Seriously, if I get another call from an AE that goes like...
"My direct relationships are buying me programmatically but our leadership isn't paying us on it"
Then I'm just going to hire your AE on the spot.
Real talk:
If you're a DOOH publisher and do not understand incentive structures, you're just ngmi.
HINT: If you're not sure if you're ngmi or not, you just had to google 'what does ngmi mean?'
Stop lying to yourself and start figuring it out. Go listen to the whole episode here: https://www.theoohinsider.com/fattail-automating-dooh/