Tap, beep, done. Australia’s payment experience is one of the world’s most convenient, but also one of the most expensive. Small businesses lose thousands a month in card and scheme fees, while everyday Australians pay hundreds each year just to access their own money.

In this episode of Pick My Brain, Gaurav Rana, co-founder of GANI Pay, joins Alan Jones to pitch his mobile-first payment platform designed to bypass the legacy card system entirely. GANI Pay uses NPP, PayID, and PayTo to enable instant, secure QR payments, with flat monthly fees for merchants and cash-back rewards for consumers.

Alan and Gaurav dig into the economics of “tap and go,” how to convince both merchants and customers to switch, and why regulatory trust is just as important as slick tech in fintech. They also explore GANI Pay’s go-to-market focus on high-volume, low-ticket retailers, and what it takes to turn a payment product into a movement.

If you’re building in fintech, payments, or tackling an entrenched incumbent, this is a masterclass in pitching, positioning, and finding your wedge.

01:40 – What is GaniPay? Mobile-first QR payments without the card fees

03:00 – Gaurav’s early ambitions: from science to entrepreneurship

04:15 – The problem: why tap payments quietly cost Australians billions

06:10 – How GaniPay works: bypassing Visa/Mastercard with NPP & PayTo

08:20 – Merchants’ biggest question: will customers adopt it?

09:50 – Building trust: compliance, security, and banking partnerships

12:15 – Go-to-market: targeting high-volume, sub-$100 transactions

14:30 – Competing with Afterpay & co: different problem, different value

15:55 – Alan on finding the most promising merchant verticals

17:40 – Fundraising plans: seeking $600k to scale tech & marketing

18:35 – How to become an “investable” fintech in 60 days

20:45 – Movement vs product: can GaniPay spark a payments revolution?

🙋🏻‍♂️ Gaurav Rana – https://www.linkedin.com/in/gauravrana841/

💰 GaniPay – https://ganipay.com.au/

🦙 Vanta automates up to 90% compliance, getting you audit-ready quickly and saving you up to 85% of associated costs. Join 10,000 global companies like Cipherstash, Handle and Indebted that use Vanta to build trust and prove security in real-time.

Get 10% off - http://dayone.fm/vanta/brain

💰 Standard Ledger is your all-in-one finance team for startups. From bookkeeping and payroll to R&D claims and fractional CFO support, they help founders stay on top of their numbers and make smarter decisions. Ready to scale? 

Book your free chat at https://dayone.fm/standard

To learn more, join our newsletter to be notified of new and upcoming shows. The only content we create is content that will help Australian founders.

Mentioned in this episode:

Standard Ledger

Vanta PMB May 2025_01

Would you trust AI to help close a multi-million dollar acquisition? That’s exactly what Deeligence is helping lawyers do faster and with fewer headaches.

In this episode of Pick My Brain, Elena Tsalanidis, co-founder of Deeligence joins Alan Jones to pitch her AI-powered legal tech startup. Elena shares how her platform streamlines the M&A due diligence process for lawyers, cutting review time in half while delivering greater accuracy.

Alan and Elena dive deep into B2B SaaS sales strategy, how to stand out in a sea of AI wrappers, and what actually makes a startup defensible when everyone’s using the same language models. They explore how founders can navigate complex enterprise sales cycles, why law firms resist change, and how product distribution (not tech) is the real moat.

If you’re building in legal tech, enterprise AI, or B2B SaaS, you’ll want to take notes.

01:40 – What is Deeligence? AI-powered legal due diligence for M&A lawyers

03:05 – Elena’s background: ex-lawyer, ex-legal tech startup operator

04:15 – Childhood ambitions: politics, drill sergeant energy, and leadership

06:00 – The challenge: how do AI startups prove real product differentiation?

08:30 – Alan on “thin wrappers” vs customer experience as a moat

10:10 – Building trust in professional services: security, UX, and reliability

11:40 – Why distribution beats tech in B2B AI

14:10 – What makes a moat in the era of fast, AI-powered software

16:05 – How deal size affects sales cycles in enterprise SaaS

17:15 – Selling into law firms: why Hobart offices can be a strategic wedge

20:00 – Innovation teams: gatekeepers, champions… or blockers?

