Inside SmartFrame: Mark Catlin

From building a telecoms business to pulling Portsmouth FC back from the brink, our Global Sports & Entertainment Director has built a career on instinct, grit, and backing the right people. Here, he shares his wisdom and learnings.

How did you get started?

On reflection, I’ve always been – and I don’t like to use this word too often – an entrepreneur.

With a lot of hard work, and the help of some great people, I built two relatively large independent companies – one in retail and the other in telecoms.

I exited both after many years, but from the 1980s to the late ’90s in retail, and the early 2000s to 2022 in telecoms, both were very successful in their own way.

I started the latter in Spain in the early 2000s. At the time, a lot of Brits were moving to Spain, and Telefónica wasn’t installing landlines at the new estates being built to accommodate the influx of new residents. So, my company, Telitec, which was already supplying cheap calls back to the UK, started installing wireless technology into these urbanizations and giving people internet access.

That doesn’t sound groundbreaking now, but back then it was huge. Early pre-3G wireless technology just wasn’t strong enough, and the ever-growing expat community was used to having the internet back in the UK. By then, it wasn’t just a nice thing to have – for many, it was a necessity.

The business was demand-led – so many expats but no infrastructure. No one was installing landlines. So we came in with an early wireless internet solution and plugged that gap. 

So how did this lead you to the world of sport?

The love and passion of my life has always been sport, specifically football. I’ll sit and watch anything that takes my fancy, but football is my real passion.

In 2012/2013, Portsmouth FC was in danger of disappearing. I had some experience helping clubs in Spain and the UK, and a Pompey-supporting friend of mine asked whether I – given my business background – would try and help, which I did.

The administrator, Trevor Birch – who’s now the CEO of the EFL, and someone I have so much respect for – helped guide us through a really difficult period.

But with the fans and high-net-worth individuals, we managed to take the club out of administration and save it from liquidation.

I agreed to stay on as CEO and during the next four years we turned the club around, returned it to profit, cleared all outstanding debts, achieved promotion, and became one of the only debt-free clubs in the league.

I was then introduced to Michael Eisner, the former Disney CEO and chairman. Knowing his background, I instinctively knew that he was the right person to take the club into the next stage of its journey if we wanted to compete in the Championship and beyond, and continue meeting the huge financial requirements at a then-decaying Fratton Park stadium.

I like to think that we became not just business associates but friends. To this day, I have so much respect for him, his family, and his former right-hand man, Andy Redman.

You then moved to Topps International, is that right?

Correct. Four years into Michael’s stewardship, Covid hit. Leading up to that, he had been speaking to me about a business he owned – Topps International.

As a whole, it wasn’t failing, but the international arm was. The US side was turning over and earning huge sums of money, but the international side was struggling. Turnover was minuscule, the brand hadn’t gained traction, and it was incurring substantial losses.

I went to Topps International specifically for Michael. We built an incredible team that turned that business around during my time as General Manager. It was a really exciting period, and I was privileged to work with some of the biggest football clubs in the world, UEFA, and the biggest leagues, sports, and entertainment brands in the world.

Helping to take the business from where it was to where it is now was probably the most rewarding and biggest achievement of my business career to date.

Michael Eisner once said you were one of the best businessmen he has known throughout his career. That’s quite a compliment!

Yes – coming from him, with all that he’s achieved in business and entertainment, it meant a huge amount. As I said, I have always respected Michael and his career, even before I met him, so to hear that from him is definitely the greatest business compliment I’ve had.

You joined SmartFrame earlier this year. What does your role involve on a day-to-day basis? And what are the biggest challenges?

My title is Head of Global Sports and Entertainment – and it’s a huge, overarching role.

It’s about bringing together sports clubs, entertainers, athletes, and organizations not just to protect their assets but to help them generate incremental revenue from those assets.

For many people, it takes time to wrap their heads around it; they are just so used to JPEGs. They’re used to how things have always worked. So it’s hard to get them to think differently.

The easiest way I can explain it is: “All we need is your content (images) – not only do we protect them, we monetize them for you.” No restrictions. No complicated terms. It’s that easy.

It sounds like your role is as much about education as it is execution.

Exactly.

A lot of my role is about helping clubs and entities understand that SmartFrame is very different from anything that currently exists.

It’s about making the unfamiliar familiar – and showing them just how easy and impactful SmartFrame will be for them. I honestly can’t see any downside. It truly is a win–win for clubs and leagues.

