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X'All Celebrities Are Gig Economy Workers': Cameo's CEO On How He Plans to Disrupt the Entertainment World
Sam primarily covers entertainment and media for dot.LA. Previously he was Marjorie Deane Fellow at The Economist, where he wrote for the business and finance sections of the print edition. He has also worked at the XPRIZE Foundation, U.S. Government Accountability Office, KCRW, and MLB Advanced Media (now Disney Streaming Services). He holds an MBA from UCLA Anderson, an MPP from UCLA Luskin and a BA in History from University of Michigan. Email him at samblake@dot.LA and find him on Twitter @hisamblake

"Fight for simplicity" is a guiding principle at Cameo, a marketplace platform that launched in early 2017 out of Chicago but is increasingly rooting itself in Los Angeles. No surprise, then, that the company's premise isn't too complicated. Celebrities with over 20,000 Instagram followers – which occasionally stretches the limit of what one might consider a "celebrity" – can set up a Cameo account and list a price at which they will record a short, personalized video for customers. Caitlyn Jenner currently charges $2,500. Former NFL MVP Brett Favre asks for $300. Someone who goes by MeesterMario requests a humble $5. Whatever the number, Cameo keeps 25% of the transaction and the talent does what it wishes with the remainder.
To date, Cameo has sold over 1 million videos, with a peak of 69,000 in the week before this year's Mother's Day. The company currently has 130 employees – 80 in Chicago, 40 in L.A., 10 distributed elsewhere – and expects to generate $100 million in bookings in 2020.
Cameo has raised over $65 million, most recently a mid-2019 $50 million Series B led by Kleiner Perkins, with participation from Playa Vista-based The Chernin Group. The private company does not publicly share its market value, but following that Series B, PitchBook pegged its post-money valuation at $300 million. Since then, however, Cameo has reached profitability, chief executive Steven Galanis says, boosted in part by tailwinds associated with the pandemic.
Galanis moved from Chicago to L.A. in May this year. A native Chicagoan, he attended Duke for undergrad then returned to the Windy City, where he worked in finance, film production and at LinkedIn before founding Cameo. He has been running Cameo's Chicago office while his two co-founders Devon Townsend and Martin Blencowe have been holding things down in L.A.
Now based in what has become the informal live-in headquarters for Cameo's leadership at a house in the Hollywood Hills, Galanis took some time out to chat with dot.LA about his decision to move out west, what he's looking forward to in the city, and his plans for Cameo.
What is Cameo? 🤔www.youtube.com
This interview has been edited for clarity and brevity.
Why did you decide to move to L.A.?
When the pandemic set in and shelter-in-place orders started, one panic moment I had was not being able to travel. Last year I took over 150 flights, and, like, 60 red-eye flights from L.A. to Chicago. I was living in Chicago but really I was living on airplanes. In a world where you can't travel, I felt I could be most impactful in this period in L.A., and now I'll be here indefinitely.
L.A. is the best place for me to be for Cameo right now. I've been focused on being the tech company to work for in Chicago and I think that's mission accomplished in many ways. Now my objective is to make Cameo that place in L.A. I think it's so simpatico with the king industry of the economy here, which is entertainment.
The Hollywood Reporter put out a list with the 15 people disrupting Hollywood and I think I was the only one on the list who wasn't living here. If you can be disrupting Hollywood without even being in L.A., imagine how much we could get done if I were living here.
You've been able to raise a lot of money really fast. To what do you attribute your success?
It's a couple things. Number one, in the very early days, being in Chicago was pretty helpful to us. If we'd started in L.A., I think there are so many vested interests in the entertainment world that might've snuffed us out early. But there was huge demand for a hot consumer social company that dealt with entertainment and celebrities. It's very classically an L.A. business, and some early investors even told us we would never be able to build this in Chicago – that it has to be in L.A. or New York. But I think it actually helped us get started.
Cameo CEO Steven Galanis
The other thing is that our product creates magical moments. It's so visceral, how happy you make the person. On the talent side, our value proposition is that you're getting paid to become more famous. It's similar to back in the day when you'd go to a concert and buy the merch and you'd become a living, breathing billboard for that person. Cameo is in many ways the 2020 version of that. I think the other thing that's happened is our product NPS (net promoter score) is over 80 – one of the highest in the whole world. Users become such fans and that started the consumer-side network effects, which turned early- and late-stage investors into big customers of ours. When you have investors using your product and telling stories about it, that's a good sign.
What are your plans for growth?
