Episode #238: Ozge Erturk – Hitting #1 in the App Store on zero paid media
FloSports is profitable, covers 25+ sports, and has a million subscribers. Its CMO explains how that math works.
For subscription operators, growth leads, and anyone marketing to an audience the mainstream ignores.
Ozge Erturk is the CMO of FloSports, a profitable streaming company covering wrestling, motorsports, cheer, jiu jitsu, and D2/D3 college athletics – categories most media companies won’t touch. She joined four years ago and reset the entire marketing department, expanding its scope from brand and acquisition to the full funnel, bringing all paid media in-house, and treating pricing as a growth lever. In this episode she breaks down the split between demand capture and demand creation, why she refuses to spend money manufacturing interest that doesn’t exist, and what she learned running subscriptions at Amazon and Match.com Group before this. She also explains why 95% of FloSports customers sign up to watch one specific event, and why that single fact shapes everything about the pricing and retention strategy.
WHAT YOU’LL HEAR
– The demand capture vs. demand creation split, and why she’s “not in the business of making you a hockey fan”
– How she reset the marketing org: full-funnel ownership, paid media brought in-house, vertical-agnostic functions
– The influencer marketing bet that didn’t translate into subscribers, and her two hypotheses for why
– How to make free content and a paywall work together instead of choosing one
