DevReady Podcast

The Digital Marketing Blueprint: Stephen's Proven SEO Strategies for Success | Ep 211 | DevReady Podcast

In this episode of the DevReady Podcast, host Anthony Sapountzis is joined by Stephen Kee, Head of Business Growth at SME Digital. Stephen shares his journey from financial mathematics to digital marketing, recounting his move from South Africa to Australia in 2011 and his entrepreneurial ventures. After building a successful Airbnb business that generated $1 million in turnover, the COVID-19 pandemic forced him to pivot. This led him to SEO and web design, where he now helps businesses optimise lead generation and conversion. Drawing on his mathematical background, he highlights the similarities between Airbnb’s algorithm-driven marketing and search engine optimisation, laying the foundation for his current role at SME Digital.
Stephen’s transition into digital marketing was shaped by his corporate experience and an intensive business course that equipped him with both technical web design skills and essential business knowledge. A pivotal moment in his journey was attending a bootcamp, where he realised the power of networking and the adage that "your network is your net worth." Initially developing a web agency to support his Airbnb business, he soon recognised a greater opportunity in helping service-based businesses enhance their online presence. He reflects on the evolving nature of SEO, particularly the growing influence of TikTok and AI-driven searches, emphasising the need for businesses to adapt to shifting digital trends.
Discussing marketing strategies, Stephen explains that while psychology plays a role, data and mathematics are equally crucial in ensuring success. He underscores the importance of a structured approach, using data-driven insights to refine marketing efforts. Anthony shares his experience with social media advertising, highlighting the necessity of experimentation to find the right approach for audience engagement. They discuss the challenge of balancing budget constraints with the time required to identify effective strategies, reinforcing the value of incremental progress. Stephen also outlines the key elements of SEO, stressing the importance of aligning content with search intent and leveraging over 2,300 ranking factors to improve visibility.
Client expectations play a critical role in digital marketing success, and Stephen highlights the importance of managing them effectively during onboarding and discovery calls. He explains that many clients base their keyword strategies on anecdotal advice rather than data, making it essential to guide them towards evidence-based decision-making. Comparing Google Ads to renting and SEO to property ownership, he demonstrates the long-term value of organic search rankings. He also advises businesses to calculate their customer acquisition costs to assess SEO viability, noting that ranking highly in both paid and organic search amplifies visibility. The discussion further explores how lifetime customer value shapes digital marketing strategies.
The episode concludes with a cautionary discussion on the risks associated with unregulated industries like software development and SEO. Stephen shares a case where a client lost $1.4 million due to poor supplier choices, highlighting the need for businesses to work with credible experts. Anthony draws parallels between software development and construction, stressing the importance of proper planning before execution to avoid costly mistakes. Stephen advocates for industry education, warning against misleading SEO metrics and urging businesses to prioritise tangible results over vanity metrics. The conversation serves as a valuable guide for businesses looking to navigate digital marketing with a strategic and data-driven mindset.
#DigitalMarketing #SEO #BusinessGrowth #MarketingStrategy #WebDesign #LeadGeneration #Entrepreneurship

Gareth Rydon on How SMBs Can Win Big with Human-Centric AI | Ep 210 | DevReady Podcast

