Growth Colony: Australia's B2B Growth Podcast
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On this podcast you'll be hearing from B2B founders, CMOs, marketing & sales leaders about their successes, failures, what is working for them today in the B2B marketing world and everything in between.
Hosted by Shahin Hoda & Alexander Hipwell
Available episodes
Newest first
Oldest first
4 days ago
#FounderStory: How Businesses Can Start Leveraging AI w/ Eric Vardon
In this episode, host Shahin Hoda welcomes Eric Vardon, CEO and Co-Founder at Morpio.ai and Co-Founder of Arcane.
As he talks about his experience and shares what he has learnt as co-founder of Morphio and Arcane, Eric will guide us into the wonderful world of Artificial Intelligence (AI) and how businesses can use it to solve specific challenges.
Oct 13, 2020
How to Build a Sales Cadence for the Australian Market w/ Mark McInnes
In this episode, host Shahin Hoda welcomes Mark McInnes, sales trainer, coach and author of Tactical Pipeline Growth.
Together, they talk about how to build a sales cadence that adjusts to the particularities of the Australian market. Mark explains the process and provides examples of specific actions to achieve success while engaging in ethical conversations.
Oct 7, 2020
When Marketers Get Account-Based Marketing Wrong w/ Brandon Redlinger
In this episode, host Shahin Hoda welcomes Brandon Redlinger from DemandBase, one of the main players in the ABM space.
Together, they identify the scenarios where marketers think they are doing Account-Based Marketing but, unfortunately, they are not. Tune in to learn the classic mistakes to avoid and how to identify when you are missing the mark with ABM.
Sep 30, 2020
Panal Discussion: How B2B Businesses Can Leverage PR
Is Public Relations something you’ve dabbled in before but haven’t had a chance to give it the attention it needs?
Host Shahin Hoda is joined by Boden Westover, VP of Brand and Communications at Catapult, Samantha Dybac, Founder and Managing Director of the PR Hub and Kate Toon, Founder of the Kate Toon Group of Companies.
The dive deep into the topic of PR, what it’s really about and how to use it to grow your business and build trust.
Sep 22, 2020
Why Technology Won’t Solve Your Account-Based Marketing Woes w/ Justin Keller
In this episode, host Shahin Hoda welcomes Justin Keller, Vice President of Marketing at Terminus, one of the big players in ABM technology.
Justin clarifies some common misconceptions about Account-Based Marketing and dives deep into what MarTech in ABM is really about. Join Justin and Shahin to learn why you should focus on creating experiences and building relationships when implementing Account-Based Marketing.
Sep 16, 2020
How COVID Made Lead Scoring More Important at DocuSign w/ Andrea Dixon
In this episode, host Shahin Hoda and Andrea Dixon from DocuSign analyse how the COVID-19 pandemic has placed lead scoring under the spotlight.
Andrea goes through some examples of how her team has improved their own processes and about the new industries reaching out to DocuSign. Her unique perspective is a priceless insight to understanding the importance of lead scoring, today and in the future.
Sep 9, 2020
The Future of B2B SEO w/ Kate Toon
In this episode, host Shahin Hoda speaks with *Kate Toon*, an expert on SEO and digital marketing, to unveil how the future will look like for B2B marketers.
Kate shares her valuable insight into some of SEO and marketing’s hottest topics. Join Shahin and her while they discuss the importance of building a personal brand and nurturing relationships as key elements in marketing.
Sep 2, 2020
Panel Discussion: How B2B Businesses Should Sell & Market in 2020
In this episode Shahin talks with Danny Beck, Head of Marketing at Citrix, Rita Arrigo, Industry Digital Strategist at Microsoft and Dan Peters, Chief Revenue Officer at Limepay.
The panel discusses the current challenges B2B sales and marketing teams are facing in Australia, and how we can re-group and reset for the remainder of 2020 and the future.
Aug 26, 2020
Why Marketing Should be Present at the Board Level w/ Mitchell Mackey
In this episode Shahin chats with *Mitchell Mackey, the Marketing Director at Ansell Healthcare* about marketing representation at the board level.
They go deep into why it’s important to have marketing represented in the board room, and how can marketing get there in the first place.
We’ll learn how can marketing interact with the C & B level people, and how marketers can learn to speak their language?
Now, more than ever, as we reset for the post-pandemic ‘next normal’ organisations must recalibrate to to enable superior degrees of customer accessibility, responsiveness, transparency and personalisation.
The key? Marketing having representation at these levels.
