Ronak Shah

CEO & Co-Founder at Obvi | EY Entrepreneur Of The Year® 2022 | Featured on Inc. as 1 of 22 High Achievers | Chew on This Podcast Host

As the CEO of Obvi, I lead the company's vision to offer the most obvious choice of transparent products that deliver real results without sacrificing taste. Obvi, which has been featured on Inc. as one of the 22 high achievers of 2022, has grown rapidly since its launch in 2019, thanks to our innovative and customer-centric approach to product development, marketing, and community building.

With over a decade of experience in accounting, finance, and e-commerce, I have developed strong competencies in customer relationship management, analytical skills, communication, and technology. I have successfully completed enterprise-scale projects involving technology conversions, re-branding, custom CRM development, report design, and release management. As an EY Entrepreneur Of The Year® 2022 and a co-host of Chew On This podcast, I am passionate about sharing my insights and expertise on DTC content and strategies with other founders and entrepreneurs. I am also a growth ambassador for Gorgias, a universal tool for CX that I endorse and use for Obvi.

Chief Executive Officer

Obvi was founded with one objective in mind: present the most obvious choice of transparent products which present real results without having to sacrifice taste. At Obvi, we believe the industry as it is currently, is facing a phenomenon which is known as the paradox of choice; that is, the more choices there are, the less satisfied the customer is starting to become. We have set out to make that choice as obvious and easy for our customers. Simple and transparent formulas with a cutting-edge flavor systems make any Obvi product, the obvious choice.

Year 3 pitching to Walmart  … need the best vibes sent our way for Obvi  🙏🏻

LFG Ashvin Albert Raj Ankit

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At Obvi, we run on one simple financial rule: Every dollar must return $3+.

Not $2. Not $2.50. $3 minimum.

We bootstrapped Obvi from $10K to over $40M in revenue. Zero VC funding. That means every dollar we spend is a dollar we earned, and we can't afford to be loose with it.

When you're bootstrapped, you don't get second chances. You can't just raise another round to cover your mistakes.

So the 3X rule became our filter for everything.

New marketing channel? 3X or we don't test it. 
Hiring decision? That person needs to generate 3X their cost. 
Product launch? Software tool? Same filter.

This isn't about being cheap. It's about being disciplined.

When you're this disciplined, you can actually take BIGGER swings than VC-backed brands burning through cash. 

Because the bets that DO work often return 5X or 10X, and you have the cash flow to double down immediately—not six months later after another board meeting.

Most founders see a rule like this as handcuffs. For us, it's rocket fuel.

Last month we were supposed to be in our new Obvi office. This month, one of my employees is working out of their shoe closet and I'm set up in my son's bedroom.

We didn't choose this. But we're figuring it out anyway.

For 6 years, Obvi has been an in-person team. That's how I built this company. That's how I work best. 

I'm fully against working from home—I need the energy, the collaboration, the focus that comes from being together.

Then reality hit. Office delays forced us remote for 2 months while our new space gets ready.

So here we are. One team member literally set up in their shoe closet because that's the only quiet space in their apartment. I'm working out of my son's bedroom with a makeshift desk. Others are on their couches trying to take Zoom calls with decent lighting.

None of us had real home offices. Why would we? We've been in-person for 6 years.

Here's the thing though—when you have to operate in a way that completely contradicts how you believe things should work, you can't just push through with the same approach. You have to fundamentally change how you communicate, how you structure your day, what you're willing to accept as "good enough."

It's uncomfortable as hell. But watching our entire team adapt and just do what needs to be done has been incredible.

We're still hitting our goals. Still staying efficient. Still moving the business forward from bedrooms and closets.

Sometimes the best growth doesn't come from doing things your way. It comes from being forced into a completely different way and realizing your team will rise to meet it anyway.

Two months. Then we're back in person where we belong. But this sh*t has been a masterclass in adaptability.

Margin is brutally hard to find in DTC right now. So when we find the rare lever that generates pure profit with zero effort, we jump on it.

That’s why we just implemented Rokt Pay+ at Obvi. Here's what it is →

Trying to boost revenue usually comes with different tradeoffs:

- Launch new products = R&D + inventory risk + COGS

- Raise prices = risk CVR hit

- Add upsell products = more COGS + shipping costs

- Free shipping threshold = lower margin

You're constantly trading one thing for another.

