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SaaSy Talk Unfiltered
By Ricky and SeanTechnology
SaaSy Talk Unfiltered episodes
- SaaSy Talk S02.16: The Birth and Growth of Sharesies: A Journey with Brooke Roberts
About The Guest(s): Brooke Roberts is the co-founder, director and 3EO (co-CEO) of Sharesies and mother of two. At Sharesies, their vision is to give someone with $5 and $5m the same money opportunities. Sharesies is a wealth app with over half a million investors who’ve collectively invested billions of dollars. Sharesies also partners with NZX and ASX listed companies so they can know and communicate to their retail investors, support with capital raises and provide staff share schemes.
Brooke is passionate about creating equal opportunities and business being a force for good—she puts a lot of focus on making sure Sharesies has a positive impact on people, customers, communities, and the environment. Brooke was the co-winner of the 2020 Women of Influence- Business award, alongside co-founder, Sonya Williams. Brooke was also awarded the 2022 NZ Hi-Tech Inspiring Individual and 2022 NZ Services Entrepreneur of the Year, alongside co-founders Sonya and Leighton.
Episode Summary: In this engaging interview with Brooke Roberts, co-founder of Sharesies, the discussion revolves around the birth and growth of the company. Brooke shares insights into the co-founding moment of Sharesies, the challenges and motivations they faced, the unique three-CEO model, decision-making frameworks, go-to-market strategies, early challenges, entering the Australian market, and the future vision of Sharesies. The conversation delves into the values, purpose, and mission driving Sharesies to provide financial empowerment for all users. By detailing the strategic decisions, challenges, and successes along the way, Brooke offers a glimpse into the intriguing entrepreneurial journey behind Sharesies.
Key Takeaways:
Brooke and her team conducted thorough research before launching Sharesies, focusing on understanding users' beliefs and experiences around money.
Sharesies started as an investment platform and has since evolved into a comprehensive wealth app, offering access to KiwiSaver, savings, insurance, and more.
The company's unique three-CEO model enhances decision-making and fosters collaboration among the founders.
Sharesies expanded into the Australian market, adapting their product to suit the regulatory differences and market needs.
Brooke envisions Sharesies as the heart of wealth and aims to provide financial freedom and empowerment to individuals globally.
Notable Quotes:
"The risk of not doing this is greater than doing it." - Brooke Roberts
"People want to be investors. They do feel left out, jargoned out. Those that are investors can have a way better experience." - Brooke Roberts
Chapters0:00 The Birth and Growth of Sharesies: A Journey with Brooke Roberts3:27 The Unique Three-CEO Model at Sharesies
7:32 Go-to-Market Strategy and Early Challenges for Sharesies
11:00 Fundraising Strategies and the Importance of Mission-Aligned Investors
15:18 Expanding Sharesies to Australia Amidst Regulatory and Market Challenges
22:34 Regrets, Surfing, and Sharesies' Future Vision
23:36 Sharesies' Evolution from Investment Platform to Comprehensive Wealth App
25:40 Quick fire-round
Subscribe on Linkedin: https://www.linkedin.com/company/saasy-talk-unfiltered
Subscribe to our Newsletter:
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Visit our Website:
https://saasytalkunfiltered.transistor.fm/
Follow Ricky Sevta on Linkedin:
https://www.linkedin.com/in/rickysevta/
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https://www.linkedin.com/in/seandiljore/30 min - SaaSy Talk S02.15: Building a Global Brand: Lessons from Marcus at Auror
About The Guest(s): Born to a Swiss father, and a Maori mother of Te Arawa descent, I’m a little different, and I love it. At the time of writing this, I’ll be splitting my time between being a Dad to two lil lads under 3, sport and mountain bike addict, wannabe chef, and helping Auror empower more retailers around the world to stop crime, for good.