Aug 19, 2020
Why You Should Stop Trying to Sell to Everyone w/ David Mason
In this episode Shahin chats to *David Mason*, *Director of Marketing Services* at *Experian* about why you shouldn't try to sell everyone and how it can be counter-productive for your organisation and team.
They go deep into why it's unwise to try to sell to everyone, how to find your prospects problems to qualify them, when to let go of a deal, how to use the 'strong man' qualification method and more.
Aug 12, 2020
Why B2B Companies Need to Pay More Attention to Their Brand w/ David Nicholls
In this episode Shahin speaks with David Nicholls, the Commercial Director from PPG Industries.
They discuss how B2B companies perceive brand, and why B2B organisation need to focus more on their brand, particularly during the COVID-19 pandemic.
Aug 5, 2020
Account-Based Marketing Before and After COVID w/ Natalie Mendes
In this episode Shahin is joined by Natalie Mendes, Head of Account-Based Marketing at SAS.
They discuss how Natalie and the SAS team's account-based marketing strategy has changed and transformed due to the COVID-19 pandemic over the past few months.
With a background as a data science consultant (read her blogs), Natalie has been working in a sales and marketing pursuit role advising large strategic accounts for over 20 years.
Progressing her journey as a Product Marketer and developing her career in Marketing, she was tasked with a new initiative to set up the APAC Account-Based Marketing framework – so she jumped at the idea as she loves fresh challenges.
Jul 29, 2020
Industries That Are Quickly Pivoting to Survive COVID w/ Pauline Grech
In this episode, *Pauline Grech the Head of Digital Strategy from Intermedia Group *joins host Shahin Hoda to talk about how COVID-19 has impacted B2B advertising.
They review the wins and misses of the industries that have been deeply affected, and how the lessons learned under a pandemic scenario can help reinvent the digital marketing strategies in B2B moving forward.
Jul 22, 2020
How to Start With Your First Account-Based Marketing Campaign w/ Steve Watt
In this episode Shahin chats to *Steve Watt the VP of Marketing* at Grapevine6 about Account-Based Marketing and about how to go about planning your first campaign.
Steve Watt is VP Marketing at Grapevine6, the enterprise social engagement platform trusted by many of North America’s largest banks, wealth management firms, insurance companies, and technology providers.
Steve believes that many sales and marketing mindsets, strategies, metrics and tactics are beyond their “best before date”, and that B2B leaders need to reject many of the approaches that have gone unquestioned for too long.
Jul 15, 2020
How & Why Should You Simplify Your B2B Messaging w/ Danny Beck
In this episode we chat with Danny Beck, Head of Marketing ANZ at *Citrix.*
Messaging is always a challenging marketing topic, especially in the B2B technology world
Sometimes, even while looking at the website of a company, the general consumer can't figure out what the company does.
Sure, we might say that they are not the intended target market and persona. But more and more, technology companies and technology service providers are finding themselves selling to non-technical roles (think marketing, HR and finance).
And because of that, they can't use the same messaging they relied on when selling to the head of IT, example.
And that's exactly what we will discuss in this episode with Danny Beck, Head of Marketing ANZ at *Citrix.* We talk about why B2B brands should work harder on simplifying their message to their customers. And if they're planning to do that, how should they approach it.
If you'd like to reach out to Danny you can connect with him by emailing *danny.beck@cit…
Jul 8, 2020
How to Build a Sales Development Team w/ Ljubica Radoicic
In this episode Shahin speaks with Ljubica Radoicic the Marketing Director (APAC) from Hexagon PPM.
They go in depth on how to build a sales development team and the role of Sales Development Representatives (SDR).
They discuss what sales development is, why B2B organisation need it and how to go about setting up the process.
If you'd like to reach out to Ljubica you can connect with her on LinkedIn: https://www.linkedin.com/in/ljubicaradoicic/
Jul 1, 2020
How to Make Your B2B Sales Proposals Frictionless w/ Mark Tanner
In this episode Shahin sits down with Mark Tanner, the Co-Founder of Qwlir, a document design and automation tool for sales teams, to better understand how can sales teams better design and present their proposals.
We're all looking at ways that we can improve sales and sales process.
We try a little hack here, a bit of tweaking there, but one of the areas that can still be quite obsolete in businesses is the proposal.
Shahin & Mark discuss proposal analytics, use of video, consistency in presentation and much more.
If you're trying to take your sales process to the next level, you don't want to miss this episode.
Jun 24, 2020
How to Fuel Your Growth with LinkedIn Ads w/ Lemma Khalek
In this episode, we sit down with Lemma Khalek, Head of Sales and Marketing at Uptick, to discuss how she leveraged LinkedIn to grow Uptick's inbound monthly leads.
