Day One®

Terry Hilsberg is a co-owner and partner in Fork Ventures, an investment firm that primarily focuses its investments in crypto projects. Terry is also a Venture Partner in InnoHub Capital, a global innovation acceleration services organisation based in China. Terry has decades of experience working within the startup ecosystem both in Australia and globally, and in his conversation with Adam discusses his involvement in the earliest days of Australia’s startup ecosystem in the late 70’s and 80’s, as well as his belief that Australia must work to not lose the progress we’ve made in our startup ecosystem when (not if) the next big financial crash comes.

See full show notes: https://w2d1.com/terry-hilsberg

Mentioned in this episode:

This episode is sponsored by NTP

This episode is sponsored by NTP

1) You're talking about your product far too much

2) You don't understand the risk to the organisation

3) You don't understand all of the key parts of how an infrequent buyer makes a buying decision

00:00 - 3:25: JD's history and the impact he has made so far with Sales Director Central

3:26 - 10:40: Biggest mistakes founders make when scaling from $0-$1M

10:41 - 18:20: When to hire salespeople and how to get customer buy-in for you to help them write the internal business case

18:21 - 23:30: How to align your sales process with your customer's buying cycle and how not to use templates

23:30 - 34:05: How to have run thorough discovery and have impactful conversations with customers

34:06 - 39:59: How do you build rapport with customers

40:00 - 45:45: How to find your champion

45:46 - 51:00: How the world of sales is going to look in the future

LinkedIn: https://www.linkedin.com/in/jdthekatalyst/ 

Emily Rich is a co-founder and partner at M8 Ventures, a venture fund that focuses on investing in tech startups during their “pre-seed” stage. Emily is also Director of Startups for APAC, where she has been tasked with helping to drive startup growth in the Asia-Pacific region. This is a special episode featuring guest host Alan Jones, an investor and veteran of Australia’s startup ecosystem who has supported Australian startups independently and through BlueChilli, Blackbird Ventures, Pollenizer Ventures and Startmate. In the conversation, Emily discusses how she got her start co-founding a machine learning startup, and her belief that while bootstrapping a business may be an appealing prospect for early founders, that seeking investment early and taking what she calls “smart money” is often a better path for fast and sustainable growth.

See full show notes: https://w2d1.com/emily-rich

Mentioned in this episode:

This episode is sponsored by NTP

This episode is sponsored by NTP

Peter Bradd was the founding director and initial CEO of Fishburners, one of Australia’s first coworking spaces which has been home to a community of startups since its founding in 2011. Peter has also served as Board Member and Chair of StartupAUS, a not for profit organisation with the mission of transforming Australia through technology entrepreneurship. In his conversation with guest host Will Tjo, Peter discusses co-founding his first company, ScribblePics, as well as the expectation-shattering progress that the Australian startup ecosystem has made in just a few short decades.

See full show notes: https://w2d1.com/peter-bradd

Mentioned in this episode:

This episode is sponsored by NTP

This episode is sponsored by NTP

On this episode of the NTP Podcast we interview Martin Carr, Founder/Director of Applied Virtual Simulation.

You may recognise him from a previous episode on the podcast. Martin returns to discuss their 3 year contract with Land Simulation Core 2.0.

Hope you enjoy the episode!

Leslie is the Indigenous Entrepreneurship Director at Minderoo Foundation, an Australian not-for-profit organisation seeking effective, scalable solutions to persistent problems. Leslie’s role at Minderoo is part of their Generation One initiative, with the goal of creating employment parity with and for Indigenous Australians. Leslie also founded DreamSpark, a tech, investment and Web 3.0 enterprise, and co-founded Covocate, a HR Tech platform that helps companies identify their best job candidates. In his conversation with Adam, Leslie discusses some of the unique challenges facing Indigenous founders, as well as what he sees as the role of government in the startup ecosystem.

See full show notes: https://w2d1.com/leslie-delaforce

Mentioned in this episode:

This episode is sponsored by NTP

This episode is sponsored by NTP

Anthony Ferrier is an innovation and commercialisation specialist, primarily working within the intersection between startups and corporations. Anthony is the head of Innovation and Commercialisation at Swinburne University of Technology in Melbourne, as well as working independently as an advisor and consultant. Before returning to Australia several years ago, Anthony spent two decades working in the US and Europe, primarily based in New York City. In his conversation with Adam, Anthony discusses how the attitudes of legacy corporations faced with disruption by startups has changed over the last few decades, as well as his advice to startup founders aiming to build a working relationship with a corporate entity.

See full show notes: https://w2d1.com/anthony-ferrier

Mentioned in this episode:

This episode is sponsored by NTP

This episode is sponsored by NTP

Colette Grgic is Head of Startup Ecosystem in Australia and New Zealand at AWS (Amazon Web Service), a role which sees her leading a team that works to enable founders to start and successfully scale startups in Australia and New Zealand. Before joining AWS, Colette was Chief Innovation Officer at BlueChilli, Australia’s largest startup accelerator. In her conversation with Adam she discusses her experience of creating a startup before she even knew the term “startup”, and why she believes diversity is crucial in Australia’s startup ecosystem. 

See full show notes: https://w2d1.com/colette-grgic

Mentioned in this episode:

This episode is sponsored by NTP

This episode is sponsored by NTP

Zoe Piper has been working at the intersection of industry, research and government for two decades, with a diverse and lengthy résumé. She is the founder of Ethitrade, Delmata and Allaran, cofounder of Ecolour, and Chair or board member of multiple organisations including Young Change Agents and Canberra Business School Advisory Board. In her conversation with Adam, Zoe discusses that despite getting feedback from some in the startup community that she should “just focus on one thing” that her diverse and many-faceted worklife is a positive in many ways, as well as advocating for “non-traditional” career trajectories. 

See full show notes: http://w2d1.com/zoe-piper

Mentioned in this episode:

This episode is sponsored by NTP

This episode is sponsored by NTP

Phil Hayes-St Clair is co-founder and CEO of Drop Bio, a digital health company with a mission of accelerating the world’s transition to personalised health by increasing consumers and clinicians’ access to data. Phil is also Adjunct Associate Professor at UNSW, and has worked with many startups over the years in roles including co-founder and board member. In his discussion with Adam, Phil discusses how his very first introduction to the entrepreneurial world was with a business he helped start at 7 years old, as well as his advice to founders that they should “look after themselves”.

See full show notes: https://w2d1.com/phil-hayes-st-clair

Mentioned in this episode:

This episode is sponsored by NTP

This episode is sponsored by NTP