A big part of what I do is creating awareness. Sports clubs are used to a system that’s been around for years. So we’re essentially saying: “This is a new way. This is how we protect your images. This is how you can make money from them.” It’s a completely different approach to where we are now in that JPEGs have lost all value.

And honestly, most people are surprised. Their first question is almost always, “What’s the catch?” Because it just seems too good to be true!

What was the biggest lesson you learned during your time leading Portsmouth FC?

That success is always about the people and the team that you build.

Yes, you need a good product, but ultimately how well you commercialize that product comes down to the people involved. You’re only ever as good as the team around you.

It takes a different kind of person to commercialize an idea, a different specialist to build the product, someone with a different skill set to lead. To be the best you have to have the best that you can attract in each individual area of the business.

This is especially true in football. Each aspect of the club functions as an important independent strand that forms part of the whole: players, coaches (and specialists that exist within that area), operations, security, logistics, legal, matchday, hospitality, marketing, media, commercial – the list goes on!

People see football as a relatively simple business – just get the players on a pitch and play. But I can assure you that it’s not simple!

Most clubs now have goalkeeping coaches, set-piece specialists, strength and conditioning trainers, data analysts, recruitment analysts, and so on, all working to find those extra percentages in their unique part of the business.

That’s what gives clubs their edge. It’s those marginal gains – and it may only be very small percentage gains – that can be the difference between qualifying for Europe or not, relegation or promotion, ultimately defining whether you have what is deemed a successful or disappointing season.

People online love to play at being a football manager. Everyone thinks they know what they’d do. But when you’re inside a club, the same as running any business, you quickly learn that the best thing you can do is get the best person you can for a particular role, and then support, assist, and let them get on with what they do best.

Did your experience in telecoms shape that mindset?

Massively.

I am definitely not a techie, but I didn’t need to know how to build the infrastructure myself; we employed the best specialists we could to do that. I just needed to understand how it worked, what the market needed, and how to then deliver it commercially.

Tech people are brilliant, but they’ll often tell you what’s possible, not what’s viable. That’s where a commercial head is needed – balancing innovation with practicality, speed, and scalability.

Can you give an example of something that seems simple to fans but is far more complicated behind the scenes?

Wages and contracts are a great example.

Fans often ask, “Why didn’t the club just give that player what they wanted?” But it’s never just about one player.

Let’s say the top earner at club X is on £2,000 a week, and another player – maybe one with two years left – says, “I want to stay, but I’ll only sign if you give me £3,000 a week.” If you agree, you’ve now set a new benchmark.

Agents talk and players talk. Many agents represent more than one player at the same club. Suddenly, every other player wants a raise. You’ve raised the bar for one, but effectively for everyone, including future signings.

So while fans have the luxury of seeing one decision in isolation, when running a club you have to constantly think five steps ahead and consider the bigger picture.

If you could go back and give your younger self one piece of advice, what would it be?

To have learned the venture capital and equity investment market.

I’ve always grown my own businesses organically. I come from a working-class background, so for many years of my life the idea of taking external investment never sat right with me.

I always wanted to own the whole thing. But what I’ve learned is that if you want to run a village, that’s fine. If you want to build a city, you need investment.

When I was offered investment in past ventures, I turned it down because I wanted to stay in control. But that mindset almost definitely slowed growth. If I’d accepted equity or investment funding earlier, on reflection I believe that I could have taken my businesses way beyond the size that they were, and much quicker. Sometimes, owning a smaller slice of something much bigger is better than owning 100% of something small.

I also think that it’s not just about the money; with the right investment group, the network and support it brings can be equally, if not more, important.

That’s what I’d tell my younger self: don’t be afraid of giving up a piece of the business to grow something much bigger.

Finally, outside of SmartFrame, how do you unwind?

Football is still a massive part of my life. I remain a director at Portsmouth, and if I’m not at one of our games, I’m watching my son-in-law play for West Bromwich Albion. He’s married to my daughter Abbie, and he’s like an adopted son to me.

I’ve been married for almost 40 years, and we’ve got a grown-up son and daughter. My son, James, is expecting his first child in November, and we already have three young grandchildren – all boys, aged seven, six, and two. Abbie also just got a new puppy, so it’s always busy at their place!

We still love Spain and love to travel generally – when I was at Topps, I was lucky enough to visit places like Japan, India, Brazil, and Australia. Those were always bucket-list destinations for me.

I’m not sure this qualifies as unwinding, but if you love what you do – and I always have – then I’m not big into the need for unwinding!