The Growth Equation

Andrew Hatfield built Deepstar Strategic after 30 years across Dell, Red Hat, NetApp, and Portworx—moving from infrastructure engineering to product marketing. He's helped clients achieve 289% ARR growth and Fortune 500 exits by connecting Market-Product-Model-Channel fit.

In this episode, we cut through the GTM noise. Andrew breaks down why most B2B tech companies are stuck in feature-factory mode and how to shift to strategic maturity. We explore value-based outcomes over vanity ARR metrics, how lean remote teams can move fast without losing discipline, and why aligning product, marketing, and sales isn't optional—it's the difference between sustainable growth and quarterly chaos.

We cover practical diagnostics for bottlenecks, running experiments that actually test new GTM moves, and why leadership conviction matters when everyone else is chasing trends. For Australian SaaS and tech services businesses, this is about building defensible advantages and smart resource allocation—not trying to outspend Silicon Valley.

Connect with Andrew Hatfield

Company Website: https://www.deepstarstrategic.com/

LinkedIn @andrewhatfield and @deepstarstrategic

X @andrewhatfield and @deepstarstrat

Instagram @andrewhatfield

Facebook @hatfielda

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Evolve To Grow: https://m.mtrbio.com/evolve-to-grow 

This week on The Growth Equation, I caught up with Josh Berg from Hedgehog Marketing for a really down-to-earth conversation about what it’s actually like to run a marketing business these days. Josh shares the ups and downs of starting out with his sister, juggling a growing team when they were barely out of their twenties, and what happened when the fast growth train started to hit some bumps.

What’s refreshing about this chat is hearing how Josh moved away from the typical agency model to something more hands-on, where they work alongside businesses to help them get their own marketing sorted. It wasn’t an easy switch, and he talks openly about the fears and doubts around narrowing their focus, but it’s what’s helped them find solid ground.

We also talk about how clever use of AI and automation helps a small team get a lot done without the stress and scramble of making everything manual. And if you stick around, you’ll hear Josh’s hilarious story of how a $1.24 website idea turned into thousands of dollars worth of Uber Eats credit — pretty clever and a bit cheeky.

If you’re running a small business and want to get smarter at marketing without turning your life upside down, you’ll get plenty from this episode.

Connect with Josh Berg (Director at Hedgehog)

Company Website: https://www.hedgehogmarketing.com.au/team-members/josh-berg 

LinkedIn: https://www.linkedin.com/in/joshberg1?originalSubdomain=au

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Evolve To Grow: https://m.mtrbio.com/evolve-to-grow 

Richard Chalmers from Tailored SEO brings a candid perspective on growing a digital agency far from the big-city marketing hubs. The journey started in music, swapped guitars for business books, and continued through agency roles and a pivotal move to Tasmania. With few marketing jobs available locally, Richard carved a niche—first as a side project, then as a full-time commitment when old options faded. Building Tailored SEO was never a straight line; setbacks like the COVID lockdown turned uncertainty into unexpected opportunity, showing that small teams can thrive with the right attitude and a willingness to experiment.

The episode explores time in established agencies, the importance of learning on the job, and how real specialisation emerged by necessity—responding to a market lacking digital talent and industry jobs. Staff training at Tailored SEO focuses on character and ambition over technical skills, creating a workplace where growth means developing people before processes. Listeners get practical stories about onboarding in high-speed bursts, shifting the agency brand to match new services, and using hands-on experiments to work out what SEO tactics really deliver. Brand awareness, AI, and automation all feature in the chat, along with lessons from risky digital experiments involving AI-generated content and keyword domains. The ups and downs—legal headaches, accounting costs, founder nerves, and the challenge of letting go—show up throughout, proving that learning, adapting, and embracing failure are essential for progress.

Richard recommends a multi-channel marketing approach and urges business owners to connect with peers, invest in practical education, and avoid the temptation to do everything alone. Supporting staff, trusting the process, and embracing experimentation set the stage for real, sustainable results. Free strategy sessions and more practical resources are available at tailoredseo.com.au, plus plenty of fresh updates across Tailored SEO’s social channels. For anyone chasing long-term growth, the episode is a window into the evolving landscape of Australian digital marketing and the mindset needed to make it work.

Connect with Richard Chalmers

Company Website: https://tailoredseo.com.au/our-team/

LinkedIn: https://www.linkedin.com/in/richard-chalmers/?originalSubdomain=au

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Evolve To Grow: https://m.mtrbio.com/evolve-to-grow 

In this episode, I have a fascinating conversation with Steve Mills, founder of Mills Motion and High Production Practice. Steve shares his entrepreneurial journey from freelancing and broad marketing services to carving out a highly specialised niche in the dental and cosmetic industries. What really stood out to me was how Steve and his team pivoted to a webinar-based model during the challenges of COVID—an innovative approach that not only kept their business afloat but also delivered exceptional value by educating prospective patients effectively.

