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In this episode of the DTC Podcast, we sit down with Drew Marconi, Co-founder and CEO of Intelligems, to dig into the real way brands should be thinking about testing in 2025.
Forget just optimizing for conversion rate or AOV. The smartest brands are now optimizing every site change—pricing, shipping, offers, content—for one thing: profit per visitor.
Drew shares how Intelligems helps brands move beyond surface-level CRO and into truly strategic decision-making by treating pricing, shipping, and discounts as testable business levers.
Stop guessing, start knowing. Install Intelligems for free: https://apps.shopify.com/intelligems
Key Insights:
- Why profit per visitor is more than conversion rate or revenue
- It’s the only metric that balances AOV, margin, and conversion—and captures true business impact.
- What most brands get wrong about pricing
- Many haven't touched prices in years or are afraid to test them. Drew explains how to approach price testing without backlash.
- The roadmap to build a culture of experimentation
- From VP-level buy-in to weekly testing meetings, learn how the best teams are structured for consistent optimization.
- How to test pricing, offers, and shipping intelligently
- Get the real-world tactics behind straddle tests, dynamic discounts, and testing offer mechanisms.
- Agentic AI is coming to testing
- Drew breaks down how automated agents will soon handle ideation, test execution, analysis, and rollout—without human bottlenecks.
If you’re still optimizing for revenue or conversion alone, this episode will change how you think about growth. It’s not just about what wins the test—it’s about what drives profit.
Timestamps
00:00 – The state of A/B testing and pricing strategies
02:15 – Drew’s journey from McKinsey to founding Intelligems
04:30 – Why pricing needs to be broader than just the list price
07:10 – Dynamic pricing fears and consumer perception
09:20 – Building effective testing roadmaps for DTC brands
12:05 – Running price elasticity tests for better profit per visitor
14:30 – Personalization strategies based on traffic sources
16:45 – Optimizing Black Friday & holiday offers through testing
19:30 – Creating a culture of experimentation inside your brand
22:40 – How high-performing teams structure ongoing testing cycles
25:10 – Statistical significance, confidence intervals & testing duration
28:20 – Measuring profit per visitor vs. focusing on conversion rate
30:15 – The agentic AI future of A/B testing & infinite experimentation
Hashtags
#ABTesting #PricingStrategy #EcommerceGrowth #DTCBrands #ConversionOptimization #Personalization #ProfitPerVisitor #BlackFridayStrategy #AIAutomation #MarketingAnalytics
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