Episode Summary: In this episode, Marcus delves into his experiences at Auror, a crime intelligence platform, and shares valuable insights on building a global brand. From his upbringing in the culinary world to his transition into marketing, Marcus provides a captivating narrative of his journey. He discusses challenges faced while scaling the team, the impact and opportunities that COVID-19 presented, and strategies for competing with bigger brands in the US market. The conversation also touches on the importance of metrics, data-driven decision-making, and the nuances of entering and scaling in new markets.
Key Takeaways:
Marcus emphasises the importance of being bold and confident when entering new markets, particularly the US
He stresses the significance of testing hypotheses in real-time, adapting strategies on the fly, and staying agile
Listening to customers, understanding different markets, and being hyper-focused are key strategies for success
The value of authenticity and human connection sets the foundation for sustainable growth in business
Building a cohesive team, aligned goals, clear communication, and centre of excellence are imperative for maintaining synergy in sales and marketing efforts
Notable Quotes:
Be bold, listen, and test hypotheses early to accelerate growth in new markets
Executing well and aligning global and regional goals are crucial for sustained success
Staying authentic and connected to customers sets the tone for building a strong brand in competitive markets
Chapters
0:00 Building a Global Brand: Lessons from Marcus at Auror2:37 Auror's Crime Intelligence Platform Reduces Retail Theft Significantly
3:30 Challenges and Strategies in Scaling a Growing Company
6:54 Strategies for Global Expansion and Market Penetration
10:59 Strategies for Market Entry and Scaling Up
16:59 Strategies for Entering and Succeeding in the US Market
24:44 Leadership Evolution and Maintaining Team Cohesion at Auror
29:12 Quickfire Round: Marcus's Favourites from Sports to Peanut Butter
33 min - SaaSy Talk S02.14: Building and Scaling: Adam Clark’s Blueprint for Startup Success
About The Guest(s): Adam Clark, one of NZ's leading tech entrepreneurs. He was co-founder and CEO of Groov, and of mobile banking software provider M-Com, which was acquired by Fiserv in 2011 and now serves over 3,000 banks globally. Since returning to New Zealand in 2012, Adam has played a key role in the establishment and growth of many of the country's most promising software companies, including two further exits via acquisition. He has also been deeply involved as an investor and board member in companies such as Tradify, Parrot Analytics, and UneeQ.
Episode Summary: In this episode, Adam Clark shares his blueprint for startup success, drawing from his experience founding M-com and successfully exiting the company through acquisition by Fiserv. The conversation delves into the early days of M-com, navigating the dot-com bubble, expanding to the US market, and the challenges and triumphs of building a successful business. Adam emphasizes the importance of deliberate planning, the value of frugality, and the necessity of building high-quality products to succeed in the competitive startup landscape.Key Takeaways:
Building a startup requires a high level of deliberateness, with a focus on planning and execution.
Frugality and efficiency are key factors in the success of a startup, especially in a market with limited resources.
Partnerships can be accelerants for growth but require careful consideration and deep investment to be successful.
Learning from failures and adapting quickly is crucial for startup founders to thrive in a rapidly evolving environment.
Founders should prioritize building a strong founding team with high intellect, energy, and a shared passion for solving problems.
Notable Quotes:
"You can't outsource the hard work. The hard work's going to be there." - Adam
"The people are everything. Look for a founding team that is super focused, really smart, and high-energy." - Adam
Chapters
00:18 Founding mcom: The Early Days
01:08 Navigating the Dot-Com Bubble
02:30 Expanding to the US Market
04:16 The Fiserv Acquisition Journey
05:02 Challenges and Successes in the US
14:11 Bootstrapping and Fundraising Insights
19:50 The Evolution of the New Zealand Startup Ecosystem
26:18 Challenges for New Zealand Startups
26:39 Value of Experienced Board Members
28:16 The Realities of Partnerships
32:40 Investing in Startups: Lessons Learned
41:49 Quick Fire Round: Fun Questions
Subscribe to our Newsletter:https://substack.com/@saasytalkunfiltered
Visit our Website:
https://saasytalkunfiltered.transistor.fm/
Follow Ricky Sevta on Linkedin:
https://www.linkedin.com/in/rickysevta/
Follow Sean Diljore on Linkedin:
https://www.linkedin.com/in/seandiljore/
Subscribe on Linkedin: https://www.linkedin.com/company/saasy-talk-unfiltered
47 min - SaaSy Talk S02.13: The Future of LinkedIn Influencers & Revenue Acceleration
About The Guest(s): Aneesh is the Founder and CEO of The Wishly Group. With over 17+ years in sales, most recently at Pinterest, Aneesh works with emerging organizations to accelerate their revenue. He currently operates as a Fractional Revenue Accelerator by tapping into orgs' sales, marketing and community initiatives.
