Day One®

Baden U’Ren is an entrepreneurship educator and innovation professional who has worked in a variety of roles within the Australian startup ecosystem. He is the co-founder of both The Unconventional Group and Script-Ed, and had a nearly 20 year career as an academic as the head of entrepreneurship at Bond University. In his conversation with Adam, he discusses the importance of the education sector for the growth of Australia’s startup ecosystem, and how the ecosystem has evolved over the past 20 years.

Mentioned in this episode:

This episode is sponsored by NTP

This episode is sponsored by NTP

Daniel Flynn is co-founder of Thankyou, a social enterprise that was founded in 2008 and sells consumer products to help end extreme poverty. In 2015 Daniel’s book, Chapter One, became a bestseller and generated $1.4 million in sales in its first month using an unorthodox “pay-what-you-want” model. In his conversation with Adam, Daniel discusses his belief that “leaders are learners”, and how working with a psychologist to come to terms with some of his personal challenges helped him grow into the leader he is today.

See full show notes: https://w2d1.com/daniel-flynn

Mentioned in this episode:

This episode is sponsored by NTP

This episode is sponsored by NTP

Aaron Birkby is the co-founder of The Unconventional Group, and has over two decades experience working as a founder, advisor, board member, investor and facilitator in the Australian startup ecosystem. He has worked in a variety of roles building and supporting technology startups to grow into global companies, including as CEO of Startup Catalyst, and Entrepreneur In Residence at Queensland University of Technology, James Cook University and Split Spaces. In his conversation with Adam, Aaron discusses how the Queensland startup ecosystem has evolved over the past couple of decades, and what he sees as gaps in the Australian startup ecosystem.

See full show notes: https://w2d1.com/aaron-birkby

Mentioned in this episode:

This episode is sponsored by NTP

This episode is sponsored by NTP

Mark Pesce is the host of This Week In Startups Australia (TWISTA), a podcast which has charted the growth and maturity of Australia’s startup ecosystem since 2014. Born in the US, Mark first worked for a startup in 1982, and in the years since has worked in a variety of roles, including co-inventing VRML, which became a foundational format for displaying 3d graphics on the internet, founding Ono-Sendai, a first-generation virtual reality startup, and working for Apple as a consulting engineer. In 2003 Pesce relocated to Australia, and became a judge and panelist on the ABC TV program The New Inventors, as well as an Honorary Lecturer at the University of Sydney and a columnist for IEEE Spectrum. In his conversation with Adam, Mark discusses starting the TWISTA podcast, and some of the differences between the US and Australian startup ecosystems.

See full show notes: https://w2d1.com/mark-pesce

Mentioned in this episode:

This episode is sponsored by NTP

This episode is sponsored by NTP

Malcolm Turnbull was the 29th Prime Minister of Australia between 2015 - 2018, in which time he launched the National Innovation and Science Agenda (NISA), which aimed to drive innovation and Australia’s startup ecosystem. Malcolm also has a long history of investing in and founding companies, having established an investment banking firm in 1987, as well as becoming a partner of Goldman Sachs in 1998. Since leaving parliament in 2018, Malcolm has returned to the world of business, and has joined the board of directors of Kasada, an Australian cybersecurity company. In his conversation with Adam, Malcolm discusses his belief that innovation has become a “no-no word” in Australian federal politics over the last several years, and what he would do to promote innovation were he to have a second shot as prime minister.

See full show notes: https://w2d1.com/malcolm-turnbull

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 Jonathan Milgate for the second time. The last time we spoke to Jonathan was over two years ago and in that time he has transitioned into his role as CTO at Camplify.

Hope you enjoy the episode!

Jodie Fox co-founded Shoes of Prey, an innovative shoe retail company which at its peak was a global business, with more than 200 staff, six million shoes designed and US $27 million in funding raised. After Shoes of Prey ceased trading in 2018, Jodie wrote a memoir, Reboot. In her conversation with Adam, Jodie discusses what the startup ecosystem looked like when she founded Shoes of Prey in 2009, and the challenges and opportunities that came from moving the headquarters of Shoes of Prey to the US.

See full show notes: https://w2d1.com/jodie-fox

Mentioned in this episode:

This episode is sponsored by NTP

This episode is sponsored by NTP

James Alexander is the co-founder of Galileo Ventures, which focuses on investing in young, first time startup founders. Prior to this, James founded Incubate, an accelerator program run out of the University of Sydney. An experienced investor and advisor, James has supported over 200 founders launch tech startups across various industries in the previous decade. In his conversation with guest host Will Tjo, James discusses what he sees as government's role to play in the startup ecosystem, and why giving general advice to startup founders can be tricky as every startup is unique.

See full show notes: https://w2d1.com/james-alexander

Mentioned in this episode:

This episode is sponsored by NTP

This episode is sponsored by NTP

1) Structure your sales teams into vertical territories instead of geographical. Each vertical has its own jargon and if you’re a salesperson who’s trained on a particular vertical, you’ll be better placed to have intelligent conversations with your prospects. 

2) Don’t make Customer Success responsible for renewals because this can compromise the role. The CS rep gets focused on the commission, and the customer gets confused about who manages the financial relationships.

3) The first rule of hiring salespeople: the best indicator of future success is past success. This is relatively easy to judge for salespeople - has the salesperson consistently made or exceeded their targets? This is a numbers driven exercise. Great salespeople can tell you what their numbers have been to the dollar.

00:00 - 7:27: All about Will and Mulesoft 

7:28 - 17:12: How to structure a sales team for a SaaS company

17:13 - 24:15: Future of sales, enterprise selling and challenger sales model

24:16 - 32:00: Sales structure, timing and metrics for startup founders 

32:00 - 36:50: How to hire salespeople and what to look for

36:50 - 41:30: What can you do to incentivise people to apply for your role

41:30 - 48”00: How do you onboard and train staff effectively in the wfh culture

48:00 - 49:00: Wrap-up

LinkedIn: https://www.linkedin.com/in/willbosma1

An Angel Investor and co-founder of multiple startup ventures, Susan Oliver has also served as a board member on over a dozen organisations in her long and rich career, including The Wheeler Centre, Fishermans Bend, The Smith Family and Fusion Retail Brands. Susan is a co-founder and recently retired Chair of Scale Investors, Australia’s first network of Angel Investors committed to investing in and supporting exclusively female founders. In her conversation with Adam, she discusses what she looks for in a founder when investing, and her belief that Australia should invest more in the technology products of Australian startups, rather than relying so heavily on the technology products of other nations.

See full show notes: https://w2d1.com/susan-oliver

Mentioned in this episode:

This episode is sponsored by NTP

This episode is sponsored by NTP