LinkedIn has become a game-changer when it comes to B2B marketing.
You'll hear about the mistakes and successes, where you should start with LinkedIn Ads and how to optimise your campaigns over time.
Lemma Khalek is B2B marketer helping startups grow and scale their sales and marketing efforts. Coincidentally Lemma spent the first few years in employment branding and marketing at Telstra, driving Linkedin adoption amongst recruiters It was an emerging channel at the time, fast forward ten years she’s talking to Growth Colony about Linkedin as a primary growth channel.
Also, if you want to reach out to Lemma for more questions, you can reach her at lemma.khalek@uptickhq.com
You don't want to miss this one.
Jun 17, 2020
Why Should You Focus on Both Brand & Performance Marketing w/ Boden Westover
Understanding that your marketing should focus both on building a brand and driving sales through performance marketing is crucial.
In this episode, we sit down with Boden Westover, Vice President of Brand and Communication at Catapult, to discuss why you should focus on both brand and performance marketing, how they do it at Catapult, and how should you measure the two.
A lot of businesses are focused on bringing sales through the door as fast as possible, but Boden talks about why in the long-run that could be a problem and how you can address the issue.
In case you want to connect with Boden, here's the best place to find him: https://www.linkedin.com/in/bodenwestover/
Jun 10, 2020
What is the Next Wave of Video Marketing? w/ Nick Morgan
In this episode Growth Colony Host, Shahin Hoda chats to Nick Morgan, Co-Founder & Joint CEO of Vudoo, which specialises in pioneering interactive video.
Shahin & Nick dive deep into the current state of video, and how the 2nd wave of digital video is emerging. They discuss how the fundamental ways organisations create video and how consumers interact with said video are changing.
Nick is an entrepreneur, an experienced strategist, and a product guy, Nick believes in the power of technology to elevate business success and enhance people’s lives. With an extensive track record delivering enterprise solutions across the public and private sectors, Nick has channelled this experience into developing market-first tools to transform digital engagement.
Jun 3, 2020
Panel Discussion: Why CX is the Future of Marketing
Customer Experience (CX) is impacting all aspects of business, marketing is no exception.
In this episode Shahin Hoda, Founder of xGrowth is joined by Mark Cameron, CEO of W3.Digital, Lisa D'Amico, Founder of Differentiate & Lisa Stark, Director of Prophecy Marketing.
They discuss how CX is impacting the marketing industry and what you should be doing to further align yourself with your customers.
May 27, 2020
Panel Discussion: What is Account-Based Marketing & Why Should B2B Marketers Care?
Have you heard people talking about Account-Based Marketing (ABM) by the water-cooler? Maybe you read about it on a blog, or even heard about it on a podcast?
You might know Account-Based Marketing is around but has anyone been able to give you a succinct definition of what it is, and more importantly, can it help me?
In this episode the Australian Marketing Institute's Victorian State Chair, Nina Christian sits down with xGrowth Founder, Shahin Hoda, DocuSign's Marketing Director (APAC), Andrea Dixon & SAS' Head of Account-Based Marketing, Natalie Mendes to dive deep into ABM and decode what it means for B2B marketers.
🌱 Join the Growth Colony Slack channel: www.growthcolony.org/slack
May 20, 2020
Panel Discussion: How to Manage Remote Teams
Growth Colony host Shahin Hoda talks to Catapult's Marketing Director Boden Westover, Pointer Remote Roles Founder Jo Palmer and Who Gives A Crap's Growth Manager Tim Baxter about managing remote teams and promoting remote work culture.
We’re all working remotely now, and it made us wonder -- Is this going to be the new norm? Well, maybe not in all industries, but we’re seeing more and more companies taking the idea of working from home and remote work very seriously.
Love it or hate it, it looks like a sizeable part of the global population will be working from home for at least the rest of the year and beyond.
We’ve always loved working remotely at Growth Colony, and we’ve put together this panel of remote work leaders to discuss how we can create and manage super-efficient remote teams.
Join the Growth Colony Slack Channel: www.growthcolony.org/slack
May 17, 2020
B2B Questions: Revenue marketing, ROI & strategy planning during COVID-19
In this episode Shahin and Alex go through some of the Growth Colony community's questions regarding B2B.
We tackle when revenue marketing clashes with sales, does every marketing dollar need to be tied to ROI and how to plan a B2B strategy during COVID-19.
May 13, 2020
How Avaana pivoted because of COVID-19 w/ Rohan Pardasani
In this episode, Growth Colony Host, Shahin Hoda, talks with the CEO and Founder of Avaana, Rohan Pardasani, about how Avaana has managed to pivot from their core services because of coronavirus and develop new offerings for their customer base.
