand be on Amazon? The hosts break down the pros of incrementality and meeting customers where they are. Versus the cons of price wars, channel conflict, and the platform's brand-unfriendly nature.The discussion then shifts to the high-stakes game of wholesale, weighing the rela
Operators Titans E005: Peak 21 (with President Roman Khan)
Brought to you by Applovin. Get access to the Operators channel expansion playbook, online masterclass, and up to $5k in ad credits. https://9operators.com/applovinOr, skip the waitlist and launch your AppLovin ads today with our Operators-exclusive link: https://applovin.com/9operatorsFounder anxiety. Sleepless nights. Standing on the brink of bankruptcy. Anyone who’s put their own chip on the ta
E136: What Top CEOs Do When They Miss Their Numbers
In this episode, the Operators dive deep into the realities of business planning and what happens when things inevitably go off track. They discuss the necessity of formalizing operations as you scale, using frameworks like EOS for quarterly planning and setting OKRs. The hosts share tough lessons on why forecasts are always wrong , the three main reasons plans fail (bad goals, poor execution, or
E135: Operators X Baseball Lifestyle
In this episode, we sit down with Bill and Josh from Baseball Lifestyle to unpack their incredible growth story, from a high school Instagram account to a projected $150 million business. They share the secrets behind their success, including the power of niching down in a passionate community and the relentless consistency of posting content for years to build an audience. We dive deep into their
Operators Titans E003: Musely (with CEO Jack Jia)
Brought to you by Applovin. Get access to the Operators channel expansion playbook, online masterclass, and up to $5k in ad credits. https://9operators.com/applovin Or, skip the waitlist and launch your AppLovin ads today with our Operators-exclusive link: https://applovin.com/9operatorsJack Gia shares his expansive journey from enterprise technology to investing to founding Muesly, a prescription
E134: Thrasio: The Truth, with co-founder John Hefter
What's it like to build the fastest-growing company in American history... and then watch it all come crashing down? We sat down with John Hefter, co-founder of the legendary Amazon aggregator Thrasio, for a brutally honest conversation about the company's wild ride from a multi-billion dollar unicorn to bankruptcy.John takes us from the very beginning, launching from a co-founder's ba
E133: Goodbye Websites. Hello AI Commerce.
What is the future of e-commerce? In this episode, the Operators tackle the biggest questions facing brands today. We explore the rise of "Agentic Commerce" and the concept of the "Me Store". A future where personal AI assistants curate and conduct our shopping, potentially replacing the traditional e-commerce storefront as we know it.The conversation then dives deep into one of the most critical
Operators Titans E001: Caden Lane (with CEO Katy Mimari)
Brought to you by Applovin. Get access to the Operators channel expansion playbook, online masterclass, and up to $5k in ad credits. https://9ops.co/channelsOr, skip the waitlist and launch your AppLovin ads today with our Operators-exclusive link: https://applovin.com/9operatorsHosts Matthew Bertulli and Sean Frank go behind-the-scenes with Katy Mimari, founder and CEO of +$100M baby brand Caden
E132: Time to go back to the office?
This conversation explores the dynamics of remote and hybrid work models, the impact of company culture on brand identity, and the generational differences in workplace engagement. The speakers discuss the importance of flexibility, accountability, and how to navigate controversies within brand communities. They emphasize that a strong culture can enhance brand performance and that the future of w
E131: Masterclass in Product Development (What Actually Works)
In this episode, the Operators break down how to build a world-class product development organization. They dive into how to structure your product team and debate who should own the process from idea to launch. They also tackle the classic question of whether your strategy should be marketing-led or product-led.Drawing from their own expensive mistakes and huge successes, the hosts share hard-won
E130: How to get your brand AI ready
In this episode of the Operators Podcast, Krishna Poda, CEO of Saras Analytics, joins the hosts to break down the tangible ways AI is revolutionizing business operations. The conversation moves beyond the hype to explore how companies are leveraging artificial intelligence for significant productivity gains across various departments. They discuss the foundational importance of creating a centrali
E129: Confessions of a Consumer Banker
In this conversation, Arash discusses his extensive experience in finance, particularly in private equity and M&A, drawing parallels between the current economic climate and the 2008 recession. He highlights the challenges faced by companies today, including the rise of 'zombie companies' that thrived on easy capital but now struggle with profitability. The discussion also covers the c
E128: Building Two Brands: Jocko Fuel and Origin
In this episode, entrepreneur Pete details the complex and risky strategy behind scaling his two nine-figure companies, Jocko Fuel and Origin, at the same time. He reveals how for years he used the high-margin cash flow from his successful supplement partnership with Jocko Willink to fund a seemingly impossible dream: a vertically-integrated, "Made in America" manufacturing operation. This synergy
E127: The Real Cost of Chasing Growth
In this episode, the hosts explore the foundational financial strategies that underpin 8 and 9-figure e-commerce success. Drawing questions directly from the eCommerceFuel community, the hosts pull back the curtain on their distinct approaches to financial planning, forecasting, and capital allocation. The discussion navigates the complexities of annual budgeting, the critical decisions behind rei
E126: Black Friday 2025
In this episode, the hosts discuss the upcoming Q4, focusing on predictions, market challenges, and strategies for Black Friday. They delve into the impact of tariffs on pricing and supply chains, the importance of value engineering, and the necessity of optimizing inventory. The conversation also highlights the significance of creative investment in marketing and the need for effective audience e
E125: Bold Creative Wins Where Budgets Can’t
In this episode the hosts interview Jacques, CEO of Raindrop Agency, discussing the agency's journey. Particularly their work with Dr. Squatch, which grew from a $3 million company to a billion-dollar sale. They explore the dynamics of creative advertising, the importance of storytelling, and the agency's unique approach to brand campaigns. The conversation also touches on the role of AI in creati
E124: Winning Big In Consumer With Grüns' Founder Chad Janis
In this conversation, Chad Janis shares his journey from investment banking to entrepreneurship, detailing his experiences in the consumer goods sector and the founding of Grüns. He discusses the importance of understanding consumer behavior, managing customer acquisition costs, and the challenges of scaling operations. Chad emphasizes the significance of team culture and the need for innovation i
E123: The Meta Incrementality Report: Lessons from 640 Haus Experiments
This week on the Operators Podcast, Olivia Kory from Haus joins the hosts to talk about incrementality in digital advertising, particularly focusing on Meta's role and effectiveness. Olivia shares insights from over 640 incrementality tests, revealing how Meta ads significantly impact business performance.The conversation also touches on the challenges of measuring organic demand, the importance o
E122: Selling Your Business
In this episode of the Operators Podcast, the hosts discuss various topics including the current trends in M&A, particularly focusing on minority deals and the role of private equity. They delve into the importance of understanding deal structures, the significance of brand age in valuation, and provide practical tips for navigating the deal process. The conversation emphasizes the need for bu
E121: Building a $100M Brand. AGAIN.
