CEO Test Frank Tornatore
Lets go !
Nigeria
Business: Crypto Casino Market: Nigeria (highly competitive betting market) Total Budget: $1,000,000 (12 months) Stage: Launch + Early Scale Market specifics: - Strong local competitors - Bonus-driven acquisition - High mobile usage - Fiat dominant, crypto growing - Payment instability risks
Next
Info
Part 1 How would you allocate the $ 1M across the business? Define departments, budget ($ and %), and justification considering the Nigerian market
Answer
PART 1 — Budget Allocation ($ 1M / 12 months)
1. Marketing & Acquisition — $450,000 (45%) Paid media (Meta, TikTok, Google): $180K Affiliates & influencers: $150K Bonuses & promotions: $120K Why: Nigeria is bonus-heavy + affiliate-driven. Without aggressive acquisition, is dificult to position in the market.
CONTINUAR
Budget Allocation
Next
Budget Alocation
Product & Tech — $200,000 (20%) Platform dev, UX, mobile optimization Payment integrations (fiat + crypto redundancy) Why: Mobile-first + unstable payments → UX and reliability are critical differentiators.
Next
Payments & Fraud — $100,000 (10%)PSP integrations (multiple providers) Fraud prevention tools Payment ops team Why: Nigeria has high fraud + PSP instability risk → must invest early. Operations & Support — $100,000 (10%) 24/7 customer support KYC & compliance VIP & Retention — $80,000 (8%) VIP managers CRM tools Loyalty programs Why: Revenue in betting = top 5–10% users
Next
Operations & Support — $100,000 (10%)
24/7 customer support
KYC & compliance 5. VIP & Retention — $80,000 (8%)
VIP managers
CRM tools
Loyalty programs
Why: Revenue in betting = top 5–10% users 6. Management & Admin — $70,000 (7%)
Core leadership
Legal & compliance
next
PART 2 Team Structure
CONTINUAR
Team Structure Launch (0–3 months) → Lean Team
Core hires: CEO / GM (1) Head of Marketing (1) Performance Marketer (2) Affiliate Manager (1) Product Manager (1) Developers (3–4) Payments Manager (1) Fraud Analyst (1) Customer Support (3–4)
A. Leadership (3 people) 1. General Manager / CEO (1) Owns P&L, strategy, execution
Seniority: Senior / Director+ 2. Head of Marketing (1)
Performance + affiliates + influencers
Hands-on execution
Seniority: Senior
3. Product / Tech Lead (1)
Owns platform, UX, roadmap
Seniority: Senior
Next
Team Structure Scale (4–12 months)
Add: CRM Manager + team (2) VIP Managers (2) Data Analyst (2) More support agents Compliance Officer Creative team (design + video)
Next
PART 3 Company Structure
Next
Reporting
Reporting: CEO → CMO (Marketing + Affiliates + CRM) → CTO (Product + Dev) → COO (Operations + Support + Payments) Most critical hires: Head of Marketing → drives revenue immediately Payments Lead → avoids business collapse Product Manager → ensures retention
NEXT
How do you compete in Nigeria? How do you handle bonus-heavy competitors? What do you avoid competing on?
Next
how to compete in nigeria
1. Understand the Reality First Nigeria is one of the most competitive betting markets globally: Users have multiple accounts across platforms Loyalty is low → value-driven behavior Market leaders dominate through: Strong distribution (affiliates) Fast payments Aggressive bonuses 👉 Key inside You are not entering a “brand war” — you are entering a performance war
next
bonus stratergy
Avoid competing on: Unsustainable bonus wars High-risk users (bonus abuse)
. Bonus strategy: Not highest bonus → smart bonuses Cashback instead of upfront Wagering optimization Segmented offers
Reality: Market is bonus-driven and aggressive Strategy: Compete on: Speed of withdrawals Reliability Localized experience
next
2. Core Strategy: Pillars of Competition
Disciplinas como el Visual Thinking facilitan la toma de notas visualmente ricas gracias al uso de imágenes, gráficas, infografías y dibujos sencillos. ¡Dale caña!