22:00 – The danger of general-purpose tools vs specialist point solutions

25:05 – How to respond when clients say “we’ll build it in-house”

27:00 – Why law firms are fast-moving money machines (and hate friction)

👩‍⚖️ Elena Tsalanidis – https://www.linkedin.com/in/elenatsalanidis

⚖️ Deeligence – https://www.deeligence.ai

🎧 More from Alan Jones – https://www.startupfoundercoach.com

🦙 Vanta automates up to 90% compliance, getting you audit-ready quickly and saving you up to 85% of associated costs. Join 10,000 global companies like Cipherstash, Handle and Indebted that use Vanta to build trust and prove security in real-time.

Get 10% off - http://dayone.fm/vanta/brain

💰 Standard Ledger is your all-in-one finance team for startups. From bookkeeping and payroll to R&D claims and fractional CFO support, they help founders stay on top of their numbers and make smarter decisions. Ready to scale? 

Book your free chat at https://dayone.fm/standard

To learn more, join our newsletter to be notified of new and upcoming shows. The only content we create is content that will help Australian founders.

Mentioned in this episode:

Standard Ledger

Vanta PMB May 2025_01

James Davie is the Co-founder and CEO of Miyagi, an AI-powered platform helping tech companies run more efficient and engaging online communities. In this episode, Alan sits down with James to explore what it takes to build a startup when you’ve never sold a thing in your life, and why community might just be the next frontier in customer experience.

They talk founder-led sales, credibility building on LinkedIn, and how James is navigating the messy middle between MVP and product-market fit. You’ll also hear real insights into Miyagi’s pilot customers, the importance of owning your distribution channel early, and why building your personal brand can unlock your first 100 users, even before the product is “done.”

This is essential listening for early-stage founders, community managers, and product leaders who know the power of customer engagement, but also know how hard it is to scale it.

01:44 – James’ surprising path to becoming a founder

06:39 – What is Miyagi, and who is it for?

10:30 – The hidden cost of running a community without ownership

12:45 – Founder-led sales when you’ve never sold before

13:17 – Learning to ask for the sale: how James is building muscle

15:54 – Imposter syndrome and credibility as an unknown founder

17:39 – Why LinkedIn alone won’t build your funnel

18:51 – Using small events and meetups as growth channels

21:29 – From attendee to speaker: how to build “expert magic”

24:35 – Becoming a panelist, host, or community organiser

25:58 – Why different roles across the org all touch “community”

26:56 – Founder brand vs company brand: what comes first?

👨🏻‍💻 James Davie on LinkedIn – https://www.linkedin.com/in/james-davie/

🏗️ Miyagi – https://www.linkedin.com/company/miyagi-ai/

🦙 Vanta automates up to 90% compliance, getting you audit-ready quickly and saving you up to 85% of associated costs. Join 10,000 global companies like Cipherstash, Handle and Indebted that use Vanta to build trust and prove security in real-time.

Get 10% off - http://dayone.fm/vanta/brain

💰 Standard Ledger is your all-in-one finance team for startups. From bookkeeping and payroll to R&D claims and fractional CFO support, they help founders stay on top of their numbers and make smarter decisions. Ready to scale? 

Book your free chat at https://dayone.fm/standard

To learn more, join our newsletter to be notified of new and upcoming shows. The only content we create is content that will help Australian founders.

Mentioned in this episode:

Standard Ledger

Vanta PMB May 2025_01

Can a 27-second video replace a cover letter?

In this episode, Alan sits down with Luke Marshall, Head of Growth at UseVerb, a startup reinventing the way frontline teams hire with short-form video job applications. Luke shares his journey from big-budget media agencies to lean startup teams, the lessons learned from building and rebuilding UseVerb, and why Gen Z is redefining how we think about recruitment, content, and connection.

You’ll hear why UseVerb is doubling down on portrait video, how they’re targeting multi-location retailers and hospitality groups, and what their experiments in landing pages, email outreach, and TikTok-style branding have revealed so far.

If you’ve ever tried hiring at scale or building a startup in a noisy market, Luke’s insights on growth, product-market fit, and trust-based hiring will hit home.

