Episode
Ep 630: "The Best Ads Say Nothing" | Ari Murray, Chief Digital Officer at Salt & Stone
- Podcast
- DTC Podcast
- Published
- Jul 20, 2026
- Duration seconds
- 2459
- Processing state
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Summary
Subscribe to DTC Newsletter - https://dtcnews.link/signup Ari Murray runs DTC, Amazon and customer experience at Salt & Stone. She came from Sharma Brands, and before that worked on influencer and celebrity brands including a Kardashian line and Halsey's beauty brand. She started as a customer service agent. In this episode she breaks down why the old brand-versus-performance argument is collapsing. Customers now shop with a chatbot in the loop. Those bots read your reviews, your Reddit threads, and your actual customer experience. You cannot hack that, which means product quality and brand protection have become growth levers. She also gets specific on creative: what "socially native" really means, why she is chasing ads that don't look like ads, and the protein powder ad where the product is the seventh ingredient in someone's recipe. For: DTC founders, growth leads, creative strategists, retention and CRO teams, brand marketers. In this episode: Why she left the agency side for Salt & Stone Why Salt & Stone has never acted like a deodorant brand AI visibility, Reddit indexing, and why you can't hide from real customer feedback The collapse of the middle of the funnel in agentic shopping Why she doesn't feel a desperate need to move spend out of Meta How they actually measure incrementality (holdouts, Status, Northbeam, Triple Whale, hunting for an MMM) Socially native creative, and why splitting a hook five ways is played out Why a brand with boundaries makes better ads What makes a brand feel cheap What makes a brand deserve to be iconic Subscribe to DTC Newsletter - https://dtcnews.link/signup Advertise on DTC - https://dtcnews.link/advertise Work with Pilothouse - https://dtcnews.link/pilothouse Follow us on Instagram & Twitter - @dtcnew…