But something Rokt Pay+ is different. It’s a simple, incentivized add-on to your checkout.

When customers reach your payment page, they see a simple banner offering them something (like cashback or rewards) for using Apple Pay or PayPal.

Brands like Apple Pay and PayPal then reward you when customers choose their payment method.

This is a no-brainer. Your customers were already going to use these methods anyway. Now you just get paid for it when they do.

The banner is minimal, designed to match your checkout flow. Meaning no disruption to the customer experience.

This is a brand new product and things are early, but so far Aftersell by Rokt is reporting an average of $20-25 cents in pure profit added per order. 

We’re happy to test this because we've been running Rokt Thanks for a while now and it adds 5 figures per month directly to our bottom line. Zero operational lift or trade-offs. 

When the same team told us about Rokt Pay+, it was an obvious “yes”. 

The math is simple:

- No impact on conversion (heavily tested)

- No new products to manage

- No supply chain complexity

- Customers see premium brands (Apple, PayPal)

Obviously, this won't 10x your business. But $20-25 cents per order adds up fast for us.

That could cover payment processing fees. Fund a new hire. Give us more budget to fund marketing spend. 

We just turned this on, so we’ll share our numbers once we have enough data.

But if you're looking for margin and not finding it in the obvious places, this is worth a look.

#ROKTpartner

There are at least 5 ways your DTC brand can trigger sales tax obligations that have nothing to do with how much you sell.

Most founders have no idea these exist. And states are actively auditing back to 2018.

Here's what can randomly create a six-figure tax liability:

THE BASICS: Economic nexus = $100,000 in sales OR 200 transactions in most states (California is $500K). At $5M in revenue, you could be obligated in 30+ states.

But that's just the beginning.

The weird/scary stuff…

1. Your inventory creates instant nexus 

Amazon moves your FBA inventory between warehouses without asking. Each state where your products sit = physical nexus. We woke up with obligations in states we'd never directly sold to.

2. Marketplace facilitator laws don't cover everything 

Amazon collects tax on marketplace sales, but you still must register in states where inventory is stored. Your Shopify/DTC sales? Still your responsibility. Multi-channel = tracking it all yourself.

3. Affiliate programs trigger nexus 

Pay commissions to influencers or affiliates? Pennsylvania: $0 threshold. One sale = nexus. Illinois: $10K. Georgia: $50K. Most founders have no idea this exists.

4. Trailing nexus = you can't just leave 

California requires continued collection for the rest of that year PLUS the entire following year after you fall below thresholds. Colorado, Washington, Arizona have similar rules. The obligation follows you.

5. States audit back to 2018 

The Supreme Court Wayfair decision changed everything in June 2018. If you had nexus but never registered, there's no statute of limitations. Back taxes + penalties + compounding monthly interest.

THE SCALE: 

-13,000+ tax jurisdictions in the US
-100,000+ changes to tax rules annually 
-Different filing frequencies and thresholds by state 
-Manual tracking = 9-10 hours/month (and you'll still miss things)

Consequences for screwing this up are huge. Besides a sudden tax bill, penalties are 10-30% of unpaid taxes. Interest compounds monthly. States can legally shut down your website until you're compliant. For brands on thin margins, this is a potential death blow.

Good News…

When we started, there weren't great solutions. But now you don't have to be a sales tax expert.

Platforms like Kintsugi handle this: real-time nexus monitoring across all states, automatic registration, automated filing, AI support. Free tier for monitoring and alerts.

For multi-channel brands, it's the difference between 9+ hours monthly on compliance vs. having it completely off your plate. 

Bottom line: Sales tax gets exponentially more complex as you scale. The obscure triggers and state variations are designed to trip you up. But you can get ahead of it before audit letters arrive.

If you don’t have sales tax compliance handled yet, check out Kintsugi: https://lnkd.in/eAY8C8_k 

#Kintsugipartner

Most CTV campaigns fail before they even start.

Not because of bad creative or weak targeting, but because most of the “views” you’re paying for aren’t human.

