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Kristen Perry had a successful career in ad tech and mobile gaming before making the bold decision to pivot into the Bay Area real estate market, where she now excels with Coldwell Banker.
In her tech career, Kristen was a powerhouse in business development, leading sales efforts at companies like Tapjoy, Tilting Point, Luna Labs, and Lifestreet.
In our conversation, Kristen and I discuss:
Adaptability is Key: the importance of being able to adapt to changing environments, whether in the tech industry or real estateValuing Relationships: building strong, genuine relationships based on trust and communication is central to Kristen's success in both industriesPersonal Fulfillment: choosing a career that aligns with your personal passions and values is crucial for long-term satisfaction and successEffective Communication: listening is a vital part of communication, especially in sales, to understand and meet client needs effectivelyContinuous Learning: Commitment to lifelong learning and self-improvement can significantly enhance your professional growth and adaptabilityChapters:
(0:01) Kristen Perry's Career Pivot from Ad Tech to Real Estate
(4:29) The Shift to Remote Work and Its Impact on Job Satisfaction
(8:10) The Importance of Communication and Relationship Building in Sales
(15:07) From Home Building to Real Estate During COVID
(18:33) Transitioning from Ad Tech to Real Estate
(25:14) Building Trust and Relationships in Real Estate Transactions
(29:41) Building Relationships and Community in Real Estate
(36:09) The Importance of Value-Added Services in Real Estate Transactions
(39:36) Lessons Learned from Transitioning from Tech to Real Estate
(46:30) Transitioning From Tech to Real Estate for Fulfillment
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Nigel Eccles was CEO and co-founder of the massively successful fantasy sports and betting platform FanDuel. Since then, he has gone on to found four companies, and sits on the board of a number of others. His most recent venture is BetHog, a seed-stage casino and sportsbook.
In our conversation, Nigel and I talk about:
The lessons learned from the early days of Fan DuelHow to target the right audience to narrow your focus and improve market fitSimplifying your product to optimize user satisfaction and retentionEmbracing iteration to stay flexible as you work to discover Product-Market FitCapitalizing on market timing by entering growing markets before they become saturatedAnd much moreChapters:
(0:01) From Farm to Fanduel: Nigel Eccles' Journey in Fantasy Sports
(3:33) The Intersection of Fantasy Sports, Betting, and Data Analytics
(10:25) Strategies for Success in Consumer Entertainment and Gaming
(15:38) The Reality of Product Launches and Entrepreneurial Expectations
(19:05) The Importance of Accountability and Conviction in Decision-Making
(22:33) The Futility of Forecasting in Early-Stage Startups
(26:03) Navigating Saturated Markets and Timing Investments
(36:09) Platform Shifts and the Evolution of Consumer Technology
(38:04) Crypto Casino and Sportsbook Targeting Young, Risk-Seeking Males
(39:15) Balancing Skill Levels in PvP Games for Optimal Player Experience
(41:45) Balancing Skill and Chance in Competitive Gaming
(45:19) The Strategic Depth and Bluffing Nuances of Liar's Dice
(47:16) Monetizing Popular Games Like Liars Dice for Online Play
(48:08) Navigating the Challenges of Scaling and Product Market Fit
(50:58) Unexpected Trends in Gaming and the Resurgence of Chess
(52:36) The Importance of Inquisitiveness and Experimentation for Entrepreneurs
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Fehlende Folgen?
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David Rodnitzky is the founder of David Rodnitzky Consulting, a boutique firm dedicated to helping agency founders navigate complex acquisition, scaling, and M&A opportunities. He also founded 3Q Digital, a media management company managing over$2 billion in ad spend annually, which subsequently became part of DEPT.
Rodnitzky has written a book called “Selling Your Marketing Agency: Making the Most of Your Most Important Deal” that helps guide agency founders through one of the biggest decisions in their careers.
In this episode, Matt and David discuss what it takes to build a successful business, the importance of thinking long term with client relationships, and the emotional and strategic complexities of selling a company, as well as some key insights into the world of M&A
Chapters:
(0:01) David Rodnitzky's Journey from Iowa to San Francisco
(1:58) From Dot-Com Boom to Founding Three Q Digital
(7:13) Scaling a Digital Marketing Agency from Coffee Shop to Acquisition
(12:44) Navigating Mergers and Acquisitions with Strategic Earnouts
(20:07) Selling and Reacquiring a Company Multiple Times
(25:56) Balancing Culture and Performance in the Workplace
(32:11) Common Pitfalls and Ethical Issues in Advertising Agencies
(40:45) Selling Your Business: Emotional and Practical Considerations
(45:26) Boeing's Merger with McDonnell Douglas and Resulting Hostile Takeover
(46:51) The Importance of Strategic Thinking in Legal and Business Decisions
(50:30) Strategic Thinking and Due Diligence in Business Acquisitions
(52:42) Building Long-Term Value in Agencies for Successful M&A
Link to Podcast Transcript
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Brad Stroh is the Co-CEO and Co-Founder of Achieve (formerly Bills.com), a digital personal finance platform that has helped over 1.5 million people and resolved billions of dollars in debt, as well as providing billions in loans. Brad has an extensive background in private equity and venture capital, with a focus on creating scalable financial solutions.