Most recently, Aneesh has been coined as one of LinkedIn's first GTM Talent Agents, representing the likes of John Barrows, Kevin Dorsey, Morgan Ingram, Devin Reed and Jen Allen.
Episode Summary: In this episode, Aneesh discusses the future of LinkedIn influencers and revenue acceleration. He shares his experience in the B2B space and how he has brought his media background to LinkedIn. Aneesh explains his role as a fractional revenue accelerator and talent manager for LinkedIn sales creators. He emphasizes the importance of integrating sales, marketing, and community to build a modern revenue engine. Aneesh also discusses the challenges and opportunities for LinkedIn creators, the impact of gamification and AI on the platform, and the need for quality control in content creation.Key Takeaways:
The B2B space is experiencing the influence of marketing seen on platforms like TikTok and Instagram.
Aneesh's role as a fractional revenue accelerator involves integrating sales, marketing, and community to build a modern revenue engine.
LinkedIn creators need to focus on creating content that solves problems, provides valuable assets, sells transformation, and engages socially.
Brands should look for consistency, engagement rates, and brand alignment when partnering with LinkedIn creators.
The future of LinkedIn influencers lies in strategic partnerships, speaking engagements, and multi-channel presence.
Notable Quotes:
B2B space is getting the influence of marketing that you would have seen on TikTok, Instagram, and Snapchat." - Aneesh
"You need to be able to come up with ideas and concepts that drive people down the purchase funnel." - Aneesh
"Quality control is so important because who you choose to align with, are they financially motivated or do they actually care about your brand?" - Aneesh
Chapters
00:43 Current Ventures and Business Model
01:53 Revenue Accelerator Explained
03:25 LinkedIn as a Platform for Influencers
07:50 Challenges and Opportunities for LinkedIn Creators
12:20 Navigating Personal Branding and Employment
17:42 Technical Difficulties and Connection Issues
17:55 The 4S Method for Content Creation
20:27 Future of Content Creation and AI
21:27 Quality Control in Content Creation
23:59 Strategic Partnerships and Brand Alignment
28:12 Quick Fire Round: Personal Favorites
31:17 Conclusion and Final Thoughts
Subscribe on Spotify:
https://open.spotify.com/show/3ZVkJ12FIqD39oqgj7Kcjq
Subscribe on Apple:
https://podcasts.apple.com/us/podcast/saasy-talk-unfiltered/id1709426070
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https://www.youtube.com/@SaaSyTalkUnfiltered
Subscribe on Linkedin: https://www.linkedin.com/company/saasy-talk-unfiltered
Subscribe to our Newsletter:
https://substack.com/@saasytalkunfiltered
Visit our Website:
https://saasytalkunfiltered.transistor.fm/
Follow Ricky Sevta on Linkedin:
https://www.linkedin.com/in/rickysevta/
Follow Sean Diljore on Linkedin:
https://www.linkedin.com/in/seandiljore/
32 min - SaaSy Talk S02.12: Nick’s Startup Playbook
About The Guest(s): Nick Houldsworth is Co-founder of Prosaic, which uses open banking and generative AI to automatically find tax deductions for sole traders and small business owners from personal bank, card and loan accounts, to share with their accountant or post to Xero or HNRY. He is also a beachheads advisor with NZTE. Previously he was Exec GM of Product at Xero, leading the developer API and app store, and before that CMO of retail software startup Vend. In the early 2000s he briefly played mandolin in Scotland's second most popular country band.
