PM D2C Brands
(India Edition)
5 dynamics and 5 metrics for D2C PMs.
Build D2C PM Skills — Free →5 Dynamics
Performance marketing CAC is the binding constraint — product exists to beat it
Repeat rate is everything — D2C math breaks without it
Content + commerce — brands win by owning the story, not just the SKU
Quick commerce eating share — listings on Zepto/Blinkit are mandatory for FMCG D2C
Offline eventually — pure-online D2C caps out; brands graduate to general trade
5 Metrics
CAC / LTV ratio
Repeat purchase rate at 3, 6, 12 months
Contribution margin per order
RTO / NDR rate — India D2C lives or dies on this
Attribution across Meta, Google, SEO, and organic
FAQ
Is D2C PM different from e-commerce PM?
Yes. E-commerce PMs work on marketplaces where the brand is not theirs. D2C PMs work on a single-brand stack where product, marketing, and retention are tightly coupled. Decisions about pricing, packaging, and acquisition all flow through product. Smaller scale, but broader scope per PM.