ROKU

Why Roku?

*** Roku = next new cable affiliate - eager to leverage data Streaming is the future/ 29% of daily TV consumption is not viewed live b. I am a Roku user - I cut the cord - want to represent a company that I myself value c. The industry is moving beyond traditional age/gender definitions/ the consumer is in control d. Appreciation for the many layers in an organization involved in a functional sales company

Tell me a project you have worked on from beginning to end?

***a. Besides my day to day - targeting an audience in Providence through pinterest and enhancing the wedding industry - first time I saw the power of advertisement and reaching a specific audience

Role as Sales Planner

- middle person between our owners and agencies with the goal to enable the advertiser to reach an audience in a multiscreen TV environment -work with ADs and am responsible for a lot of reporting to make future decisions on accounts whether it be pulling a map for a client or pulling measurement for a specific account

Total investment formula (digital)

CPM x IMP/1000

CPM formula

Cost/IMP x 1000

CPP formula

Cost/Ratings

1. Biggest strengths?

DETAIL ORIENTED a. Communication - core of any partnership/team- communication allows people to be proactive and stop problems before they arise b. Relationship oriented - there are many partnerships in this industry internally and externally where we are given the opportunity to work with each other and not against which ultimately generates success c. Reliable/Flexible - can prioritize multiple tasks to be performed efficiently and effectively/ always been willing to take on additional workloads as a part of a team effort towards success

Gross to net

Gross x .85

Questions for Liz

How long have you been with the company? Where do you see yourself in 2 years? Knowing Roku was historically national, how has the local team impacted your day to day?

Rating formula =

IMP/Universe

1. Give me a specific example of a time you used good judgment and logic in solving a problem.

Knowing a hurricane was hitting in a specific DMA, adding UDW in anticipation that some spots may drop due to cable outages

1. Tell me about a time when you had to use your fact-finding skills to solve a problem.

Matching missed spots to spots that ran - finding programs that ran making up grps Middle person between campaign managers and AEs - sometimes treated as IT so through my experience with errors as a campaign manager and learning solutions I am able to take that knowledge and stop repeat issues from happening

Impressions =

Number of people/HH watching a program in a specific time period

STB On Demand

Pay TV subscribers catching up on current TV programming on demand via their STB VOD

OTT Partnerships

ROKU which is meant to fill the gaps of people cutting the cord/ vMVPD subscribers streaming live and on demand via connected devices

IMP formula

RTG x Universe

GRPs

Sum of all rating points achieved/ schedule guarantees a # of delivered grps

Ratings =

The % of ppl/ HH watching a program in a specific time period

IMP formula (digital)

Total investment x 1000/CPM

CPM formula (digital)

Total investment x 1000/IMP

Give me an example of when you showed initiative and took the lead.

Transferring from Boston to NYC

TV Everywhere

Verified viewers watching live or on demand tv through provider streaming apps

Pitch deck example:

Verizon/ another affiliate shifting strategy (everyone using wifi at home during covid)

What questions are you asking buyer?

Who do you want to reach, where do you want to reach them, what are your goals?

Give me an example of a time when you motivated others.

Zoom happy hour with agency during times of unknown/ peak of covid

1. Describe a time when you set your sights too high or too low.

a. ****NYC apartment budget

How do you deliver audience?

a. Age/gender, rich target audience (luxury brands), optimized geo (certain zones/zip code), addressable (based on insights from data, targeted to the household device level)

What are ways you have improved a customer's experience?

a. Challenging buyer - overcommunication - requesting me on her markets

1. Describe a situation in which you were able to use persuasion to successfully convince someone to see things your way.

a. Company changing platforms - persuading people higher above me who were stuck in older ways the new efficient ways the company was heading b. The folder system c. Embracing re positioning in organization and learning development opportunities d. Seek out educational opportunities to help expand skillset

What can you tell me about your competitive set?

a. Competitive/collaborative

1. Tell me about a time when you delegated a project effectively.

a. DoorDash - zip code reports in over 110 DMAs

1. What is your typical way of dealing with conflict? Give me an example.

a. Facing it head on but being solution oriented/communication/transparency

1. Tell me about a time when you were forced to make an unpopular decision.

a. Folder system

1. Give me a specific example of a time when you had to conform to a policy with which you did not agree.

a. Folder system - seemed so archaic

1. Tell me about a time when you were able to successfully deal with another person even when that person may have not liked you (or vice versa).

