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

Описание: 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.

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