DevReady Podcast

In this episode of the DevReady Podcast, host Anthony Sapountzis, Co-Founder and CTO of Aerion Technologies and Co-Founder of DevReady.Ai welcomes Paul Sargeant, Co-Founder of Sales Director Central. Paul provides a deep dive into his role as a fractional sales leader and how his team supports technology businesses in selling complex B2B products. He outlines how Sales Director Central aids organisations by setting up effective sales frameworks and managing sales operations until they are ready to hire a full-time sales leader. Paul’s approach emphasises bridging the gap between technical and business teams, ensuring that the sales process aligns with the client’s buying journey to speed up deal closures.

Paul explains that his team utilises a comprehensive 75-point "blueprint" checklist to build robust sales structures. They integrate into the client’s organisation for a period of 6-12 months, focusing on not just implementing growing revenue but embedding a sales framework that aligns with the company's business goals. This process involves assessing and correcting existing sales practices to ensure that every sales activity is meaningful and contributes to achieving business objectives.

One key aspect of Paul’s service is helping businesses avoid common pitfalls in the sales process. He highlights that many companies fall into the trap of focusing too heavily on their product’s features rather than addressing the customer’s needs. Paul’s team works with clients to shift their focus from merely presenting features to understanding and solving real problems for customers. This approach transforms sales conversations from product pitches into value-based discussions, enhancing the effectiveness of their sales efforts.

Paul also discusses the importance of understanding the buyer’s journey in enterprise sales. By the time buyers engage with a company, they are typically well into their research phase. Paul’s team helps clients establish a "know, like, and trust" relationship through strategic content and an effective online presence, which helps filter leads and set the stage for successful sales engagements. They emphasise the need for multiple touchpoints and aligning the sales process with the buyer’s perspective to improve the likelihood of closing deals.

In addition to these strategies, Paul highlights the importance of a solid onboarding process and clear role definitions when hiring new sales representatives. His team assists clients in creating a clear sales DNA and onboarding plan to ensure that new hires are effectively integrated into the company’s sales operations. Paul also advises on the right type of sales rep needed based on the company’s specific needs, helping to avoid the mistake of hiring based on strong interviewing skills alone.

The episode concludes with Paul discussing how Sales Director Central supports businesses by offering mentorship and ongoing support beyond initial engagements. His team’s extensive experience in sales and leadership allows them to stay involved with clients, providing continued guidance and adjustment to sales strategies as needed. Paul invites listeners to reach out via email or their website for further information or to book a call, emphasising the value of their expertise in driving sales success for their clients.

Connect with Paul:

Paul Sargeant | LinkedIn: https://www.linkedin.com/in/paulsargeant/

Book a call with Paul: Book a meeting with Sarge

Email Paul: [email protected]

In this episode of the DevReady Podcast, host Anthony Sapountzis is joined by Mas Abdi, Founder of Easy Apply and a PhD in Artificial Intelligence. Mas shares his journey from academia to entrepreneurship, providing insights into his work with generative AI, specifically focusing on variational autoencoders and GANs. He discusses the evolution of AI, particularly how large models have advanced AI capabilities. Additionally, Mas touches on the risks associated with AI-generated misinformation and introduces his startup Easy Apply, which uses AI to help job seekers tailor resumes and cover letters.

Mas explains how his background in AI and data science helped him identify opportunities for automating the resume creation process. Through his work developing AI-based products, he realised the need for a tool that simplifies resume customisation for job seekers. This led to the creation of Easy Apply, a platform that allows users to upload and tailor their resumes quickly to various job applications. By using AI to adjust resumes based on specific job descriptions, Easy Apply helps improve the chances of success for job seekers. Mas also introduces TalentRun, another AI platform aimed at helping recruiters filter through applications more efficiently.

As Easy Apply evolves, Mas shares how the platform began as a browser extension to simplify LinkedIn applications but has now grown to offer fully tailored resumes and cover letters. While the platform is seeing significant engagement, it is still in the testing phase for recruiter-side integration. He reflects on the competitive landscape of recruitment technology, acknowledging that many companies are already leveraging advanced tools such as AI-powered interviews and scheduling features.