In this episode of the DevReady Podcast, Anthony Sapountzis interviews, Gareth Rydon, Co-Founder of Friyay.ai, Australia’s first generative AI studio. A leader in human-centred AI design, Gareth returns to share fresh insights on how small and medium businesses can embrace AI as a strategic partner. Together, they unpack the latest developments in generative AI, discuss emerging tools and trends, and offer practical advice for business owners, developers, and innovators navigating the fast-moving AI landscape.
The conversation opens with Gareth reflecting on how the AI landscape has shifted dramatically, moving away from elaborate prompt engineering towards more intuitive, plug-and-play assistants embedded in business workflows. He and Anthony highlight the growing strength of reasoning models like GPT-4, which allow users to interact in a more natural, conversational manner. Gareth, known for his focus on human-first design, recommends a more collaborative approach—encouraging users to ask AI for clarification or even admit when it lacks information, in order to reduce hallucinations and improve reliability.
The two also share their hands-on experiences with Microsoft Copilot and Google Gemini, having recently made the switch from Microsoft 365 to Google Workspace. While Copilot fell short of expectations, Gemini impressed with its seamless integration and functionality, particularly within tools like Google Sheets. The discussion moves into the realm of coding, where tools like Claude in Cursor are enabling developers to rapidly prototype with minimal error—though both caution that a basic understanding of coding is still essential to get the most out of these tools.
As AI reshapes traditional development roles, Gareth points out a blurring of lines between business analysts, product managers, and developers. With the right approach, non-technical professionals can now build and launch real products. Tools like Bubble and other no-code platforms may soon become obsolete, as AI models like Claude 3.7 generate high-quality, scalable code with speed and precision. They touch on the rise of “vibe coding”—where AI assists in development based on natural language—and how this could even change the way startups secure funding, given that fewer resources are now needed to bring a concept to life.
In closing, Anthony and Gareth discuss the broader implications of AI in team collaboration, planning, and operations. From uploading wireframes to guide builds, to using AI tools as a ‘third person’ in strategic workshops, they illustrate how businesses can dramatically accelerate their planning cycles. Gareth also shares some favourite workflow hacks—like using AI to process meeting transcripts and draft planning documents. His parting advice is clear: don’t wait for the perfect time. Pick one tool, start small, and let curiosity guide you—because the best way to learn what AI can do for your business is simply to try.
#DevReadyPodcast #GenerativeAI #SmallBusinessGrowth #ClaudeAI #ChatGPT #AIForSMBs #TechLeadership

VC Secrets For 2025: Nicholas Ooi on AI, Founder Fit & Scaling Startups to Success | Ep 209 | DevReady Podcast

In this episode of the DevReady Podcast, host Andrew Romeo speaks with Nicholas Ooi, an investor at Investible, about his journey from corporate consulting to venture capital. Nicholas shares how his passion for technology and startups led him to make a career shift into the startup ecosystem, specifically during its rapid growth in Australia. Now, as part of Investible, Nicholas focuses on early-stage investments in the ANZ and Southeast Asia regions. Looking ahead to 2025, he is optimistic about improving market sentiment, especially for early-stage investments, and the growing role of AI in streamlining software development for founders.
Nicholas discusses the stages of investment that Investible focuses on, specifically Pre-Seed to Series A. These stages include companies that are either pre-revenue or just beginning to generate some revenue. He emphasises that Investible invests in a wide array of sectors, including AI-enabled software, deep tech, and hardware, with a strong emphasis on building defensible companies. One key insight Nicholas shares is the growing importance of vertical applications in AI startups, which are more effective than horizontal solutions. By targeting specific industries, vertical solutions allow companies to scale efficiently within their niche.
In addition to his thoughts on investment, Nicholas offers insights on the future of AI and its role in software products. He believes that all software companies will need to incorporate AI in the long term to remain competitive. However, he also stresses that successful companies must first focus on solving real customer problems before adopting AI. Nicholas acknowledges the challenges faced by Australian companies competing with US giants due to capital constraints but highlights emerging opportunities in adjacent sectors like semiconductor chip production and machine learning models.
Nicholas gives a look into his daily routine as a venture capital investor. His day typically involves three main tasks: meeting with early-stage startup founders, conducting due diligence on promising investment opportunities, and preparing materials for the investment committee to secure funding. He underscores the importance of ongoing support for portfolio companies post-investment, as helping them grow and succeed is a key part of his role. Nicholas also touches on the balance of screening, analysis, and strategic involvement that makes up the comprehensive nature of his work.
Another important discussion in the episode focuses on the evolving nature of software business models. Nicholas highlights the shift from traditional subscription-based models to usage-based models, such as API call-based pricing. He also shares the significance of "founder-market fit," explaining how successful founders often have a personal connection to the problems they are solving. Nicholas discusses how investors assess founders, looking for unique insights, technical expertise, and soft skills such as resilience and adaptability that are crucial for long-term success.
Lastly, Nicholas shares what sets Investible apart when working with founders seeking investment. He points to their strong presence in Southeast Asia, which offers businesses opportunities to expand into the region, and their angel syndicate model that provides hands-on, strategic value beyond financial backing. Nicholas also discusses the pressures of pursuing venture capital funding and encourages founders to carefully consider whether they truly want to scale their businesses under the expectations and long-term commitments that come with VC funding.
#VentureCapital #TechStartups #Entrepreneurship #StartupGrowth #Investing #BusinessFunding #DevReady