Reality:Market is bonus-driven and aggressive Strategy: Compete on: Speed of withdrawals Reliability Localized experience Bonus strategy: Not highest bonus → smart bonuses Cashback instead of upfront Wagering optimization Segmented offers Avoid competing on: Unsustainable bonus wars High-risk users (bonus abuse)
CONTINUAR
Role of crypto
CONTINUAR
Target:20–30% of revenue in crypto within 12 months Why: Hedge against PSP failures Faster withdrawals = competitive advantage How to drive adoption: Crypto-only bonuses (+10–15%) Faster withdrawals messaging USDT focus (low volatility) Educate users simply (NOT technical)
next
Budget Balance & Cuts
next
Balanced focus:
If budget drops 30% → cut: Paid media (-40%) Bonuses (-25%) Delay hiring (non-critical roles)
Never cut: Payments Core product VIP retention
45% Growth 20% Product 20% Ops/Payments 15% Retention/Admin
next
Burn & Profitability
NEXT
Monthly burn:
Profitability: → Month 9–12 Driven by: Reduced CAC VIP growth CRM efficiency
≈ $80K–$100K Revenue assumptions: Month 3: $50K/month Month 6: $150K/month Month 9: $300K/month
next
Risk Handling
next
risk handling
Regulatory change: Maintain flexible entity structure Shift traffic geographically if needed Keep crypto channel active
Revenue drop: Activate CRM campaigns Increase VIP incentives Reduce paid spend quickly.
PSP downtime: Always have 3–5 PSPs Push crypto instantly Communicate fast to users
next
Decision Framework
next
Decision Framework
Example mistake: Over-invested in paid traffic early without strong retention→ Result: high CAC, low LTV→ Fix: shifted focus to CRM + VIP → improved
¿Framework: Speed > perfection Use 70% data + 30% intuition Test → Measure → Scale E ROI
next
10
People & Culture
next
People & Culture
Culture: Performance-driven Fast execution Ownership mindset
Strong personalities: Align on data + goals No ego-driven decisions
Underperformers: Clear KPIs → 30–60 day improvement plan Replace fast if no improvement
next
11
Leadership Scenarios
next
Leadership Scenarios
VIP revenue drops: Immediate actions: Direct outreach Custom bonuses Identify churn reason
Product delays: Prioritize: Revenue-impact features first Balance: Launch MVP → iterate fast
CMO asks +40% budget: Ask for: Clear CAC/LTV proof Test plan Approve only incrementally
next
12
Strategy & Self-Awareness
next
Strategy & Self-Awareness
Why trust me with $1M: Proven experience managing multi-million revenue streams Deep understanding of VIP, retention, and global markets Balanced approach: growth + sustainability
¿Optimize for: → Survival first → then growth → then profit
Biggest blind spot: Over-scaling too early Solution: strict KPI discipline
next
¡thank you!
frank.tornatore@gmail.com
INICIO
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CEO Test Frank Tornatore
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Transcript
CEO Test Frank Tornatore
Lets go !
Nigeria
Business: Crypto Casino Market: Nigeria (highly competitive betting market) Total Budget: $1,000,000 (12 months) Stage: Launch + Early Scale Market specifics: - Strong local competitors - Bonus-driven acquisition - High mobile usage - Fiat dominant, crypto growing - Payment instability risks
Next
Info
Part 1 How would you allocate the $ 1M across the business? Define departments, budget ($ and %), and justification considering the Nigerian market
Answer
PART 1 — Budget Allocation ($ 1M / 12 months)
1. Marketing & Acquisition — $450,000 (45%) Paid media (Meta, TikTok, Google): $180K Affiliates & influencers: $150K Bonuses & promotions: $120K Why: Nigeria is bonus-heavy + affiliate-driven. Without aggressive acquisition, is dificult to position in the market.
CONTINUAR
Budget Allocation
Next
Budget Alocation
Product & Tech — $200,000 (20%) Platform dev, UX, mobile optimization Payment integrations (fiat + crypto redundancy) Why: Mobile-first + unstable payments → UX and reliability are critical differentiators.
Next
Payments & Fraud — $100,000 (10%)PSP integrations (multiple providers) Fraud prevention tools Payment ops team Why: Nigeria has high fraud + PSP instability risk → must invest early. Operations & Support — $100,000 (10%) 24/7 customer support KYC & compliance VIP & Retention — $80,000 (8%) VIP managers CRM tools Loyalty programs Why: Revenue in betting = top 5–10% users
Next
Operations & Support — $100,000 (10%) 24/7 customer support KYC & compliance 5. VIP & Retention — $80,000 (8%) VIP managers CRM tools Loyalty programs Why: Revenue in betting = top 5–10% users 6. Management & Admin — $70,000 (7%) Core leadership Legal & compliance
next
PART 2 Team Structure
CONTINUAR
Team Structure Launch (0–3 months) → Lean Team
Core hires: CEO / GM (1) Head of Marketing (1) Performance Marketer (2) Affiliate Manager (1) Product Manager (1) Developers (3–4) Payments Manager (1) Fraud Analyst (1) Customer Support (3–4)
A. Leadership (3 people) 1. General Manager / CEO (1) Owns P&L, strategy, execution Seniority: Senior / Director+ 2. Head of Marketing (1) Performance + affiliates + influencers Hands-on execution Seniority: Senior 3. Product / Tech Lead (1) Owns platform, UX, roadmap Seniority: Senior
Next
Team Structure Scale (4–12 months)
Add: CRM Manager + team (2) VIP Managers (2) Data Analyst (2) More support agents Compliance Officer Creative team (design + video)
Next
PART 3 Company Structure
Next
Reporting
Reporting: CEO → CMO (Marketing + Affiliates + CRM) → CTO (Product + Dev) → COO (Operations + Support + Payments) Most critical hires: Head of Marketing → drives revenue immediately Payments Lead → avoids business collapse Product Manager → ensures retention
NEXT
How do you compete in Nigeria? How do you handle bonus-heavy competitors? What do you avoid competing on?
