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PODCAST

Open Market

Joe Zappa & Eric Franchi

Open Market is a podcast about building companies in the advertising industry. This is not another news podcast. Rather, hosts Eric Franchi and Joe Zappa dive into the stories of successful companies to help listeners understand how to replicate that success. Guests such as Brian O"Kelley, Jonah Goodhart, and the Vanderhooks join to share their advice.

business marketing

All Episodes

43:19

The Vanderhooks on the Best Adtech Product Launch… Ever?

Open Market ·

2024/09/25

Eric Franchi and Joe Zappa chat with Tim and Chris Vanderhook, co-founders of Viant. They discuss the Vanderhooks’ creative approach to the extremely successful launch of ViantAI, their take on “founder mode,” and how their approach to adtech entrepreneurship has evolved over 25 years. (Note: Viant is a client of Joe’s agency, Sharp Pen. This episode was not sponsored.)

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36:55

The Common Traits of Eric’s 3 Most Successful...

Open Market ·

2024/09/18

Joe Zappa interviews co-host Eric Franchi, a general partner at the venture capital fund Aperiam, to identify the three traits his three most successful investments have in common. They discuss Kevel, Transmit.live, and tvScientific.

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41:44

Founder Mode with mParticle's Michael Katz

Open Market ·

2024/09/11

Michael Katz, CEO and co-founder of the customer data platform mParticle, joins Joe Zappa and Eric Franchi on the pod to discuss his take on founder mode. Michael argues that founders can most effectively build organizations by focusing on two factors, context and culture, but most leaders optimize for the wrong factors when they make key hires.

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49:28

Building a Dynamic Culture and Tackling Big Problems...

Open Market ·

2024/09/04

Eric Franchi and Joe Zappa interview adtech entrepreneur Brian O’Kelley. The former Right Media and AppNexus executive turned co-founder and CEO of marketing sustainability company Scope3 discusses how his approach to leadership has changed and how to inspire boldness and drive as organizations scale. Brian also touches on whether he’d do the AppNexus acquisition the same way today and responds to common criticisms of Scope3.

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43:26

The Non-Founder Path to CEO with Lauren Wetzel

Open Market ·

2024/08/28

This week on the pod, Joe Zappa and Eric Franchi interview the sharpest-tongued CEO in adtech, Lauren Wetzel. Newly minted as the CEO of InfoSum, Lauren talks about her journey to the position, including:How her consulting background launched her into the adtech C-suiteThe Venn diagram between a COO and a CEOWhy a company should hire a chief of staff (or not)Why CEOs shouldn’t be afraid of speaking out about industry issues

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35:48

PR Is Dead. Long Live PR!

Open Market ·

2024/08/21

Joe Zappa and Eric Franchi mourn the death of PR as we know it. Listen to the episode to learn how PR and other forms of marketing are becoming more entwined — and how CEOs should assume the mantle of PR on social.

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41:22

How Do You Become an Investor?

Open Market ·

2024/08/14

Joe Zappa interviews his co-host, Eric Franchi, a general partner at the venture capital fund Aperiam, about how to become an investor. They cover:The difference between being an operator and a VCHow VCs decide which startups to fundWhat founders should expect from investorsHow to get into investingWhether non-professional investors should do angel investing

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39:51

Marketing Grab Bag: Attribution, Cookies, and Toad!

Open Market ·

2024/08/07

This week’s episode is a marketing grab bag! Eric and Joe discuss:Why most companies misunderstand B2B marketing attributionHow companies should respond to the latest on cookies from a GTM POVWhat founders can be doing early on to market themselvesWhat companies should be getting out of a 20-person marketing team

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43:01

Building Sales Orgs at Twitter and tvScientific with...

Open Market ·

2024/07/31

This week on the pod, Eric and Joe are joined by Chris Riedy, former VP of Global Sales and Marketing at Twitter and current CRO at tvScientific, to discuss how to build sales organizations.Chris has the answers to all your sales development questions, whether your business is an early-stage startup or tech behemoth.

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22:55

What Does Strategic Marketing Actually Look Like?

