Inside Roku’s programmatic playbook: daily rigor, culture fit and the future of CTV | OnBase podcast скачать в хорошем качестве

Inside Roku’s programmatic playbook: daily rigor, culture fit and the future of CTV | OnBase podcast

If your team doesn’t feel safe taking risks, you’ll never win. Roku’s John Rogers explains why the gray area is the job. Roku’s John Rogers joins the show to share how Roku is scaling programmatic revenue through daily rigor, partner qualification and a culture built on curiosity and collaboration. We explore the future of CTV performance, how programmatic teams can operate with tighter feedback loops, and why embracing ambiguity is now a competitive advantage in ad tech. John also breaks down his hiring philosophy, how Roku balances programmatic and direct sales, and what modern revenue leaders need to succeed in today’s complex industry environment. If you work in ad tech, programmatic, CTV, sales leadership or GTM strategy, this episode delivers real-world insights you won’t want to miss. Chapters 00:00 — Intro 01:07 — Inside Roku’s programmatic playbook 02:01 — John’s journey from ad.com to Roku 03:18 — Why the old sales playbook no longer works 05:33 — Baltimore’s ad tech roots and early career lessons 06:41 — Daily rigor: how Roku manages programmatic in real time 08:11 — Helping reps make decisions without perfect data 09:56 — Why ambiguity is healthy in fast-growing organizations 11:24 — Balancing big goals with daily execution 13:40 — Celebrating wins without losing hunger 16:28 — Programmatic + direct sales: how Roku avoids channel conflict 18:36 — Culture fit over Rolodex: John’s hiring philosophy 22:58 — Turning ambiguity into opportunity 25:05 — The next major shift: performance CTV 28:01 — Collaboration that creates revenue tailwinds 29:44 — The biggest challenge in B2B sales today 31:48 — John’s favorite tools and technologies 34:09 — Books, podcasts and influences 37:40 — How to connect with John Key quotes “Daily rigor is the hill we’ll die on.” “Culture fit is as important as performance.” “We don’t work with everyone — qualification is strategy.” “This isn’t IBM in the eighties. You have to embrace the gray.” 🎙️ Guest: John Rogers |   / john-rogers-5630897   🧠 Host: Chris Moody |   / chrismoody   🎧 Subscribe to OnBase for more conversations with the people redefining B2B marketing and tech. Spotify: https://open.spotify.com/show/7Hwa9es... Apple: https://podcasts.apple.com/in/podcast... Website: https://www.demandbase.com/podcasts/o... #programmaticadvertising #ctv #adtech