Mas and Anthony discuss the importance of customer feedback in building a successful product, noting that while gathering user insights is crucial, startup founders must also trust their intuition to innovate effectively. They discuss how disruptive companies like Uber and Airbnb transformed their industries by staying true to their visions. Mas shares his experience with Easy Apply, emphasising that balancing feedback with intuition can lead to groundbreaking solutions in recruitment technology.

The conversation concludes with a discussion about the future of work and the role AI will play in reshaping job roles. Mas envisions a shift towards managing AI agents for various tasks, making multidisciplinary roles more prominent. Easy Apply is already helping job seekers tailor resumes, and Mas outlines future plans to expand its capabilities to include other document types. Both Mas and Anthony agree that while AI can handle many tasks, human oversight and interaction will remain essential for maintaining trust and adding nuance in the workplace.

In this episode of the DevReady Podcast host Andrew Romeo sits down with Dr. Yong Hsin Ning, Co-Founder of The Biz Lab, to explore her transformative journey from tax accounting to empowering startups. Dr. Yong shares insights into the innovative tools developed by The Biz Lab, designed to enhance the success rates of incubators and accelerators. Together, they delve into the challenges faced by startup founders and discuss the importance of data-driven approaches in navigating the unpredictable landscape of entrepreneurship. Join us as they uncover strategies for fostering growth and resilience in the startup ecosystem.

Dr. Yong shares her inspiring journey from tax accounting to co-founding a startup focused on enhancing outcomes for incubators and accelerators. She discusses her transition to organisational behavior and entrepreneurship, emphasising the importance of data-driven tools designed to support startup founders. Among the innovative tools developed by The Biz Lab are the "Startup Zodiac," which provides insights into business model alignment and growth potential, and a cash flow and valuation tool that aids founders in creating strategic financial projections and overcoming confidence bias.

Throughout the discussion, Andrew and Dr. Yong address the unpredictable nature of startups, noting that businesses often deviate from their original plans and must continuously adapt. Dr. Yong introduces another essential tool, the "Growth Simulator," which enables founders to evaluate various growth scenarios, such as customer acquisition costs and retention rates. This tool, combined with their cash flow tool, equips startup founders with a strategic game plan to navigate challenges and optimise growth from the outset.

The conversation shifts to how The Biz Lab's tools can benefit incubators and accelerators by offering data-driven insights that help founders gain a clearer understanding of their businesses. Dr. Yong points out that while many incubators measure activities like pitch nights and funds raised, they often overlook tracking their direct impact on founder success. She stresses the importance of focusing on the "demand side," ensuring that founders can effectively absorb the interventions provided. The "Startup Zodiac" tool also allows for the segmentation of founders based on self-assessment, enabling more personalised and effective support from incubators.

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Dr. Yong further explains that the "Startup Zodiac" categorises startups according to their business model and growth potential, using playful animal symbols to simplify the understanding of their commercial viability. This segmentation allows incubators to tailor their resources and support to match each startup's needs, ultimately preventing wasted time and resources. While integrating such tools at the application stage can be challenging, many institutions are incorporating the "Startup Zodiac" during the education phase to enhance founders’ understanding of different business models and growth trajectories.

Lastly, Dr. Yong emphasises that the success of incubators and accelerators is heavily dependent on the resilience and motivation of the founders. She argues that while these programs provide crucial resources, the journey of entrepreneurship is inherently filled with challenges that require a robust game plan. A clear go-to-market strategy, beyond just achieving product-market fit, is vital for long-term success. By leveraging data at both micro and macro levels, The Biz Lab aims to foster targeted interventions that enhance the overall startup ecosystem, showcasing the significant role that quality data and emerging technologies like AI play in improving startup outcomes.

In this episode of the DevReady Podcast host Andrew Romeo sits with Rahul Moudgil, Co-Founder of Pactify, to explore the transformative changes in the creator economy. Rahul, who left Cambridge to pursue his passion for improving talent management processes, delves into the evolving landscape of influencer marketing and intellectual property. From navigating the complexities of brand deals to the shift from traditional advertising to niche influencer partnerships, Rahul shares his insights on how creators can better retain ownership and monetize their content. Tune in to discover the innovative solutions Rahul and Pactify are bringing to the table and gain valuable perspectives on the future of the creative economy.