In this episode, Matt and Brad discuss the regulatory challenges faced by fintech startups and how innovation and agility within organizations can pave the way for scalable growth. They also discuss emerging fintech trends, the role of AI and machine learning in personalizing customer experiences, and how to approach building a liability management platform.
Key Takeaways:Next Gen of Fintech - Emerging fintech trends, including the role of AI and ML in personal financeConsumer Finance / Cost of Scale - Challenges and strategies of navigating regulatory processesScaling for Adaptability- The importance of keeping innovation, efficiency, and agility top of mind as you scaleBuilding a Successful Team - The importance of aligning team incentives, collaboration, and a customer-first focusChapters
0:01 Achieve's journey: From founding to financial empowerment
3:38 Bootstrapping success and navigating private equity challenges
8:24 Building a liability management platform for consumer debt
11:53 From idea to scale: building a fintech business
18:43 Navigating regulatory challenges and opportunities in fintech
28:10 Achieve's unique approach to consumer debt management
36:37 Overcoming financial stress through empathy and digital tools
40:12 Fostering innovation and agility in large organizations
48:31 Balancing team harmony and performance in organizations
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Dylan Serota is the CEO and co-founder of Terminal, a leading global talent marketplace platform for hiring developers. Before Terminal, he held leadership roles at companies like Eventbrite, where he oversaw platform product initiatives, strategic partnerships, and corporate strategies in collaboration with partners like Google and HubSpot.
In this episode, Matt and Dylan explore the dynamics of global talent acquisition, meeting the demands of remote work and global talent acquisition, and the role of venture studios in the process of hiring talent. Dylan shares insights from his time at Eventbrite before founding the talent acquisition platform Terminal to address the mounting challenges of finding high-quality engineering talent within the global marketplace.
Key Takeaways:The evolution of Terminal: Initially an in-house solution for Atomic VC's portfolio, Terminal evolved to address broader market needs for technical talent through a remote-first model, significantly influenced by the pandemic.The future of remote work: How the permanent shift to remote work requires companies to be more intentional about their culture and operational processesAI and recruitment: How leveraging AI to efficiently sort and match candidates with job requirements can reduce operational costs and streamline the hiring processOptimizing your talent strategy: Instead of focusing on hiring the "best" engineers per industry standards, find the best match for your specific company needs through a practical, work-focused hiring strategyChapters:
0:01 Building global talent solutions with Terminal
1:50 The future of global talent marketplaces and remote work
14:08 The role of venture studios in creating entrepreneurs
18:33 The challenges and benefits of remote work for startups
24:08 Rethinking hiring: finding the right fit for your company
28:01 The benefits of contract to hire in modern workplaces
34:05 Leveraging AI to enhance efficiency in tech hiring
41:38 Innovating talent marketplaces with AI & generative technology
43:44 Conclusion and closing remarks
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Lindsey Dillon is the Vice President of Marketing at Harness, a fintech platform empowering consumers to align their spending with their personal values. Previously, she held a leadership role at Cash App, where she led post-acquisition growth initiatives. Lindsey also has worked on product marketing campaigns for companies like StubHub and Lyft.
In this episode, Matt and Lindsey discuss staffing a product marketing team built for success, how to craft a meticulous, customer-first product launch approach, and the critical role of customer feedback across every stage of development.
Key Takeaways:Understanding Your Audience: Deep audience research and competitive analysis are fundamental for successful product positioningLeveraging Customer Feedback: Keeping customers engaged at every stage of product development ensures alignment with customer needs and encourages product-market fitLeading by Example: Build a culture of stewardship, empathy, and hands-on leadership to maximize team success and innovationHumanizing Remote Work: Stronger personal connections and a supportive work culture are essential for team productivityChapters:
0:00 Harnessing fintech for impactful consumer spending
4:43 Strategies for effective product launches in saturated markets
15:24 Incorporating customer feedback throughout the product lifecycle
19:03 Challenges of customer feedback and product development
20:54 Customer-centric product development and Iterative launch strategies
26:51 Leadership, culture, and setting aggressive goals in team management
32:50 Fostering creativity and innovation in marketing teams
38:23 The power of ‘Yes If’ and ‘I Wonder’ in team dynamics
44:33 Navigating team dynamics during acquisitions
50:22 The importance of humanization and face-to-face interaction in remote work
54:47 The ritual of ‘potato negotiations’ and social interactions
56:35 The Importance of Small Talk in Workplace Meetings
59:15 Conclusion and closing remarks
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Brendan Bilko is the founder of Robin, a studio dedicated to reimagining sports through brand building and product development. His experience includes time as Entrepreneur in Residence at Lisi and Elysian Park Ventures. He is also the Co-Founder and CEO of Dexter, as well as co-founder of the creative agency May Day, where he worked with brands like Levi's, Cadillac, Red Bull, and Comedy Central.
In this episode, Matt and Brendan share insights on how to build and maintain a successful brand strategy, sustain brand impact as you scale, and why focusing on authenticity and consistency in this process is crucial.
Key Takeaways:
Don’t Chase the Competition: Instead of copying successful competitors, focus on what makes your brand unique and true to its core valuesAuthenticity is Key: Being genuine in your brand messaging fosters trust and loyalty among customersConsistency and Simplicity: From logo design to messaging, maintain consistent branding to ensure your audience easily recognizes and relates to your brand. Simple, clear branding often leads to better recognition and engagementHave a Brand Champion: Ensure there's a dedicated person internally to help you maintain and enforce brand standards.
