The man behind the Ukrainian NaVi, Yevgeny “HarisPilton” Zolotarev, talked in-depth about running an esports team, expanding into international waters, creating a winning team and remaining profitable in highly competitive esports scene.

Natus Vincere CEO also talked about the appointment of Andrey “B1ad3” Gorodenskiy to the role of esports director, the opening of the academy team, recent struggles of their Dota 2 team and much more.

Recently Andrey “B1ad3” Gorodenskiy joined for the role of esports director. How did this idea come to be?

Similar thoughts started long ago. We are quite familiar with Andrey, we even played on the same team, but somehow all this time we went parallel to each other. Nevertheless, we constantly communicated, shared opinions about CS and everything else.

I have always considered him an intelligent specialist, he has a good eye for young talents, a lot of experience on the professional stage: a player, a captain, a coach. His main advantage, unlike the other 90 percent of former esports athletes, that he has a high focus on the business component, he understands the development of the club as a business. I think he is very suitable for this role.

Previously, Na’Vi did not have such a position?

Not for the last 2.5 years, but even earlier I myself was in this position when Alexander “ZeroGravity” Kokhanovsky appointed me in 2016. I worked there for six months and then took the position of CEO, combining it with the esports director, and ZeroGravity went into inactivity.

The position can be called new, but it is necessary for large clubs. Team Liquid, for example, have several general managers at once, who have distributed disciplines and regions among themselves. Na’Vi, like any other multigaming, requires personnel enhancement as well.

He will only deal with Counter-Strike?

No, by all teams, it will include Dota 2. An esports director is a person who is responsible for all the compositions of an organization. Transfer policy, tournament schedule, bootcamp schedule and more.

I took Andrey as an experienced specialist to build a vertical search, training and education of players. As a general director, I still have operational work, finance, media and marketing, the rest went to B1ad3.

With his signing, you will also open a youth academy?

Yes, in the near future it will really appear. By this time, the market had matured, and our organization had matured, human and financial resources appeared to implement these plans. All other details will appear very soon in the official announcement.

I can only say that there will be many opportunities for young players. I really want to realize our accumulated experience in working with young people.

So talking about your Dota 2 team. One cannot help but wonder when you have a team as well supported as yours, where are the results?

The conditions are really good, but if the players did not work at the same time or if we had questions about their discipline, then we can say that the organization slacks off or something else. Speaking specifically about the composition of Dota 2 — the team has no disciplinary problems at all, the guys worked and continue to work with maximum commitment, even after defeats.

I cannot say that we are pleased with the results, but we see their return, they live on DotA and there are no problems inside the team. There are only game moments that we are trying to fix.

Nevertheless, there are positive things — some players six months ago were considered to be unknown to anyone, and during this time they were seriously tightened up from the point of view of the skill, the pool of heroes, the LAN experience and so on. I try to look for a positive in everything and we will continue to work for it.

Do you participate in the life of the team? Can you suggest something or express displeasure?

There is a manager, coach, captain and even an analyst who works with players remotely. For the last bootcamps, we have attracted such a person as a mental coach, with whom we plan to continue cooperation.

I am not competent enough in DotA to prompt guys. First of all, I appreciate the game as a fan, I can be dissatisfied, angry about why they made a pick for that hero and not for another, to draw conclusions based on the words of commentators or analysts. With my game level, I do not allow myself any in-game recommendations.

Na’Vi was among the first to announce the opening of a division in Apex Legends. Right now you already announced the signing of two Quake world champions — Cypher and clawz. What went into this decision?

There’re a lot of unknown moments, the game itself faces certain difficulties.

Regarding the region: in the case of Apex — this is still two players from the CIS. When we choose the composition, the criterion of the region is not in the first place. We are after the players that we want, everything else is secondary.

We will take players and look at what the publisher will do, how much their efforts will be directed to the development of the esports component of the discipline. In PUBG we are now seeing a big recession, for instance.

Are you disappointed in PUBG?

It is too early to talk about our position, but we have serious concerns. The start of a Major league cannot be called successful. As an average person, I don’t see sponsors, I don’t see any views, and at the same time I see high costs associated with moving the team to Berlin.

The failure in the results of the team are related to this?

To a lesser extent, the season has just begun, the first phase has ended. The results are unsuccessful, but there is time to correct them. The concerns are tied to the discipline itself.

After a very long break, you recently signed foreign players. What led to that decision?

Fortnite is definitely a western game, not popular in the CIS region. Rainbow Six Siege — we wanted both a competitive line-up and the team that has a slot in the ESL Pro League. In the CIS, there is no choice in this regard, there is only one team — Team Empire, which recently signed the guys and did not intend to sell.

And getting more foreign fans while at it?

Of course, we perfectly understand that it is necessary to improve monetization. Unfortunately, this is hard to do in the CIS region.

We do not intend to leave the CIS esports, here are our roots. We, like any other major multigaming, are just trying to increase our presence in other regions. For example, in Team Liquid, FaZe Clan and Ninjas in Pyjamas, the compositions for Rainbow Six Siege are Brazilians.

Recently we could see stagnation in tier 2 esports — fewer sponsors, less audience interest, fewer fans. Do you think it may have a negative impact on esports?

In order for sponsors to pay good money, you need to show good numbers: reach, audience, views or results.

Sponsors calculate ROI (return on investment) — clicks, transitions and everything else, the more videos you watch, comment, etc. the better you’re off.

NaVi right now has no such problem. From the point of view of the business model, Natus Vincere can be called an independent asset, and it can sustain itself right now, but one way or another, investments will be necessary in the future. Esports does not stand still.

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