Rahul recounts his unconventional journey from dropping out of Cambridge to launching a startup aimed at revolutionising processes for talent managers in the creator economy. He explains the challenges faced by these managers, who juggle multiple creators and often contend with lengthy and inefficient brand deal negotiations. Rahul underscores the need for enhanced infrastructure and practices to empower creators and ensure they retain control over their content, drawing parallels to the evolution seen in sectors like Web3.

Rahul's interest in intellectual property (IP) and licensing was sparked during his university years after meeting the CEO of the Smiley Company, which owns the iconic smiley face trademark. This encounter led him to explore the monetisation of IP, reflecting on how companies like Smiley and Disney leverage their IP assets. He highlights the complexities and ethical considerations surrounding IP ownership, particularly for creators in social media and music. Rahul aims to address these issues through Pactify's software solutions, designed to streamline licensing and administrative tasks for talent managers, thereby simplifying their currently fragmented workflows.

Joining the Antler accelerator program provided Rahul with critical insights into building a startup. He initially faced difficulties in defining his problem and finding a suitable co-founder but ultimately succeeded by refining his business strategy. Rahul and Andrew discuss the startup ecosystem, emphasising the importance of a sustainable business model and solving immediate customer problems over merely pursuing funding. Andrew shares his experience with customer-funded product development as an alternative to traditional capital raising.

The conversation also delves into the strategic importance of targeting specific markets rather than broad, unfocused goals. Rahul recounts his experience finding a co-founder through the Y Combinator directory and the value of partnering with someone experienced. Both Andrew and Rahul stress the importance of balancing long-term vision with adaptability, focusing on customer feedback to drive product development. They discuss the necessity of addressing real problems and delivering genuine value to attract both early adopters and long-term users.

Finally, Rahul provides a glimpse into his daily life as an early-stage startup founder, sharing how he navigates existential doubts and prioritises tasks. His commitment to democratising licensing fuels his drive and the team's perseverance. The episode concludes with a discussion on the shifting landscape of influencer marketing, where Rahul highlights the growing influence of smaller, highly engaged influencers over traditional celebrities. He predicts a future where the creative economy will increasingly favor genuine, engaged partnerships, enabling creators to better monetise their unique contributions.

In this episode of the DevReady Podcast host Andrew Romeo sits with Peter Treloar, Founder of Taly Australia, to explore the journey of a non-technical founder breaking into the world of tech entrepreneurship. Peter shares his experience navigating the complexities of product development, leadership, and the challenges non-technical founders often face when building a tech company. Drawing from his background in market research and consumer behavior, Peter highlights the importance of solving real-world problems, validating ideas through genuine consumer insights, and adapting continuously to meet customer needs.

Peter delves into the unique challenges non-technical founders face, emphasising the importance of understanding human behavior in product development. He discusses how his market research background helped him transition into entrepreneurship, focusing on addressing real-world problems rather than pursuing profit alone. Peter underscores the value of validating product ideas based on consumer needs and cautions against relying on biased feedback from family and friends, which can lead to misguided investments. He stresses the importance of gathering genuine insights and considering the customer’s needs when developing tech products.

Reflecting on his entrepreneurial journey, Peter recounts his initial foray into business with The Meadow Southbank, where he learned valuable lessons in finance, operations, and staff management. These experiences later influenced his tech endeavors, including his startup, TALY. Peter highlights the ongoing challenges of entrepreneurship, noting that growth requires constant adaptation and that failure is a part of the process. His insights into running a startup and eventually leading it to be acquired by a U.S. firm offer a glimpse into the complexities of scaling a business.

Peter also shares his experience with outsourcing development early on and the critical lesson he learned about staying close to the product and customer feedback. While outsourcing can be effective for tasks like DevOps, Peter emphasises that having an in-house team passionate about the core product is crucial. He discusses the difficulties of working with developers due to differing mindsets and goals and the importance of networking and learning from experienced mentors, even if their feedback is brutally honest.