Episode Summary: Join us in this episode as we sit down with Nick Houldsworth, he shares valuable insights into his tech journey, from his unconventional entry into the industry to his experiences at Vend and Xero. He discusses the importance of being scrappy in the early stages of a startup, highlighting the necessity of understanding customer needs and staying adaptable. Nick elaborates on the lessons learned at Vend that remain relevant as he navigates the challenges of scaling his new startup, Prosaic. Through a thoughtful reflection on his past experiences, Nick provides strategic advice on prioritisation, hiring, and cultivating a vibrant company culture.
Key Takeaways:
Embrace the hustle in the early stages of a startup and be prepared to do whatever it takes to move the business forward.
Focus on understanding customer needs and solving common problems to drive the growth of your startup.
Prioritise hiring based on the vision of where the company will be in the future, aligning talent with the evolving needs of the organisation.
Setting clear expectations with hires and fostering a culture that values action and problem-solving can shape the company's identity and trajectory.
Stay intentional about the company's culture by hiring diverse talent that embodies shared values while bringing fresh perspectives to the table.
Notable Quotes:
We've got something to hook on to - let's see how we can optimise that and grow that part of it while we start to think about what's next." - Nick
"Let's be intentional about the next hires, focusing on roles that align with our future growth and set clear expectations with new team members." - Nick
Chapters
01:01 Introduction and Greetings01:11 Nick's Journey into Tech
01:43 From Music to IT
02:15 Early Career in Tech
03:41 Joining Vend and Xero
05:51 Lessons from Vend
08:39 Starting Prosaic
11:32 Early Stage Strategies
21:59 Prioritization and Hiring
27:37 Forecasting the Future of SaaS
28:20 The Importance of Culture in Scaling
29:10 Advising Early-Stage Startups
30:20 Intentional Hiring and Setting Expectations
34:09 Leveraging Past Connections for Talent
39:02 Social Media Strategy for Startups
43:34 Reflecting on Achievements and Future Goals
46:05 Quick Fire Round: Fun and Favorites
Subscribe on Spotify:
https://open.spotify.com/show/3ZVkJ12FIqD39oqgj7Kcjq
Subscribe on Apple:
https://podcasts.apple.com/us/podcast/saasy-talk-unfiltered/id1709426070
Subscribe on YouTube:
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Subscribe on Linkedin: https://www.linkedin.com/company/saasy-talk-unfiltered
Subscribe to our Newsletter:
https://substack.com/@saasytalkunfiltered
Visit our Website:
https://saasytalkunfiltered.transistor.fm/
Follow Ricky Sevta on Linkedin:
https://www.linkedin.com/in/rickysevta/
Follow Sean Diljore on Linkedin:
https://www.linkedin.com/in/seandiljore/
Follow Nick Houldsworth on LinkedIn
https://www.linkedin.com/in/nickhouldsworth/
Follow Prosaic on LinkedIn
https://www.linkedin.com/company/prosaic/
Visit Prosaic Website
https://www.prosaic.works/
49 min - SaaSy Talk S02.11: Ozan's Odyssey: The Birth of Edge Delta and Beyond
About The Guest(s): Ozan Unlu is the CEO and Founder of Edge Delta. As a researcher, engineer, technologist, and business leader, he spent many years of his life in Turkey and has additionally resided in Portland, Seattle, and San Francisco. After years working as a software developer automating monitoring technologies server side at Microsoft, Unlu was part of the early team that built cloud computing platform Azure and subsequently the security team that handled all zero-day vulnerabilities across all Microsoft services. Though successful in the early years of his career at Microsoft, Unlu took the opportunity to join Silicon Valley Tech startup Sumo Logic as the first solution architect at corporate HQ. Helping grow Sumo Logic's ARR from $3M to $150M and stepping into a sales management role, Unlu contributed to the company's future successful IPO.
