[0:00] hello everybody its Alex from organized
[0:02] gaming and today we are gonna be
[0:04] speaking with Evan Cubist's of Rumble
[0:06] gaming an esports talent agency he's
[0:09] gonna be walking us through how to
[0:10] secure an eSports sponsorship and build
[0:13] your brand let's get into it all right
[0:15] Chris you can joined here by Evan
[0:18] Cubist's you basically got the name
[0:20] right all right and today we will be
[0:23] talking about how to secure an eSports
[0:24] sponsorship all right Evan so let's
[0:27] start with could you tell me a little
[0:28] bit of background about yourself yeah so
[0:31] thanks so much for having me name's Evan
[0:34] cubits like you mentioned president of
[0:36] mkm group as well as Rumble gaming
[0:38] Canada's first law from an agency
[0:40] dedicated exclusively to eSports and
[0:41] content creators uh in one sentence
[0:44] quite simply putting two words Rumble
[0:46] game is a talent agency talent agency
[0:48] for eSports represent teams players
[0:51] creators influencers instagramers
[0:53] youtubers whole host of anyone really
[0:55] involved in the gaming space very cool
[0:57] okay so you're representing Rumble you
[1:00] guys are a talent agency why would I get
[1:02] a talent agency to represent me I could
[1:05] go out and sort of try to get these
[1:07] deals myself and you eat all of money
[1:09] well well there's a huge number of
[1:11] reasons why you would do it first and
[1:13] foremost is unlike a lot of people who
[1:15] are going to themselves do they actually
[1:16] know who the right person is to
[1:18] communicate with at the brand right we
[1:19] have a huge rolodex and we actually have
[1:21] the connections with all these brands so
[1:22] we've the ability to put you in front of
[1:24] them and that's a huge advantage that a
[1:25] lot of teams and individual players from
[1:28] content creators and influencers don't
[1:29] have number two is saving time right you
[1:32] want to be spending time on the phone
[1:34] all day every day cold calling emailing
[1:37] trying to get these things over the line
[1:39] dealing with brands and moving a
[1:40] sponsorship deal whether it's even just
[1:43] something very small to a six-figure
[1:45] deal could taking months and months and
[1:47] months this is this cost me money like
[1:49] do I have to pay you guys monthly or how
[1:51] does that work so first and foremost
[1:53] every agency is different and every
[1:55] single contract that we have with our
[1:57] clients is different so we work
[1:58] sometimes as consultants sometimes we'll
[2:00] work directly with a brand will in fact
[2:02] give us you know a monthly retainer to
[2:04] help formulate their eSports strategy
[2:06] but mostly I'm of the belief that we
[2:08] shouldn't be played paid unless we
[2:09] actually achieve results so to speak so
[2:12] in that sense we work almost exclusively
[2:14] on a commission basis okay you only get
[2:17] paid upon success in preparing a brand
[2:19] on your behalf how do I secure an
[2:21] eSports sponsorship oh wow super loaded
[2:23] question which I think every single
[2:25] brand in eSports Anthony is trying to
[2:27] figure out nowadays right you'll have a
[2:29] brand and are you what are you trying to
[2:30] be are you gritty are you a lifestyle
[2:33] brand are you trying to be health and
[2:34] wellness you really need to identify who
[2:36] you are first and once you do that and
[2:38] really kind of narrow down those aspects
[2:40] of it and build your brand you'll be
[2:42] able to build that kind of brand equity
[2:43] in the space and move forward from there
[2:45] because I wouldn't even approach a brand
[2:47] from knowing who you are because the
[2:48] message get lost in the shuffle for
[2:50] example okay sorry what could you
[2:53] elaborate on that message gets lost in
[2:54] the shuffle so what do I mean by that is
[2:56] for example let's say without naming
[2:58] names here alright let's make your
[3:00] lifestyle brand right you're focused on
[3:02] things like partying right going out
[3:04] there have a good time it doesn't make
[3:06] sense for you to go after a brand like
[3:07] Lululemon who's focused on a health and
[3:09] wellness or Booster Juice right because
[3:11] your brand's don't match up so how are
[3:13] you really going to want the authentic
[3:15] which we'll get into later and also
[3:16] offer a really good ROI for those brands
[3:19] networking yeah you mentioned being
[3:20] authentic so that that ties in could you
[3:23] tell us a little bit about that don't
[3:24] really touch on what it actually means
[3:26] to be authentic right and to me being
[3:27] authentic it's knowing who your
[3:29] audiences and know who your fans are
[3:31] okay so what does that mean it means
[3:33] who's the demographic is watching your
[3:35] team who are those fans are they male
