Growth @ Scale Growth@Scale

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 success
How live operations enhance player retention in gaming
Gamification principles that can be applied to non-gaming industries to drive performance
The limits of automation and generative tools in find new creative concepts
 
Chapters
(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 business
Building vendor partnerships that extend beyond sales rooted in constant engagement to create a shared vision for success
The necessity for companies to treat data with importance, including appointing a responsible leader for data architecture
Anticipating 'good enough' thresholds in tech to stay prepared for transitions and ensure sustainable growth
Constructing a robust technological architecture that addresses customer-focused metrics while catering  to internal operational metrics
Chapters:

(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 growth
integrating customer-first  branding with marketing communications
Building a sustainable company philosophy that aligns with your marketing strategy
How a strong brand can shape customer experience and boosts retention 
 
Chapters:
(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 & detection
The crucial role of a CISO
Data handling - Best practices
The true cost of a cyber attack on your business
 
Chapters:
 
(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
 
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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 business
What happens to design in a post-AI world
The role and influence of psychology in design choices
Why creative strategy, iterative testing, and consumer insights matter
How investing in usability and intuitive design can yield ROI
 
Chapters:
 
(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
 
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