(0:01) Brendan's path from creative agency to sports branding
(4:05) Key elements of successful sports branding
(7:23) Navigating brand consistency and authenticity in marketing
(15:07) Challenges of naming a company and The Google Mistake
(16:27) Brand consistency and unexpected product lines
(22:04) Defining & maintaining brand identity in growing companies
(27:59) The power of support in transforming a startup's mission
(32:33) The importance of simplicity in early-stage branding
(37:01) Brand champions ensure consistent branding
(42:14) Tubi's playful rebrand and massive subscriber growth
(46:41 ) Staying true to your brand and avoiding distractions
(49:33) Conclusion and closing remarks
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Kimberly Corbett is a large-scale marketing development and analytics solutions expert who has worked for some of the top gaming franchises in the world. Her past experiences include roles at Warner Brothers Games, Zynga, and Kabam. She is currently the Chief Publishing Officer at Fortis Games.
In this episode, Matt and Kimberly discuss the importance of cross-functional collaboration, how gaming companies can leverage AI to stay ahead, and the challenges and opportunities of the modern gaming market, particularly user acquisition and the balance between paid and organic growth strategies.
Key Takeaways:
The Future of Gaming: AI is transforming the gaming industry and helping companies launch more sophisticated and efficient gaming experiencesEncouraging Cross-Functional Collaboration: Success in scaling a product lies heavily in nurturing cross-functional teams with aligned incentives and goals to drive a high-growth cultureBalancing Organic and Paid Growth: Overemphasis on achieving virality can become a trap… instead, focus on creating a great product and balancing organic and paid strategies will become more sustainableChapters:
(0:01) Scaling video games and user acquisition strategies
(2:27) AI's impact on game development and publishing
(5:19) Adopting AI: the competitive edge in gaming
(10:16) Nurturing cross-functional collaboration and innovation in startups
(16:35) Learning from failure to achieve success in business
(19:29) The non-linear and chaotic nature of game development
(23:56) The serious business behind the gaming industry
(28:29) Balancing organic growth and paid marketing in early stage startups
(31:46) Choosing the right analytics tools for user data
(34:11) The challenges of data management in rapidly growing companies
(35:18) Balancing data savvy and brand focus in modern marketing
(41:24) Qualities to look for when hiring and scaling teams
(46:47) Conclusion and closing remarks
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Josh Lu is a product executive and partner at a16z Games, investing in Series C - B companies. He is also the General Manager at SPEEDRUN, their gaming accelerator. During his time at Zynga, he led product and growth teams, steering titles like Words With Friends to unprecedented success. He has also worked as VP, Commercial Leader at Blizzard Entertainment, and Director of Product Management for Horizon Worlds at Meta.
In this episode, Matt and Josh discuss viral gaming strategy, the importance of building cross-functional collaboration among teams, and where the future and evolution of and AI/hybridization in mobile gaming is headed in the coming years.
Key Takeaways:Unified Goals and Cross-functional Collaboration: Discussing the importance of setting shared goals across product, marketing, and growth teams to ensure cohesive effort and maximize impactTeaching and Understanding Different Functions: Effective growth requires every team members understand each other's roles to build mutual understanding and drive collective successAI in Gaming: The evolving role of AI in gaming, from reducing production costs to enhancing personalization and user experienceImportance of Startup Team Building: For early-stage gaming startups, the capabilities, vision, and conviction of the founding team are critical factors for investmentThe Future of Mobile Gaming: Emphasizing the continued potential for innovation and massive success within the mature yet dynamic mobile gaming marketChapters
(0:01) Joshua Lu's experience in the gaming industry
(3:50) Gaming culture and family traditions
(5:44) The evolution of growth in business over the last decade
(9:44) Cross-functional collaboration and overcoming siloed teams
(12:40) Transitioning Blizzard to mobile gaming culture
(13:59) Building cross-functional collaboration for product success
(18:03) The importance of strategic planning and goal setting
(21:24) How centralized PM function enhances collaboration in gaming studios
(25:22) The high-stakes world of free-to-play mobile games
(28:52) The evolution and future of mobile gaming
(36:38) The importance of early adoption in technological advancements
(37:47) Key criteria for investing in early stage gaming startups
(42:04) Advantages of non-gaming backgrounds in mobile game development
(42:39) Breaking rules to create something new
(44:03) Final thoughts/Last piece of advice
(45:00) Conclusion and closing remarks
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Eric Seufert is an analyst and expert in mobile development, tech marketing, and data analysis. Eric is General Partner at Heracles Capital, a pre-seed stage venture capital fund investing in the future of mobile tech. Eric has also worked at notable consumer mobile tech companies including Skype, Wooga, and Rovio Entertainment, where he was the VP of User Acquisition for the developer behind the popular Angry Birds franchise.
In this episode, Matt and Eric dig into Eric’s career in mobile tech startups, including the benefits of a ‘freemium’ model, strategies for launching mobile apps successfully, and where the future of mobile tech investments is headed.
