Ethena Pay: Building the Next Billion-Dollar Neobank
Lito Coen, go-to-market lead at Ethena, on his path from PayPal to crypto, the Indexed Finance hack and how he is taking Ethena Pay to market.
Watch episodeFrontier GTM / Layer 1
Hosted by Julian Stafford (author page)
Inside the conversation
Incentiv is an EVM compatible layer 1 blockchain built around the idea that every on-chain action should count toward rewards. Shine, who leads growth at Incentiv, joined a long Frontier GTM conversation shortly after mainnet went live. Surgence Labs ran Incentiv's launch, and Shine thanked the Surgence team during the session. He describes his role as user acquisition and go-to-market, and says he does whatever the project needs.
On the technology, Incentiv uses proof of work consensus and builds account abstraction into the protocol itself. A user can open a wallet with a passkey, face ID or fingerprint, without managing a seed phrase. A unified engine lets users pay fees in tokens they already hold, such as USDC or ETH, and converts them behind the scenes. Apps built with the Incentiv SDK can use these features directly. Shine says the goal is to fix the infrastructure problem behind slow mass adoption, not to rely on ad campaigns. Testnet version one drew a large crowd, and version two moved to proof of work with a block time of about five seconds. Surgence reports 1.5M+ testnet users for the program.
The unusual decision was to launch mainnet before the token generation event, which Incentiv calls Epoch One. Shine argues that a team should prove usage before attaching a price chart. In the private phase more than 40,000 users were transacting daily and all of them had bridged at least once. A public campaign brought wallets to roughly 120,000 to 130,000. Users earn XP for sending, swapping and using apps, then spend XP on mystery boxes, where Shine says more than $100,000 in USDC has been given away. Surgence also reports 300K+ OG badges claimed, $10M+ in protocol fee revenue and a Coinbase listing for the mainnet.
The economic model avoids burning and extra issuance. Fees are redistributed to four groups: apps, users, liquidity providers and miners. A program called Incentiv Plus allocates 26% of supply to reward usage on each epoch, and apps are rewarded when users use them. Shine says 90% of the user base of apps on the chain comes from Incentiv's own community, with quests driving it. Incentiv has no venture backers. Next comes the token event, further decentralization and more miners, and a link between its proof of work network and AI compute. Shine also said accounts that never used the chain will not receive an airdrop allocation.
“Proving usage before being attached to a price chart is way more powerful.”
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Lito Coen, go-to-market lead at Ethena, on his path from PayPal to crypto, the Indexed Finance hack and how he is taking Ethena Pay to market.
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