While serving as a trusted advisor to hundreds of companies, including some of the largest in tech, travel, finance, retail, and gaming, Unlu's unique experience and perspective on monitoring and observability led him to identify critical gaps in the market. Accelerating data growth requires a next-gen observability solution able to scale to petabytes and Unlu founded Edge Delta to meet these needs. Today, Edge Delta is Series B, has raised $82M, and is a leader in observability with a focus on data pipelines and continuous AI.
Episode Summary: In this episode, Ozan, founder and CEO of Edge Delta, joins the show to discuss his journey in the tech industry and the birth of Edge Delta. Ozan shares his background in engineering and his experience working at major tech companies before starting his own startup. He explains how Edge Delta is revolutionizing data observability in a world where data volumes are growing exponentially. Ozan also discusses the challenges of transitioning from a technical role to a founder and the importance of building the right team.
Key Takeaways:
Edge Delta is a startup focused on data observability, addressing the challenges of managing and analyzing massive volumes of data in a rapidly evolving technological landscape.
The data volumes being generated by organizations have grown exponentially in recent years, and traditional observability solutions are struggling to keep up. Edge Delta offers a new architecture and approach to handle the increasing data volumes.
Ozan emphasizes the importance of having a strong team and the need to fill skill gaps when building a startup. It's crucial to have a diverse set of skills and expertise to tackle the challenges that arise.
Founders need to be prepared for the ups and downs of the startup journey. It requires resilience, determination, and the ability to adapt to changing circumstances.
Ozan highlights the importance of celebrating milestones and reflecting on the progress made. It's easy to get caught up in the day-to-day challenges, but taking time to acknowledge achievements can boost morale and motivation.
Notable Quotes:
"I think the biggest learning experience I had early, and maybe this is just founder conviction, founder, what do you, whatever you want to call it, overconfidence. The realization of how interconnected every single small part of the business is." - Ozan Unlu
Chapters
00:07 Journey into Tech: From Intel to Edge Delta00:57 Exploring Edge Delta: Revolutionizing Data Observability
02:53 The Startup Leap: Challenges and Mindset Shifts
05:53 From Developer to Founder: Navigating the Startup World
08:58 Scaling a Tech Startup: Sales, Growth, and Innovation
19:10 Reflecting on Progress and Navigating Challenges
21:54 Navigating Startup Funding: Insights and Strategies
22:20 The Reality of Startup Success and the Importance of Commitment
23:12 Pitch Deck Essentials: Putting Your Team First
25:41 Choosing the Right VC Partner: A Two-Way Street
27:24 Building Your First Leadership Team: What to Look For
29:49 Defining Success and Future Ambitions for Edge Delta
39 min - SaaSy Talk S02.10: Transforming Companies through Culture Driven Sales: The Kelly Breslin Wright Effect
About The Guest(s): Kelly Breslin Wright has over 30 years of experience in leadership, sales, operations, and strategy. Kelly has served in multiple executive roles, including as President and Chief Operating Officer at Gong and as Executive Vice President (CRO) at Tableau Software. Kelly is currently Founder and CEO of her own thought leadership platform Culture Driven Sales.
Additionally, Kelly has been a Board Director at public and private companies, including Fastly (NYSE:FSLY), Plum (NASDAQ: PLUMIU), Gong, Lucid, Even, and Amperity. She has advised many technology companies, including Dropbox and Asana. She is an adjunct professor at the University of Washington’s Foster School of Business.
Earlier in her career, Kelly spent time at Bain & Company, McKinsey & Company, Bank of America, Dale Carnegie Training, and AtHoc. She earned her BA from Stanford University and MBA from The Wharton School at the University of Pennsylvania.Episode Summary: In this episode, Kelly Breslin Wright shares her remarkable journey from selling books door-to-door to becoming a key figure at Tableau Software, guiding the company from its inception through to a successful IPO and beyond. With a focus on the critical role of culture in sales and business success, Kelly discusses her transition into board roles and teaching, emphasizing the importance of mission, vision, and alignment in creating effective teams and compelling sales strategies. Highlights include her insights on building a board for startups, prioritizing people in businesses, and her unique perspective on sales as a deeply human and culturally driven process.
