Brand, Do You *Even* Disrupt?! Episode III

A 9-Part Guide to the Core Business Models Driving D2C Brands.

We wrap up our series with a look at the importance of halo or hero products that drive brand awareness and single-purchase customer LTV (also known as LCV) — and the power of (very retailer-like) product selection and cross-sell opportunities. Bonus! We’re including a ninth and critical strategy to the mix — one often confused in the industry with traditional retailing and pure-play ecommerce.

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Eric Best
Brand, Do You *Even* Disrupt?! Episode II

A 9-Part Guide to the Core Business Models Driving D2C Brands.

Last month we reviewed the first three of these D2C models — focusing on efficiency and price disruption, product differentiation, and brand social impact. This time, let’s dig into network effects, subscription models, and brand exclusivity. Here we go!

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Eric Best
Brand, Do You *Even* Disrupt?!

A 9-Part Guide to the Core Business Models Driving D2C Brands.

It turns out there are only nine business model variants that allow a D2C brand to successfully engage consumers, disrupt incumbents, and change the world. SoundCommerce reviews them here.

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Eric Best
With Hyperelastic Fulfillment, D2C Brands Make the Last Mile a First Priority

There’s a new revolution happening in retail, and direct-to-consumer brands are driving the change by taking a page directly from Amazon’s playbook. It has profound implications for urban landscapes as consumer buying behavior continues to shift from large format stores to showrooms, online commerce and doorstep delivery.

In the era of Uber and Airbnb, it’s no surprise that an entire venture-backed ecosystem is springing up to enable this hyper-local, hyper-elastic fulfillment and delivery capability. How can you leverage hyperelastic fulfillment in 2019 to provide more convenience and a better doorstep experience for your shoppers?

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Eric Best
In D2C Commerce, Every Second Counts

In September, we talked about innovative brands using predictive algorithms to transform customer experience. This month we evaluate the importance of real-time data processing toward the same end goal; to build customer equity (the number one driver of brand valuation) by creating transformative customer experience.

Using real-time data to inform predictive algorithms means more accurate modeling and forecasting. Here are a few use cases in direct-to-consumer commerce, from basic to complex.

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Eric Best
What Drives D2C Brand Valuations?

Customer equity, the lifetime (including past and future) profit generated by a consumer, is the north star of every consumer brand. Brands that operate as retailers controlling the consumer relationship trade at high revenue multiples rather than low EBITDA or cash flow multiples. Without a handle on operational measures, brands risk disappointing customers even as we spend critical variable marketing dollars acquiring and retaining them.

Here we consider the key questions that brand leaders can use to drive greater customer equity, and in turn higher company valuations.

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Eric Best
Predictive Commerce, the Future for Consumer Brands

At age 25, ecommerce is adulting. Like rising stars climbing corporate ladders, brands today confront a relentless workload, steep learning curve, and the exacting standards that consumers expect and competitors embody. How is it that the pace of reinvention is accelerating, and the bar for success is rising so fast?

Innovative brands are applying predictive algorithms to transform customer experience, from pre-sale to doorstep delivery. Here we look at the underlying data capability that enables these use cases, and we review three specific examples currently live in the wild.

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Marketers, Get Used To Disappointment.

For marketers and data analysts already working to bridge the gap between first-party customer data and third-party anonymous audiences (for profile enrichment and lookalike prospecting), machine learning represents a new and exciting power tool. But as with any new approach, hype drives a disconnect between expectations and reality. And capitalizing on ML means rethinking the nature of customer identity and experience

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