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In this episode of the DTC Podcast, host Eric Dyck sits down with Kyle Hitchcox, founding partner at Pilothouse, co-founder of the DTC Newsletter, and now a builder behind Warpdrive, a performance-driven CRO tool. This conversation is a masterclass in how content can power agency growth. Kyle shares how Pilothouse grew from affiliate roots into a 180+ person agency, how DTC media became a top-tier lead source, and how LinkedIn is now driving qualified deal flow. If you're building an agency, running a service business, or scaling a DTC brand, this episode breaks down the tactical frameworks behind Pilothouse’s success.

Follow Kyle's LinkedIn Content Journey:

https://www.linkedin.com/in/kylehitchcox/

🔑 Key Takeaways:

How content became Pilothouse’s #1 client acquisition engine

The real economics behind launching DTC Media and how it paid off in credibility and deal flow

Why media and service offerings must be integrated for long-term growth

How Kyle is using LinkedIn to generate inbound leads and personal brand equity

Why Pilothouse is investing in CRO with Warpdrive to close the loop from click to conversion

🛠 Tactical Insights for Operators:

Invest early in content that attracts your ideal customer—before you're selling

Structure your sales team with operators who’ve “been there” to keep discovery authentic and strategic

Use paid acquisition to grow media, not just your client base

Create a simple but strong case study pipeline to support outbound and inbound marketing

Think in “ecosystems”—media feeds agency, agency feeds product

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Timestamps

0:00 Introduction and new podcast announcement

2:00 Building Pilot House from affiliate roots

4:00 Early growth strategy with DTC Newsletter

10:00 Using Meta ads and LinkedIn to drive leads

14:00 ChatGPT as a new inbound channel

18:00 Structuring a high-performance sales team

22:00 Transition to omnichannel strategy at Pilot House

27:00 Hiring lessons and building long-term talent

34:00 Scaling with personal branding on LinkedIn

39:00 Why B2B content works at low volume

41:00 Thoughts on AI, Zuck’s comments and the future of media buying

Hashtags

#agencygrowth #digitalmarketing #b2bmarketing #mediabuying #ecommercemarketing #d2cpodcast #growthstrategy #linkedinmarketing #chatgptforbusiness #performanceagency

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Ep 508: How to Scale an Agency: Kyle Hitchcox on Pilothouse's Marketing, Sales, and Content Strategy

DTC Podcast

Ep 508: How to Scale an Agency: Kyle Hitchcox on Pilothouse's Marketing, Sales, and Content Strategy