Apptivate: App Marketing Explained The new era of rewarded traffic with Lenny Rabin (Brown Boots)
Lenny Rabin, founder of direct advertising group Brown Boots and their reward app platform GoKart, joins Taylor Lobdell to dissect the evolution of rewarded user acquisition, focusing on how direct publisher-advertiser relationships can solve long-standing industry inefficiencies. Rabin, with over a decade in rewarded traffic and ad tech, explains why most publishers dislike third-party monetization platforms, how custom tech stacks like GoKart enable deeper, more transparent deals, and what both advertisers and publishers must do to thrive in an increasingly mainstream and competitive rewards ecosystem. This episode tracks the practical realities of running direct-sold inventory at scale, dives into shifts in audience intent (from GPT sites to fintechs), and breaks down why most campaigns fail. Rabin also shares founder lessons for building in ad tech without an engineering background.
Questions addressed in this episode:
- What’s the origin story behind Brown Boots and Go-Kart?
- Why do most publishers dislike monetizing via third-party networks?
- What core problems do direct publisher-advertiser relationships solve that networks can’t?
- What are the unique challenges in building a tech stack for rewarded offers?
- How does Go-Kart’s programmatic model differ from legacy platforms?
- Who is the ideal client for Brown Boots vs. Go-Kart?
- What major changes has Rabin seen in rewarded marketing over 15 years?
- How do publisher audiences shape campaign strategy and outcomes?
- What retention and LTV signals matter most for performance marketers?
- What timeline is realistic for testing new rewarded channels?
- Where do most advertisers and publishers fail in UA campaign collaboration?
- What’s Rabin’s advice for ad tech founders without a technical background?
Timestamps:
- (0:04) – Intro and Lenny’s background
- (0:27) – Brown Boots & Go-Kart origin story
- (1:55) – Direct publisher-advertiser relationships explained
- (3:22) – Building custom tech for publishers
- (5:20) – Ideal customer for Brown Boots and Go-Kart
- (6:30) – Fintech, UA, and why rewarded offers are growing
- (9:00) - What has changed the most in rewarded traffic acquisition
- (11:15) – How intent differs between GPT sites and fintech audiences
- (13:05) - How does that change the value proposition for app marketers
- (13:45) – Advertiser mistakes: not understanding publisher audiences
- (15:06) – How long to test new channels; why 90 days matters
- (16:46) – The retention metric and why it drives value
- (17:46) – Go-Kart’s programmatic disruption
- (18:18) – Why last-mile delivery in rewarded UA is broken
- (21:00) – The tech stack vision: features, flexibility, and future
- (27:00) – Lessons in building ad tech as a non-engineer
- (35:00) - Rapid fire round
Quotes:
- (1:05) "Publishers wanted less opaqueness in the revenues that they were making and also deeper partnerships with the advertisers."
- (5:00) "Rewarded traffic is a medium which continues to grow and is becoming more mainstream."
- (6:46) "Any app that has a core product offering not related to rewarded marketing and has a rewarding mechanism is a good target."
- (11:29) "On a GPT site, users come to the site specifically to earn rewards... Your quality of your user is inherently low."
- (13:55) "Every publisher will have a specific and unique audience and catering the campaign specifically to that audience is a big miss."
- (21:55) "Let's not be spending our time dealing with data loss and dealing with small decisions. Let's spend our time talking about how we create custom campaigns."