Operators Titans E001: Caden Lane (with CEO Katy Mimari)
OPERATORS
· with Jack Jia
· September 25, 2025
· 78 min
Summary
This episode features Jack Jia, CEO of Musely, a prescription skincare brand that scaled to over 1 million customers and $100M in annual revenue. Jia shares his unconventional journey from tech to consumer goods, highlighting the critical role of innovation, learning from failures, and leveraging authentic customer stories to build a thriving e-commerce brand, even in a regulated space like telehealth.
Key takeaways
Don't be afraid to pivot: Musely's success came after failed attempts at a marketplace and home tips app, demonstrating the importance of adapting your business model.
Embrace "just go do it" mentality: Jia emphasizes taking action and learning by doing, even if it means starting imperfectly, as seen in The Golf Green Story.
Leverage authentic customer stories for marketing: Musely built a loyal customer base and achieved significant growth by featuring real people and their results, turning customers into marketers.
Innovate within regulated industries: Musely successfully navigated the complexities of prescription skincare and telehealth by reinventing pharmacy tech and focusing on solving a real problem for customers.
Find your niche for customer acquisition: Musely found success marketing to its target audience through unconventional channels, including gaming platforms, highlighting the need to think outside traditional marketing boxes.
Themes
customer-centric marketinge-commerce growth strategiesstartup pivots and innovationtelehealth and regulated markets
Brought to you by Applovin. Get access to the Operators channel expansion playbook, online masterclass, and up to $5k in ad credits.https://9ops.co/channelsHosts Matthew Bertulli and Sean Frank go behind-the-scenes with Katy Mimari, founder and CEO of +$100M baby brand Caden Lane. Katy shares her 21-year entrepreneurial journey, detailing the motivations behind starting her company, the challenges faced during economic downturns, and her pivotal decision to transition into DTC.She discusses the importance of product expansion, compassionate leadership, and the lessons learned throughout her journey. Katy reflects on the decision not to sell her company along with the personal growth that has come from navigating the complexities of business ownership, going from single mother to blended family, and life.Chapters00:00 The Genesis of Caden Lane09:20 Navigating Challenges and Growth17:46 The Transition to Direct-to-Consumer25:50 Rebuilding and Expanding Product Lines37:06 The Decision Not to Sell: A Personal Journey56:37 Lessons Learned and Future Aspirations
Frequently asked about this episode
What does this episode say about customer-centric marketing?
Don't be afraid to pivot: Musely's success came after failed attempts at a marketplace and home tips app, demonstrating the importance of adapting your business model.
What does this episode say about e-commerce growth strategies?
Embrace "just go do it" mentality: Jia emphasizes taking action and learning by doing, even if it means starting imperfectly, as seen in The Golf Green Story.
What does this episode say about startup pivots and innovation?
Leverage authentic customer stories for marketing: Musely built a loyal customer base and achieved significant growth by featuring real people and their results, turning customers into marketers.
What does this episode say about telehealth and regulated markets?
Innovate within regulated industries: Musely successfully navigated the complexities of prescription skincare and telehealth by reinventing pharmacy tech and focusing on solving a real problem for customers.
What does this episode say about customer-centric marketing?
Find your niche for customer acquisition: Musely found success marketing to its target audience through unconventional channels, including gaming platforms, highlighting the need to think outside traditional marketing boxes.