Open Market ·

2024/07/24

Joe gets his Bill Simmons on in this quick solo episode on how to do strategic marketing.If you go on B2B marketing LinkedIn (God help you), you'll see tons of people talking about strategic marketing. But what actually are the components of a marketing strategy? How do you put one together?Joe explains how he writes a strategic marketing plan in this episode so that you can do the same — or know what to expect from your marketing colleagues.

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01:09:16

How Eric and Mike Built Undertone to a $180M Exit

Open Market ·

2024/07/17

Joe interviews Eric Franchi and Mike Cassidy to unearth the story of Undertone, the ad network company they sold to Perion for $180 million.How did Eric and Mike get Undertone to about $3M in revenue as an agency? Why did they switch to the ad network model? And how did they scale it from there to $100M in revenue, including key hires, GTM, and taking on private equity?Check out this deep dive to hear two founders' take on the steps required to produce a massively successful adtech outcome.

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35:31

Creating an Audio Behemoth with Vox's Ryan Pauley

Open Market ·

2024/07/10

Joe and Eric interview Ryan Pauley, President of Revenue and Growth at Vox Media, to uncover how the digital media company moved into audio with great success.They cover the best practices for expanding to audio, how to exploit what makes audio unique (think: talent, personality, and intimacy), and what differentiates audio as a marketing opportunity.Check out the episode to learn insider tips from someone who did it right!

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31:56

4 Ways to Win with AdTech Marketing

Open Market ·

2024/07/03

Co-hosts Eric Franchi and Joe Zappa discuss the four ways to win with adtech marketing (including great detail on how to pursue each strategy).1. Differentiated story2. Original data/insights3. Thought leadership4. Being prolific, present, and personableCheck out the pod to learn about how to grow your business with each approach!

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35:28

What Makes a Great AdTech CEO?

Open Market ·

2024/06/26

Co-hosts Eric Franchi and Joe Zappa dig into the evergreen question of what sets the great CEOs apart in the adtech world. Whether they’re a CEO/founder or a hired gun, a great CEO has to balance:Product expertiseA GTM strategyCompany culture and valuesTalent acquisitionWe rattle off a few “shiny” CEOs that come to mind and analyze what made them so successful. If you’re curious who made the list, this episode is for you!By the way, click here to read Auren Hoffman’s blog post on the LiveRamp

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33:32

What to Do If Your Market Isn’t Big Enough

Open Market ·

2024/06/19

Co-hosts Eric Franchi and Joe Zappa cover what to do if your market is too small to achieve your business goals. For example:How to launch a new product or enter into a new marketWhen and how to involve your customers in market expansion effortsWhat sales/marketing and product teams need to do to get alignedHow to derisk your transition by enlisting customer championsIf you’re eyeing a pivot to retail media and/or CTV right now, this is for you!

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39:10

How to Grow Adtech Companies from $1M to $10M

Open Market ·

2024/06/12

Co-hosts Eric Franchi and Joe Zappa dive into the details of how adtech startups grow from $1M to $10M and what pitfalls to avoid along the way. They cover:What your team should look like around the $1M / Series A markHow to transition from founder-led sales to a professionalized sales teamWhen and how to hire marketersWhat to look for and how much to pay key early hires such as a VP of salesUsually you need to book time with people like Eric to get this info. Now it’s available here!

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38:43

Why You Should Hire a Chief Audience Officer

Open Market ·

2024/06/05

Co-hosts Eric Franchi and Joe Zappa explain why you should hire a chief audience officer. The discussion includes:The 3 things adtech customers really care aboutWhy most adtech companies' theories of victory are wrongWhat to look for in a chief audience officerWho in adtech is a good example of a potential CAOAlso, here is the My First Million episode we discuss on the pod: https://open.spotify.com/episode/4qNgPuS5aePbWSgjdsKn2o?si=PHfj0u_TTEKLAOV67p1QLQ

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31:05

How to Reverse-Engineer a $10M Adtech Exit

Open Market ·

2024/05/28

Co-hosts Eric Franchi and Joe Zappa dive into a thought experiment: how to reverse-engineer a $10M adtech exit. They touch on:What value you need to provide to get bought for $10MAn actual example of an adtech company that sold for low eight figuresThe ideal teamAdtech product ideas that could lead to a quick $10M exit right nowAs a VC, Eric initially hated this idea, but by the end, Joe wears him down. Check out the X thread that started the

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78 results

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