Concluding the episode, Peter discusses the vision for TALY Australia, which began as a personality profiling tool aimed at helping businesses quickly understand their employees. Over time, the company recognised a growing need for leaders to better empathise with their teams, especially in a post-COVID world characterized by burnout and limited time. TALY aims to address this by integrating AI to deliver personalised insights directly to leaders at critical moments, such as before feedback sessions. This approach focuses on providing point-in-time guidance to enhance engagement and leadership effectiveness, setting TALY apart in addressing evolving workplace challenges.

In this episode of the DevReady Podcast, host Anthony Sapountzis speaks with Mark Callanan, Co-Founder and Director of Agarea, to discuss how data-driven innovations are transforming risk management in the farming industry. Mark shares insights on Agarea's modern crop insurance and seasonal finance products, which leverage advanced farming technologies and granular data to protect against climate-related risks like drought and frost. The conversation explores the shift towards parametric insurance, personalised coverage models, and the role of agricultural technology in optimising yield while mitigating risks. Mark also reflects on his journey into agtech and the challenges of building a startup in the evolving agricultural landscape.

Mark explains how Agarea leverages granular data to offer modern crop insurance and seasonal finance products, protecting farms from climate-related challenges like drought and frost. A key innovation discussed is parametric insurance, which triggers payouts based on predefined data-driven criteria, moving away from the traditional model of loss assessments. Mark also touches on how Agarea’s solutions address additional risks such as pest infestations, with tailored offerings based on a farm's unique yield history, facilitated by data collection from advanced farming technologies.

Mark further elaborates on how Agarea utilises data from farm equipment and IoT sensors to create personalised insurance products that align with each farm’s specific risk profile. This approach contrasts with the traditional "one size fits all" model, allowing for more targeted and effective coverage. The company's goal is not only to provide financial protection but also to incentivize farmers to maximise their crop yields. By using data from modern technologies, Agarea enables farmers to mitigate risks beyond their control, such as unpredictable climate changes and yield variability.

Mark’s journey to co-founding Agarea began with his work in banking and his later involvement in an agricultural investment fund. Through managing agricultural assets, he gained firsthand experience with the challenges of farming, particularly those caused by drought. This exposure motivated him to explore innovative ways to manage agricultural risks, leading him to the emerging field of agtech. Leveraging tools like satellite imagery and drones, as well as machine data from equipment like John Deere tractors, Mark and his team developed Agarea's data-driven solutions to revolutionize farming risk management.

Throughout the episode, Mark highlights the importance of having the right technical expertise within a startup. He shares his experience participating in the Antler Accelerator program, where he found a co-founder with the necessary technical and agricultural background. Mark emphasises the value of having in-house technical leadership rather than outsourcing to external agencies, especially when developing solutions in such a complex field. The conversation also delves into the challenges of launching a startup and the misconception that success comes quickly, reinforcing the realities of hard work and perseverance in the tech and agriculture industries.

In this episode of the DevReady Podcast, Anthony Sapountzis welcomes Josephine Dayco, Brand & Operations Manager at Undeclared Variable and Co-Founder of Kalicoo. Josephine brings a wealth of experience in strategic communication and creative technology, sharing her journey from engineering to leading a platform that empowers Australian women in web3, metaverse, and AI. Tune in as they discuss the intersection of creativity and emerging tech, the challenges women face in male-dominated industries, and the importance of clear, impactful communication in marketing.

Josephine recounts her career transition from engineering to creative roles after moving to Australia in 2009. Initially involved in a global marketing rebrand, she later took time to reassess her career, rediscovering her passion for writing and communication. Her experience underscores the importance of asking the right questions and creating clear, effective messaging, which has been a consistent theme throughout her career.

The discussion also touches on the misconception that content creation and marketing are straightforward. Anthony shares his journey from struggling with writing to mastering it through practice, while Josephine emphasises that writing, like product development, requires continuous improvement. Both agree that translating complex technical language into accessible, customer-friendly messaging is essential, focusing on the value rather than the technical details.

Anthony and Josephine explore the significance of understanding both a brand's identity and its audience in marketing strategies. Josephine shares her experience of recognising her unique value as a woman in a male-dominated team, stressing how diversity brings fresh perspectives. Anthony adds the importance of encouraging diverse voices, especially in settings where team members might be hesitant to contribute.