Key Takeaways:
Kelly's early experiences in sales and entrepreneurship shaped her passion for helping people and running her own business.
The importance of aligning sales with the overall company strategy and having a clear mission and vision.
The role of culture in driving sales and creating a positive work environment.
The need for companies to rate people and culture as top priorities.
The challenges and considerations in building an effective board and assessing team dynamics during company growth.
Notable Quotes:
“Culture ties back to the overall essence of the company” - Kelly Breslin Wright
"Every single person in the company is a guardian of the culture." - Kelly Breslin Wright
"The best salespeople have high empathy, are good communicators, and can emotionally connect with others." - Kelly Breslin Wright
“I have always had the same priorities…#1 People, #2 People, #3 People.” - Kelly Breslin Wright
Chapters00:21 From Selling Books to Executive Roles: Kelly's Career Path04:50 Teaching the Art of Sales: Kelly's University Course
11:14 The Essence of Company Culture and Its Impact on Sales
14:21 Guardians of Culture: Every Employee's Role
16:27 Balancing Data-Driven Decisions and Maintaining Culture
20:24 Core Values and Operating Principles: The Foundation of Culture
26:25 Mission, Vision, and Values: More Than Just Words
28:24 Navigating Business Challenges and Priorities
28:50 The Three Pillars of Success: People, PIML, and Culture
29:33 The Importance of the Right Team for Growth
31:48 Evaluating Leadership and Team Dynamics for Expansion
34:11 Cultural Fit vs. Experience in Hiring Decisions
39:44 Culture-Driven Sales: Connecting on a Deeper Level
42:46 Effective Board Composition and Its Impact
46:30 Legacy and Personal Reflections
48:25 Quick Fire Round
Subscribe on Apple:
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Subscribe on Linkedin: https://www.linkedin.com/company/saasy-talk-unfiltered
Subscribe to our Newsletter:
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Visit our Website:
https://saasytalkunfiltered.transistor.fm/
Follow Ricky Sevta on Linkedin:
https://www.linkedin.com/in/rickysevta/
Follow Sean Diljore on Linkedin:
https://www.linkedin.com/in/seandiljore/53 min - SaaSy Talk S02.09: Beyond the Glassdoor
About The Guest(s): Stephanie Jenkins is the VP of Global Sales at PandaDoc. Prior to PandaDoc Stephanie served as the CRO at rapidly growing Series C startups, and at Glassdoor as the VP of Sales where she scaled the company from an unknown, small-scale start-up to a SaaS recruiting giant (8M →400M ARR). In 2018, she led the team through a successful exit event, an acquisition from Recruit Holdings for 1.2B. Stephanie’s strengths are adaptability, agility, building systems and processes for scale, and creating mission-driven teams.
Episode Summary: In this episode, Stephanie shares her journey into the tech industry, starting from her desire to move to California and work in the tech industry. She discusses her experience at Glassdoor and the lessons she learned during the company's rapid growth. Stephanie also talks about the importance of work-life balance and how she prioritizes her family while still achieving success in her career. She provides insights into adapting and innovating sales strategies, the impact of her career decisions on her personal life, and her leadership philosophy in motivating her team. Stephanie also discusses the future of Pandadoc and her excitement about AI and its potential in the tech industry.
Key Takeaways:
Stephanie's journey into the tech industry started with her desire to move to California and work in the tech industry, which led her to join Glassdoor and eventually become the Global VP of Sales at Pandadoc.
Glassdoor's growth taught Stephanie the importance of adaptability and experimentation in sales strategies, such as bundling products together and running effective proof of concepts.
Stephanie prioritizes work-life balance and believes in creating a system of regular review of metrics to deliver the right performance while still being present for her family.
