April 2026
eTV × Steven Golus
A Three-Workstream Partnership Proposal — following our conversation in New York, this document lays out a proposed partnership designed to position eTV at the leading edge of where broadcasting is heading.
Workstream 1
Executive AI Training
Workstream 2
Linear & Digital Ad Sales Alignment
Workstream 3
South Africa CTV Masterclass Series
I'm not a traditional consultant. When I engage, I become part of the executive team — full calendar access, always on. The measure of success is simple: at the end of this, you should say it was the best money you ever spent.
Workstream 1
Executive AI Training
Start Date
1 May 2026
Investment
R35,100 per participant (10 ppl)
Timeline
1 May – End of June 2026
Goal
Equip the eTV executive team and functional leaders with AI capabilities, frameworks, and workflows to drive efficiency without compromising production quality.
Phase A — Kickoff Session
One 90-minute group session. Sets frameworks, aligns language, and identifies highest-leverage opportunities across the business.
Phase B — Functional Deep-Dives
Three one-hour sessions per functional leader, tailored to their workflows. Core trio deeply versed across all sessions: Khalik, CEO, and CTO.
Functional leaders covered: CEO, CTO, Commercial Officer, Content Officer, Head of News, Marketing, Legal, Trainee CFO, Visual/Creative
Workstream 1 — Deep Dives
How AI Usage Differs Across Functions
The kickoff establishes shared language. The deep-dives go where each leader actually lives. Same AI — very different applications. Each leader leaves with two or three workflows already built into their day.
Finance / CFO
Automating P&L packs, real-time cash-flow forecasting, AI-assisted budget reviews, and audit-prep workflows that turn weeks into days.
Legal
First-pass contract review, drafting NDAs and advertiser agreements, regulatory monitoring, and an internal knowledge base from past contracts.
Programming / Content
Scheduling assistance, metadata generation, localisation drafts, and mining historical ratings data to surface what's working and why.
News
Transcription, translation, research assistance, and drafting headlines at scale. Critical guardrail: AI assists the journalist, never replaces editorial judgment.
Commercial / Sales
RFP responses in minutes, tailored pitch decks, meeting notes to CRM updates automatically, and competitive intelligence on advertiser spend.
CEO / Chief of Staff
Synthesising weekly inputs, board pack drafting, meeting prep with full context — the "second brain" that holds organisational memory.
Workstream 2
Linear & Digital Ad Sales Alignment
Built on the follow-up call with Jay and adapted for the South African market. Structured as two training tracks, with strategy and consulting woven directly into the senior-leadership track.
Track 1 — Senior Leadership
- Jay + commercial leadership (up to 10 people)
- Five 90-minute sessions
- Includes consulting and strategy alongside training
Track 2 — Broader Commercial Org
- Account executives, internal sales, planning, sponsorship, digital
- Five 75-minute sessions
- Available as one cohort or two cohorts
The shared goal: equip eMedia's commercial team with the playbook the US, UK, and European markets have developed over the past decade — so when ad-supported Netflix, Amazon, and Disney arrive locally, eMedia is already setting the standard, not reacting to it.
Market Context
The Context We're Designing Around
The current state of eMedia's commercial position — and why the timing of this engagement matters.
~36%
#1 Broadcaster
Audience share, ahead of DSTV and SABC
~73
Commercial Team
~25 in core external sales
~5%
Digital Revenue
Growing 30–45% YoY; digital supply now outpacing demand
GfK Replaces Nielsen — September
Including digital video measurement for the first time. This is a reset moment for the market.
The Window Is Open — For Now
Netflix, Amazon, and Disney have not launched ad-supported tiers in South Africa yet. The window to lead the market closes when they do.
Integration Already in Motion
TV and digital teams are sold separately today — but convergence is already underway inside eMedia.
Track 1
Senior Leadership: Five Sessions
Jay + 9 commercial leaders. Each session has a teaching component anchored in the global CTV playbook, then turns into a working session applied directly to eMedia's organisation and competitive position.
