Customers Who Click: How DTC Leaders Turn Traffic into Revenue

Will Laurenson
  • 5.0 (14)
  • MARKETING
  • UPDATED WEEKLY

Customers Who Click is a weekly podcast for DTC founders and senior marketing leaders. Host Will Laurenson sits down with operators to have honest, unscripted conversations about growth decisions, trade-offs, and what actually changes as brands scale. Expect real stories, real opinions, and conversations you’d normally only hear behind closed doors. Join 5,000+ DTC marketers getting our podcast insights every week at https://customers-who-click.beehiiv.com/subscribe

  1. 3D AGO

    From DTC to Costco: What It Really Takes to Earn Retail Trust

    Dan Griffiths, CEO of Lume, joins Will Laurenson to unpack what it really takes to scale a DTC brand into a nine-figure, omnichannel business. They explore how AI is changing content creation, why hands-on execution still matters, and how fulfilment and 3PL strategies must evolve as order volumes grow. Dan also shares hard-earned lessons from expanding into major retailers like Target, Walmart, and Costco, the challenges of losing clean attribution in retail, and why building a new product category requires patience, data, and relentless focus.

    37 min

  2. 5D AGO

    Why More Products Can Actually Slow Down DTC Growth

    Daniel Temm, CEO of Pure Sport, joins Will Laurenson to break down what it really takes to scale a DTC sports nutrition brand. From Pure Sport’s early days operating without Shopify or paid ads, to its current obsession with cracking a scalable acquisition offer, Daniel shares hard-earned lessons on CAC payback, subscription strategy, and hero SKUs. The conversation covers channel mix, product rationalisation, leadership challenges, and why simplicity becomes a competitive advantage as brands grow. A practical look at building foundations before pushing for serious scale.

    39 min

  3. FEB 3

    How Promescent Built Trust in a Taboo Industry

    Jeff Abraham, CEO of Promescent, reveals how a tragic event led him to helm one of North America's fastest-growing sexual wellness brands. In this candid conversation, Jeff shares how deep customer insight, medical credibility, and personal outreach have fuelled loyal repeat buyers—2,400 customers have spent over $1,000 each. He also discusses ad platform censorship, retail expansion, and the emotional stigma around intimacy products. With 15 years of bootstrapped growth and new product innovation, Jeff is now eyeing strategic partnerships to break through scale barriers. This is a story of mission-driven entrepreneurship and customer obsession in an often-taboo space.

    41 min

  4. JAN 27

    Global Markets, Local Brand: The Our Place Expansion

    What happens when you treat cookware like culture? Will Laurenson is joined by Thea Mathias, GM International at Our Place, to explore how this LA-based brand is expanding globally through deeply local insights. From Paris pop-ups to Moroccan tagines in London, Thea shares how real-life interactions shape product messaging, why education around toxins matters, and the unique challenge of scaling without losing soul. If you’re growing a DTC brand internationally or crafting meaningful community experiences, this episode is filled with honest insight and smart strategy. Discover how Our Place blends storytelling, product design and human connection — one pan at a time.

    39 min

  5. JAN 13

    Building a Consumer Brand That Actually Listens to Customers

    Pete Stirling, CEO and co-founder of Scouts Honor, joins Will Laurenson to share how his pet care brand uses storytelling, efficiency, and scientific credibility to scale across e-commerce and retail. They discuss the power of in-house tools for tracking marketing impact, the importance of product perfection, and why 90% is sometimes enough — but not always. Pete also reveals how Meltwater helps identify authentic influencer voices and drive real-time content adjustments. If you're navigating omnichannel growth or balancing performance with purpose, this episode offers real-world advice on building a responsive and resilient brand in a fast-moving industry.

    41 min

  6. 12/30/2025

    Managing Fast Growth Without Losing Your Brand

    TALA CEO Morgan Fowles joins Will Laurenson to share how the activewear brand is scaling sustainably without relying on deep discounting. Morgan opens up about retail growth, product development, and the risks of falling into the discount trap. She discusses how TALA maintains close connections with its audience, adapts to shifting fashion trends, and navigates operational complexity. With retail becoming a significant channel after launching only two stores, and the brand doubling its headcount this year, this episode is packed with insight into managing smart growth and staying true to your brand values — even during rapid change.

    37 min

  7. 12/23/2025

    Growing a Luxury Skincare Brand Without Over-Reliance on Meta

    AJ Patel, SVP of Global Growth at U Beauty, joins Will Laurenson to explore how luxury DTC brands grow in an age of rising CAC and changing algorithms. From testing channels like AppLovin and TikTok Shops to personalised retention strategies using AI voice notes, AJ shares real tactics U Beauty is using to scale. He opens up about the challenges of educating customers on advanced tech, adapting subscription models, and maintaining brand integrity. This is an episode packed with practical insights on acquisition, retention, and operating at the intersection of innovation and luxury.

    33 min

  8. 12/16/2025

    Building a Premium Brand in a Discount Culture

    Will sits down with Dima Zelikman, CMO of Unbound Merino, to unpack how the brand has grown into one of the leading names in premium travel apparel. Dima breaks down why they run only one sale each year, how they maintain a strong premium perception and the shift from broad creative testing to deep, interest-based content. He also shares how AI-driven email triggers, customer lifecycle personalization and tight control of fulfilment shape their approach to retention. A smart, tactical conversation on brand discipline, performance marketing and building products people genuinely want to pack and wear.

    48 min
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5
out of 5
14 Ratings

About

Customers Who Click is a weekly podcast for DTC founders and senior marketing leaders. Host Will Laurenson sits down with operators to have honest, unscripted conversations about growth decisions, trade-offs, and what actually changes as brands scale. Expect real stories, real opinions, and conversations you’d normally only hear behind closed doors. Join 5,000+ DTC marketers getting our podcast insights every week at https://customers-who-click.beehiiv.com/subscribe

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