As a leader, Stephanie focuses on understanding her team's goals and helping them achieve success both in their careers and personal lives.
Stephanie is excited about the future of Pandadoc, particularly in the areas of AI, contract lifecycle management, and configure price quote solutions.
Notable Quotes:
"It's not the strongest or fastest species that survives, but the ones that can adapt the fastest." - Stephanie
"You have to find the thing that makes you love what you do, that you get up excited to do every day." - Stephanie
"You have to think about who you're working for, what are we doing, how are we helping people, and then how am I helping this company and helping further that mission." - Stephanie
Chapters
00:25 Stephanie's Journey into Tech03:31 From Sales Beginnings to Global VP
05:17 Lessons from Glassdoor's Growth
07:23 Adapting and Innovating in Sales Strategies
10:56 Exploring Work-Life Balance and Career Choices
14:59 Work-Life Balance in the Tech World
20:28 The Impact of Career Decisions on Personal Life
21:59 Leadership Philosophy and Team Motivation
24:01 Implementing Work-Life Balance in Sales Teams
27:07 The Freedom and Responsibility Model in Sales
30:31 A Week in the Life of a Sales Leader
33:00 Future Aspirations and the Impact of AI
34:09 Legacy and Personal Reflections
35:09 Quick Fire Round: Favorites and Preferences
Subscribe on Spotify:
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Subscribe on Linkedin: https://www.linkedin.com/company/saasy-talk-unfiltered
Subscribe to our Newsletter:
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Visit our Website:
https://saasytalkunfiltered.transistor.fm/
Follow Ricky Sevta on Linkedin:
https://www.linkedin.com/in/rickysevta/
Follow Sean Diljore on Linkedin:
https://www.linkedin.com/in/seandiljore/40 min - SaaSy Talk S02.08: Beyond the Corporate Ladder: Neil’s Leap into Fractional Leadership and Social Impact
About The Guest(s): As the Founder of revenue•x, a GTM and revenue advisory providing fractional CRO services, Neil focuses on helping small and medium-sized businesses build an efficient GTM motion that results in a full pipeline and recurring revenue through people, processes, and platforms.
Neil brings 25+ years of learning within B2B SaaS, technology, consulting and data businesses, where he has helped lead companies through different growth stages, including $0-$3M, $3-$6M, $20-$50M, and $100M-$200M+. Neil's other passion is PORCH, an exclusive community for immigrant entrepreneurs, which he founded with his son Hunter.
Neil speaks often on the power of community and go-to-networks to help businesses grow and practices what he preaches through his contributions as an Ambassador, and the Chair of the Fractional/Consultant/Advisor group at Pavilion, a Featured Thought Leader at Sales Assembly, and an Advisor at Gartner Sales Community.
His background includes leadership positions at RIWI (CRO), Environic Analytics (SVP of Marketing and Partnerships), Deloitte (VP), Dentus (SVP / Managing Partner), Rogers (Sr Director), and Nielsen (VP).
Always trying to live by the POP principles (Passionate, Optimistic, Perseverance), Neil prides himself on having a perfect say/do ratio.
Episode Summary: In this episode, Neil shares his journey from working in the corporate world to becoming a fractional CRO and founder of Porch. He discusses the challenges and rewards of entrepreneurship, the rise of fractional roles in the market, and the importance of building relationships in sales and marketing. Neil also talks about his passion for helping immigrant entrepreneurs and the mission of Porch to provide support and resources to this community.
Key Takeaways:
Fractional leadership is a growing trend in the business world, offering companies the expertise of experienced professionals on a part-time basis.
Building relationships and leveraging warm outreach strategies are becoming more effective than traditional cold outbound methods.
Events and in-person interactions are still crucial for building meaningful connections and driving business growth.
Porch is a community for immigrant entrepreneurs in Canada, providing support, resources, and networking opportunities to help them succeed in a new market.
Neil emphasizes the importance of continuous learning and staying up-to-date with new technologies and strategies in sales and marketing.