02:02 – Childhood dreams, Jurassic Park, and marine dinosaurs

03:12 – From media agency life to the startup world

04:34 – The origin story of UseVerb and what went wrong the first time

07:41 – Rebooting the startup: What’s different now

08:40 – The power of a 27-second video job application

10:57 – Why Gen Z gets video — and how that’s a hiring advantage

12:07 – Who UseVerb is built for (and how to reach them)

14:37 – Why TikTok changed everything for startup marketing

16:46 – UseVerb’s omnichannel growth strategy

18:18 – Creating content for portrait video vs landscape: Lessons from Gen Z

22:43 – Personalised landing pages: Too creepy or just right?

24:39 – How UseVerb uses AI to write emails that don’t sound like AI

29:25 – Why diversity in case studies matters for conversion

31:34 – The heartbreak of bounce rates and browser tab 76

33:26 – Final thoughts + a callout for user research participants

🙋🏻‍♂️ Luke’s Linkedin - https://www.linkedin.com/in/marshwah/

🗣️ UseVerb – https://www.useverb.com/

🧊 SmartLead – https://smartlead.ai/ – tool for cold outbound

🕸️ Make.com – https://www.make.com/ – no-code automation for landing page generation

📋 Microsoft Clarity – https://clarity.microsoft.com/ – session replay for landing page behaviour

🦙 Vanta automates up to 90% compliance, getting you audit-ready quickly and saving you up to 85% of associated costs. Join 10,000 global companies like Cipherstash, Handle and Indebted that use Vanta to build trust and prove security in real-time.

Get 10% off - http://dayone.fm/vanta/brain

💰 Standard Ledger is your all-in-one finance team for startups. From bookkeeping and payroll to R&D claims and fractional CFO support, they help founders stay on top of their numbers and make smarter decisions. Ready to scale? 

Book your free chat at https://dayone.fm/standard

To learn more, join our newsletter to be notified of new and upcoming shows. The only content we create is content that will help Australian founders.

Mentioned in this episode:

Vanta PMB May 2025_01

Would you play a guitar without tuning it? Of course not. So why use AI music tools that you can’t control? That’s the thinking behind Koup Music.

In this episode of Pick My Brain, Kartini Ludwig, co-founder and CEO of Koup Music, shares her vision for an ethical, artist-first AI music platform. Kartini explains how Koup allows artists to fine-tune and collaborate with AI models to unlock new sonic possibilities, while still maintaining creative control.

Alan Jones dives deep into Koup’s pitch, offering tactical advice on simplifying IP rights, presenting a stronger fundraising narrative, and testing paid marketing before hiring a CMO. They also explore why community-driven tools need clear go-to-market strategies, and how to make investors feel safe in uncharted territory.

01:33 – Kartini’s background, creative roots, and how Koup Music began

03:00 – What Koup Music is: empowering artists with tunable AI music models

04:50 – Industry validation: APRA stats and ethical concerns in AI music

06:05 – How Koup Music works: live performance demos and remix capabilities

09:35 – Alan’s feedback: clarify visuals, showcase real artists in action

11:22 – Business model: pay-as-you-go credits, future subscriptions, and a model marketplace

14:39 – Who owns AI-generated music? IP rights, artist licensing, and transparency

18:42 – Fundraising strategy: what $1M in seed funding will achieve for Koup

22:04 – Growth goals: 100K users, CAC targets, and early marketing experiments

🙋🏻‍♀️ Kartini Ludwig – https://www.linkedin.com/in/kartiniludwig/

🎶 Koup Music – https://www.koupmusic.com/

🦙 Vanta automates up to 90% compliance, getting you audit-ready quickly and saving you up to 85% of associated costs. Join 10,000 global companies like Cipherstash, Handle and Indebted that use Vanta to build trust and prove security in real-time.

Get 10% off - http://dayone.fm/vanta/brain

💰 Standard Ledger is your all-in-one finance team for startups. From bookkeeping and payroll to R&D claims and fractional CFO support, they help founders stay on top of their numbers and make smarter decisions. Ready to scale? 

Book your free chat at https://dayone.fm/standard

To learn more, join our newsletter to be notified of new and upcoming shows. The only content we create is content that will help Australian founders.

Mentioned in this episode:

Vanta PMB May 2025_01

Imagine navigating a festival with ease, knowing exactly where to go, how busy each venue is, and what’s happening around you. That’s the vision behind Bardar, an app revolutionising the festival experience.

In this episode of Pick My Brain, Dexter Todd shares how Bardar pivoted from a nightlife discovery app into a data-driven platform that helps festival organisers improve attendee experiences and prove their economic impact. Alan Jones dives into the importance of positioning Bardar as an enterprise SaaS product rather than a one-off event app, and how this strategy can unlock longer-term revenue and growth.