We've been really fortunate that the pandemic has been really accretive to our business. One thing I said to the New York Times a couple weeks ago was that at their core, all celebrities are gig economy workers. They get paid per concert, per game, per show. So in a world where all productions have stopped for the indefinite future, we are excited to be able to provide talent with a meaningful revenue stream that helps them to get paid to become more popular.
The business grew by about 1000% from the week pre-COVID to a peak around Mother's Day. We tend to do well when Hallmark does well; it's seasonal. So we're thinking about how to take these tailwinds from COVID, shelter-in-place, and social distancing, where people want to send love remotely. Part of that is to stay innovative, so we recently launched Cameo Live, which is basically Zoom chatting with celebrities.
And the other lasting thing is how do we take all these people using the service and lock them into the ecosystem and create a more sticky experience that's based on engagement, not just on revenue. We think there's a lot of cool innovation on our product roadmap coming in the next few years and I think that'll be a good story to watch.
What are your hiring plans?
During the pandemic we've decided to move to a fully distributed team but we'll have legacy centers of gravity in Chicago and L.A., especially as we expand our presence with me here.
Cameo became profitable in April, which is a rarity for tech companies, and we were profitable by a substantial amount in May, which means we haven't burned cash since February. We're profitable and we have a majority of the Series B funding left so we're extremely well funded. We could go raise more capital but we're much more focused on building a killer team. Everyone on product and all our designers are in L.A. Historically our talent team had been in Chicago but we're looking to hire more people in L.A. for our talent team, which is basically working with or recruiting celebrities. We're also looking to add talented marketers and I think most of our hiring will be in L.A. despite the fact that we're distributed. Even within L.A. you usually need multiple offices so we think being distributed will be great and this house and our sublet in Venice will be great assets as we continue to grow.
On a personal level, what excites you most about being in Los Angeles?
Well, the weather's a lot better here than in Chicago, especially in the winter. I'm from Chicago. I went to Duke then moved right back, so I spent 10 years establishing myself there. It's not to say that my work there is finished for the rest of my life, but it's an exciting challenge for me personally to make new friends and establish myself in a place I've been coming to for a long time but never called home.
Devon surfs every morning so I've spent a lot of time in Venice, but I'm not a surfer; I don't really go to the beach. To me that L.A. wasn't my cup of tea. So I've been enjoying my time in the Hills. And I think downtown has a lot going on. There's a lot of cool stuff emerging there and I'm looking forward to exploring that more.
Plus my girlfriend's really excited about all the hikes we can go on. I've never hiked before – you live in downtown Chicago, you don't go hiking.
Oh, and plus I'm excited about the best tacos in the world.
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Sam Blake primarily covers media and entertainment for dot.LA. Find him on Twitter @hisamblake and email him at samblake@dot.LA
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Sam primarily covers entertainment and media for dot.LA. Previously he was Marjorie Deane Fellow at The Economist, where he wrote for the business and finance sections of the print edition. He has also worked at the XPRIZE Foundation, U.S. Government Accountability Office, KCRW, and MLB Advanced Media (now Disney Streaming Services). He holds an MBA from UCLA Anderson, an MPP from UCLA Luskin and a BA in History from University of Michigan. Email him at samblake@dot.LA and find him on Twitter @hisamblake
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Data Collection Takes Center Stage at Techstars LA’s Demo Day
Keerthi Vedantam is a bioscience reporter at dot.LA. She cut her teeth covering everything from cloud computing to 5G in San Francisco and Seattle. Before she covered tech, Keerthi reported on tribal lands and congressional policy in Washington, D.C. Connect with her on Twitter, Clubhouse (@keerthivedantam) or Signal at 408-470-0776.
Techstars Los Angeles hosted its annual Demo Day on Thursday, featuring a cohort of 12 startups from across the world that are working in health care, space, ecommerce and more. The event capped a three-month accelerator program that all of the companies attended in person in Los Angeles, allowing a virtual audience to discover the seed and pre-seed ventures searching for funding and potential partners.
While the startups spanned from commerce to quantum computing, many of them had one thing in common: data collection. All of us are familiar with what data collection means for consumers: Spending just a couple days with my new cat-owning roommate, for instance, once spiraled into a deluge of kitty litter ads whenever I scrolled through my phone. For the startups, data collection means opportunities for creating solutions that can save companies money and help ease bottlenecks.
Showcases like Demo Day usually demonstrate the kinds of technology that investors think will have resonance in the market. The cohort’s health tech ventures, as an example, were largely spurred by issues in the health care system that were exposed by the pandemic.