Next
how to compete in nigeria
1. Understand the Reality First Nigeria is one of the most competitive betting markets globally: Users have multiple accounts across platforms Loyalty is low → value-driven behavior Market leaders dominate through: Strong distribution (affiliates) Fast payments Aggressive bonuses 👉 Key inside You are not entering a “brand war” — you are entering a performance war
next
bonus stratergy
Avoid competing on: Unsustainable bonus wars High-risk users (bonus abuse)
. Bonus strategy: Not highest bonus → smart bonuses Cashback instead of upfront Wagering optimization Segmented offers
Reality: Market is bonus-driven and aggressive Strategy: Compete on: Speed of withdrawals Reliability Localized experience
next
2. Core Strategy: Pillars of Competition
Disciplinas como el Visual Thinking facilitan la toma de notas visualmente ricas gracias al uso de imágenes, gráficas, infografías y dibujos sencillos. ¡Dale caña!
Reality:Market is bonus-driven and aggressive Strategy: Compete on: Speed of withdrawals Reliability Localized experience Bonus strategy: Not highest bonus → smart bonuses Cashback instead of upfront Wagering optimization Segmented offers Avoid competing on: Unsustainable bonus wars High-risk users (bonus abuse)
CONTINUAR
Role of crypto
CONTINUAR
Target:20–30% of revenue in crypto within 12 months Why: Hedge against PSP failures Faster withdrawals = competitive advantage How to drive adoption: Crypto-only bonuses (+10–15%) Faster withdrawals messaging USDT focus (low volatility) Educate users simply (NOT technical)
next
Budget Balance & Cuts
next
Balanced focus:
If budget drops 30% → cut: Paid media (-40%) Bonuses (-25%) Delay hiring (non-critical roles)
Never cut: Payments Core product VIP retention
45% Growth 20% Product 20% Ops/Payments 15% Retention/Admin
next
Burn & Profitability
NEXT
Monthly burn:
Profitability: → Month 9–12 Driven by: Reduced CAC VIP growth CRM efficiency
≈ $80K–$100K Revenue assumptions: Month 3: $50K/month Month 6: $150K/month Month 9: $300K/month
next
Risk Handling
next
risk handling
Regulatory change: Maintain flexible entity structure Shift traffic geographically if needed Keep crypto channel active
Revenue drop: Activate CRM campaigns Increase VIP incentives Reduce paid spend quickly.
PSP downtime: Always have 3–5 PSPs Push crypto instantly Communicate fast to users
next
Decision Framework
next
Decision Framework
Example mistake: Over-invested in paid traffic early without strong retention→ Result: high CAC, low LTV→ Fix: shifted focus to CRM + VIP → improved
¿Framework: Speed > perfection Use 70% data + 30% intuition Test → Measure → Scale E ROI
next
10
People & Culture
next
People & Culture
Culture: Performance-driven Fast execution Ownership mindset
Strong personalities: Align on data + goals No ego-driven decisions
Underperformers: Clear KPIs → 30–60 day improvement plan Replace fast if no improvement
next
11
Leadership Scenarios
next
Leadership Scenarios
VIP revenue drops: Immediate actions: Direct outreach Custom bonuses Identify churn reason
Product delays: Prioritize: Revenue-impact features first Balance: Launch MVP → iterate fast
CMO asks +40% budget: Ask for: Clear CAC/LTV proof Test plan Approve only incrementally
next
12
Strategy & Self-Awareness
next
Strategy & Self-Awareness
Why trust me with $1M: Proven experience managing multi-million revenue streams Deep understanding of VIP, retention, and global markets Balanced approach: growth + sustainability
¿Optimize for: → Survival first → then growth → then profit
Biggest blind spot: Over-scaling too early Solution: strict KPI discipline
next
¡thank you!
frank.tornatore@gmail.com
INICIO
Lorem ipsum dolor
Lorem ipsum dolor sit amet, consectetur adipiscing elit, sed do eiusmod tempor incididunt ut labore et dolore magna aliqua. Lorem ipsum dolor sit amet, consectetur adipiscing elit, sed do eiusmod.
Lorem ipsum dolor sit