They also discuss Dexter’s cold outreach success with South by Southwest Sydney, landing a $25K contract, and the power of leveraging real-time foot traffic data to build value for festival clients.

00:00 – Dexter on festival frustrations and app clunkiness

02:01 – From ANU student startup to Bardar’s growth

03:37 – How Bardar pivoted to focus on festivals

08:23 – Landing a contract with South by Southwest via cold email

11:55 – Using foot traffic APIs to track venue capacity

14:24 – Post-event reports and insights for festivals

15:09 – Fundraising journey: $225K pre-seed and $200K extension

16:36 – Alan’s advice: converting seasonal deals into SaaS contracts

17:27 – Positioning Bardar as a data-driven SaaS enterprise

21:38 – The importance of annual contracts to build a sustainable business

🙋🏻‍♂️ Dexter Todd’s LinkedIn - https://www.linkedin.com/in/dexter-todd-77a600242/

📍 Bardar - https://www.bardar.app/

To learn more, join our newsletter to be notified of new and upcoming shows. The only content we create is content that will help Australian founders.

🦙 Vanta automates up to 90% compliance, getting you audit-ready quickly and saving you up to 85% of associated costs. Join 10,000 global companies like Cipherstash, Handle and Indebted that use Vanta to build trust and prove security in real-time.

Get 10% off - http://dayone.fm/vanta/brain

💰 Standard Ledger is your all-in-one finance team for startups. From bookkeeping and payroll to R&D claims and fractional CFO support, they help founders stay on top of their numbers and make smarter decisions. Ready to scale? 

Book your free chat at https://dayone.fm/standard

Mentioned in this episode:

Vanta PMB May 2025_01

Imagine translating, dubbing, and captioning a full video course in multiple languages, automatically, in minutes, and at a fraction of the cost. That’s exactly what Ben Radcliffe and his team at Braiv are building.

In this episode of Pick My Brain, Ben shares the journey of launching Braiv’s AI-powered multi-language video platform, how they’re helping online educators reach global audiences, and why their pitch has evolved dramatically after just two months in beta.

Alan Jones breaks down Ben’s pitch with sharp advice on cutting the buzzwords, leading with traction, and telling a story that makes investors lean in. They also unpack the power of getting paid early, experimenting with Google Ads, and why startup decks should create curiosity, not explain everything.

1:37 – Ben’s pitch: The AI-powered platform breaking language barriers

3:25 – What makes Braiv’s multi-language video player a world-first

5:16 – Alan’s pitch feedback: Less jargon, more real-world examples

7:00 – Why investor decks should lead with traction, not theory

9:57 – $2K in beta revenue and a paying customer found through Google Ads

12:56 – The real value of paid growth experiments for early-stage startups

13:53 – Knowing your true customer persona (and how fast it changes)

🙋🏻‍♂️ Ben Radcliffe - https://www.linkedin.com/in/benrad/

🎥 Braiv - https://www.braiv.co/

To learn more, join our newsletter to be notified of new and upcoming shows. The only content we create is content that will help Australian founders.

🦙 Vanta automates up to 90% compliance, getting you audit-ready quickly and saving you up to 85% of associated costs. Join 10,000 global companies like Cipherstash, Handle and Indebted that use Vanta to build trust and prove security in real-time.

Get 10% off - http://dayone.fm/vanta/brain

💰 Standard Ledger is your all-in-one finance team for startups. From bookkeeping and payroll to R&D claims and fractional CFO support, they help founders stay on top of their numbers and make smarter decisions. Ready to scale? 

Book your free chat at https://dayone.fm/standard

Mentioned in this episode:

Vanta PMB Ad_March 2025_02

Vanta PMB Ad_March 2025_02

Kabir Arora is the co-founder of Backya, a fresh take on the events marketplace, connecting homeowners with underused backyards to people who need affordable, outdoor spaces to celebrate. In this episode, Kabir walks Alan through his pitch and early traction, including $2K in bookings and a growing network of yard hosts and service providers. Alan shares advice on investor decks, creating emotional hooks, and why a short video from your co-founders might just seal the deal. It’s the perfect listen for first-time founders and anyone building a marketplace from scratch.