00:00 Introduction11:12 Starting from Scratch: Building a $100 Million Brand16:59 Choosing the Right Category for Success22:34 Product Development: Better vs. Different28:21 Marketing Strategies for New Brands30:06 The Importance of Distribution and Marketing Strategies33:21 Understanding Capital Requirements for Consumer Brands37:31 Navigating the Challenges of Starting a Brand40:39 Building a St
E120: How being likeable can make you rich.
In this episode, Sean and Matt discuss the significance of soft skills in business and leadership. They explore how being likable and developing interpersonal skills can lead to greater financial success and better workplace relationships. The conversation also touches on personal experiences, career reflections, and the importance of networking in achieving business goals.00:00 Introduction07:28
E119: "You’re losing $20 million a year... and don’t know your LTV?”
This week, the Operators are joined by Mehtab Karta, to discuss hiring strategies, remote work dynamics, product development, compensation philosophy, and market dynamics. The hosts share insights on the importance of hiring A-players, and the challenges of remote work. They also discuss strategies for smoothing revenue through product development and the significance of having a clear compensatio
E118: ADHD, Maine, and Muscle: Building Origin USA & Jocko Fuel
In this episode, the Operators Hosts interview Pete from Origin, who shares his inspiring journey of building a manufacturing business in the USA. The conversation delves into the challenges and triumphs of entrepreneurship, the importance of partnerships, and the evolving landscape of American manufacturing. The episode also touches on the lessons learned from failures and the necessity of adapti
E117: How do you really define brand?
In this episode of the Operators Podcast, the discussion revolves around the critical role of product in brand strategy and the importance of understanding consumer behavior in product development. The conversation highlights the shift from commodity to brand focus in various industries, emphasizing the need for remarkable products that stand out in a crowded market.Additionally, the use of data i
Bonus Episode: 9 Operators X Meta Summit
Disclaimer: Meta participated as a guest on this podcast episode, However, Meta does not endorse or sponsor this podcast, its content, or any of its commercial partners or sponsors. Any views expressed are those of the individual participants and do not represent the views of Meta. In this conversation, the hosts have a conversation with Yoni at the Meta Summit about Meta's advertising strateg
E116: AI Is Rewriting Our Playbook
In this episode of the Operators Podcast, the hosts discuss the current challenges in the e-commerce landscape, emphasizing the importance of adaptability and efficiency in operations. They explore the role of AI in transforming business practices and enhancing productivity. The conversation also touches on headcount management, the dynamics of employment, and the significance of performance in a
E115: Opportunities in India with Ronnie Teja.
In this episode of the Operators Podcast, the hosts discuss the current economic challenges facing e-commerce brands, the importance of personal discipline, and the complexities of the Indian market. They are joined by Ronnie Teja to explore the growth potential in India, the unique challenges of manufacturing there, and the cultural nuances that influence consumer behavior. The conversation highl
E114: Sean's Back in the Green + Market Insights, Future Commerce Tech, Dynamic Budgeting & More
In this episode of the Operators Podcast, the hosts discuss various themes surrounding market insights, personal trading experiences, and the current economic climate affecting e-commerce brands. They delve into data-driven marketing strategies, particularly focusing on the innovative view-through attribution methods being implemented by Northbeam. The conversation emphasizes the importance of key
E113: £500M Exit. Behind The Curtain With Petfolk Founder Mike Wystrach.
In this episode of the Operators Podcast, Mike shares his journey from founding Freshly, a meal delivery service sold to Nestle, to his current ventures in the veterinary space and venture capital. He discusses the challenges of the current economic climate for e-commerce brands, the naivety required for founders to disrupt markets, and the importance of operational efficiency. Mike also emphasize
E112: How US Trade Policy Could Shape The Future Of Our Brands
In this episode, the hosts discuss the complexities of global trade, the significance of modern ERP systems for businesses, and the emotional challenges faced by entrepreneurs during business exits. The conversation highlights the current tariff landscape and the opportunities that arise amidst supply chain disruptions, emphasizing the need for effective negotiation and understanding of retailer d
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