Dreamoro’s Klaus Bartosch Reveals the Startup Mistakes Costing You Millions | Ep 208 | DevReady Podcast

In this episode of the DevReady Podcast, host Anthony Sapountzis is joined by Klaus Bartosch, CEO of Dreamoro, to discuss the critical gaps in startup strategy and commercialisation. With over 35 years in IT and experience founding and exiting a listed health tech company, Klaus brings invaluable insights into the challenges facing entrepreneurs today. Having engaged with more than 450 founders in the past 18 months, he reveals a startling reality—only two had a well-thought-out strategy, while most confused go-to-market plans with a comprehensive business strategy. Klaus stresses the importance of strategic planning, capital allocation, and defining a clear target market early to increase the chances of successfully commercialising tech solutions.
A key challenge for many founders, particularly those in their early twenties, is their limited skill set beyond domain expertise. While they may understand their industry, they often struggle with areas like UX design, software architecture, commercialisation, and marketing. Klaus highlights how even experienced entrepreneurs make strategic mistakes and advocates for using the Playing to Win framework to define market positioning, customer focus, and growth strategies. A crucial factor in startup success is identifying the single most important metric that drives accelerated growth, as it shapes the overall business direction and informs key decision-making.
Understanding and leveraging key growth metrics is often overlooked by founders. Klaus discusses how many startups fail to correctly identify their actual customer base, drawing on examples like Xero’s strategy of turning accountants into their sales force. He emphasises the importance of co-designing solutions with end users to ensure real product-market fit, rather than relying on assumptions. Additionally, he challenges the conventional approach to Minimum Viable Products (MVPs), arguing that they must deliver tangible value beyond being a simple proof of concept. A true product-market fit is evident when demand grows organically without excessive marketing spend.
Klaus critiques the way marketing success is often measured, arguing that vanity metrics like clicks and likes are meaningless if they do not translate into revenue. He warns against marketing agencies that avoid accountability for business outcomes, stating that return on ad spend (ROAS) is the only metric that truly matters. He also highlights the need for founders to calculate customer acquisition cost (CAC) accurately, incorporating all related expenses such as sales, onboarding, and churn. Misleading figures that ignore early customer drop-off can create a false sense of success, and businesses must take a brutally honest approach to assessing and optimising acquisition costs.
Strategic focus is essential for early-stage startups, and Klaus warns against the temptation to pursue an overly broad market too soon. Referencing Playing to Win by A.G. Lafley and Roger L. Martin, he outlines five key steps: defining a winning aspiration, selecting where to play, determining how to win, identifying required capabilities, and establishing management systems to track success. One of the biggest pitfalls for founders is “chasing the money” by adapting their product for a single client at the expense of their broader vision. Short-term revenue wins that do not align with the company’s core strategy can lead to long-term failure, making it essential to resist distractions that could derail sustainable growth.
Finally, the conversation turns to the realities of entrepreneurship, including the pressures of setting ambitious goals and the misconceptions surrounding startup success. Klaus emphasises that simply setting high targets is not enough—founders must realistically assess the scale of the problem they aim to solve and establish practical milestones. Many entrepreneurs overestimate their market size, overlooking adoption curves and true market penetration challenges. He also addresses the impact of social media glamorising startup life, contrasting it with the stark reality of failure rates, which exceed 80-90%. Klaus critiques Australia’s "tall poppy syndrome," arguing that failure should be viewed as a learning experience rather than a reason to dismiss founders in future ventures.
#DevReadyPodcast #StartupGrowth #BusinessStrategy #Entrepreneurship #ScalingStartups #TechInnovation #Dreamoro

Kinde’s Security-First Approach: What Every Startup Needs to Know | Ep 207 | DevReady Podcast

