Scott Wilkinson, Nathan Perdriau & Sebastian Bensch
29 episodes
5 days ago
In the first episode of the newly relaunched Blue Sense Podcast , filmed in October 2025 while the team got together in Cape Town, South Africa, Scott (Head of Growth) hosts Nathan (Co-Founder), Ibra (Lead Strategist), and Gaby (Creative Strategist) to unpack what’s really changing in eCommerce marketing heading into 2026. From declining attribution accuracy to creative fatigue, shrinking margins, and the rise of “back to fundamentals” marketing, this conversation dives deep into: • Why me...
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In the first episode of the newly relaunched Blue Sense Podcast , filmed in October 2025 while the team got together in Cape Town, South Africa, Scott (Head of Growth) hosts Nathan (Co-Founder), Ibra (Lead Strategist), and Gaby (Creative Strategist) to unpack what’s really changing in eCommerce marketing heading into 2026. From declining attribution accuracy to creative fatigue, shrinking margins, and the rise of “back to fundamentals” marketing, this conversation dives deep into: • Why me...
In the first episode of the newly relaunched Blue Sense Podcast , filmed in October 2025 while the team got together in Cape Town, South Africa, Scott (Head of Growth) hosts Nathan (Co-Founder), Ibra (Lead Strategist), and Gaby (Creative Strategist) to unpack what’s really changing in eCommerce marketing heading into 2026. From declining attribution accuracy to creative fatigue, shrinking margins, and the rise of “back to fundamentals” marketing, this conversation dives deep into: • Why me...
In this podcast episode, Nathan discusses the prevalent issue of the 'death spiral' that many e-commerce brands are facing in 2024. He explains how rising customer acquisition costs, coupled with a reliance on returning customers, can mask underlying financial problems. The conversation delves into the importance of cohort analysis, understanding customer acquisition costs, and the impact of attrition on revenue. Nathan emphasises the need for brands to track key metrics to identify potential...
In this episode, Nathan and Josh Tay discuss the importance of accountability in agency relationships, the challenges of forecasting retention and sales, and the necessity of setting realistic goals. They delve into financial transparency, especially during Black Friday, and the impact of offer structures on consumer behaviour. The conversation highlights the significance of profitability over revenue and the complexities of branding in a competitive market. Takeaways Accountability is essen...
In this episode, Nathan and Val dive into a P&L teardown of a business that operates multiple D2C brands. They discuss the importance of accurately structuring the P&L to understand the business's activities and potential to generate profit. They highlight the need to separate and track components of net revenue, such as gross revenue, discounts, returns, and shipping collected. They also emphasise the importance of transitioning from cash accounting to accrual accounting and the chal...
In this episode, Nathan shares nine lessons learned from working with brands and running a digital marketing agency. The lessons include the importance of cost of delivery, marketing, and operational efficiency, the value of omni-channel distribution for brands approaching $10 million, the ability to fix P&L exports in accounting software, the effectiveness of Meta (Facebook) as a platform compared to Google, the challenges of measuring incremental return on ad spend for small brands, the...
In this episode, Nathan and Valentin dive into a real P&L and discuss the importance of understanding accounting principles and how to read a P&L. They highlight the limitations of a basic P&L structure and the need for a more comprehensive breakdown of revenue and costs. They discuss the impact of discounts and refunds on the business's profitability and the importance of optimising contribution margin. They also touch on the significance of OPEX and the potential for reducing co...
In this episode, Nathan and Josh discuss the incremental revenue available through email and SMS marketing. They emphasise that while email and SMS are important communication channels, the true drivers of retention and revenue are merchandising and operations. They explore the concept of purchase intent and how it affects the effectiveness of email and SMS campaigns. They also delve into the importance of understanding the customer journey, leveraging reviews mining for messaging, and creati...
In this episode, Nathan discusses 10 brutal truths of e-commerce for DTC brand owners. The first truth is that reducing ad spend is not the solution to higher operating expenses. Understanding how the P&L works and the flow of revenue is crucial. The second truth is that most accounts are either overspending or underspending, and finding the right balance is key. Attribution tends to overattribute bottom-of-funnel actions and underattribute top-of-funnel efforts. Customer repeat rates are...
In this episode, Nathan and Caden discuss various topics related to Google Ads and agency land. Caden shares his background in marketing and how he got into the digital marketing industry. They dive into the concept of Google's Performance Max and its purpose in reducing the barrier of entry for small businesses. They also discuss the challenges and limitations of using Performance Max and how it can be used in conjunction with other channels. The conversation then shifts to the importance of...