Key Takeaways:
Core product experience should be complete and universal, even at the freemium price point. In order for this to occur, founders should leverage techniques that engage both new and existing users to monetize effectivelyUser acquisition is not just about growth… It is an opportunity for discrete product testing to improve and iterate based on real user dataThe mobile tech industry’s shift towards web-based storefronts driven by privacy regulations has opened new opportunities for mobile tech experimentation and personalizationWhen constructing your team, select candidates highly skilled in monetization and user experience based on prior startup successesChapters
(0:02) Eric Seufert's journey in mobile tech and venture capital
(3:25) Freemium economics and strategies for startup growth and retention
(5:56) The economics and ethics of free-to-play gaming
(8:14) The evolution and dominance of freemium models in mobile apps
(12:42) Generative AI Enables Total Personalization in User Experience
(13:15) Maximizing value and engagement in freemium business models
(17:57) The pitfalls of viral app launches and sustainable growth
(22:28) The slow, iterative process of launching a consumer app
(27:25) The Growth Trap: balancing organic and paid user acquisition
(32:10) Optimizing product success through flexible data analytics
(38:11) Balancing needs of new and old users in product growth
(42:49) Key criteria for investing in mobile startups
(48:28) The future of mobile engagement and web-based monetization
(52:10 ) Conclusion and closing remarks
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Joe Delfino is the VP of Identity and Cloud Partnerships at ComScore. Besides selling programmatic ads to gaming companies and working in mobile programmatic. Joe’s expertise also includes traditional and programmatic ad media.
In this episode, Matt and Joe discuss the evolution and future of programmatic advertising media, and the relationship between traditional media, C TV, linear TV, and streaming platforms in the digital age.
Key Takeaways:
Linear TV, CTV, and streaming platforms each have unique advantages and are converging in terms of audience targeting and measurement Performance advertisers are increasingly looking to TV due for better data-driven opportunities.Creative innovation is crucial for TV advertisers, where platforms like Netflix are leading the way by integrating ad units that interact with content and drive viewer responseChapters:
(0:01) Discussing Joe’s career in tech and media
(3:47) Misconceptions and origins of Publishers Clearing House
(4:35) Audience engagement insights: from mail to apps
(5:49) Transitioning from mobile to broad media measurement at ComScore
(11:12) Evolving strategies in cross-screen media advertising
(19:28) Strategizing media spending for large-scale advertisers
(20:28) Understanding traditional TV and streaming ad buys
(26:14) Discussing a hilariously bad local lawyer ad
(27:31) Revitalization and Importance of local broadcasting
(32:22) Local advertising dynamics and pricing strategies
(34:51) Innovations in programmatic ad insertions for TV broadcasts
(37:06) Television ad buying and pricing strategies
(39:26) Discussing TV advertising's accessibility and measurability for businesses
(44:57) Advertising's emotional pull and digital precision in consumer Influence
(49:10) Innovative advertising blends TV and digital marketing strategies
(53:01) Innovative advertising strategies in the digital age
(54:40) Leveraging nostalgia in modern advertising strategies
(59:53) Strategies for localized advertising in national campaigns
(1:05:23) Innovations and future predictions in local and TV advertising
(1:09:48) Antitrust concerns and media debate dynamics
(1:10:34) Conclusion and closing remarks
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Dan is an accomplished executive in the mobile gaming industry, with over a decade of experience at companies such as N3TWORK, NaturalMotion, Zynga and Machine Zone. Throughout his career, he’s consistently driven revenue growth, developed innovative technology platforms, generating over $1B in enterprise value.
Over the course of the last decade, he’s deployed over $1B in user acquisition, worked with world-class IP, and raised several rounds of VC financing.
Matt and Dan discuss:
Company culture as a critical component to a business's successHow live operations enhance player retention in gamingGamification principles that can be applied to non-gaming industries to drive performanceThe limits of automation and generative tools in find new creative conceptsChapters
(0:00) Cultivating Company Culture and Gamification in Mobile Gaming
(3:47) Optimizing Team Performance Through Strategic Prioritization and Data-Driven Insights
(7:45) Intrinsic Motivation and Psychological Safety in High Performing Teams
(10:10) Fostering Psychological Safety and Embracing Constructive Conflict
(15:13) Valuing Lifelong Learning in Potential Employees
(17:57) Optimizing Team Dynamics and Culture in Organizations
(21:42) Evolving Company Culture and the Impact of Live Operations in Gaming
(25:10) The Evolution of Free-to-Play Mobile Gaming
(28:00) Gacha Gaming Mechanics and Their Cultural Impact
(29:04) Harnessing Game Dynamics to Drive Engagement and Sales
(31:58) Gamification Strategies in Live Operations and User Engagement
(37:25) Designing Game Systems for Diverse Player Archetypes
(39:19) Tailoring SaaS Products to Diverse Customer Profiles
(43:29) Evolution of Creative Production and Automation in Gaming
(46:59) Combatting Ad Fatigue in High-Scale Marketing Campaigns
(51:20) Aligning Marketing, Product, and Sales Strategies for Success
(53:47) Cultivating Company Culture to Minimize Friction and Empower Execution
(58:07) Innovative Decentralized Technology Development in Gaming
(1:00:35) The Evolution and Future of Game Distribution
(1:03:30) Revolutionizing Interactive Gaming with AI and Real-World Elements
(1:04:28) Redefining Interactive Gaming for the Next Generation
(1:07:51) Discussing the Cult Classic 'Brain Scan'
(1:09:00) Gaming and Performance: Promises and Expectations
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LaToya Bowlah is a leader in digital transformation and customer lifecycle marketing. Her background also includes developing go-to-market strategies at prominent tech/high-growth start-ups including Nasdaq and Bloomberg Digital, as well as leadership roles at AnthologyAI, Bloomberg News, Ellevest, and others.
