In this conversation, Russell of Spot & Tango and Caitlin from Vibe.co break down what it really takes to scale a DTC brand profitably.
Russell shares the journey from a small NYC apartment startup to a nine-figure subscription business, highlighting the importance of owning your supply chain and staying disciplined around key metrics like CAC, LTV, and payback. A strong focus on execution across media buying, creative testing, and conversion rate optimization has allowed the brand to scale efficiently.
The discussion also explores when and how to expand beyond lower-funnel channels. As performance marketing plateaus, Caitlin explains how CTV and upper-funnel channels help drive net-new demand and improve overall performance across Meta and search.
Overall, it’s a practical look at balancing growth and profitability through better measurement, smarter channel mix, and operational control.