01
The Converged-TV Landscape
How US and European markets evolved 2015–today. The CTV ecosystem end to end. Working session: where eMedia sits on the curve and where it needs to be in 24 months.
02
Data, Audiences & the GfK Transition
Currency unification, first-party data strategy, reconciling GRPs and impressions. Working session: a data-strategy roadmap eMedia owns going into the GfK launch.
03
Programmatic & the Pricing Question
SSPs, DSPs, PMPs, yield management. Why the same audience shouldn't collapse from R18,500 linear CPM to R925 digital CPM. Working session: a pricing and packaging framework.
04
Retail Media & Partnership Strategy
Walmart-Vizio and Amazon playbooks. Mapping SA retail — Shoprite, Pick n Pay, Checkers, Takealot. Working session: a draft retail media partnership strategy with target shortlist.
05
Organisation, Agency Engagement & Path Forward
Structuring to sell the audience, not the channel. Engaging Publicis, WPP, OMD, IPG. Working session: a 12-month operating plan with named owners and milestones.
Track 1
What's Included Beyond the Sessions
Real-time partnership, not billed hours.
Pre-Engagement Discovery
With Jay and the Group Head of Sales — so sessions are grounded in eMedia's reality, not generic frameworks.
Between-Session Access
Calendar, text, and email throughout the engagement. Real-time, not billed hours.
Summary Readout Document
Strategic decisions made, the roadmap agreed, and recommended next steps — delivered at the end of the five sessions.
All Materials
Session recordings, slide decks, frameworks, and reference materials — kept by eMedia for re-use.
Track 2
Broader Commercial Organisation: Five Sessions
Account executives, internal sales, planning, sponsorship, digital. Same CTV backbone as Track 1 — rebuilt for the people who carry the converged proposition into client and agency conversations every day.
1
The CTV Ecosystem & Why It Matters Locally
Who the global and local players are, how the SA map changes in 24 months, and how the account executive role shifts in a converged buy.
2
Data and Audiences
First-party and third-party data, the language to use in a GfK world, and converged audience pitches that work in agency briefs.
3
Programmatic, Without the Jargon
Acronyms demystified, how a programmatic deal flows from brief to live campaign, and handling the most common agency objections.
4
Retail Media & the Client Conversation
What retail media is, why CPG clients ask about it, and how to identify retail media opportunities inside existing client briefs and RFPs.
5
Selling the Converged Proposition
A clear pitch framework for linear + digital as one audience. Pricing conversations, defending digital CPMs, and live coaching on real eMedia scenarios.
Track 2 — How Sessions Run
Interactive, Role-Specific & Built Around Live Deals
Not Lecture-Style
Sellers come with questions and live deals. The sessions earn their value by answering those questions in real time.
Two-Cohort Option
Split by role — e.g., external account executives in one cohort, internal sales and support in another — so examples stay relevant to each group.
Recordings & Reference Materials
Provided after each session for sellers to refer back to between client conversations.
Optional In-Person Delivery
Select sessions can be delivered in-person in Johannesburg in August.
Workstream 2
Pricing: Workstream 2
Investment by track and cohort structure. Pricing reflects the engagement scoped on the call with Jay. Two-cohort pricing to be finalised based on final headcount and scheduling.
Workstream 3
South Africa CTV Masterclass Series
August 2026 | Johannesburg
The broadcaster that teaches the market sets the standard for it. South Africa is roughly where the US was in 2017 on CTV — the window to lead is open now.
Investment
Hybrid of eTV underwriting plus per-seat fees. Commercial structure TBD.
Program Structure
- Keynote address — open to the broader industry; frames the global CTV story and where South Africa sits on the curve
- Private cohort courses — 10–20 participants per cohort, multiple cohorts across the week, covering CTV, programmatic, retail media, and measurement
- Online extension — ongoing remote cohorts to broaden reach across the industry
Target Audience
Advertising buyers, agency planners, brand-side marketers, broadcasting peers, and the broader media community.
This is a think-tank-style play, not a sales pitch. eTV hosts and convenes — the content is independent and educational. The market remembers who taught them.