LaToya and Matt discuss:
* Striking the right balance between revenue growth and customer value is essential
* Investing in tech should be proportionate to your current growth and operational needs
* Lifecycle marketing sits at the intersection of data science, content, and automation
* Adapting to industry changes is crucial for any marketing leader
Chapters:
(0:00) Balancing Customer Value and Revenue in Lifecycle Marketing
(4:10) Innovating Digital Media with Dynamic Paywalls at Bloomberg
(5:40) LaToya Bowlah's Journey Through Marketing and Product Strategy
(8:47) Ethical Data Sourcing and Consumer Control in Predictive Modeling
(10:14) Strategizing Marketing Channels and Automation in Business
(14:58) The Misconception of SEO as a Silver Bullet
(17:01) Strategies for Effective Go-to-Market Execution
(18:12) Strategies for a Successful Go-To-Market Approach
(21:46) Defining Market Segments for Communication Platforms
(22:47) Optimizing Customer Lifecycle for Growth and Activation
(24:44) Strategizing Sales and Marketing for Scalable Business Growth
(26:39) Lifecycle Marketing's Impact on Customer Experience and Revenue
(28:17) Email's Enduring Intimacy and Importance in Digital Marketing
(29:47) The Underestimated Power of Email Marketing
(31:19) Maximizing Efficiency in User Acquisition and Lifecycle Marketing
(34:11) Misconceptions in Market Strategy and Investment
(34:52) Striking Balance in Customer Engagement and Revenue Growth
(38:43) Understanding Customer Relationships and Communication Strategies
(40:07) Strategizing Customer Engagement and Growth Loops
(43:28) Optimizing Fintech User Engagement Through Iterative Testing
(45:52) Strategies for Early Stage Founders to Adapt in Marketing
(49:22) Sales Success Without Technology: A Practical Approach
(51:05) Debunking the Silver Bullet Myth in Lifecycle Marketing
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Kurt Dusek is a technology advisor, tech startup entrepreneur, and systems architect with over 20 years of experience in tech leadership roles at prominent tech companies including GitLab and Appdome.
In this episode, Matt and Kurt discuss:
Choosing the right tool for a job based on (1) your company's specific needs and (2) the overarching impact of technological change on your businessBuilding vendor partnerships that extend beyond sales rooted in constant engagement to create a shared vision for successThe necessity for companies to treat data with importance, including appointing a responsible leader for data architectureAnticipating 'good enough' thresholds in tech to stay prepared for transitions and ensure sustainable growthConstructing a robust technological architecture that addresses customer-focused metrics while catering to internal operational metricsChapters:
(0:00) Introduction to technologist Kurt Dusek
(0:57) Data technology in company scaling
(2:23) Discussing vintage vehicles and restoration
(5:28) Universal constants in the mercurial technology landscape
(5:45) Choosing the right tool for effective technology adoption
(7:53) Preventing technology stack bloat in fast-growing companies
(10:25) Strategic procurement for early-stage startups
(12:05) Differentiating between vendors and partners in business growth
(15:20) Leveraging quarterly calls for product development insights
(17:05) Scaling costs of email service providers
(18:56) Challenges and strategies of replacing core business technologies
(19:58) Technology leadership for future business challenges
(22:25) Strategic technology planning for scalable growth
(24:56) Strategic growth planning and the importance of deliberateness
(27:02) Business growth in strategic technology integration
(30:59) Distinguishing the multifaceted roles in technology teams
(34:03) Leadership and systems thinking in large-scale operations
(36:20) Optimizing team roles for efficient cloud platform management
(38:51) Specialists versus generalists in early stage companies
(41:14) Navigating startup challenges with expertise and networks
(42:29) Strategic integration of data-driven tools for startup growth
(47:54) The complexity of trusting corporate data
(51:08) Valuing data as a fundamental business asset
(55:38) Comparing corporate data hygiene and personal health habits
(56:33) Strategies for effective data management and utilization
(1:01:22) Growth data and interconnected data platforms
(1:01:27) Conclusion and closing remarks
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Ryan Maloney is a powerhouse in sales and marketing, with a rich background in gaming, sports, media, and entertainment. Ryan has spent time driving growth at Hard Rock Digital, Facebook Gaming, and PlayStation showcasing his expertise in brand management and performance marketing. His leadership has directed over $1B in marketing investments, driving innovation and substantial user growth.
