Everything in sport runs on one thing

An audience. Three groups make their living from it — and the sports industry has a name for what each one is doing.

The audience
Fans
They turn up, tune in, and pay attention. Nothing else in sport works without them.
everyone below is chasing them
Marketing OF sport
Rights holdersthe properties
They own the audience

Marketing of sport means selling the sport itself — the tickets, the memberships, the TV subscriptions, the shirt on the pitch.

Who that is
  • Governing bodies — FIFA, the IOC, the FIA. They regulate the sport and sell it
  • Leagues and series — Premier League, NFL, Formula 1
  • Clubs and teams — Man United, the Lakers, McLaren
  • Promoters and venues — Wembley, Madison Square Garden, Silverstone, the Tour de France's ASO
  • Athletes — their own audience, in miniature
sponsorship
money
Marketing THROUGH sport
Rights buyerssponsors
They rent the audience

Marketing through sport means using someone else's sport to sell your own product — an airline, a bank, a beer.

Who that is
  • Sponsors — Emirates, Visa, Heineken
  • Kit and equipment brands* — Nike, adidas
  • Broadcasters and streamers* — Sky, DAZN, ESPN, Netflix
  • Betting operators — bet365, DraftKings, Flutter
both of them pay for help
Marketing OF and THROUGH
Service partners
They serve both

They own neither the sport nor a product to sell through one. They earn from the two boxes above — a fee for the work, or advertising against an audience they've built around the sport.

Who that is
  • Agencies and consultants — CAA, Two Circles
  • Agents and managers — they represent the athletes
  • Tech and data firms — Sportradar, Nielsen Sports
  • Suppliers — ticketing, hospitality, timing
  • Media and press — The Athletic, L'Équipe, Marca. Access, not rights
  • Creators and fan media — Barstool, The Overlap, Men in Blazers

* These two do both

Nike and adidas. They sell trainers and kit to fans, which is marketing of sport. They also pay athletes and teams to wear the stuff, which is marketing through sport. Same company, both jobs.

Sky, DAZN and ESPN. They pay rights holders for the rights, then sell subscriptions and ad slots off the back of that audience. They buy like a sponsor and sell like a rights holder.

Media and creators

Neither buys rights. They get access, build an audience around a sport they don't own, then work with both sides at once — helping rights holders reach fans, and helping brands reach those same fans. Marketing of and through, in the same week.

How that differs from the first box: a rights holder owns the sport, and the audience follows from owning it. Media and creators own only the audience. Take the sport away and a club still has a stadium; a publisher has nothing left to write about.

Media has worked this way for a century. Creators are the new part — same position, no rulebook yet.