[3:38] are they female what's that big
[3:39] breakdown young or the old what's their
[3:41] age demographic what are their spending
[3:43] habits where they even located a lot of
[3:45] the times you know it's great to say you
[3:47] know I'm a Vista tier 1 Oregon I have 60
[3:49] million followers but who are those
[3:51] followers right where are they located
[3:53] because I'm in the US does that mean
[3:55] they're all in the u.s. probably not you
[3:57] can find the vast majority once you
[3:59] actually use the analytical tools to
[4:01] actually find out the audience
[4:02] demographics they could all be in
[4:03] Southeast Asia all right so what it
[4:05] actually comes to selling smart to a
[4:06] brand and they ask you that question you
[4:08] don't want to get caught up
[4:10] I see yes and once you're authentic the
[4:13] next is really you got to be creative
[4:15] right and what does that really mean
[4:17] being creative right so nowadays
[4:18] everyone wants to go into eSports but
[4:20] they want to do something different
[4:20] right they want to make a splash this is
[4:22] something you often hear from brands
[4:24] across the board whether you're in the
[4:25] automotive industry or food industry you
[4:28] know they don't want to just come in and
[4:29] put a logo on a Jersey
[4:30] that's all news right that's traditional
[4:32] sports up no one wants these Sports is
[4:34] on the cutting edge exactly so it's
[4:36] really important that you surround
[4:37] yourself with a good marketing team or
[4:38] an agency like ours that can really help
[4:41] activate in the space properly that
[4:43] really reflects that brand identity that
[4:45] you're working with but also complements
[4:47] your own brand right right so you
[4:49] mentioned some great points about ROI
[4:51] but how can you really even know how
[4:54] much ROI you're giving you're giving
[4:56] your sponsors back well absolutely
[4:58] there's lots of ways to track that right
[4:59] that might mean for some brands
[5:01] something important be impressions right
[5:03] which knees a little bit antiquated
[5:04] while another brand might just want to
[5:06] know how much product I'm actually
[5:07] selling so how do you measure that with
[5:09] discount codes that they're that are
[5:11] being used or such things like that how
[5:13] many likes are being given on a certain
[5:15] post what's the engagement level are
[5:17] they actually hitting the target
[5:18] audience that they said they were doing
[5:19] and of course this varies by brand
[5:21] because if you're taking a luxury car
[5:23] for example and coming into the space
[5:24] odds are that the eSports demographic
[5:26] which is between 18 to 35 years old
[5:28] aren't necessarily in the market for a
[5:31] Mercedes Benz right but maybe the whole
[5:33] point is they want to build a brand
[5:34] equity implant the seats now so that
[5:36] when they are in the market that's the
[5:38] brand that they resonate with whereas if
[5:39] you're more of an endemic brand let's
[5:41] take a beverage like Coca Cola
[5:43] maybe all you want to see cans in hand
[5:45] right and you want to see these people
[5:47] actually purchasing their product and
[5:48] drinking it and celebrating it across
[5:50] the board right so it really depends the
[5:53] ROI depends on what the company deems
[5:55] you know a return on their investment it
[5:56] could be money or it's different for
[5:58] every Ranger you're dealing with the
[6:00] whole point is it's very important that
[6:02] when you're speaking to them that you
[6:03] prioritize that and really identify what
[6:05] their goal is all right now the last
[6:07] thing I have for you is a sponsorship
[6:09] deck that I'd like you to take a look at
[6:11] yeah if you could just give us your
[6:13] thoughts on what you think of the deck
[6:15] this is great right this is exactly yeah
[6:18] who are the Knights waters our brand so
[6:20] it's very important here like as you can
[6:21] see they're doing this
[6:22] what the first promise thing we discuss
[6:24] is identifying what your brand is who
[6:26] you are what you're trying to be where
[6:28] are you going so this is something that
[6:31] we didn't talk about earlier which I
[6:32] find very important and I'm glad that we
[6:34] have to review this deck because it
[6:36] really shows a clear example of it is
[6:38] your vision right because where your
[6:40] brand is today isn't there so you where
[6:42] your brand is going to be when one
[6:43] sponsorship is activated or where you
[6:45] might be one to two years from now right
[6:48] so it's a very important you're showing
[6:49] a clear path of where you're going and
[6:51] where you want to be in the future
[6:52] there's no matter how big you are you
[6:54] can always get bigger and get more
[6:56] popular so it's important to show the
[6:57] brand that you want to scale alongside