Finally, they discuss the challenges women face in traditionally male-dominated fields like tech and gaming. Josephine highlights the necessity of personal connections in explaining technical concepts and compares developing a brand or project to crafting a recipe, emphasising the role of execution over mere ideas.

SXSW Sydney 2024

This October, join Josephine and her team for the "Tech & Tonics" panel at SXSW Sydney 2024.

Leading industry voices from Kalicoo will be sharing valuable insights and lessons learned, plus highlighting opportunities in the web3, blockchain, and AI space.

Link to the session here: SXSW Sydney 2024 Schedule

To discover more Kalicoo events, visit: Events | Kalicoo | 100 Women

In this episode of the DevReady Podcast host Andrew Romeo sits down with Nathan Spiteri, Co-Founder, Shopfront, to explore his remarkable journey from Australia's shores to the fast-paced fintech landscape of the UK. Nathan shares insights into his role in growing a successful startup, his return to Australia, and the exciting challenges of launching his own business. Tune in to hear about the importance of impact-driven innovation, the complexities of startup life, and the future of automated online selling.

Nathan shares his fascinating journey from Australia to the UK, where he delved into the fintech industry. Despite the challenges of securing a job as an expat during the COVID-19 pandemic, Nathan eventually joined Plend, a fintech startup, where he played a pivotal role in its growth. Over four years, Nathan helped Plend raise over £40 million and achieve B Corp certification, positioning the company as a key player in providing ethical, lower-interest loans to individuals in the subprime market.

Nathan's experience at Plend underscores his commitment to impact-driven lending, a departure from the traditional profit-first approach in fintech. This focus on ethical practices not only attracted the right partners but also established trust with customers. However, the high cost of living and the difficulty of achieving financial goals in London prompted Nathan to return to Australia, where he joined the Antler program. This decision was fueled by his desire to maintain the fast-paced excitement he experienced in London while avoiding a return to a corporate environment.

During his time with Antler, Nathan faced the challenges of starting a business, particularly the process of finding the right co-founder. He likens this experience to dating, emphasising the importance of complementary skills and a shared vision. Nathan's proactive approach in reaching out to potential technical co-founders before the program started helped him quickly form a successful partnership with Drew Flaherty, with whom he shared a passion for impact-driven projects. He advises aspiring entrepreneurs to focus on finding a co-founder who is willing to grow together rather than seeking perfection.

Nathan also discusses the intricacies of launching Shopfront, a platform designed to automate product listings across multiple online marketplaces. He highlights the inefficiency of manual listings and how Shopfront's solution boosts product visibility through algorithmic relisting. The importance of omnichannel selling is emphasised, as relying on a single marketplace can be risky due to potential account suspensions. Nathan further shares the lessons learned from the initial focus on the product rather than solving specific problems, which led to a pivot and the development of a loyal early adopter base. With a planned beta launch on the horizon, Nathan outlines Shopfront's vision to become the go-to platform for selling items across various marketplaces.

In this episode of the DevReady Podcast, Anthony Sapountzis interviews, Gareth Rydon, Co-Founder of Friyay.ai, to delve into the transformative impact of AI on small businesses. Gareth shares the story behind http://Friyay.ai ’s inception, offering insights into how their innovative AI solutions are designed to enhance productivity and restore joy to work. The conversation explores the challenges faced by larger corporations in adopting AI, the benefits of viewing AI as an assistant rather than a replacement, and the importance of experimentation and positive engagement with new technologies. Join us for a thought-provoking discussion on how AI can revolutionise business processes and foster a more human-centered approach to work.

Gareth shares insights into Friyay's mission and journey. He explains how http://Friyay.ai was created to assist small businesses in implementing AI solutions that free up time and reinvigorate work. The idea emerged from Gareth and his co-founders’ experiences at an innovation hub, where they recognised the transformative potential of generative AI. Their commitment to this vision was so strong that they invested their personal finances to bring it to fruition.

Gareth and Anthony discuss the hurdles larger corporations face when adopting AI, particularly the challenges posed by entrenched structures and slow decision-making processes. While some individuals within these organizations recognise AI's potential, the overall corporate machinery often hinders innovation. In contrast, smaller businesses are better positioned to implement AI effectively due to their agility and ability to pivot quickly. This segment highlights the frustration with bureaucratic red tape and the critical role of agility in embracing new technologies.