In 2024, bot fraud accounted for 65% of all fraud in CTV environments. That means bots, spoofed Roku devices, and fake streaming apps are inflating your reach while your real customers never see the ad.

It explains why so many CTV tests look great in a dashboard; cheap CPMs, strong completion rates, but drive almost no conversions.

To help brands clean up the chaos, Vibe.co put together a 2026 CTV Performance Playbook.
It’s a deep dive into the state of CTV right now: what’s broken, what’s working, and where the real opportunity sits.

Here's what you'll learn:

-CTV is booming—but flooded with fraud, recycled inventory, and unverifiable impressions.

-Vibe.co’s curated supply enables more accurate targeting and cleaner feedback loops.

-AI accelerates production and reduces cost—allowing rapid testing of message, pacing, and offers.

-Verified lift studies from WorkMagic and Northbeam show exclusive results.

The full playbook covers how brands are achieving 55% lower CAC on CTV versus paid social, how to verify real viewers, and which metrics actually predict customers, not just “views.”

If you want to understand how to make CTV actually perform in 2026, click the link in comments to access the full guide.

#Vibepartner

Paul Klebanov(Ecom Ads, eMail, SMS)

• Sales, mergers, and acquisitions of D2C brands between 1 and 30 million in revenue

• Business valuation based on historical 3-year performance, year to date tax returns, and P&L

• Deep dive into the company, developing a complete CIM(confidential information memorandum), identifying potential growth opportunities for prospective buyers & preparing the business for an acquisition/merger

• Developing a blind summary and confidentially listing the business for sale

• Developing outbound and  paid media campaigns targeting investing networks, private equity firms, family offices, and DTC holding companies, garnering demand for your brand to sell quickly and to the right strategic buyer

• Coordinate with legal to prepare and negotiate a purchase agreement

• Present the CIM with growth opportunities to each potential buyer via live video conference, address questions, and close the deal.

• eCommerce focused paid media manager focused on building and growing brands by carefully crafting and optimizing Google Search, Google Display, Google Shopping, YouTube, Gmail, Facebook, Instagram, and Amazon advertising campaigns to hit ROAS(return on advertising spend) targets.

Klebanov LLC, Paid Media Division 

Noticed

•	Shopify specialized paid media manager focused on building and growing brands by carefully crafting and optimizing Google Search, Google Display, Google Shopping, YouTube, Gmail, Facebook, and Instagram advertising campaigns to hit ROAS(return on advertising spend) targets

•	Use data analysis to optimize ad performance and continually drive down ad spend, getting more sales without increasing the clients advertising budget

•	Develop and own channel strategy across multiple paid search and paid social accounts

•	Manage client’s budgets across multiple product types to ensure inventory sell-through rates remain high and goals are hit

•	Ongoing setup, management, and optimization of client’s paid search and paid social accounts (Google Ads, Facebook and Instagram advertising) 

•	Rapidly test new personas, new audiences, new offers, and new messaging

•	Collaboration with internal cross- channel departments to deliver cohesive
recommendations and strategies to clients

•	Building close relationships with clients through frequent communication on performance, strategies, campaign priorities

• Providing full transparency on campaign performance by developing and sharing custom, real-time dashboards so clients can track their marketing campaigns at any time, and from any device

Senior Paid Media Manager

General Assembly

Conducting  2-day AdWords boot camps to a class of marketing managers,  marketing professionals, and Funders/ CEO's of startup.

To register for one of my upcoming classes visit:

‣https://generalassemb.ly/instructors/paul-klebanov/17648 

Covering how to:

•Build successful AdWords campaigns around your AARRR (Acquisition, Activation, Retention, Referral, and Revenue) objectives

•Adwords Setup’s and reporting supporting both e-commerce and SaaS Growth

•Build and design successful AdWords A/B testing concepts using labeling and avoiding nasty pitfalls

•Optimize spending to avoid throwing  money down the AdWords wishing well - Covering daily, weekly, and monthly routines

•Strategies to maximize conversions and ROI for your AdWords Campaigns

‣Learn everything you need to know to pass the AdWords certification exams for search

Google AdWords Trainer

Imparture Training

Google Analytics Immersive training is designed for anyone looking to review their Google Analytics activity and take it to an advanced level. Full guidance is offered on key foundational elements, before moving on to advanced tools and techniques to deliver the highest levels of actionable insight.