In this episode of the DevReady Podcast, host Andrew Romeo sits down with Oliver Wolff, Product Manager at Kinde, to explore his journey from software engineer to product manager, and how his role has evolved in the startup environment. Oliver shares his transition from working at a large Australian logistics company to product management at Afterpay and Kinde. He highlights the dynamic nature of working in a startup, where responsibilities extend beyond product management to encompass sales, support, and marketing. Andrew and Oliver discuss the benefit of product managers being closely involved with sales to better understand customer needs, offering unique insights into the differences between working in a startup versus a scaling organisation.
Oliver dives into the core of successful product management, stressing the importance of focusing on the problem rather than the solution. He reflects on the ever-changing market conditions and technological advancements, noting that understanding the customer’s perspective—especially when selling to engineers—is crucial. He discusses how engineers value detailed, thoughtful information and need time to process it, leading to longer sales cycles. This deep customer engagement allows Oliver to gather valuable insights, which he uses to inform product decisions and keep the team aligned with user needs.
The conversation shifts towards Kinde’s approach to authentication. Oliver and Andrew agree that businesses should avoid building authentication systems from scratch, instead opting for solutions like Kinde’s plug-and-play service, which integrates easily with platforms such as Google and Microsoft. Oliver highlights that, unless authentication is a core part of the product’s value proposition, businesses should focus their engineering efforts on what makes them unique, leaving the complexities of security and authentication to specialists like Kinde. This approach saves valuable resources and ensures products remain secure and compliant.
Oliver further explores Kinde's security-first approach, noting how the company embedded security into its DNA from the beginning by hiring a security engineer as its first team member. While managing security concerns, Kinde balances user experience by ensuring customers remain confident in the platform’s security while also making it easy to use. Oliver explains how Kinde continuously adapts to emerging security challenges and meets increasing demands for transparency from engineers. He also discusses Kinde’s upcoming features, including tiered pricing models and expanded functionalities like user management and billing, designed to streamline workflows for startups.
Lastly, Oliver shares his vision for Kinde and how the platform aims to simplify the complexities of user management, feature flags, and subscription billing. As Kinde rolls out its new pricing models and enhances its offerings, it helps startups manage their systems more effectively, allowing engineers to focus on building value-driven features. Oliver explains how Kinde’s feature flags enable better product testing and controlled rollouts, while the platform’s no-lock-in policy fosters trust with users. Reflecting on his passion for product management, Oliver reveals how customer feedback and seeing real value delivered to users motivates him every day, ensuring Kinde’s solutions are always aligned with the customer’s needs.
#PasswordlessAuthentication #CyberSecurity #UserExperience #TechInnovation #DigitalIdentity #SoftwareDevelopment #DevReadyPodcast

How Top 1% Tech Sellers Are Made – Secrets Revealed by Jameel Rehman | Ep 206 | DevReady Podcast