In this episode, Ryan and I discuss:
Relationship between brand and performance marketing in driving growthintegrating customer-first branding with marketing communicationsBuilding a sustainable company philosophy that aligns with your marketing strategyHow a strong brand can shape customer experience and boosts retentionChapters:
(0:00:01) Ryan Maloney - Guest introduction
(0:03:12) Key areas for developing a go-to-market strategy
(0:04:50) Importance of a strong brand operating system
(0:08:46) The role of customer insights in understanding the target audience
(0:10:13) The value of talking to customers and conducting surveys
(0:11:41) Building brand and product strategy in the early stages of a business
(0:11:41) Building and validating the brand positioning
(0:12:28) Understanding the product offer
(0:13:41) The need for consistency and delivery on brand promise
(0:14:49) Brand positioning as a foundation for long-term growth
(0:15:56) Brand's impact on product, hiring, and outbound marketing
(0:18:17) Brand as a company-wide responsibility, not just marketing's
(0:18:54) Brand operating system as a toolkit for consistency
(0:20:31) Brand architecture for scaling and adding new products
(0:22:41) Importance of deliberate brand building and defending
(0:23:33) Examples of Apple and Supercell's brand strategies
(0:23:57) Consistency and positioning in branding
(0:24:54) Different views on the same person in brand perception
(0:26:13) Defending brand efforts and the frustration with brand constraints
(0:27:43) The business benefit of brand consistency and trust
(0:29:30) The balance between brand and performance marketing
(0:31:00) Marketing as a unified approach, separating brand and performance
(0:32:07) The impact of user privacy enhancements on performance measurement
(0:33:10) Overcoming friction and aligning brand and performance marketing
(0:34:17) Collaboration between brand and performance teams
(0:35:05) The importance of brand recognition and awareness
(0:35:28) Strategy and execution across different marketing channels
(0:36:10) Capturing demand and generating preference and awareness
(0:37:18) Bringing in new customers and owning the relationship
(0:38:02) Lessons learned from incentivized referral in mobile gaming
(0:39:32) The importance of differentiating between valuable and low-return traffic
(0:40:50) The challenge of incentivized referrals and fraud
(0:41:49) Applying mobile gaming retention strategies to other industries
(0:42:41) Growth as a philosophy that requires alignment across the organization
(0:45:22) Maintaining an aligned organizational philosophy for sustainable growth
(0:47:32) Advice on aligning on a North Star across your organization
(0:49:00) Importance of alignment and incentives within your team
(0:50:28) Importance of clarity in your company's vision and goals
(0:51:41) The need for a business operating system for structure and accountability
(0:54:00) Your North Star should remain consistent while allowing for flexibility
(0:55:25) Prioritizing feedback and communication between leadership & ground teams
(0:57:30) The consequences of not having a clear North Star and alignment
(0:58:01) Clear communication and alignment are essential for leadership
(0:59:27) Internal and external alignment is crucial for consistent brand representation
(1:00:37) Conclusion and wrap-up
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From his time overseeing cybersecurity for prominent Gap Inc. brands including Gap, Athleta, Old Navy, and Banana Republic as Deputy CISO, Khelan Bhatt has nearly two decades of information security expertise. He currently orchestrates cybersecurity strategy at FabFitFun as CISO and VP of IT.
In this episode, Khelan and Matt discuss:
Threat prevention & detectionThe crucial role of a CISOData handling - Best practicesThe true cost of a cyber attack on your businessChapters:
(0:00:00) The importance of bringing in security and privacy early in the data process
(0:01:03) Critical steps to build a culture of security for growth
(0:03:46) The role of a CISO and their responsibilities
(0:06:51) The function of security in the earliest days of a company
(0:08:37) When to designate a CISO and the structure of a security department
(0:10:22) Common targets for cyber attacks and what attackers are trying to obtain
(0:10:41) Credit card numbers and valuable data on the dark web
(0:14:10) The value of hacking larger companies vs. smaller companies
(0:15:56) Considerations for data handling and sharing with external partners
(0:18:20) Post IDFA world and data handling for marketing teams
(0:20:34) Evaluating third-party partners' security and privacy maturity
(0:21:06) What marketers should understand about data handling
(0:21:31) Bring security and privacy experts in early during contract negotiations
(0:22:32) Data duplication increases risk and dilutes controls
(0:22:54) Define granular roles and responsibilities for data access
(0:23:23) Consider hiding sensitive fields based on user roles
(0:24:11) Regularly assess and update security frameworks as the company grows
(0:24:48) Data lakes can improve data governance and analytics
(0:25:43) Regular security assessments are crucial for maturing organizations
(0:26:13) Boards want to be aware of risks and progress in security measures
(0:26:56) Security should be seen as a feature to increase trust and attract customers
(0:28:32) Incorporate security features like SSO and role-based access control
(0:30:24) Security, legal, and brand efforts contribute to long-term growth
(0:31:37) Investments in security may protect against potential disasters
(0:32:32) Advice for early stage CEOs who raised funding
(0:33:04) Importance of investing in security for startups
(0:33:29) Options for outsourcing security services
(0:33:49) Creating a virtual security team within the organization
(0:34:19) Evaluating security maturity level and making investments
(0:34:48) Conclusion and appreciation for the discussion
Link to Transcript
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Lawrence Valenti is the Chief Creative Officer and Managing Partner at Scalio, a product design and development agency, as well as an acting advisor for firms in gaming, ad tech, and growth. He has managed teams with King, GSN Games, and Apple.