Notable Quotes:
"I think we all have different risk factors or different things that make us take a jump or not take a jump." - Neil
"Fractional CRO is about getting your hands dirty. I'm doing everything that a full-time CRO would do, just on a part-time basis." - Neil
"Outbound strategies are getting harder and harder. We need to focus on warm outreach and building relationships." - Neil
Chapters
00:09 Neil's Personal and Professional Journey
02:11 Transitioning from Corporate to Entrepreneurship
04:31 The Rise of Fractional Roles and Neil's Current Ventures
04:51 Reflecting on Career Choices and the Impact of COVID-19
10:23 Exploring the Fractional CRO Role and Its Benefits
18:51 Giving Back: BeFractional and Porch Initiatives
23:16 Empowering Immigrant Entrepreneurs: The Forge Community
25:53 Shifting Gears: Go-to-Market Strategies and Business Insights
27:11 The Evolution of Outreach: Embracing Warm Strategies Over Cold
31:56 Navigating the AI Landscape: Strategies for Authentic Engagement
37:16 Looking Ahead: Neil's Focus for 2024 and Beyond
40:00 Quick Fire Round: Personal Insights and Preferences
Revenuex- https://www.linkedin.com/company/revenue-x/
#Befractional - https://www.linkedin.com/company/befractional-org/
PORCH - https://www.linkedin.com/company/porchcommunity/
Subscribe to our Newsletter:
https://substack.com/@saasytalkunfiltered
Visit our Website:
https://saasytalkunfiltered.transistor.fm/
46 min - SaaSy Talk S02.07: Founders, Failures, and the Future of Tech: A Candid Conversation with Don
About The Guest(s): Don McKenzie is co-founder of Tribe Global Ventures, a B2B focused VC that helps Australian and New Zealand companies scale into the UK and/or the US. Prior to entering the world of VC, Don founded companies including through to the ASX in sectors such as B2B SaaS, construction, insurance services, and consulting. Don’s focus is working with portfolio companies to traverse the predictable problems of high growth using various organisational life cycle development tools.
Episode Summary:
In this engaging podcast episode, Don shares his journey from a tech-enthusiast developing algorithms in his youth, to building a successful tech platform and steering through the complexities of entrepreneurship and investment. Delving into the realms of angel and VC investments through his experiences, he emphasises the importance of empathy and authenticity in supporting startups. The conversation highlights the challenges and opportunities in the tech industry, underscoring the significance of product-market fit, effective messaging, and the intrinsic value of learning from failures. Don's passion and insights into building healthy, resilient businesses, and fostering founder growth make for a compelling narrative, offering valuable lessons and inspiration for founders and investors alike.
Key Takeaways:
Founders should prioritise go-to-market strategies and focus on solving real problems that customers are willing to pay for.
Building a healthy organisation with high trust and respect is crucial for long-term success.
Founder transition requires careful planning and a systemic approach to align structure, vision, and mission.
The current investment landscape requires startups to demonstrate real value and solve significant problems to attract funding.
Authenticity and integrity are key to building successful businesses and maintaining strong relationships.
Notable Quotes:
"Your story doesn't matter. It's the counterparties' story that matters. You've got to work out a way to open the door to get into their story." - Don
"Success is not just about passion and vision. It's about the underlying structural elements that often go unnoticed." - Don
Chapters
00:38 Introduction and Guest Welcome00:46 Don's Journey into Tech and Entrepreneurship
03:54 Insights on Startups and Angel Investing
05:17 The Importance of Learning from Failures
09:37 Challenges Aussie and Kiwi Startups Face
13:39 The Power of Product-Led Growth (PLG)
16:27 Investment Strategies and Go-to-Market Scaling
20:47 Founder to Professional CEO Transition
29:51 The Pitfalls of Founder Transition
32:15 Navigating the SaaS Bubble: Lessons and Strategies
42:00 Investment Strategies and Founder Advice for 2024
47:01 Personal Reflections and Future Aspirations
47:51 Rapid Fire Round: Getting Personal
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