[6:59] them and then you share a common vision
[7:01] in that approach that makes a lot of
[7:03] sense okay
[7:03] one thing to note of this this is a very
[7:06] long deck and I'll tell you now most
[7:07] brands they don't have time to look
[7:09] through a 50 pages so try and really
[7:11] condense that into the key slides
[7:12] something I always like to do the
[7:14] education slides are very important keep
[7:16] it as an appendix in the back especially
[7:17] now you know the ins and outs the base
[7:20] of these sports I think most brands they
[7:22] are very familiar with many of these
[7:24] especially as every single brand has
[7:26] been pitched by virtually every single
[7:27] eSports entity on the planet right now
[7:29] so I think every deck is pretty much
[7:31] just a reiteration of the last deck but
[7:35] still very important to have that great
[7:37] slide here revenue streams how are you
[7:39] making money right the reason why this
[7:41] is important because it shows the brand
[7:43] avenues that they can connect at our own
[7:45] brand to to further amplify their own
[7:48] vision and their own ROI right right so
[7:51] you have a revenue stream here this is
[7:52] where we can tie in and make some money
[7:54] as well look we don't want to put a logo
[7:56] on a jersey but I know you guys have a
[7:57] lot of merchandise
[7:58] what activation that we can we do
[8:00] together that can help promote our own
[8:02] brand can we do a collab you often see
[8:04] that between champion for example they
[8:06] do that with a ton of brands and are
[8:08] super super successful limited drops
[8:10] yeah so this is one great example of
[8:12] that but this is actually so what
[8:14] they're getting into here which actually
[8:15] don't see in a lot of decks which
[8:17] actually is quite important they're
[8:18] actually showing tangible specific
[8:21] examples of how you can activate
[8:22] obviously when you deal with a brand
[8:24] everything is going to be
[8:27] customized right how you do what we're
[8:29] gonna do is going to be completely
[8:30] unique and different but what they're
[8:31] showing here is we've already thought
[8:33] through some ideas right we've already
[8:35] thought some ideas of how if you just
[8:36] want a turnkey solution we have a the
[8:38] accessibility and the assets under a
[8:41] brand that we can achieve that and
[8:42] pursue it in the eSports teams in
[8:45] particular this is a very good deck
[8:46] because what is noting to not only you
[8:49] know we're noting our eSports teams are
[8:51] influencers are capabilities of events
[8:54] so when you look at an eSports team from
[8:56] the top down a brand views that as
[8:58] different media assets that they can
[9:00] activate on right so you're showing
[9:02] every single aspect of it so I really
[9:04] like how they're including all of those
[9:06] assets within this deck look I'd be
[9:08] lying if I told you know there's an easy
[9:10] way to go about this right everyone is
[9:12] still even on citizen agency everyone
[9:14] still trying to figure out how do you
[9:15] actually sell sponsorship right how do
[9:17] you actually achieve these brand
[9:18] activations and work with them so
[9:20] everything has to tie back to again kind
[9:22] of four points that we discussed know
[9:24] your brand know your audience know what
[9:27] your ROI is and be creative as long as
[9:29] you focus on those four things you'll
[9:31] get on a lot of calls and you'll move
[9:33] those conversations along very well okay
[9:35] so if I want to if I want to prep for
[9:40] prep for receiving that prep for a call
[9:43] or say a meeting or something like that
[9:45] obviously demo reel or some sort of a
[9:47] sponsorship deck those are very
[9:48] important absolutely
[9:49] absolutely especially particularly the
[9:51] demo reel the sizzle reel if you have
[9:53] the capabilities to do that most brands
[9:56] are visual right they want to see it
[9:57] it's one thing to put everything you
[9:59] know on a deck but one actually having
[10:02] the sizzle I'll show some of your more
[10:03] capabilities about you're creating
[10:05] high-end productions right so that adds
[10:07] a lot of value when a brand is comparing
[10:09] you to the 50 other eSports options that
[10:13] they have right now okay so keep it
[10:14] visual keep it visual these guys are on
[10:17] a lot of calls they're busy they don't
[10:19] have time make it short make it sweet
[10:21] catch their attention very cool so that
[10:25] was how to secure sponsorship with an
[10:27] Cuba's thanks so much for coming thanks
[10:29] so much this video was shot before
[10:30] recommendations for social distancing do
[10:32] not shake hands during this time thank
[10:34] you for having me Alex was great to be
[10:35] here had a great time with you we'll see
[10:37] you again no
[10:38] absolutely