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Most DTC brands aren’t short on effort — they’re stuck in the tactical spin cycle: chasing hacks, optimizing in circles, burning time and team on things that used to work.

In this episode, Dave Steele (CEO) and Duncan Ferguson (Strategy Lead) unpack how Pilothouse breaks that loop — and why a proper strategy isn’t optional once you pass $5M.

For DTC brands trying to scale past tactics and actually build leverage.

What’s inside:

What the “tactical spin cycle” really is — and how to get out
The 3 parts of real strategy: diagnosis, how-we-win, cohesive execution
Why your team’s “best practices” might be killing growth
How to unify Meta, Google, Email + more into a single system
When to stop optimizing and start repositioning

👀 What to steal:

Use data to find your core challenge — not just a list of problems
Write a “how we win” statement that shapes every channel
Strategy = focus. If you're doing everything, you're doing nothing.

Unlock the BFCM Command Center: https://triplewhale.com/dtc

Timestamps

00:00 The shift in DTC and why strategy matters

03:00 The Tactical Spin Cycle and how brands get stuck

06:00 When optimizations stop working and market dynamics change

09:00 Product strategy vs growth strategy in modern DTC

12:00 What strategy actually means for brands

15:00 Identifying the core challenge before jumping into tactics

18:00 How “How We Win” statements align every channel

21:00 Good strategy vs bad strategy and finding leverage

24:00 Creating cross-channel coherence that compounds results

27:00 Avoiding promo dependency and algorithmic traps

Hashtags

#dtcpodcast #pilothouse #ecommercegrowth #marketingstrategy #dtcbrands #digitalmarketing #growthmarketing #brandstrategy #metaads #googleads #customeracquisition

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Ep 561: Unwinding the Tactical Spin Cycle: How Pilothouse Builds Strategy That Scales

DTC Podcast