Scaling Restricted Products With AppLovin: Lessons From cbdMD With Wade Brown

Minds of Ecommerce

Wade Brown is the Vice President of Marketing at cbdMD, a publicly traded company known for its CBD and cannabis product lines. He is a seasoned executive with expertise across ecommerce, B2B and B2C channels, digital advertising, and strategic partnerships. Wade has led marketing for restricted product categories, including CBD, THC beverages, firearms, and tactical gear, with leadership roles at SupplyKick, Inc Authority, NatureWise, among others. At cbdMD, he drives customer acquisition and creative ad strategies, spearheading the launch of the Herbal Oasis infused beverage line and securing distribution with major retailers like Total Wine.

In this episode…

When the usual ad channels become crowded, expensive, or off-limits, many brands can get stuck with limited growth options. For companies in restricted categories, the challenge is even greater: How do you reach high-quality customers while staying compliant and profitable? Could a lesser-known platform like AppLovin be the untapped opportunity these brands need?

According to Wade Brown, a seasoned marketing leader with deep expertise in restricted product categories, AppLovin has become one of the most reliable top-of-funnel acquisition channels. He highlights that the platform delivers trackable, high-quality traffic, often outperforming Meta and TikTok. The key, Wade explains, is repurposing proven creatives like UGC videos while also testing interactive HTML ads that offer richer engagement. By treating AppLovin as a funnel starter rather than expecting immediate conversions, brands can nurture audiences more effectively and expand reach into new markets. This strategic approach helps restricted brands capture authentic traffic and build sustainable campaigns.

In this episode of the Minds of Ecommerce, Raphael Paulin-Daigle interviews Wade Brown, VP of Marketing at cbdMD, about how AppLovin helps restricted brands scale customer acquisition. Wade discusses the advantages of HTML ads, how to repurpose winning creatives, and the importance of patience in testing. He also shares insights into funnel measurement, traffic quality, and common mistakes marketers make when evaluating new platforms.