In this episode, we discuss:
The importance of design and creativity in businessWhat happens to design in a post-AI worldThe role and influence of psychology in design choicesWhy creative strategy, iterative testing, and consumer insights matterHow investing in usability and intuitive design can yield ROIChapters:
(0:00:05) Introduction to Lawrence Valenti (background & experience)
(0:02:28) The importance of design and creativity in business
(0:06:01) The influence of human psychology on consumer behavior
(0:09:57) The use of gamification in non-gaming industries
(0:11:57) The benefits of adding gamification features
(0:12:38) The value of guided onboarding in complex products
(0:13:07) The ‘Mom Test’ as a filter for gaming experiences
(0:15:23) The importance of measuring ROI on design
(0:17:30) The potential impact of design on marketing results and growth
(0:20:28) Mitigating risk in creative and maximizing ROI
(0:21:55) The value of early validation and testing in design
(0:25:33) The power of using data to inform creative decisions
(0:26:23) The benefits of a disciplined approach to creative
(0:27:23) The importance of testing and iteration in creative development
(0:28:41) The potential pitfalls of making assumptions without customer input
(0:29:34) The future of creative, including generative AI and improved tools
(0:33:40) The potential for AI to automate and optimize creative processes
(0:35:59) The time-saving benefits of using generative AI in concepting
(0:36:53) The excitement around the current state of creativity and tech
(0:36:53) The potential for increased productivity and self-expression in design
(0:36:53) The role of AI in shortening the timeline for creative problem-solving
(0:37:26) Analyzing tech stacks and making AI products more consumable for non-technical users
(0:38:13) Using AI to automate tasks like writing dating profiles
(0:38:58) Discussing the pivotal state of current AI tools
(0:39:27) Conclusion and closing remarks
Link to Transcript
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Andrew Allison is the CEO of Libation Labs, a company focusing on user acquisition within the wine industry through their app called Cuvée. His background is a blend of wine heritage and a robust startup and digital advertising career.
In this episode, we discuss:
Using performance marketing to help wineries acquire customers through the Cuvée appPurchasing and optimizing a hot air balloon company as a strategic move to acquire high-quality consumers Businesses need to remain focused on the fundamentals of customer onboardingSuccessful fundraising hinges on presenting investors with a clear narrative and a believable, scalable business modelThe importance of customer interviews, especially focusing on reasons behind a customer’s choices rather than product featuresChapters:
(0:00:05) Introduction to the podcast and guest Andrew Allison
(0:00:48) Andrew's background and experience
(0:01:18) Explanation of W set, too and its significance in the wine industry
(0:02:54) Discussion about bar-hopping app and its acquisition by Young's
(0:04:15) Andrew Allison's experience at Vungle and the growth of the company
(0:06:05) Lessons for scaling a B2B company and the importance of focusing on the end user
(0:08:56) Andrew Allison's role in M&A scouting for Deca Games
(0:10:43) Introduction to Libation Labs and its purpose in the market
(0:11:37) Overview of Libation Labs and its future goals
(0:11:37) Introduction to Libation Labs and Cuvée app
(0:12:39) Business model and user acquisition for wineries
(0:14:05) Challenges in the wine industry and need for Libation Labs
(0:15:44) Fragmented nature of wine tours and need for itinerary planning
(0:18:10) Buying a hot air balloon business to acquire customers
(0:19:18) Thinking outside the box for customer acquisition
(0:20:36) Benefits of acquiring a hot air balloon business
(0:21:53) Using the hot air balloon business to drive users to the app
(0:22:32) Results and success of the hot air balloon acquisition
(0:23:14) Similar audience between hot air balloon riders and wine tasters
(0:23:41) The potential for expanding a hot air balloon ride business into other experiences
(0:24:54) Importance of pre-qualifying consumers in a post iOS 14 environment
(0:26:09) The need to focus on intuitive fundamentals of online and offline on-ramping
(0:27:25) Marketers should consider the consumer's story and narrative
(0:28:58) The importance of talking to customers and understanding their motivations
(0:29:37) Recommendation for the book "Growth Levers" by Matt Lerner
(0:31:55) The importance of conducting customer interviews properly
(0:32:59) Avoiding feature-focused discussions in growth marketing
(0:33:47) The importance of a clear narrative and belief in the founders when securing funding
(0:35:16) Tailoring fundraising approach to the individual investor
(0:36:05) Andrew Allison's ambitions for Libation Labs
(0:36:36) Fundraising is a full-time job
(0:37:45) Conclusion and thanks for tuning in.
Read the transcript
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Jason Parmar is an ad revenue expert with over ten years of experience in ad monetization. He’s spent time with massive companies like Microsoft, King, Activision/Blizzard, and Oath, where he honed his skills in digital advertising and revenue growth.