1:51 – The Backya pitch: renting backyards for events

3:25 – Why venues are broken (and outdoor alternatives matter)

4:44 – Alan’s tip: use a “bridge” to hook your audience early

6:22 – From backyards to warehouses: Backya’s big vision

8:55 – Creating teaser decks that open investor doors

9:57 – Early traction: 10 listings, 1 event, $2K revenue

11:49 – Building trust with a strong, visible founding team

🙋🏻‍♂️ Kabir’s Linkedin - https://www.linkedin.com/in/arorakabir/

🏡 Bakya Australia - https://www.backya.au/

🦙 Vanta automates up to 90% compliance, getting you audit-ready quickly and saving you up to 85% of associated costs. Join 10,000 global companies like Cipherstash, Handle and Indebted that use Vanta to build trust and prove security in real-time.

Get 10% off - http://dayone.fm/vanta/brain

💰 Standard Ledger is your all-in-one finance team for startups. From bookkeeping and payroll to R&D claims and fractional CFO support, they help founders stay on top of their numbers and make smarter decisions. Ready to scale? 

Book your free chat at https://dayone.fm/standard

To learn more, join our newsletter to be notified of new and upcoming shows. The only content we create is content that will help Australian founders.

Mentioned in this episode:

Vanta PMB Ad_March 2025_02

Vanta PMB Ad_March 2025_02

What drives bold decisions, intentional leadership, and the courage to create something entirely new?

In Perspective X, host Pauline Fetaui dives deep into conversations with extraordinary entrepreneurs and leading innovators to explore not just their successes—but the overlooked decisions, mindset shifts, and personal turning points that sparked their greatest breakthroughs.

This show is about the ripple effect of choice: how deep accountability enables us to respond intentionally to life's challenges, rather than simply reacting. If you're curious about the inner journey behind meaningful achievements and how leaders evolve through adversity, this podcast is for you.

Join us on Perspective X, where we move beyond the highlight reel and into the pivotal moments that changed everything.

Launching on the 12th of May, wherever you get your podcasts.

Mentioned in this episode:

Day One sting

Stephen Neli is only six weeks into building Zellus, but he’s already going after one of small business’ biggest problems—late payments. In this episode, he shares the origin story behind Zellus, how he’s pitching investors and customers, and what it’s like starting up solo (with a lot of heart and a little help from Figma). Alan breaks down his pitch, offers advice on finding a tech co-founder, and chats about that sneaky startup sidekick: imposter syndrome. If you’re an early-stage founder, this one’s packed with gold.

1:27 – Stephen’s startup story and the birth of Zellus

2:20 – The pitch: how Zellus helps small businesses get paid faster

5:30 – Alan’s feedback: strong structure, clear gestures, great storytelling

8:18 – Who Stephen needs on the team (CTO wanted!)

12:13 – Building in public and what Instagram has taught him

14:52 – Partnerships, pilots, and early traction

17:32 – Customer interviews, pivots, and prototyping with Figma

25:06 – Imposter syndrome and learning to share the lowlights

27:27 – Why sharing the lowlights helps others (and you)

29:49 – Mailout mishaps and the power of founder vulnerabilit

⚡️ Zellus on LinkedIn - https://www.linkedin.com/company/zellus-au/

🙋🏻‍♂️ Stephen’s Linkedin - https://www.linkedin.com/in/sneli/

🛳️ Stephen’s Startup Voyage on Instagram - https://www.instagram.com/stephen.startupvoyage

🎙️ TEDx Talk: Mike Cannon-Brookes on Imposter Syndrome - https://www.youtube.com/watch?v=ZwEquW_Yij0

🦙 Vanta automates up to 90% compliance, getting you audit-ready quickly and saving you up to 85% of associated costs. Join 10,000 global companies like Cipherstash, Handle and Indebted that use Vanta to build trust and prove security in real-time.

Get 10% off - http://dayone.fm/vanta/brain

💰 Standard Ledger is your all-in-one finance team for startups. From bookkeeping and payroll to R&D claims and fractional CFO support, they help founders stay on top of their numbers and make smarter decisions. Ready to scale? 

Book your free chat at https://dayone.fm/standard

To learn more, join our newsletter to be notified of new and upcoming shows. The only content we create is content that will help Australian founders.

Mentioned in this episode:

Vanta PMB Ad_March 2025_02

Vanta PMB Ad_March 2025_02