In this episode of the DevReady Podcast, host Anthony Sapountzis speaks with Jameel Rehman, Founder of Tech Sales Academy, about the challenges in tech sales education. Jameel, a former top 1% account executive at Cisco and Telstra Enterprise, transitioned into coaching after recognising a significant gap in structured sales training. He discusses the importance of organisation, problem-solving, and genuine customer relationships in achieving top sales performance. Rather than simply selling products to hit KPIs, Jameel believes great salespeople act as trusted advisors, solving business problems with integrity and a service-first mindset. His success in high-stakes enterprise sales has been driven by a structured and ethical approach, which he now shares through his academy.
Jameel’s journey into tech sales was unexpected. While working at a gym, he discovered a natural talent for selling memberships and supplements, which led him to a role in Telstra’s retail division. He quickly became a top seller but faced challenges when transitioning from B2C to B2B due to the complexity of enterprise technology sales. However, his entrepreneurial mindset allowed him to adapt, treating sales like running his own business rather than simply being an employee. This perspective made his transition into entrepreneurship seamless, as he was already accustomed to managing high-value clients and solving complex problems. The conversation takes a humorous turn as both speakers reminisce about their early jobs at Coles, sharing stories about working in produce and dairy.
Recognising a lack of formal training in tech sales, Jameel founded Tech Sales Academy to help individuals develop structured sales skills. Despite achieving top performance globally, he realised that many professionals were left to figure things out independently, without proper frameworks or guidance. After being made redundant, he saw an opportunity to build a practical and structured learning system for sales professionals. Rather than targeting enterprises, he focuses on individual development, ensuring that those who are genuinely motivated receive meaningful training to advance their careers in tech sales.
Jameel’s passion for coaching stems from his own experience as a gifted child who struggled with traditional education systems. His approach combines technical skill development with personal transformation, appealing to those who feel lost within outdated societal structures. He likens his coaching to software installation, helping individuals "download" the mindset and knowledge required for success in tech sales, much like Neo learning kung fu in The Matrix. His mission is to empower sales professionals with both the confidence and the structured processes necessary to thrive in the industry.
While tech sales shares many similarities with traditional B2B sales, it requires a strong understanding of technology solutions and their impact on customer problems. Success hinges on core sales principles—identifying ideal customers, crafting strong value propositions, and effectively navigating sales cycles. Engaging both technical and financial stakeholders often lengthens the process, making it crucial to identify high-leverage decision-makers. Jameel also highlights the importance of structured hiring for startup founders looking to transition from founder-led sales to a dedicated sales team. Finding the right "Frontier AE"—someone with a strong sales structure, a hunter mentality, and a willingness to work within startup constraints—can be the difference between stagnation and growth. Ultimately, in today’s market, building a product is easier than selling it, making sales expertise a key differentiator for startup success.
#TechSales #DevReadyPodcast #SalesAcademy #CustomerRelationships #B2B #BusinessGrowth #SalesTips

How to Scale Your Startup Without Giving Up Equity | Ep 205 | DevReady Podcast

In this episode of the DevReady Podcast, host Andrew Romeo welcomes Jodie Imam, Co-Founder and CEO of Tractor Ventures, to discuss alternative funding options for startups. Jodie shares her journey from a corporate marketing career to running an Australian fashion brand and later co-founding her first startup, Occasional Butler. She reflects on the challenges of building a marketplace without prior tech experience, learning the hard way about customer validation, and ultimately selling the business to Airtasker. Andrew and Jodie also discuss the myths surrounding unicorn startups and the pressures of venture capital funding. The conversation highlights the importance of exploring alternative funding models beyond traditional VC-backed growth path.
Jodie explains Tractor Ventures' unique funding approach, which provides loans to profitable, steadily growing businesses that may not fit the high-growth venture-backed model. These businesses typically solve real problems that the founders have personally experienced, which creates strong customer reliance. Rather than taking equity, Tractor Ventures offers loans that businesses can repay over time, allowing them to scale without relinquishing ownership. This non-dilutive model has proven to be a cost-effective alternative for many businesses, especially as they continue to grow and generate revenue.
The ideal businesses for Tractor Ventures' funding range from those with monthly revenues between $50,000 and $2 million. Jodie advises founders to think beyond their first funding round and plan strategically for the next 3–5 years. She challenges the conventional startup playbook and encourages founders to define their success on their own terms—whether it's building a high-growth venture or owning a profitable $50 million business. Both Jodie and Andrew highlight the need for founders to stay flexible and adaptable, as market conditions are constantly changing, and businesses must be prepared to evolve.
Jodie discusses how Tractor Ventures has refined its funding model over time, initially experimenting with revenue-based financing but eventually transitioning to a more traditional unsecured principal-and-interest loan model. With interest rates ranging from 10–13%, these loans provide crucial capital to businesses with 3–6 months of runway, even if they are not yet profitable. Tractor Ventures also uses its proprietary technology, Hover, to manage loans and monitor financial health, as well as Horsepower, which assesses risk by analysing financial metrics like cash flow and customer concentration.
In addition to funding, Tractor Ventures offers a robust support network called "The Village," which includes over 250 founders and more than 100 angel investors. This community-driven approach provides mentorship, peer support, and access to valuable resources such as masterclasses and networking events. Jodie shares success stories of businesses that have scaled without diluting equity, such as Clive and SOC Spa. With the market sentiment improving and more founders exploring non-dilutive capital options, Tractor Ventures is poised to continue helping businesses grow and thrive.
#StartupFunding #Entrepreneurship #ScaleUp #TechGrowth #FounderSuccess #AlternativeFunding #DevReadyPodcast