In this episode, we discuss:
Ad monetization is crucial to revenue generation, and is trending towards automation Hybridization: in-app purchases + ad monetization will boost your engagement/revenueAd placement testing: Understand your boundary conditions to integrate ads without compromising UXRegulation and technology influence how companies approach user acquisition and ad tech trendsChapters:
(0:00:33) Introduction of Jason Parmar, a monetization expert
(0:01:07) Jason's background and experience in ad monetization
(0:02:52) Definition of ad monetization and programmatic advertising
(0:05:09) The importance of ad monetization and its potential revenue
(0:07:03) Example of using ads to drive in-app purchases
(0:08:44) Introducing ads in a way that enhances user experience and revenue
(0:10:21) Testing and setting boundaries for ad monetization
(0:11:34) Overcoming concerns and objections to ad monetization
(0:12:01) In-app purchases and revenue growth
(0:12:31) Testing the market in India for profitable user acquisition
(0:13:01) Rewarded video ads as a popular and tolerated format
(0:14:21) Optimizing in-app purchases and advertising for user growth
(0:17:26) International expansion and bundling Indian inventory for advertisers
(0:19:22) Considerations for large companies starting ad monetization
(0:20:47) Setting quality bar and boundary conditions for ad monetization
(0:21:38) Addressing concerns about ads cannibalizing users
(0:22:48) Having a long-term plan for tapping into different advertising options
(0:22:55) Introduction to the main topics of the discussion
(0:23:09) The importance of never running ads without setting boundaries
(0:24:33) The significance of using a unified auction for ad efficiency
(0:25:39) The impact of latency on user experience and ad monetization
(0:28:08) The threshold for considering direct sales and the benefits of partnerships
(0:30:42) The ideal number of monthly active users to start direct sales
(0:31:53) Reasons for pre-buying ads instead of going through auctions
(0:32:19) The importance of guaranteed inventory for advertisers
(0:33:18) Realizing technical issues with ad delivery and the impact on performance
(0:33:59) Fixing technical debt and changing the ad server can significantly increase revenue
(0:34:30) User acquisition teams often overlook the revenue from ad monetization
(0:36:19) Ad whales and the importance of considering ad monetization alongside IAP
(0:37:44) The need for data science and predictive abilities to determine user value
(0:38:15) The importance of ad monetization and user acquisition teams working together
(0:39:53) The idea of purchasing more ad opportunities as a subscription
(0:41:01) Emerging trends in ad tech, including regulation and new ad formats
(0:43:28) The rise of subscription offerings and the potential for more ad-free versions
(0:44:31) The resurgence of lifecycle marketing and direct sales in the digital space
(0:46:03) The role of salespeople in the future of ad tech
(0:46:49) Programmatic guaranteed and automation in ad sales
(0:48:29) Efficiency and automation in direct sales
(0:49:03) The role of media planners in leveraging tools for inventory
(0:50:17) Building lasting partnerships in ad sales
(0:50:43) Lead generation and automation in ad sales
(0:51:11) Opportunities for bespoke and custom ad sales
(0:51:29) Conclusion and closing remarks
Link to Transcript: https://www.mavan.com/growthscale-episode-23-jason-parmar/
Disclaimer:
All opinions are Jason's own, and do not represent the position or opinions of the Company.
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Aaron Peever is an award-winning copywriter and Creative Director who has worked on national campaigns for brands like Mastercard, Wendy’s, Scotiabank, and Kia. Aaron’s background in comedy writing and performance gives him a unique ability to effectively channel a brand’s voice and personality, blending humor with insightful advertising strategies.
In this episode we discuss:
Crafting brand messages requires thorough understanding and consistent toneEvery marketing effort must have a clear, purpose-oriented goalUser-generated content is effective for its authentic presentation and cost efficiencyStrategies in leveraging influencers have shifted towards format rather than reachUsing AI for ideation aids in the creative process requires human finesseIn this episode, we cover:
(0:00:05) Introduction to the podcast and its purpose
(0:00:32) Introduction of guest Aaron Peever
(0:01:19) Aaron's background in comedy and transition to advertising
(0:02:23) The value of comedy skills in advertising and marketing
(0:03:49) Common mistakes in copywriting and annoying ad tropes
(0:05:15) Frustrations with client feedback and dilution of creative ideas
(0:07:11) Examples of large campaigns worked on at traditional agencies
(0:08:41) The opportunity to work on tangential brand projects with big budgets
(0:09:14) Examples of working with Wendy's and Mastercard
(0:10:12) Enjoying Wendy's food during remote work on the Wendy's campaign
(0:10:12) Discussion about eating Wendy's as a creative team
(0:10:45) Story about a pitch for a tobacco company
(0:11:49) Conversations about client expectations and integrity
(0:12:48) Example of hiding water bottles for an environmentally friendly appearance
(0:13:14) Contrasting differences between working at a large agency and a growth agency
(0:14:12) Importance of understanding a brand's personality for effective copywriting
(0:15:02) Comparing brands to characters and the need for consistency
(0:15:57) Old Spice's consistent branding and personality
(0:17:22) Challenges of non-creatives giving feedback to designers
(0:19:57) Advice for non-creatives to effectively communicate with the creative team
(0:21:03) Struggles with creating effective ads and getting alignment on the goals
(0:22:18) Importance of communication and aligning on the objective of the ad
(0:24:13) Benefits of user-generated content (UGC) ads and making ads that don't look like ads
(0:26:37) Challenges with influencers and the shift towards UGC
(0:30:38) The value is in the format, not necessarily the influencer, for UGC ads
(0:31:46) Validity of mommy bloggers and the influence of consumer behavior
(0:32:26) The evolution of advertising and the importance of media literacy
(0:32:57) Speculation on the future of advertising and the impact of AI
(0:34:32) The current state of generative AI tools and their limitations
(0:35:09) Identifying AI-generated content and the need for human touch
(0:36:25) AI tools for transcription and content rewriting
(0:37:24) Using AI to eliminate baseline arguments and explore new ideas
(0:38:07) The early stage of AI in creative ideation and collaboration
(0:38:51) The skepticism and limitations of generative AI
(0:39:31) The benefits of AI in visual concepting and client collaboration
(0:40:55) The time-saving aspect of AI in the creative process
(0:41:35) The importance of optimizing tasks for AI integration
(0:42:06) Focusing on what humans are better at
(0:42:23) Staying ahead of AI
(0:42:29) Shifting focus to what AI can't do
(0:42:33) Promoting MAVAN growth agency
(0:42:43) Closing remarks and subscription reminder
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