We dive deep into the complexities of marketing in the medical space, the critical importance of compliance, and why performance marketing is so intense when a client’s time value tops $600 an hour. Steve also opens up about the limits they've hit with scaling geographically and how they’re exploring new verticals like hair transplants to break that ceiling.

Beyond business, the episode offers insights into how Steve balances entrepreneurship with homeschooling four kids, revealing the personal side of running a growing enterprise.

If you're looking for strategies that combine focus, compliance, and creative marketing systems—with a few real-world hurdles and wins—this episode is packed with valuable takeaways. You’ll find Steve’s unique blend of optimism and realism refreshing and inspiring.

For more from Steve, check out Mills Motion on YouTube or High Production Practice for their specialised dental marketing approach.

Connect with Stephen Mills

Company Website: https://millsmotion.com/

LinkedIn: https://www.linkedin.com/in/stephen-j-mills/?originalSubdomain=au

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Evolve To Grow: https://m.mtrbio.com/evolve-to-grow 

In this episode of The Growth Equation, I had the pleasure of chatting with Sonya McIntyre-Reid, the driving force behind Linchpin Digital. Sonya’s journey is one of transformation and resilience — starting as a solo freelancer with a simple marketing concept called Kiss Marketing, then evolving her business through multiple rebrands into a dynamic, flexible agency that operates remotely across cities and even continents. Her story is a powerful example of how embracing change and refining your business identity can unlock new opportunities for growth.

We unpack everything from the practicalities of running a remote team scattered from Brisbane to Canada, to the so-called ‘behind-the-scenes’ stuff that many founders struggle with—cashflow management, pricing, and the sometimes painful but essential financial lessons that come with running your own agency. Sonya opens up about her early mistakes, like undercharging clients and the surprise tax bills that caught her off guard, and how she turned those challenges into systems that support not only sustainability but also profitability.

One of the highlights of our conversation was her approach to team management and communication. Sonya swears by daily huddles, clear task management through tools like ClickUp, and regular one-on-ones that keep her whole team aligned and accountable. For any entrepreneur who’s juggling clients, team dynamics, and growing pains while trying to maintain some semblance of work-life balance, Sonya’s insights hit home.

If you’re keen to learn how to move beyond simply surviving as an agency to thriving with a lean, efficient team and the right pricing strategy, this episode provides those lessons straight from someone who’s been in the trenches. Connect with Sonya on Instagram @sonya.mcintyrereid and check out Linchpin Digital’s work on LinkedIn for more inspiration.

Thanks for listening, and I hope you find this episode as insightful and motivating as I did.

Connect with Sonya McIntyre-Reid

Company Website: https://mediawords.com.au/

LinkedIn:https://www.linkedin.com/in/sonya-mcintyre-reid-8a28206a/?originalSubdomain=au

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Evolve To Grow: https://m.mtrbio.com/evolve-to-grow 

What really happens behind the shiny pitch decks and agency buzzwords? This episode lifts the lid on the world of media buying, exposing the tricks, traps, and triumphs that define today’s marketing landscape. Elise Hedley Dale, founder of Media Words, brings decades of hands-on experience—navigating the fast lanes of global agencies and building a thriving independent consultancy from the ground up.

Honest and unfiltered, Elise calls out the “cowboys” who give the industry a bad name, shares how transparent strategy beats smooth talk every time, and spells out the systems that keep campaigns effective and budgets on track. For business owners tired of marketing guesswork, this episode delivers clarity and a blueprint for smarter results.

Expect real stories from the front line: lessons in cash flow, the art of saying no, and why backing yourself is the secret weapon most founders overlook. Explore media planning in the age of AI, smarter client agreements, and the power of surrounding yourself with the right people—regardless of whether you’re spending big or bootstrapping.

If avoiding the traps and focusing on what works matter, these ideas will stick long after the credits roll.

Connect with Elise Hedley Dale

Company Website: https://mediawords.com.au/

Linked In: https://www.linkedin.com/in/elisehedleydale/?originalSubdomain=au

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Evolve To Grow: https://m.mtrbio.com/evolve-to-grow 

Ever wondered what it’s really like to run a digital agency from the ground up—while juggling family, shifting markets, and the daily chaos that comes with building something new? This episode peels back the curtain with Joanna Sharma, founder of Drum Digital, who joins me for a genuinely raw and inspiring chat about the tough stuff most entrepreneurs only whisper about.

Joanna’s journey is packed with turning points, from launching her agency while on maternity leave to scaling a team in the midst of “two under two” madness. She shares how every stage brought its own drama—growing too fast, feeling the sting of cash flow crunches, and facing up to those gut-wrenching moments when you have to say goodbye to someone who’s been with you since the start. Her honesty is a breath of fresh air for anyone wrestling with the realities of growing a business—and the emotional rollercoaster that comes with it.