Funding is Drying Up – Here’s How Smart Startups Are Surviving | Ep 204 | DevReady Podcast

In this episode of the DevReady Podcast, host Anthony Sapountzis sits with Stephen Graham, Co-founder & GM of Shadowboxer, to discuss the realities of startup life and venture building. Stephen shares his journey from the corporate world to the fast-paced startup ecosystem, highlighting the unique challenges and rewards of working in a venture studio. Shadowboxer, founded in 2020, partners with entrepreneurs to shape and build innovative businesses, often taking equity instead of fees. The conversation delves into the appeal of working across multiple industries, the excitement of rapid learning, and the importance of having "skin in the game." Anthony resonates with this mindset, reflecting on his decision to skip the corporate ladder and start Aerion Technologies straight out of university.
The discussion explores how starting a business before major life commitments—like mortgages and children—can feel like a calculated risk, yet unforeseen challenges, such as a global pandemic, can still disrupt plans. Stephen acknowledges that his risk appetite has evolved with family responsibilities but still values the agility and direct communication inherent in startup environments. Unlike corporate settings, where bureaucracy slows decision-making, startups thrive on fast, impactful interactions. The urgency in startups is real—missing a critical opportunity can set a company back significantly—so access to key decision-makers is crucial. The relationships formed in these high-pressure environments are often more personal and rewarding, fostering deep professional growth.
Stephen highlights the shifting landscape of startup funding, noting how early overfunding led to rapid growth, but recent economic changes have increased scrutiny on traction metrics. Startups today must prioritise rapid prototyping and leverage AI and low-code tools to validate ideas quickly. Anthony points out that while tighter funding conditions present challenges, they encourage healthier, more sustainable business models focused on profitability rather than endless investment rounds. Stephen remains optimistic about alternative funding options beyond traditional venture capital, allowing more startups to build viable businesses without chasing unicorn status.
Execution and team quality often matter more than the idea itself when launching a successful startup. Stephen stresses the importance of momentum, product-market fit, and surrounding oneself with skilled advisors, especially in unfamiliar industries. The discussion also touches on funding shifts from VC firms to family offices, with investors favouring businesses that generate faster returns. Clinician founders, in particular, are seen as strong entrepreneurs due to their industry expertise and financial discipline. Overall, Stephen and Anthony praise Australia's startup ecosystem for its growing investor community and support for innovation.
Working with non-technical founders presents unique challenges, particularly in defining clear roles within a startup. While some teams have technical co-founders, others rely on external expertise before building an in-house team. The best founders are those who remain deeply focused on customer needs and problem-solving, ensuring a clear business direction. Stephen prefers working with "battle-scarred" founders—those who have prior entrepreneurial experience—due to their resilience and learned lessons. However, he also acknowledges that younger founders bring fresh perspectives, optimism, and a higher risk tolerance, which can be equally valuable in the startup world.
Many startups make the mistake of rushing into development without proper planning, leading to costly missteps. Founders often seek help only after failed attempts with previous vendors, realising the need for structured guidance. Success lies in slowing down, thoroughly planning and designing before development begins—minimising risks for both founders and their technical teams. Experienced teams, like those at DevReady, apply insights from past projects to help non-technical founders navigate these challenges. While failure is common in startups, those who learn from past mistakes and iterate strategically significantly increase their chances of long-term success.
#DevReadyPodcast #StartupSuccess #TechInnovation #Entrepreneurship #ProductDevelopment #GoToMarket #FounderMindset #BusinessGrowth #ScalingStartups #StartupStrategy #BuildFast #Podcast

Why 50% of First Sales Hires Fail—and How TenClub Breaks the Cycle | Ep 203 | DevReady Podcast