a. Go in with an attitude of wanting to prove their doubts/ assumptions of you wrong

Nuances of linear TV?

a. I've worked and managed multiple desks and accounts with different nuances (auto) where there are a lot of rules/restrictions and mindfulness of specific flighting and programming - experience in managing the rules and restrictions for various accounts b. We sell all DMAs/ knowing time zones

Local TV vs Streaming?

a. Linear TV is live cable programming on your TV in your home - always managing expectations with client Streaming: Ultimately used to reach audiences at scale across all TV platforms -extending reach to include time shifted viewers and connect with engaged audiences across devices when they want and where they want - consumer is in charge

1. Tell me about time when things didn't work out the way you planned.

a. Marianna going on maternity leave - taking on a new role via zoom

1. Tell me about a time you had to go above and beyond in order to get a job done.

a. Matching every BMW to the invoice

What do you do in your current role and what do you find challenging?

a. Middle man between agency and owners b. Good challenge - ever changing environment/landscape

Give an example of how you solved a conflict with a client?

a. Moving linear money to digital (make good example)

1. Give me an example of a time when you set a goal and were able to meet or achieve it.

a. Moving to NYC to grow internally

1. Tell me about a time when you missed an obvious solution to a problem.

a. Not raising my hand when I didn't have the bandwidth to do things - no sales planner in boston so I was taking things on when I could have raised my hand to get support for them from an outside office instead of suffering in silence

1. Tell me about a difficult decision you had to make in the last year.

a. Not renewing my lease - weighing out the pros and cons

Explain how you deal with challenging clients?

a. Over communication/patience/the more you remain calm/ don't get to their level in times of frustration the more they become calm b. Solution oriented c. Phone over email/email = no tone/lost in translation

1. Tell me about a recent situation when you had to deal with a very upset customer or worker.

a. Political drops - looping in all partners, giving facts, being solution oriented

1. Give me an example of a time you had something to accomplish and failed.

a. Soccer/Manager/ Ended up playing

1. Tell me about a time when you had too many things to do and were required to prioritize your tasks.

a. Supporting 3 AEs - constant balance of prioritizing.

Tell me about yourself. What led you on this path?

a. Target marketing/reaching audiences/ collaborating on teams and appreciation of the many levels and partnerships that go into success b. Since I first started working - even back to when I was a waitress for the PGA tour it's always been about exceptional service to generate satisfaction and repeat sales - in college is when I saw the power of delivering content to target audiences through advertisement and gained an appreciation for the many layers of a functional sales company

1. Describe a time when you anticipated potential problems and developed preventative measures

a. UDW b. Pre/Post logs c. Reporting - following up with any markets that fell behind

1. Give me an example of a time when you had to make a split-second decision.

a. Use your best judgment - As a campaign manager and my AE being out/ on the phone with a client who needed an immediate answer on how to handle something out of my job description

1. Describe a time when you were faced with a stressful situation that demonstrated your coping skills.

a. Waitress -> bartender

Company values?

invest in people, capture bigger budgets/more advertisers, scale our supply/*it's all TV/* Moving TV Forward

My selling point:

knowing the 2 languages of traditional linear (CPP/gross) and streaming/digital (IMP/Net)

Net to gross

net/.85

Weaknesses?

trouble saying no/ I'm a people pleaser and the foundation of my experience has always somewhat been rooted in the customer/client is always right

Ampersand

· Ampersand rebranded - Now known as a multiscreen TV advertising sales and tech company owned by Comcast, Cox, and Spectrum

Roku 101

· Connect with audience in a top streaming environment through a connected device · Premium live and time shifted in stream video content · Roku = virtual MVPD - consumers are watching content on different devices and platforms · Roku = historically all national - trying to build a local staff team

Background

· I've been with Ampersand (previously NCC Media) since 2018 - starting in Boston and supporting both Boston and NYC remotely until transferring to NYC in hopes to grow internally which is when I was promoted to Sales Planner in 2019

What content do you provide?

· Linear + streaming content - essentially, we are partnering with agency and their brands to help them grow business

Roku Channel?

· Roku channel = owned and operated curated content/ top 100 apps on platform and own 30% of inventory

Role in industry:

· Role in the industry = unifier - we unified a fragmented cable landscape over 30 years ago - now a fragmented consumer viewership landscape

Roku selling point?

· Selling point = data is in house · TV on your terms