The Growth Workshop Podcast

Part 2 of our episode with Kluster's Rory Brown gets practical: Rory and Jonny Adams walk through a hypothetical joint client and show how Kluster’s quantitative insight pairs with SBR’s enablement to close performance gaps. Rory breaks down leading vs lagging indicators, why “sheep dip” KPIs fail, and how to reverse-engineer every rep’s route to quota. The episode closes with Rory’s grounded view on AI: fix the data context first, then unlock trusted natural-language answers and predictive actions.

In Part 1 of this episode, Rory Brown (Chief Commercial Officer at Kluster) reframes forecasting as an executive decision tool, not a spreadsheet ritual. He explains why many businesses still “feel” their way through board reporting, how latency and fragmented data kill credibility, and why sales forecasting becomes politics when culture rewards narratives over evidence. You’ll hear how Kluster blends the art + science of forecasting to surface uncomfortable truths early enough to act.

In Part 3 of our episode, Matt Ring argues that ‘sales enablement’ is too narrow – the real job is revenue enablement across the full customer lifecycle. He shares practical segmentation frameworks for focusing on strategic, future‑potential and volume accounts, and debates how AI and signal data can support rather than replace human judgment. Matt then opens up about two major crises – Facebook’s missing mobile ad product and Deliveroo’s COVID lockdown shock – before closing with clear, 2026‑ready advice for commercial leaders on propositions, processes, people, and scaling the basics with AI.

In Part 2 of this episode, Matt Ring takes us inside Deliveroo’s nine‑country operation and its multi‑billion‑pound marketplace. He unpacks how seemingly small product changes, like Rider Check‑in, drive customer experience, loyalty, and margin in a tight unit economics model. Matt then digs into building a global GTM calendar around local commercial priorities, how to hold a core narrative while flexing 30% for regional nuance, and where AI is genuinely helping with content consistency and coaching.

In Part 1 of this episode, global commercial leader Matt Ring charts his journey from selling TV ads at Sky to building enablement and go‑to‑market at Deliveroo. He shares the painful moment when a long‑awaited product launch flopped because no one was prepared for the change – not sales, not restaurants. Matt explains how this led to a deceptively simple “T‑shirt sizing” framework that helped Deliveroo finally coordinate product, ops, and frontline teams around change.

In the final part, the panel tackle seller capability: what top performers really do differently, how to surface it through data, and how leaders can personalise development based on potential. Guy, Alan, and Dannii explore AI’s role in coaching, readiness, automation, and reducing seller noise, and Jonny closes by reframing AI adoption as a people challenge, not a tooling one. A sharp, forward‑looking finish on how SBR + Fullcast drive sustainable behavioural change.

We dive into the heart of revenue performance: why deals truly win or lose. Guy shows how engagement, multithreading, buyer personas, and source data reveal patterns CRM alone can’t. Alan and Dannii translate these insights into practical change: qualification discipline, deal hygiene, better ICP focus, and the behaviours that separate consistently high performers. This is a data‑to‑action masterclass for CROs and RevOps leaders.

This International Women’s Day Special brings together four leaders shaping the future of women’s wealth: Rachael Smith (Evelyn Partners), Rebecca Williams (Rathbones), Alice Wright (Canaccord), and Katia Sand (SBR Consulting). Across this powerful conversation, the panel unpacks the seismic shift placing 60% of UK wealth in women’s hands, the confidence myths holding the industry back, the realities of client experience for women, and the responsibility wealth firms now carry to create journeys that feel personalised, empathetic, and genuinely equitable. They explore defining data points (including BNY Mellon’s $3.2T market opportunity), the behaviour shifts needed from advisers, the generational differences affecting women’s financial experiences, and the leadership gap still evident across wealth management. This is an honest, energizing and deeply human conversation, recorded especially for release on International Women’s Day.

In this opening episode, Guy Rubin of Fullcast joins Alan Morton, and guest co-host Dannii Mathers to unpack why today’s go‑to‑market engines are struggling. Guy explains the real data behind mis-quoting, shrinking win rates, messy AI‑driven top‑of‑funnel volume, and the widening performance delta between top sellers and everyone else. This is a sharp, practical introduction to Fullcast’s “Revenue Intelligence as a Service” report reveals and why data from source is now essential for revenue leaders.

Explore the forces reshaping wealth management with Dave Mason, Gilly Green and Donald Reid from Solve Partners. From the surge in private equity and cross-border acquisitions to the role of technology and AI in driving efficiency, this episode examines what’s next for the sector. Gain clarity on emerging trends, integration challenges, and how firms can future-proof their operating models in a rapidly consolidating market.

Download their white paper here: https://solvetogether.co.uk/insights/consolidation-whitepaper/