Avaana helps everyday Aussies book health and well-being services with ease, but when COVID-19 hit (and customers stopped booking allied health services) they realised they needed to test something new. They were able to swiftly test new messaging and offer new services to allied health practitioners which Rohan has called a perfect storm for their growth.
In this episode we'll explore how Rohan and his team went about developing their new services and what is his advice for anyone else looking to do the same.
For anyone who's interested in reaching out to Rohan, you can find him on LinkedIn at https://www.linkedin.com/in/rohan-pardasani-a094a239/
May 6, 2020
How Specialising Fuelled the Growth of this Company w/Steve Psaradellis
At the start, the concept of going niche and servicing a smaller number of companies sound counterintuitive. The first thing that comes to a founder’s mind is “but we will be missing out on a lot of opportunities”.
That was a challenge our guest for this episode overcame many years ago and results have been amazing. In this episode, Steve Psaradellis, Founder and CEO of Teba, talks about how niching down their service offering allowed Teba to grow faster with stronger profit margins.
Niching down can impact all angles of your business. Listen to Steve explain how he did it, what was the impact, and what is his advice to other founders who want to do the same.
Apr 29, 2020
What's Happening in the Toilet Paper Industry w/ Tim Baxter
Toilet paper has become one of the hottest topics of the year!
So we decided it was about time to chat about toilet paper and what is happening in the health & hygiene space.
Tim Baxter, Senior Growth Marketing Manager joins us for a fireside online chat about everyone’s favourite topic of the moment… toilet paper.
Apr 22, 2020
How Drawboard Uses SaaS Analytics to Drive Their Growth w/ Nathan Field
What is the best way to set up and leverage your analytics for your SaaS business? And how do you even start to track these points of data?
There are so many reasons why an effective analytics structure is essential for a SaaS business. It will help you refine your user activation, where the worst churn may be hiding, help segment your customers, highlight the most profitable ones and so much more.
In this episode, xGrowth Founder, Shahin Hoda sits down with Drawboard’s Head of Marketing, Nathan Field to discuss how to start tracking your SaaS analytics and Drawboard’s journey to date.
Apr 15, 2020
Lessons for Founders from Past Downturns w/ Martin Cooperwaite
By now you've heard it over and over again, we're in strange and uncertain times.
That's why we decided to sit down and speak to Martin Cooperwaite, Co-founder and Director of Kiandra, a software powerhouse in Melbourne, Australia.
Martin's been running Kiandra since 1995 and has gone through two other downturns all while growing the company to almost 100 people strong.
In this episode we're going to talk about his experience running Kiandra in past downturns and how those learning are impacting his and his team's decisions in today's volatile environment.
Apr 8, 2020
Find Out How CarDeals2Me Grew 2.5x in Three Months w/ Shaun Sumaru
Are partnerships part of your growth engine? Shaun Sumaru, Founder & CEO of CarDeals2Me thinks they have to be!
He has leveraged partnerships to grow from a small team in Melbourne with an MVP to a product that spans Australia, New Zealand and Canada with an international team.
He's ready to share with Growth Colony community how he leverages partners to unlock exponential growth. Plus how he learnt and leverages marketing channels as a non-technical founder and how he's scaling his remote team across 5+ time zones.
Apr 1, 2020
Panel Discussion: Mistakes I've Made Growing My Business
In this episode Growth Colony host, Shahin Hoda speakers with three founders on their biggest mistakes growing and scaling their businesses. He sits down with Aaron Smith, Founder of KX Pilates, Fiona Boyd, Co-Founder & CEO OF EdSmart and Omer Molad, Co-Founder & CEO of Vervoe.
They chat about their journeys and the multiple mistakes that have made while establishing successful international franchises, raising millions of dollars and creating multiple successful startups. On this episode they share all those learnings, listen up to make sure you don't make the same mistakes.
Mar 25, 2020
The Hidden Costs of B2B Marketing w/ Luke Marshall
When you're trying to put your B2B marketing budget together, some investments are very obvious.
You can easily calculate how much you're going to spend on online ads, how much printing a banner is going to cost, or what will be the fees of an agency you've decided to work with.
But there are a few of other costs which are a bit harder to identify early on and could creep up on you in the middle of running a campaign.
In this episode we are going to sit down with Luke Marshall and point out what are some of these hidden costs that are not as obvious at the start and how can you plan to take then into consideration early on.
Mar 22, 2020
What happens on Growth Colony?
Alex and Shahin attempt to record the introductory episode for Growth Colony's podcast.