Matt Kozlov, managing director of Techstars L.A. and a longtime investor in these industries, told dot.LA he specifically looked for companies that didn’t need to raise that much money—either by bootstrapping, becoming profitable early on or a mix of both. The startups leave the program with a $20,000 investment from Techstars; in return, Techstars gets a 6% stake in each company.
Rwazi, a Mauritius-based startup and Techstars L.A.’s first investment in Africa, was one of the presenting companies tapping into consumer habits of the developing world, which contributes $5 trillion to the global economy every year but lacks comprehensive data because a lot of digital transactions are not traceable.
The seed-stage company aims to collect and share consumer data from regions that conduct a large portion of transactions through cash. Using Rwazi, companies can analyze customer data like which demographics are buying their products, and the company’s “mappers” collect that information from small and large businesses and share it through the platform. Rwazi, which currently operates in Africa plans on expanding into South, Southeast Asia and South America. Joseph Rutakangwa, CEO of Rwazi, called that region alone a “$40 billion opportunity.”
Then there’s Pear Suite, a Seattle health startup serving the elderly population. Health care organizations lack data about patient behaviors that may allow them to provide preventative care before a grandparent falls ill or ends up in the emergency room, adding money to the already expensive health care economy. Pear Suite collects and leverages patient data that healthcare organizations can use to predict and avoid potential issues down the road.
Lastly, San Francisco-based Squid iQ came onto the scene after the pandemic’s upheaval of the antiquated hospital system, where ventilators and beds could not keep up with demand for care, and physicians had to make difficult decisions about who to treat. Poor medical equipment inventory has long plagued hospitals who deal with an array of emergencies and sometimes can’t locate a life-saving device. Squid collects data on the type of technology, how long it has been used as well as where it is located when not in use. The process may allow health care staff to spend more time caring for patients and help hospitals save money.
By and large, health care has fallen behind on optimizing data collection for the purpose of improving care, reducing costs and saving lives. Data collection, in some cases, is a game-changer—and it will be interesting to see if industries operating with archaic technology will embrace these startups, or if these new companies will hit the same bottlenecks as the ones before them.
- Watch Techstars LA's 2020 Class Demo Day ›
- Techstars LA Unveils Health Care Spring 2022 Accelerator Class ... ›
Keerthi Vedantam is a bioscience reporter at dot.LA. She cut her teeth covering everything from cloud computing to 5G in San Francisco and Seattle. Before she covered tech, Keerthi reported on tribal lands and congressional policy in Washington, D.C. Connect with her on Twitter, Clubhouse (@keerthivedantam) or Signal at 408-470-0776.
Magic Johnson Invests, Buys Two ‘Virtual Teams’ In New NFT Sports League
Christian Hetrick is dot.LA's Entertainment Tech Reporter. He was formerly a business reporter for the Philadelphia Inquirer and reported on New Jersey politics for the Observer and the Press of Atlantic City.
Los Angeles Lakers legend Earvin “Magic” Johnson has just bought two new sports franchises—in the metaverse.
Johnson is investing in Beverly Hills-based SimWin Sports, a digital sports league where virtual teams and athletes backed by non-fungible tokens (NFTs) compete in simulated games. In addition to taking an ownership stake in the startup, Johnson has acquired a yet-to-be named basketball team and football franchise called the Los Angeles Magic. Financial terms of the deal were not disclosed.
Founded in 2019, SimWin Sports is among a crop of startups merging fantasy sports with blockchain technology. The league’s NFT teams are owned by well-known athletes and celebrities, from Hall of Fame NFL wide receiver Jerry Rice to former Backstreet Boys singer Nick Carter. SimWin fans, meanwhile, can buy, sell and trade NFTs representing fictional players who can be drafted by the league’s team owners. Those NFT holders can potentially earn money, too, when team owners like Johnson pay their players salaries and performance bonuses.
“This multibillion-dollar business is about to take off and the SimWin model is an excellent way for sports fans to get involved in this groundbreaking opportunity,” Johnson, who will also serve as an advisor to SimWin, said in a statement.
SimWin’s virtual sports contests are largely games of chance. Team owners can pre-set their game strategies and rosters, while player NFT holders may “train” their players to improve their attributes—but player performance itself is simulated through what SimWin calls an “innovative AI performance model.” The digital athletes, in turn, develop over the course of their careers and can go through hot and cold streaks, much like real athletes.