Carla Penn-Kahn shares her experience in the e-commerce space, from working in investments at Credit Suisse to starting her own e-commerce businesses. She discusses the challenges of launching perishables by delivery when delivery was primarily for letters, and the operational complexities involved. The conversation then shifts to the importance of financial operations and unit economics in e-commerce, with a focus on the changing landscape of paid media and the need for strong financial oper...
In this podcast episode, Nathan and Val discuss the topic of 3PLs (third-party logistics providers). They cover the factors to consider when deciding whether to use a 3PL, such as cost, volume, and customer service. They also explore the differences between in-house fulfillment and outsourcing to a 3PL, and the considerations for brands with low volume and high ticket products. Val provides insights into the 3PL landscape in Australia and the United States, and emphasizes the importance of co...
In this episode, Nathan answers questions from listeners about budget allocation for retention, the growth of BlueSense Digital, the effectiveness of Advantage Plus, TikTok advertising, server-side tracking, and the importance of creative testing. He emphasises the importance of merchandising in driving lifetime value and suggests that technical competence is key to agency growth. He also provides insights into the volume of creative testing required for effective advertising. Takeaways Li...
In this episode, Nathan discusses how to align Google and Meta campaign builds with business and financial goals. He emphasises the importance of understanding the incentive structure of big tech advertising platforms, which is to maximise advertiser revenue. He also highlights the complexity of customer journeys and the need to allocate budgets strategically. Nathan shares insights on SOP creation, emphasising the importance of data-backed SOPs and having a mental model that explains why. He...
In this episode, Nathan shares his advice for ecommerce brands aiming to reach $100k a month. He covers the fundamentals of scaling, customer acquisition, resource allocation, and the benefits of being under $100k per month. Nathan emphasises the importance of understanding the business equation, effective resource allocation, and the role of creative in scaling. He also discusses the misconceptions around return on ad spend and the significance of tracking CAC and first purchase contribution...
In this episode, Nathan interviews Michael Nadalin, the founder of Market Lead, a niche Google Ads agency in Australia. They discuss Michael's background and the growth of his agency, as well as the importance of expanding scope beyond Google Ads. They also delve into the effectiveness of Google's Performance Max campaign type and the challenges of being a Google media buyer in today's evolving landscape. The conversation covers various topics related to account management, client communicati...
In this episode, Nathan interviews Brendan Gillen, an e-commerce expert and founder of Fight Gear Direct and the e-Commerce Academy. They discuss the performance of e-commerce in 2024 and the importance of innovation and adaptation in the industry. The conversation highlights the need for e-commerce operators to understand their numbers, focus on profitability, and find ways to increase average order value. The conversation covers topics such as branding, measuring success, customer acquisiti...
In this episode, Nathan, Sebastian and Kasim discuss what it takes to build a world-class successful agency. They touch on topics such as the importance of talent acquisition, the transition from artisan thinking to systems thinking, and the challenges of scaling the sales portion of the agency. Kasim shares his experience of scaling Solutions 8 and emphasises the need for margin control, niche specialisation, and investing in international labour. He also provides advice for individuals look...
In this episode, Nathan and Val discuss the importance of first-order profitability in e-commerce businesses. The podcast is structured into three sections, firstly setting the scene, secondly how to become first order profitable, and finally how to operate a repeat purchase model. Takeaways First order profitability is crucial in e-commerce businesses to avoid financing losses through repeat customers, investors, or creditors.Accurate gross margin calculations and efficient marketing are...
In this episode, Sebastian and Nathan discuss the ego-driven mistake that most service providers make. They emphasise the importance of putting clients above oneself and maintaining an orientation towards the client. They highlight the dangers of pride and self-orientation, such as neglecting client needs, losing trust, and ultimately losing clients. On the other hand, they explain that by putting clients first, demonstrating a passion for their business, and going the extra mile, service pro...
In this episode, Nathan interviews Matthew Banks, the founder of Merchants of the Sun, a sustainable jewellery brand. They discuss the story behind the brand, the importance of creative direction and branding in the jewellery industry, and how Merchants of the Sun stands out in a crowded market. They also talk about the brand's sustainability initiatives and the challenges of scaling an e-commerce business while maintaining the brand's ethos and quality. Matthew shares his insights on buildin...
In the first episode of the newly relaunched Blue Sense Podcast , filmed in October 2025 while the team got together in Cape Town, South Africa, Scott (Head of Growth) hosts Nathan (Co-Founder), Ibra (Lead Strategist), and Gaby (Creative Strategist) to unpack what’s really changing in eCommerce marketing heading into 2026. From declining attribution accuracy to creative fatigue, shrinking margins, and the rise of “back to fundamentals” marketing, this conversation dives deep into: • Why me...