Link to the registration page:
‣https://www.imparture.com/course/training-workshops/google-analytics-immersive/#
‣For A 10% discount enter (PAULK) at checkout 

My Teaching Schedule:
‣Class in Center City Philadelphia On October 10th & October 11th
‣Class in Center City Philadelphia On November 26th & 27th

Google Analytics Immersive Trainer

SEMrush

•	Face of the company in multiple markets with a goal of driving awareness and generating new leads for SEMrush

•	Preparing presentations for online channels (webinars, podcasts, YouTube live interviews) and offline channels (local and national events)

•	Establish and maintain relationships with event coordinators and booking agents for both online and offline channels  

•	Online and offline channel coordination with attention to logistical details

•	Maintain a budget and work to develop lasting relationships and cross-functional partnerships with all clients

•	Perform outreach to book online and offline engagements

•	Create content (blog posts, and videos) to support promotional requirements for online and offline engagements

•	Establish measurable goals by defining objectives, and key results to track your progress in meeting and exceeding expectation

•	Develop email marketing campaigns while coordinating email promotions across multi regional marketing teams

Digital Marketing Strategist | Corporate Speaker & Product Evangelist

PPL Stores LLC

•Strategically planned, executed and monitored SEO/SEM/PPC campaigns, and content marketing efforts directly responsible for generating over 7 million dollars in revenue for PPLSTORES (pplstores.com, decorify.com) from 2011-2014

•Recognized as one of the top 1000 Internet retailers in the United States in 2012

•Directly hired and lead marketing teams to work through agile, 3-week sprints with the aim of successfully executing and delivering on the completion of AARRR categorized goals within the marketing backlog 

•Develop cross-sell, second order, welcome, and abandoned cart campaigns, increasing repeat business by over 30%

•Use digital media to advertise brands and promotional events using social channels, SEO, PPC, banner media, retargeting, referral marketing.

•Demonstrate the ability to work with project managers, lead developers and designers adhering to all project timelines while maintaining quality and delivering the best results for clients

•Offer online strategy consultation based on client analytics to create and improve processes and systems to maximize campaign effectiveness

Founder / Director of Marketing

SDI Health, Inc.

•Data Analysis (overlap analysis) using patient data

•Database development using MYSQL

•Managing the SEO (on-page and off-page) and content marketing efforts for pollen.com, pollenlibrary.com, and asthmaforecast.com

•Programmed web-based content management systems and dynamic Flash applications for load-balanced websites while also designing internal web applications using technologies such as Flash Actionscript 2.0, PHP, XHTML, CSS, JavaScript and Photoshop

•Created and managed websites from planning to inception including front end development, architecture, interface design, site structure, navigation, page optimization, marketing and graphics that appealed to user interactions and website goals

•Updated and optimized websites for effective marketing and cross-browsers visibility

•Provided recommendations and web support for migrating websites into new content management systems

•Strategized and executed search engine optimization methods including meta tags, links-building, search engine friendly URL architecture, submission and indexing

•More information about the company can be found on their Linkedin profile: 
https://www.linkedin.com/company/sdi

Data analyst / Web Developer

With over 10 years of experience and over $10 million in online revenue generated, Paul is the Paid Media expert that top brands trust. Best known for his work as a marketing evangelist for SEMrush, Paul has experience speaking at top conferences and leading instructional courses in Google Ads, Facebook Ads, and Google Analytics at General Assembly and Imparture.

Over the years, Paul has helped some of the top brands in Food and Beverage, Beauty, Home and Outdoor, Jewelry, and Fashion breakthrough online and take their ROI from 2x to 9x and even 20x in some cases. Paul leverages his unique skill set and attention to consumer trends to develop campaigns that simply work even at scale with budgets of hundreds of thousands of dollars. If you’re ready to launch a PPC campaign that attracts the right people at a cost that makes sense, Paul is your guy! 


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The Battle

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Engagements

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Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Ronak Shah's LinkedIn Performance

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