“From a fantasy perspective, for all those people who wanted to own a team—whoever wanted to be a player, manager or player agent—they'll have an opportunity to do that,” Andre Johnson, SimWin’s executive vice president of business development, told dot.LA. (Andre Johnson, a former gaming executive at Sherman Oaks-based Mythical Games and L.A.-based Virtual Reality Company, is Magic Johnson’s son).
The company has sold “dozens” of teams so far, including some for a seven-figure price, Andre Johnson said, while NFTs for players are expected to run between $300 to $600 for fans to purchase. SimWin also plans to generate revenue through merchandise and TV distribution deals, and aims to integrate sports betting through licensing deals with third-party sportsbooks, he added.
The 22-person startup expects to launch its first virtual football season by late summer or early fall, according to Andre Johnson. SimWin has raised $13.25 million in funding to date, according to PitchBook Data, from investors including 1UP Ventures, Animoca Brands, Infinity Ventures Crypto, Bron Studios, Kingsway Capital and YOLO Investment. The firm’s CEO is David Ortiz, a former senior producer on EA Sports’ popular Madden football video game franchise who’s also worked at the gaming studios of Sony and Microsoft.
Other companies are attempting NFT-based sports leagues of their own, including Hermosa Beach-based Fan Controlled Football, which lets crypto owners call the plays in real-life games. Andre Johnson called sports the “biggest form of entertainment,” but noted that most American pro sports leagues only run for a few months each year. SimWin—which says it will run games 24 hours a day, every day—is betting that die-hard fans will engage all year long with its more than 5,000 contests annually.
“We want everything that you would see from a traditional sports franchise,” Andre Johnson said. “All the ways you can generate money, all the things you can do, we're just doing it from a digital perspective.”
- The NFL Is Giving NFTs to Fans Attending Super Bowl LVI - dot.LA ›
- Fan Controlled Football League Will Stream on Twitch - dot.LA ›
- Fan Controlled Football Raises $40M for NFT-Based League - dot.LA ›
Christian Hetrick is dot.LA's Entertainment Tech Reporter. He was formerly a business reporter for the Philadelphia Inquirer and reported on New Jersey politics for the Observer and the Press of Atlantic City.
Stax CEO Suneera Madhani on Overcoming Imposter Syndrome and Taking a Risk
Yasmin is the host of the "Behind Her Empire" podcast, focused on highlighting self-made women leaders and entrepreneurs and how they tackle their career, money, family and life.
Each episode covers their unique hero's journey and what it really takes to build an empire with key lessons learned along the way. The goal of the series is to empower you to see what's possible & inspire you to create financial freedom in your own life.
Suneera Madhani never wanted to run her own business. But when the corporate world left her feeling unfulfilled, she started her own payment processing company, Stax.
On this episode of Behind Her Empire, Madhani discusses how she dealt with feelings of self-doubt and drew on her family’s small business experience to launch her company.
Madhani grew up watching her parents run their convenience store. While working alongside her family, she said even simple moments, like her father instructing her to place stickers on cans with care and precision, taught her important lessons in entrepreneurship.
“Now as a mother and as an entrepreneur, I look back and I'm like, ‘Man, Suneera, that was your MBA—your entire life,” she said.
It wasn’t until her idea to change the payment processing system was consistently rejected by others that she finally considered founding it herself. But it took her family’s encouragement to take the first step. Even then she set a six-month time limit to make Stax work.
But her persistence paid off. The business she built inside her parents’ Orlando home has raised $245 million in venture capital; she now leads a team of over 300 employees.
“I literally love Stax the way I love like it's my first child,” she said. “I believe that business is personal.”
As one of the few female CEOs in fintech, she said she still struggles with imposter syndrome. It’s easy to get trapped in the cycle of needing to constantly achieve the next goal without stopping to revel in what she’s already achieved, she said. But it’s important to change the conception of what a founder can be so others feel like they can take the risk.
“The only piece of advice I have for you is to ask yourself, what's the worst that's going to happen? And I think that's the game-changer for me,” she said. “You realize that the worst is actually not as bad as we mentally make it out to be.”
Hear more of the Behind Her Empire podcast. Subscribe on Stitcher, Apple Podcasts, Spotify, iHeart Radioor wherever you get your podcasts.
dot.LA Editorial Intern Kristin Snyder contributed to this post.
Yasmin is the host of the "Behind Her Empire" podcast, focused on highlighting self-made women leaders and entrepreneurs and how they tackle their career, money, family and life.
Each episode covers their unique hero's journey and what it really takes to build an empire with key lessons learned along the way. The goal of the series is to empower you to see what's possible & inspire you to create financial freedom in your own life.