From Conversation to Collaboration: how a chance meeting at FOCUS led to a new venture
For many film professionals, industry events are an opportunity to strengthen existing relationships, make new connections and stay informed about emerging trends. For Zach Rothwell, however, attending FOCUS led to something far more significant: a business partnership that would ultimately become the foundation of a new company,
Hiway.
With more than 15 years' experience in sales and distribution and over 1,000 films distributed throughout his career, Rothwell initially questioned whether FOCUS was the right fit for him.
"I thought, well, it's a producer-focused event, so maybe it's not too relevant for me," he says. "But I finally decided to support and go. I'm so glad that I did because it is relevant for sales and distribution as well as production."
Having previously met FOCUS's Clara Le at the European Film Market in Berlin, Rothwell had been encouraged to attend the event for several years before finally taking the leap. Arriving alone, armed with business cards and a willingness to network, he spent his time listening to speakers and meeting fellow delegates. One presentation in particular would prove transformative.
"I went upstairs around the corner to one of the side rooms and there was a gentleman called David Orman who was talking about blockchain peer-to-peer streaming," Rothwell recalls. "Out of everyone that was speaking there that day, he was the one that impressed me the most."
Intrigued by Orman's vision for a more transparent content ecosystem, Rothwell introduced himself after the session. What began as a conversation at FOCUS soon developed into an ongoing professional relationship. The pair remained in contact and later discovered a shared ambition to address some of the challenges facing the screen industry. When a separate project Rothwell was developing encountered technical hurdles, the two decided to join forces.
"I stopped everything I was doing, and we decided to come together, work together, set up a new business and concentrate on finishing his technology," he says.
That company became Hiway, an operating system designed to help rights holders distribute and monetise content directly to audiences. Since launching, the business has gained significant traction, including partnerships with organisations such as Raindance Film Festival. For Rothwell, the venture emerged from frustrations he had experienced throughout his distribution career.
"I found it absolutely extraordinary that after 15 years, I didn't know a single one of my customers," he says. "Mind boggling."
His experience also challenged assumptions about who can benefit from attending industry events. While from his perspective FOCUS was strictly associated with producers and production professionals, Rothwell's story demonstrates the opportunities available across every part of the screen sector.
"It was completely unexpected as well," he says. "I certainly wasn't expecting to go to FOCUS and have a conversation about blockchain or peer-to-peer streaming. It just wasn't on my agenda, and I was completely caught off guard."
As FOCUS continues to bring together professionals from across the global screen industry, Rothwell encourages newcomers not to overthink their decision to attend.
"First and foremost, the film industry in particular is a relationship industry," he says. "Handshake deals still get done all the time."
His advice is simple: stay open, be willing to start conversations and embrace the unpredictability that comes with networking. After all, as Rothwell's experience proves, a single conversation can change everything.
Register interest to attend FOCUS London HERE
