"If you empower your team to make their own decisions, they're just more motivated—and that drives great outcomes." - Adrian Rohr

In this episode of Making Sense of Martech, we sit down with Adrian Rohr, VP of Marketing CRM at Fabletics, to uncover how one of the world's leading activewear brands is redefining customer engagement in-house with AI-powered CRM and omnichannel personalization.

This conversation is a must-listen for marketing leaders curious about AI orchestration, CRM transformation, and building high-performing in-house teams.

Highlights

Discover how Fabletics built a proprietary tech stack that powers everything from supply chain to marketing execution.

Learn why Adrian believes AI content generation — not send-time optimization — is the real performance driver.

Understand the competitive advantage of running your team entirely in-house with speed, flexibility, and institutional knowledge.

Discover how the team leverages 250+ data points daily to drive personalization at scale.

Hear Adrian's take on the future of lifecycle marketing and why marketers will soon become "AI shepherds."

 

Episode Breakdown

04:54 — How "Silicon Valley meets Fashion Avenue" defines Fabletics' tech-first DNA

07:00 — Replacing fragmented CRM tools with a unified, AI-powered orchestration platform

10:20 — Inside Fabletics' team structure and culture of empowerment

17:00 — Why Fabletics keeps everything in-house: speed, control, and deep domain knowledge

25:30 — The future of AI in CRM: 1:1 personalization, omnichannel orchestration, and enterprise-scale platforms

31:50 — Optimizing subject lines with AI—plus where human oversight still matters

36:50 — Clean data, empowered teams, and advice for brands struggling to scale

39:50 — Looking ahead: AI shepherds, org chart shifts, and the need for a true "connecting platform"

 

Key Takeaways

AI is transforming content generation more than send-time optimization, driving significant gains for triggers and transactional messaging. Fabletics' speed, ownership, and flexibility allow campaigns to pivot instantly. Data hygiene and a centralized tech stack eliminate silos, creating an actual omnichannel experience. Over the next 1-3 years, marketers will transition from being manual executors to AI shepherds.

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