The conversation also touches on the concept of skeuomorphism and encourages small businesses to leverage AI in innovative ways beyond merely improving operational efficiency. Gareth urges businesses to view AI as an assistant that requires ongoing interaction and feedback rather than expecting instant solutions. Both Gareth and Anthony emphasise the importance of experimenting with AI tools to understand their capabilities. Gareth suggests that experimenting with AI in personal contexts can help users learn how to apply it effectively in professional settings.

Additionally, Gareth and Anthony explore the use of AI personas for more contextually accurate responses. Gareth shares a technique where AI is assigned specific personas, such as Warren Buffett, to provide specialised insights and critiques. This approach helps tailor AI responses to be more relevant and useful. The discussion also covers the intricacies of AI model training, highlighting how models like ChatGPT generate responses based on probability and the importance of understanding these mechanisms for effective AI use.

Finally, Gareth discusses the evolving role of AI in business processes, noting a shift from traditional CRM systems to AI-driven assistants that handle unstructured data and enhance client interactions. He argues that advanced AI tools can integrate seamlessly with workflows, providing a more human-centered experience and potentially replacing outdated systems. Gareth and Anthony conclude by emphasising that AI should be viewed as a tool to augment human work rather than replace it, advocating for a positive mindset that focuses on how AI can enhance efficiency and bring joy back to work.

Resources & Next Steps

If you’re looking to take the next step in your AI journey, Gareth recommends reading “Ten Questions to Ask About Your Business to Assess Your AI Readiness” on the http://Friyay.ai blog. This article offers valuable insights to help you evaluate your business's AI preparedness.

👉 Read the full article here.

In this episode of the DevReady Podcast, Anthony Sapountzis sits down with Diana Minnée, Co-Founder & CEO of Astronort. With a rich background in technology and leadership roles, Diana shares her expertise on navigating the complexities of startup growth and strategic decision-making. She delves into how AI can enhance business operations, the benefits of fractional leadership, and practical advice for startups facing common challenges. Join us as Diana provides valuable insights on leveraging technology and strategic support to drive success in a dynamic business environment.

Diana brings a wealth of experience in technology and startups, having held various leadership roles, including that of a factional COO. She introduces Astronort, a venture dedicated to helping executives and boards make strategic decisions in a data-rich, fast-paced world. Diana outlines the challenges executives face, such as relying on gut feelings or being overly cautious due to information overload, and emphasises the role of technology, particularly AI, in enhancing decision-making.

Diana elaborates on how AI can serve as a valuable support tool for business operations rather than a replacement for human judgment. Astronort utilises foundational AI models to manage up to 70% of common business tasks, which frees up human resources to focus on strategic and competitive elements. She discusses the need for adaptive strategies in a rapidly changing environment, highlighting how Astronort's AI differentiates itself with deep, specific models that incorporate executive insights and advanced algorithms, providing a more intelligent system compared to generic tools.

The conversation delves into the practical applications of AI and data-driven tools in improving business decision-making. Diana and Anthony explore how AI can identify critical areas needing attention before traditional BI dashboards become obsolete. They stress the importance of focusing on core metrics like revenue and costs and discuss how AI can integrate diverse data sources to offer actionable insights. Diana also touches on the evolving role of executives, emphasising the need for them to focus more on strategic thinking and less on daily operations.

Diana shares her insights from her role as a factional COO, especially during crucial growth phases from seed to Series A. She discusses the challenges that startups face as they transition from a small, agile team to a more structured organisation. Diana highlights the need for systematisation and repeatable processes to support scaling effectively, even in a chaotic startup environment. She underscores the importance of having robust policies and systems to manage growth.

Finally, Diana addresses the advantages of fractional leadership roles for startups, such as factional COOs. She explains how these roles offer affordable, strategic support during critical phases of growth, providing valuable experience and broad skill sets that startups may lack. Diana emphasises the importance of situational awareness and data integration in decision-making, noting that fractional leaders can offer fresh perspectives and clarity to help organizations navigate challenges and optimise their strategies.