As the CRO of Salon.com, Justin Wohl is a self-proclaimed programmatic purist, meaning that when it comes to ad sales, the news publisher is almost entirely monetized through the open programmatic marketplace.

After joining Salon in 2017, Wohl said that it was clear direct-sold advertising wasn’t performing and his team reconfigured to focus exclusively on the open marketplace. Two years later, Salon achieved profitability.

Today, Wohl — who also serves as the CRO of TVTropes and Snopes — is using traffic shaping to maintain which ad inventory is being sold across each brand. n the latest episode of the Digiday Podcast, Wohl talks about why he’s willing to take a short-term gross revenue hit (of “a few percentage points”) to purify how his brands are sold in the programmatic open marketplace and ultimately improve the CPMs that his team can charge.