In this episode of the DevReady Podcast, host Anthony Sapountzis welcomes Ken Thomas, Founder of TenClub, an outsourced sales agency focused on solving small business sales challenges in Australia. Ken dives into the struggles many founders face when transitioning out of sales roles and hiring their first salesperson—an often tricky process with a high failure rate. He highlights that up to 50% of initial sales hires fail, with ROI often taking 9 to 18 months, and shares how TenClub’s mission is to accelerate this process, enabling businesses to break through revenue barriers and achieve sustainable growth. Anthony adds personal reflections, noting the transformative impact of structured sales processes on business success.
The name TenClub reflects milestones and camaraderie, symbolising achievements like securing ten clients or reaching significant revenue goals. For Ken, the name encapsulates progress and collaboration, values that underpin his approach to supporting small businesses. Drawing on a decade of experience across retail management, corporate sales, and fintech, coupled with an MBA, Ken has developed tailored solutions that improve sales processes, streamline operations, and drive growth. By leveraging his expertise and networks, TenClub helps founders establish scalable systems and generate consistent leads.
Throughout the episode, Anthony and Ken address common sales challenges, such as equating customer service with sales and the absence of defined processes or tools like CRMs. Ken stresses the importance of implementing structured systems to handle key sales stages, from discovery calls to closing deals. He also advocates for clearly articulating value propositions, aligning with client pain points, and using straightforward tools like pitch decks to enhance efficiency and streamline workflows.
Ken also shares personal insights into overcoming imposter syndrome and embracing entrepreneurship. He credits his support network, particularly his wife, for encouraging him to take risks and build confidence. By adopting a growth mindset and openly sharing knowledge, Ken underscores the value of building trust and fostering collaboration as key ingredients for long-term success.
For startup founders, Ken offers practical advice: focus on tasks they excel at, delegate responsibilities, and map out clear roles. He emphasises aligning new hires with the company’s values and vision, prioritising strategic oversight, and avoiding micromanagement. These principles, he explains, allow businesses to scale effectively while navigating the complexities of sales and team building.
#DevReadyPodcast #StartupSales #SalesLeadership #BusinessGrowth #ScalingUp #sales

Why Your Business Needs a Time and Energy Audit – Insights from Kerrie | Ep 202 | DevReady Podcast

In this episode of the DevReady Podcast, host Anthony Sapountzis is joined by Kerrie McGilvray, Managing Director of The Admin Superheroes, to discuss the challenges faced by small business owners and how they can scale effectively. Kerrie shares her unconventional career journey, which began as an apprentice mechanic and eventually led her to the role of operations manager in a project consultancy firm. After her position was made redundant, she ventured into fractional operations management, providing small businesses with high-level expertise without the need for full-time employees. Kerrie’s company focuses on streamlining processes, removing bottlenecks, and enabling growth through fractional management services.
Kerrie delves into the struggles many business owners face, particularly in the tech industry, where expertise in their field often does not translate into effective operational management. She explains that while outsourcing certain tasks may seem daunting, it is essential for scaling a business and allowing owners to focus on their core strengths. Many owners hold on to tasks they dislike, which results in burnout and inefficiency. Kerrie advises owners to delegate responsibilities they do not enjoy to improve overall productivity and wellbeing.
She also highlights common problems that small business owners, especially those without formal business training, often encounter. This includes failing to revisit and refine systems as the business grows, struggling with team management due to lack of training, and not fully understanding financials, which can impede growth. Kerrie explains that many owners, feeling stuck, may contemplate selling their business without realising that with a few changes, they could meet their goals and thrive.
Throughout the conversation, Kerrie emphasises her passion for problem-solving, efficiency, and aligning a team’s personal goals with the broader business objectives to ensure long-term success. She shares her insights on the complexities of managing team dynamics, especially when business owners are reluctant to relinquish certain responsibilities. Effective communication and reassurance are crucial to overcoming resistance and ensuring that staff understand how operational improvements will benefit both the business and their career development. Kerrie wraps up by recommending business owners perform a time and energy audit to identify tasks that could be outsourced, ultimately saving time and increasing revenue.
This episode provides valuable insights into the importance of operational efficiency, team management, and outsourcing to scale a business effectively. Kerrie’s experience offers actionable advice for business owners looking to optimise their operations and grow with confidence.
#BusinessGrowth #TimeManagement #EfficiencyTips #SmallBusinessSuccess #Entrepreneurship #Outsourcing #FractionalManagement