We dive into the nitty-gritty: why systemising your operations can save your sanity, how mentorship and partnerships can lift you out of tough spots, and the importance of flexibility—especially when your life outside work is just as hectic. Joanna reveals the digital tools she relies on (HubSpot for sales, ClickUp for project management), and explains how a bit of NLP coaching helped smash down the limiting beliefs keeping her from leveling up.

There’s loads here for anyone chasing sustainable growth or just wanting to know they’re not alone. Expect honest stories, practical takeaways, and the kind of conversation you’d have with a mate over coffee—no fluff, no sugar-coating.

Connect with Joanna Sharma

Company Website: https://www.drumdigital.com.au/

Linked In: https://www.linkedin.com/in/joannasharma/?originalSubdomain=au

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Evolve To Grow: https://m.mtrbio.com/evolve-to-grow 

Ever wondered why some brands stick in your memory long after a cold call or door knock? In this episode, I sit down with Danny Dimas, the driving force behind gig (Global Interactive Group)—a company built on the lost art (and surprising science) of face-to-face sales. Danny’s business keeps finding new ways to thrive while competitors fade into digital white noise.

We get honest about the stigma of sales—yes, even the dreaded door knocker—and why a “people-first” focus has helped gig expand across five countries and industries from energy to non-profits. Danny opens up about hitting rock bottom, rebuilding from $360k in debt, and taking the bold step of making his entire team full-time—years before most thought it was viable.

But here’s where it gets real practical: we debate whether human connection will outlast the wave of AI, why you remember an actual conversation more than 50 billboards, and what happens when sales tactics go from pushy to genuinely engaging. Danny dishes out lessons on nurturing young teams, building rock-solid culture, and dealing with the curveballs—pandemics, people problems, and all.

If you’ve ever asked yourself, “Does old-school selling still work?” or struggled to motivate a team in a digital-heavy landscape, this episode will challenge your thinking. Get ready for strategies you can use whether you're a solo tradie or scaling a global operation.

Curious for more? Stick with us right to the end for Danny’s advice every Australian entrepreneur should write on their office wall.

Keen to connect? Hit up Danny at gig.live or catch us on your favourite platform—Apple Podcasts, Spotify, YouTube—or visit the Evolve to Grow Blog for the latest resources and links mentioned in this episode.

Connect with Danny Dimas

Company Website: https://www.gig.live/team/

Linked In: https://www.linkedin.com/in/danny-dimas-5686b121/

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Evolve To Grow: https://m.mtrbio.com/evolve-to-grow 

This episode is a deep dive into purpose-driven storytelling with Tiff Ng, the founder and chief storyteller behind The Social Story. Over seven years, Tiff has transformed what began as a freelance passion project into a thriving social enterprise agency that champions impact and authenticity in social media marketing.

We unpack the raw realities of building a business that’s not just about profit but about making a meaningful difference—celebrating wins, facing tough lows, and navigating the constant evolution required to stay true to your values and mission. Tiff’s candid reflections on vulnerability, community support, identity, and the delicate balance between creativity and technology offer invaluable lessons for any entrepreneur craving something beyond just business success.

Whether you resonate with the challenge of staying authentic in a fast-changing digital world or seek inspiration on how to align your business with your bigger purpose, this conversation is your guide to building brands that genuinely matter.

Join me as I explore Tiff’s story, the lessons she’s learned, and how The Social Story is rewriting the rules of marketing with heart and impact.

In this episode of The Growth Equation, I’m joined by Alex Lau, founder of Seesharp Group and an accomplished investor managing a family office alongside running a marketing consultancy. Alex shares his fascinating journey from launching a technical production business to evolving into a fractional CMO consulting firm focused on strategic marketing and business growth. We dive deep into how his marketing expertise serves as a gateway to discovering and nurturing profitable business acquisitions.

Alex offers honest reflections on the challenges of small business ownership, the importance of detaching emotionally from your business, and the critical role financial literacy plays in sustainable success. He also explains the concept of a family office and how it balances a diverse investment portfolio that includes property, shares, and business acquisitions. We discuss the strategic framework Seesharp Group uses—the StoryBrand messaging framework—and how shifting to a high-level consulting model transformed their business trajectory.

Listeners will gain practical tips on productivity, protecting their time, and building a resilient mindset. Whether you are navigating business growth, exploring investments, or seeking clarity on leadership, this episode provides valuable insights to empower your next steps.

For more on Alex’s work and workshops, visit: csharpgroup.com.au

Also, be sure to explore the resources and links shared throughout the episode.

I hope you enjoy this conversation as much as I did hosting it.