From Startup To Selling For Half A Billion With Ben Kartzman

Ben Kartzman is the COO of Mediaocean, a multi-billion dollar ad tech company. He was previously the CEO and co-founder of SpongeCell, an ad tech startup that was acquired by FlashTalking. Kartzman has successfully navigated multiple acquisitions and integrations throughout his career in ad tech.

In this interview, Kartzman outlines his journey from college soccer player to serial entrepreneur. He shares stories and lessons learned from the rise and fall of several startups, including gritting through the dot-com crash and having to lay off employees during the 2008 financial crisis. Kartzman stresses the importance of autonomy, transparency, building the right team, and learning to balance optimism with realism as an entrepreneur. He also provides an inside look at acquisition negotiations and building rapport with potential buyers. For entrepreneurs and aspiring founders, this interview offers hard-won wisdom on persevering through difficult times, pivoting business models, and creating successful exits. Kartzman shows that with resilience, adaptability, and the right teammates, one can navigate the turbulent waters of the startup world to build substantial companies.

Episode Outline

(00:00:00) Introduction of Guest: Ben Kartzman
(00:04:43) Kartzman's Early Interest in Entrepreneurship
(00:10:13) Kartzman's Experience During the Dot-Com Bubble
(00:14:28) Pivoting to Consulting
(00:18:18) Learning Entrepreneurial Skills Through Consulting
(00:20:09) Key Lessons from Early Mentors
(00:23:33) Working at a Startup While Having a Full-Time Job
(00:27:03) Kartzman's Strong Work Ethic and Drive
(00:29:03) Modeling Entrepreneurship and Work Ethic for His Kids
(00:35:31) Founding SpongeCell and Early Pivots
(00:39:04) Focusing on Revenue Instead of Fundraising
(00:41:19) Making Difficult Decisions Like Layoffs
(00:43:52) SpongeCell's Innovations in Ad Tech
(00:45:26) The Dangers of Prematurely Scaling
(00:49:55) Navigating Shifts in Market Dynamics
(00:52:17) Thoughts on Middle Management
(00:53:01) Acquisition Offers and Deciding to Remain Independent
(01:00:39) Navigating Conflicts with Investors
(01:04:40) Choosing the Right Acquirer
(01:08:23) Traits to Look for in a Buyer
(01:10:35) Was the FlashTalking Acquisition Serendipitous?
(01:12:38) Joining FlashTalking Post-Acquisition
(01:18:49) The Importance of Retaining Your Team Through Exits
(01:19:33) Being COO of a Multi-Billion Dollar Company
(01:21:49) Does Kartzman Miss Being a Startup CEO?
(01:25:13) The State of Ad Tech Innovation Today

Episode Links

Mediaocean: https://www.mediaocean.com/

FlashTalking: https://www.flashtalking.com/

SpongeCell: https://www.spongecell.com/

Toga Builders: http://www.togabuilders.com/

Carnegie Mellon University: https://www.cmu.edu/

Seabridge: https://www.seabridgegold.com/

BridgeLine: https://www.bridgeline.com/

Accenture: https://www.accenture.com/

Union Square Ventures: https://www.usv.com/

Dissidia/Guidestar: https://www.guidestar.org/

Support & Connect

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